Job Description - Cluster Director of Sales - North - Leeds (HOT0CE45)
Job Description
Cluster Director of Sales - North - Leeds (Job Number: HOT0CE45)
Work Locations
Hilton Leeds City Hotel, Neville Street Leeds LS1 4BX
Responsibilities
The Cluster Director of Sales has full Sales responsibility for their base hotel and is responsible for the implementation of sales initiatives, for driving optimal on-property sales focus, and providing sales support to cluster, to maximize performance and achieve budgeted revenue, RevPar Index and market share targets. Lead and support in the development of proactive sales teams within their Cluster to maximize demand generation and conversion. Drive our culture of performance equals reward and inspire our teams to elevate our customer experience and achieve sales excellence. Work in Partnership with the Sales Operations and the Centre of Excellence team to drive adoption & activation of deployed initiatives and best practices.
Directing Activities
- Develop and drive area sales activities for the benefit of their Cluster across all sales driven segments, including both demand and conversion.
- Provide direction on the execution of the property's sales function, and support their hotels to deliver on their budget objectives.
- Influence and implement strategies to close the gap in making revenue/EBITDA as well as gaining market share within their cluster.
- Ensure that Hilton's sales systems are leveraged, and used effectively to help drive sales productivity.
- Review and monitor Account and GOB performance for the area and drive optimization and mitigation strategies accordingly.
Customer Activities
- Develop powerful relationships and meaningful connections with decision makers and influencers within the top-producing accounts and HWS Account Teams.
- Drive share of wallet growth from key clients across the cluster.
- Maintain contact with major customers in order to support and assess sales effectiveness of hotels in the region and to provide a point of contact in the event of turnover.
- Support hotel sales and GM&EE teams in conversion of Top Opportunities.
- Support and coach important negotiations with key customers, impacting key hotels of the cluster.
Sales Strategy and Approach
- Actively participate in Commercial Focus Meetings/BFM meeting within their Cluster.
- Drive Group revenue performance across rooms, function space and food & beverage.
- Support the hotels in evaluating and identifying business opportunities. Actively seek out new sources of business and emerging market opportunities.
- Analyse Sales & performance KPIs and support with commercial activities accordingly.
- Conduct regular risk/opportunity analysis of Sales performance, future BOB and pipeline and coordinate activities to mitigate risks.
- Analyse account production and conversion performance and input to rate strategy and sales goals (SIP Targets).
- Supports commercial opening pathway for new hotel openings within the cluster.
Planning Activities
- Support hotel commercial plans to ensure hotel budgets are met in the Sales Influenced Segments and GM&E.
- Leverage insights from relevant Hilton and Market reports and implement strategy/tactic accordingly.
- Control and coordinate participation in annual trade shows for the highest productivity and ROI for the cluster.
- Responsible for planning and overseeing different initiatives or projects within the organization, from the initial idea through to completion to maximize hotel performance.
- Reports, escalates and presents progress and outcomes to senior management and teams as needed.
- Implements and delivers outcomes.
Sales Quality
- Drives adoption in-market of best practice / improvement initiatives deployed by Sales Operations and the Centre of Excellence to maximize benefit for the region, and coaches team members.
- Ensure hotel have adequate sales tools, materials, content for proposals and presentations and have sufficiently built plans around storytelling, destination, USPs, Competitive positioning and customer value. Drive CXM and Go one better culture through Sales and GM&E Sales team customer engagement.
- Carries out joint calls with properties and tests sales delivery to assess sales competency and sales effectiveness.
People Activities
- Drive ‘performance equals reward’ culture, closely monitoring SIP performance, and ensuring that we recognize achievement and tackle areas of poor performance.
- Coach teams in delivering sales excellence and driving more consistency in how we deliver exceptional sales experience to our customers.
- Assists the General Managers and Cluster Commercial Director in ensuring that appropriate talent is in place, and supports recruitment of Sales Team Members. Involved in final selection and annual appraisal of all DOS. Helps to develop talent to achieve optimal performance.
- Ensure effective adoption of available sales & GM&E training programs by hotels and identify requirements for additional training support, partnering with Centre of Excellence.
- Drive Evaluates and Optimizes Sales and Deployment, Manning levels and Structures.
- Support GM&EE Sales Deployment, Manning levels and Structures.
Required Experience and Qualifications
- 2+ years of experience developing and implementing strategic sales plans.
- 2+ years of experience presenting sales plans, presentations, etc. to senior level executives and constituent groups.
- 2+ experience working in a collaborative/matrixed environment.
- 2+ years working with departmental financial data to make strategic/tactical decisions.
- 3+ years of experience managing a sales team.
- Education - High school/GED
Preferred Experience and Qualifications
- Minimum of 2+ years of progressive sales leadership.
- Experience with sizeable revenue diverse customers, and dynamic channels.
- Relevant sales experience could be a combination of business-to-business, business-to-consumer, or business-to-business-to-consumer.
- Exposure to franchisee businesses could be a plus.
- 5 years of hospitality experience or Hilton experience.
- Education - BA/BS/Bachelor's Degree
Additional Requirements
- Ability to Travel min 40% of time within assigned region
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