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Assistant Director of Sales

4 months ago

San Jose, California, United States Hilton Full time

An Assistant Director of Sales is an extension of the Director of Sales and is responsible for managing a high-value group segment while mentoring select members of the team. Hilton is seeking experienced sales professionals, who want to grow into leadership roles and lead teams of their own.

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 support the group sales team at your hotel/complex and support and participate in business strategies that are creative, dynamic and impactful towards achieving your hotels annual budget and crossover targets.

As an Assistant Director of Sales, you will individually own and manage a key vertical market for your hotel as well as contribute leadership support to the commercial strategies for the sales team. One of your goals is to support the performance improvement of the sales team by helping them connect strategy and business processes. Business processes should be executed to impact revenue streams, including Rooms, Catering and Events. Key deliverables for this role are to support the deployment, team composition, and support the team's activities that are a "predictive and prescriptive" approach to drive performance.

This role requires strong sales, communication, and networking skills. The ability to demonstrate a deep understanding of customer needs and then apply a disciplined approach to qualify, negotiate and secure new revenue for the hotel.

  • Customer and Account Management - Apply strong sales skills to create customer value. Differentiate Hilton from the competition and bring clear value to customers and the organizations they represent.
  • Prospecting - Demonstrate a mastery of the prospecting process. Identify potential customers. Prepare and implement your call strategy.
  • Negotiations - Understand the customer and the business leader's expectations. Adapt to a changing market.

Strategy:

  • Contribute to the hotel's Annual Multi-Year Strategic Intentions and Commercial Strategy, in partnership with the hotel commercial leadership team and regional sales, revenue and marketing support.
  • Actively engage with Hilton Worldwide Sales, Convention Bureau, and Intermediaries to retain existing customers and secure new business for the Hotel.
  • Develop and execute plans to engage in outside sales calls, industry tradeshows and customer events.
  • Develop, execute, and communicate a monthly, quarterly, and annual business plan for a designated market.
  • Maintain up to date pipeline of business opportunities that will meet the short- and long-term business objectives for the designated market.
  • Represent hotel in all interactions dealing with their customers relative to sales, including creating business proposals and executing contracts.
  • Conduct site inspections through expert story telling with prospective and existing customers based on their individual needs.
  • Clear understanding of the competitive marketplace and the current state of the industry within the hotels geographic market.

Leadership:

  • Lead segments of daily and weekly business review and sales strategy meetings
  • In collaboration with DOSM/DOS, contribute to the commercial strategy plan pertaining to sales, socialize and amend plan on a consistent basis.
  • Contribute to the development of hotel's sales site visit strategies and approach
  • Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools
  • Lead enterprise and hotel level sales initiatives i.e., America's Week of Engagement, Global Week of Engagement, Sales Accelerators, Team Member Appreciation Week, etc.
  • Support sales team members' activities while they are absent or are remotely based
  • Contribute feedback to performance reviews for all sales managers and sales support
  • Facilitate and lead in a culture that is aligned with Hilton's DEI and ESG enterprise goals

What are we looking for?

To fulfill this role successfully, you should demonstrate the following minimum qualifications:

  • Minimum Education: Bachelor's Degree preferred
  • Minimum Years of Experience: Four (4) Years of Hotel Sales Experience with consistent track record of achieving annual production goals
  • Additional Requirements: Ability to travel on short notice and adaptable to schedule changes
  • Highly professional presentations and oral and written communication skills

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

  • Affiliation with professional organizations with a tie to the travel industry
  • Full-service hotel experience
  • Proficiency in Delphi FDC

Since being founded in 1919, Hilton has been a leader in the hospitality industry. Today, Hilton remains a beacon of innovation, quality, and success. This continued leadership is the result of our Team Members staying true to our Vision, Mission, and Values. Specifically, we look for demonstration of these Values:

  • Hospitality - We're passionate about delivering exceptional guest experiences.
  • Integrity - We do the right thing, all the time.
  • Leadership - We're leaders in our industry and in our communities.
  • Teamwork - We're team players in everything we do.
  • Ownership - We're the owners of our actions and decisions.
  • Now - We operate with a sense of urgency and discipline

In addition, we look for the demonstration of the following key attributes:

  • Quality
  • Productivity
  • Dependability
  • Customer Focus
  • Adaptability

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

*The annual salary range for this role is $110,000 to $120,000 and is based on applicable and specialized experience and location.*

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