**Job Identification:** 208659
**Job Category:** Sales and Marketing
**Job Schedule:** Full time
**Salary** Competitive
**Exceptional Hospitality Starts with You**
Picture yourself brightening someoneu2019s day. When you join our Hotels team, thatu2019s exactly what youu2019ll do every time you come to work! As a **Cluster Director of Sales** , youu2019re not just driving revenue growth across all hotel segments u2013 youu2019re spreading the light and warmth of hospitality by delivering memorable experiences that make the stay for every guest.
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. Conducts regular risk/opportunity analysis of Sales performance, future BOB and pipeline and co-ordinates 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 u2018performance equals rewardu2019 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 .
Qualifications – External
Essential requirements 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.
Ability to Travel min 40% of time within assigned region
Preferred requirements and Qualifications
Education – BA/BS/Bachelor’s Degree
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
**What It Takes to Make the Stay**
At Hilton, our core values define what it takes to succeed here and guide the qualities we look for in every team member:
A passion for spreading the light and warmth of **Hospitality** . Acting with **Integrity** and always doing the right thing. Inspiring others through **Leadership** . A belief that **Teamwork** drives the best outcomes. A sense of **Ownership** and accountability. And a focus on the **Now** , bringing urgency and discipline to every moment, knowing it can make a lasting impact.
**How Weu2019ll Help You Thrive**
At Hilton, the hospitality weu2019re known for doesnu2019t end with our guests. We proudly invest in our Team Membersu2019 wellbeing, supporting you through all of lifeu2019s moments. When you join Hilton, our exceptional care extends to you with unmatched perks and benefits, including*:
Incredible travel perks u2013 Enjoy 110 nights of deeply discounted travel, with room rates as low as $40 USD/night at our world-class hotels through our Go Hilton travel program Own a piece of Hilton u2013 Through our employee stock purchase program (ESPP), you can invest in Hilton shares at a 15% discount to help build your financial future Paid parental leave u2013 Because family matters. We offer paid leave for eligible Team Members, including partners and adoptive parents Personalized caregiving support u2013 Access dedicated caregiving concierge services to help navigate caregiving for yourself and your loved ones Crisis concierge u2013 In times of loss, our Crisis Concierge offers a single, compassionate point of contact for both practical support and emotional care Mental health resources u2013 Your wellbeing comes first. Through our Care for All hub, we provide resources to help our Team Members to care for themselves, care for members of their team, and care for their loved ones. Eligible Team Members receive free counseling and support through our best-in-class Employee Assistance Program (EAP)
_*Benefits availability may vary depending on Team Memberu2019s location as well as terms and conditions of employment and are subject to the terms and conditions of each specific program/plan._
**Join an Award-Winning Workplace Culture**
At Hilton, we donu2019t just deliver exceptional experiences for our guestsu2014we build an exceptional workplace for the Team Members who make it all possible. As a global leader in hospitality, weu2019ve welcomed more than 3 billion guests worldwide, all while staying true to our founding vision: to fill the earth with the light and warmth of hospitality.
Our award-winning culture has earned us repeated recognition on the Worldu2019s Best Workplaces list by Great Place to Work and Fortune. With our suite of world-class brands (https://www.hilton.com/en/brands/) , and a company-wide commitment to providing the best stay for every guest, weu2019re setting new standards for the future of travel.
Whether youu2019re starting your career or exploring something new, Hilton supports your journey every step of the way. Come for the job, stay for the careeru2014and help us make every stay a little more magical.
Curious about life at Hilton? Explore our Careers Blog (https://jobs.hilton.com/us/en/blog) to see why weu2019re more than a great place to stayu2014weu2019re a great place to work….