Director of Sales

Director of Sales

Job Number: HOT0CK29

Work Location: Hilton Leeds City Hotel, Neville Street, Leeds LS1 4BX

Responsibilities

Customer activities (70%)

• Take responsibility for the activation of the hotel overall sales strategy
• Manage the relationship between on‑property sales and above‑property sales support (Hilton Worldwide Sales & all above‑property sales support)
• Manage all market segments through B2B relationships
• Own & execute the sales plan to include all customer‑facing activities
• Position the hotel with key company & agency partners across all segments
• Identify opportunities across all market segments maximizing our return with particular focus on Meetings, Conference & Events
• Retain customers with repeat event & multi‑year deal opportunities
• Maintain existing client base whilst growing our share of the business
• Drive conversion of direct enquiries whilst identifying new business opportunities
• Create & coordinate prospecting & team engagement during Global Weeks of Sales & Engagement
• Review all segments to identify any un‑explored opportunities
• Identify opportunities for Travel Management Companies – networking & development
• Continually audit our business mix to ensure we have the right business segments to deliver exceptional results
• Ensure systems are in place to offer cross‑sell opportunities to new & existing customers
• Attend and participate in sales initiatives, customer appointments & tradeshows as required
• Compile & deliver the hotel sales plan & all related activity to deliver sales‑influenced segments
• Ensure measurement systems are in place to track the production of all targeted accounts & new opportunities
• Manage key retention and acquisition of accounts
• Ensure effective short‑term and long‑term sales plans are in place
• Ensure Delphi is utilized to track all customer interaction & inquiries
• Actively seek out new ways to source new business
• Monitor, execute & task the team using annual sales incentive programs – delivering against personal & team goals
• Ensure all key pieces of communication have been received and understood by key stakeholders and the team as appropriate
• Play an active part in supporting hotel teams to convert key opportunities as and when required

Directing Activities (10%)

• Develop powerful personal relationships with internal and external stakeholders as appropriate
• Hold powerful personal relationships with all source market HWS offices & above‑property sales support teams
• Ensure that Hilton Worldwide is always represented to the highest standard
• Evaluate sales resources to ensure they are correctly mobilized to drive strategy and market share
• Ensure that the sales incentive plan is embedded and relevant
• Ensure that all research / client engagement activity and group generation activities are driven as per the strategy

People Activities (10%)

• Ensure that effective processes are in place for the recruitment, induction, training and development of all sales people
• Create succession plans for all sales positions
• Coach and mentor as appropriate, regularly participating in joint sales calls, weekly activity reviews, and monthly and quarterly account production reviews
• Be responsible for development and progression planning for team members
• Ensure that the team is fully trained and equipped to sell
• Ensure that the team have clear goals and appropriate objectives/targets including expectations around customer‑facing activities and conduct
• Ensure that performance is reviewed on a regular basis, recognizing and celebrating success, and refocusing effort where targets are missed
• Address performance issues in a supportive, timely and decisive manner
• Ensure that appropriate skills and product training is available to all sales team members in conjunction with global Hilton sales training programs

Job Knowledge, Skills & Abilities

Required

• Excellent communication skills; presentations, written and public speaking
• Ability to direct collaboration among cross‑functional teams including external resources
• Ability to analyse departmental financial data in order to make strategic and tactical decisions
• Demonstrates the highest standards of ethical behavior and absolute discretion with sensitive information
• Ability to take initiative to identify, prioritise and implement actions required to achieve functional goals
• Proven understanding of client’s business and category, including business plans, competitive environment & distribution channels / product financials
• Extensive understanding of local and UK market and industry in order to make recommendations on how to achieve the budget
• Ability to recommend segmentation and targeted proposals, assess marketing implications and aggressively manage all segments to ensure profitability
• An excellent team player who leads by example to resolve conflicts, introduce change and ensure collaboration among others
• Budget development and management skills
• Ability to work independently and manage the work of others
• Strong problem‑solving skills including ability to address any issue in collaboration with others, identify and prevent potential problems and develop problem‑solving skills in others
• Ability to provide development and mentoring to others
• Ability to deliver performance feedback to subordinates to improve overall performance
• University degree at bachelor level or equivalent or experience in lieu thereof
• Significant work experience in roles including some people management experience
• Experience working in multi‑cultural or international settings
• Fluency in spoken and written English

Preferred

• Significant hospitality industry experience in a sales role

Benefits

• Annual salary starting of £48,000 (based on experience) plus bonus
• Free and healthy meals when on duty
• Grow your Career Personal Development programmes designed to support you at every step of your career
• A chance to make a difference through our Corporate Responsibility programmes – Find out what and how we are doing https://cr.hilton.com
• Team Member Travel Program: discounted hotel nights plus 50% off Food and Beverages (subject to individual outlets)
• Team Member Referral Program
• High street discounts: with Perks at Work
• Holiday: 28 days including bank holidays (increasing yearly to up to 33 days)
• Guest Experience Day: 1 night stay with dinner and breakfast after successfully passing probation

Equal Employment Opportunity

This position is advertised by Hilton Worldwide, technical,

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