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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