Director, Sales Worldwide Central China

2 weeks ago

Shanghai, Shanghai, China Hilton Full time

The Director of Sales will be primarily responsible for the generation of demand to all Hilton hotels (both domestic and international), the increase in market share and loyalty from both global and domestic accounts through leading and managing the above property sales teams in Central China to achieve assigned revenue goals. The role will look after the team to ensure accounts are appropriately managed on a local, national, International & Global basis where relevant. He/she is accountable for the domestic and outbound business of four key and distinctly different business segments, which are: 1) Corporate, including. MNC accounts and Chinese Local Accounts; 2) MICE including online meeting platforms, 3) Leisure, including wholesaler, travel agencies, and online leisure platforms (except OTA); and 4) others including TMC and airline crew. He/she will create and communicate the account strategies in order to drive increased market share and demonstrate value to both internal and external customers.


What will I be doing?

As the Director of Sales Hilton Worldwide Sales Central China, you will be responsible for performing the following tasks to the highest standards:

· To be accountable for the performance of a team of Account Directors and Senior Account Managers generating sales influenced revenue for the key accounts they manage in Central China.

· To do all of the above, they need to proactively manage the team and relationships with customers as well as internal stakeholders such as Director of Business Development's and Director of Sales, General Managers, Senior Stakeholders of hotels etc.

· To create and communicate the account strategies in order to drive increased and unfair share

· To be responsible for managing and driving key accounts in the assigned area

· To be responsible for the implementation and execution of various projects that will drive unfair share

To be responsible for developing secondary cities Be owner agnostic

Planning Activities 20%

· Develop key account management which increases Hilton's market power and closer matches the way customers choose to buy.

· Develop the right Account Plans & strategies focusing on shifting unfair share.

· Repurpose & direct teams to ensure that sales resources are mobilized to drive market share from Key Accounts with the highest potential.

· Ensure that Key Accounts active in the team are managed by an appropriate senior sales person.

· Develop powerful personal relationships with decision makers and influencers within the top producing accounts.

· Ensure that measurement systems are in place & robust to track accurately the production of all targeted accounts.

· On an annual basis identify the key retention and acquisition accounts for each sales person.

· Actively seek out new sources of business from existing accounts / new accounts.

Set team objectives that are aligned with the business Work with the relevant organizations and Associations in this space to ensure that Hilton Worldwide achieves maximum gain and exposure

Organizing Activities 30%

Coordinate / organize trade shows, China Roadshow, cluster sales calls, FAM trip, and customer appreciation events etc. Implements account specific marketing initiatives to help drive the business. Partner with the marketing team on the appropriate marketing activities to underpin the account strategies and deliver increased customer / market share Ensure that performance is reviewed on a regular basis, recognizing and celebrating success, and refocusing effort where targets are missed. Ensure that all sales people know who to refer sales leads to at other Hilton Worldwide hotelsImplements measurement metrics to ensure effectiveness of teams.Plans and directs assignment of tasks ensuring optimum effectiveness and use of resources. Agree and monitor annual sales incentive programs.

Directing Activities 20%

Directs development and administration of team. Provides direction to team members and establishes work priorities to achieve management objectives for those accounts managed by incumbant Executes organisational directives and encourages achievement of goals through motivation, communication and leadership. Conducts effective management of third parties, identifies vendors and monitors costs and quality of service. Reviews Account Development Plans on a quarterly basis, updating records accordingly.

People Activities 15%

Ensure that all sales people in the team are trained and equipped to sell all brands locally, nationally and globally. Ensure that appropriate skills and product training is available to all sales team members in conjunction with global Hilton sales training programs.Ensures 1:1's are conducted with the team as appropriate to accomplish goals.Spotting sales talent within the team and developing for future increased responsibility.Ensuring the movement of sales people around the team and between hotels/functions/regions.Being a coach and mentor to the team.Driving team performance through clearly focusing effort through objectives and targets.Ensuring that performance is reviewed on a regular basis, recognizing and celebrating success and refocusing efforts where targets are missed.Addressing performance issues in a supportive, timely and decisive manner.Ensuring that all people in the team are trained and equipped to excel in their roles.Ensuring that all sales people have clear and appropriate targets for revenue generated, appointments conducted and accounts retained and acquired.Providing sales advice, guidance and direction to the team, communicating regularly and monitoring performance in a thorough and timely manner.Ensuring the team presents a cohesive, structure approach to their work and maximizes profit potential, whilst effectively applying Hilton processes and systems.Creating a culture which motivates and encourages team members to perform to the best of their ability, minimizing conflict it it occurs

Controlling Activities 15%

Directs and implements proper controls and systems to ensure team achieves objectives.Translates goals into performance standards for departments and individuals.Assesses actual performance to ensure success and takes corrective actions.Ensures business plan is followed and achieved providing feedback as necessary.Establishes and enforces policies and procedures to improve overall operations.Monitors return on investment of capital and time resources.Works within approved budgets and adjusts activites and expenses to ensure optimal financial results.Develops and maintains Hilton Best Practice to ensure accurate and up-to-date customer account information is kept.To ensure information relating to customer requirements, interests and marketing activities is kept up to date through the use of relevant Hilton proceduresTo provide accurate management reports to review account performance and communicate future plans.Reviews customer base to determine new opportunities for account penetration.

Supportive Functions

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.

Support new openings within Hilton Worldwide and specifically the Central China regionMonitors and maintains a close, accessible relationship with DBDs and DOSs, General Managers, Senior Stakeholders of hotels and Hilton WorldwideSupports management of key accounts in the assigned area.Attend sales review & communication meeting as and when required.Comply with Hilton Worldwide's company policiesAdditional supportive functions as appropriate

What are we looking for?

The individual must possess the following knowledge, skills and abilities and be able to perform the essential functions of the job, with or without reasonable accommodation.

Extensive understanding of local market and industry in order to make recommendations on how to achieve the targetsResult focused Demonstrate ability to drive team to deliver the results and achieve the targetsExcellent communication skills: presentations, written and public speakingStrong in big picture thinking and strategic planning capabilitiesExcellence in strategic planning and executionAbilty to direct collaboration among cross-functional teams including external resources Ability to analyse departmental financial data in order to make strategic and tactical decisionsLeads by example to resolve conflicts, introduce change and ensure collaboration among others Demonstrates the highest standards of ethical behaviour and absolute discretion with sensitive informationAbility to take initiative to identify, prioritise and implement actions required to achieve functional goalsStrong 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 Budget development and management skillsAbility to work independently and manage the work of othersAbiility to deliver performance feedback to subordinates to improve overall performanceProven understanding of client's business and category, including business plans, competitive environment & distribution channels and product financialsAbility to recommend segmentation and targeting proposals and to assess marketing implications and aggressively manage to ensure profitability

It would be advantageous in this position for you to demonstrate the following capabilities and distinctions:

Significant hospitality industry experience preferred in a sales leader roleUniversity degree at bachelor level or experience in lieu thereofSignificant work experience in roles including management and people management experienceExperience working in multi-cultural or international settingsFluency in spoken and written English and Chinese


What will it be like to work for Hilton?

Hilton is the leading global hospitality company, spanning the lodging sector from luxurious full-service hotels and resorts to extended-stay suites and mid-priced hotels. For nearly a century, Hilton has offered business and leisure travelers the finest in accommodations, service, amenities and value. Hilton is dedicated to continuing its tradition of providing exceptional guest experiences across its global brands. Our vision "to fill the earth with the light and warmth of hospitality" unites us as a team to create remarkable hospitality experiences around the world every day. And, our amazing Team Members are at the heart of it all

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