Director of Sales
Hilton's Commercial Services organization is comprised of team members driving our sales, revenue, marketing, catering and events management, call centers, and analytics functions. These functions are the core of Hilton's "commercial engine" and are essential to Hilton's ability to drive profitable growth.
**What will I be doing?**:
The primary responsibilities of this position are to design, develop, and deploy business strategies that are creative, dynamic, and impactful for the hotel, aligned with theAmericas commercial process.
As the Director of Sales & Marketingfor the Hotel, you will be responsible for overseeing commercial strategies for your hotel. Your goal is to improve the performance of the asset by connecting strategy and business processes. Business processes should be designed to impact all revenue streams, including a deliberate focus on Rooms, Catering, Events and Marketing. Key deliverables for this role are to move the business analytics, processes, including cadence of activities to a "predictive and prescriptive" approach to drive performance.
This includes, but is not limited to, development and communication of commercial strategies and standards through a structured cadence and analysis of company revenue performance against established goals.
**Position Summary**:
- In this role you will facilitate the delivery of the Americas Commercial Operating Model and should possess strong leadership, communication, and networking skills.
**Strategy**:
- Produce your hotel's Annual Multi-Year Commercial Strategy Plan, in partnership with on property leaders and regional support.
- Drive commercial performance versus budget and previous years
- Account management engagement and supervision.
- Lead Hotel positioning connecting with the Marketing and Revenue Management team and regional support
- Trade-show representation
- Connect the performance needs for the hotel with the solutions designed by the Hilton enterprise, in each key segment your hotel serves.
- Directly accountable for setting the strategy and delivery of your hotels revenues including group rooms, banquets, catering, business transient and leisure transient.
- Work with Commercial Leadership to ensure that Business Review Guidelines (current to + 5 years) and Group Pricing & Rate Quotation Strategies are in place to maximize all pricing components of sales and catering opportunities and achieve positive group market share.
- Support hotel B2B marketing, digital marketing, social media, public relations and communications activities. Guide the e-Commerce teams to ensure online hotel content is accurate and effective
- Work with Commercial Leaders to establish optimal business mix, review and validate revenue forecasts to improve accuracy while developing strategies for different demand periods, and review and approve retail and group pricing strategies.
- Work with fellow Executive Committee members to ensure profits are maximized in line with GOP and EBITDA targets.
- Develop and execute departmental expense budget and forecasts
- Develop and maintain detailed and real time knowledge of all competitor and market activity
- Responsible for the execution of the Sales and Catering Sales annual SIP (Sales Incentive Program).
**Leadership**:
- Lead weekly, monthly, and quarterly Sales & Marketing Optimization Process for hotel. Convert the outcome of the optimization process into actionable business strategies and articulate those strategies.
- Contribute to annual Commercial Cadence communication regarding current realities of performance and performance drivers on a monthly, quarterly, and semi-annual basis.
- Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools
- Responsible for recruiting and retention of all sales and marketing roles.
- Lead, engage, and develop team members, including ongoing performance development and Career Development Plans.
- Conduct performance review for all direct reports and provide feedback for dotted line reports, including but not limited to:
a.Group Sales
b.Weddings & Celebrations
c.Leisure Sales
d.Catering Sales
e.Marketing
- Facilitate and lead in a culture that is aligned with Hilton's DEI and ESG enterprise goals
**Ownership, Customer, and Stakeholder Relations**:
- Own performance and commercial activity reporting for each of your hotels (i.e., performance status communication and response plans).
- In concert with AVPs, Regional Commercial Director and General Manager(s), present commercial strategies to key business partners and ownership groups. Ensure transparency, relevance, and timeliness in articulating the commercial performance targets, and potential gaps or upside (strengths & weaknesses).
- Liaise with Hilton Worldwide Sales, regional support, and brand teams.
- Build strong relationships with CVB, community influencers and 3rd party travel partners.
- High level of engagement with customers from
