Director, Sales Operations - India

As Director, Sales Operations - India you will lead the development and implementation of strategic sales plans that maximize profitability for owned and operated hotels, to achieve hotels’ budgeted revenue, and increase RevPAR Index and market share targets.

Your responsibilities for the region include (but are not limited to) the following:

Ensure the region’s managed hotel Sales teams

Are appropriately set up, strike the right balance between proactive and reactive

Have the right strategies in place to deliver their revenue targets

Use Hilton systems (e.g. Delphi) and tools per our standards; to create focused opportunities for the hotels

Have appropriate targets in place (SIP)

Evaluate and identify business opportunities for hotels and direct them accordingly

Ensure the region’s managed hotel GM&E teams are capturing maximum demand and to drive the highest level of conversion

Create and maintain people plans to ensure that the region’s managed hotel sales leadership are protected for future growth

Hold regular productivity reviews with the region’s managed hotel Sales teams to ensure we are acquiring enough new customers as well as growing existing customers' revenue and share

Design and implement sales strategies to achieve revenue/EBITDA and to gain optimal market share

Develop sales strategic plans and coordinate with Senior Cluster Revenue Manager (SCRM) of Revenue Management Consolidated Centre (RMCC) and Commercial Directors to maximize revenue

Set long-term goals for the hotels' Sales department through a review of competitive data, demand analysis, and market mix to form the base for short-term goals and annual operational planning

Work with the area GMs and Commercial Directors to develop and assist hotels in achieving their business plan objectives

Determine the appropriate objectives for the business and how those objectives are going to be accomplished

Work with key stakeholders, the Commercial Services team (marketing and revenue management), and the VP, Commercial Services - India, to structure the resources and activities of the hotel's Sales team

Streamline business processes to maximize efficiency and effectiveness within the Sales department at hotels

Develop and recommend improvement on key account management at the hotel level to increase Hilton’s market share and be the hotel of choice

Repurpose teams to ensure that sales resources are optimized, to drive market share from key accounts

Develop and maintain relationships with decision-makers and influencers within the top producing accounts at the hotel level as you believe is necessary, especially across hotel clusters

Ensure that local hotel sales plans align with regional and enterprise-wide plans

Drive B2B account base for all properties in the system

Be the key point of communication on hotel sales strategies between hotels and the Above Property Sales teams

Work closely with the HWS to create the sales strategy for the region including activities to drive performance

Support all managed hotels in their pre-opening phase to build sales strategies, review completion of pre-opening checklist, ensure sales strategy is clearly articulated with target accounts and activities, share information with above property teams

Closely work together with the above property sales team to share new opening hotels information and plan for activities before opening, and engage hotels to join relevant sales activities organized by the HWS team during the pre-opening period

What will I be doing?

As the Director, Sales Operations - India, you will be responsible for performing the following tasks to the highest standards:

Business Acumen

Partners with VP, Commercial Services - India as the Sales leader of their business

Support hotel openings from a Sales perspective to make full use of Hilton’s engine

Translate organizational goals and priorities into performance standards for the Sales team

As Sales lead for the region ensuring the regional forecast for region’s managed hotels, managed segments and GM&E makes sense and is our most accurate view of the future based on current and anticipated trends

Setting Strategy

Responsible for the creation of short, medium and long-term strategy plans to deliver sustained success amongst our managed segments and GM&E, ensuring that overall strategy is focused on growing market share

Communicate strategy and performance against our regional strategy and initiatives

Gain buy-in and support for the relevant strategies and key initiatives required to deliver the strategy from senior stakeholders

Lead strategic planning across Sales in the region to advance the company goals while ensuring the communication of key messages to internal and external stakeholders

Work closely with HWS (in and out of the region) to drive business to hotels within the region

Executing for Results

Support the VP, Commercial Services - India in negotiations with 3rd party suppliers as and when necessary and share management of relationships as agreed

Lead the region’s managed hotel Sales teams in the region as well as working in close collaboration

Work closely in partnership with the Marketing and eCommerce team in the region in driving appropriate B2B marketing initiatives

Ensure all Sales initiatives and big rocks are planned adequately and managed through to delivery

Ensure that the Sales team is integrated in its approach to increasing market share

Work the relationship with HWS globally to drive hotel performance. This includes understanding the account ownership of key accounts for the owned and managed hotels globally and building relationships with key stakeholders in HWS teams across the globe to drive account performance.

Leading Teams

Ensure the above property hotel Sales teams provide adequate support to our property teams

Maintain and develop talent on-property to ensure the highest performance level is achieved and plan for future succession

Maintain adequate succession plans to ensure that our team is ‘future-proofed’

Building Relationships and Using Influence

Develop and maintain excellent relationships with senior personnel across the company

Develop strong relationships with key Commercial partners across the region to further strengthen our commercial performance

Maintain strategic alliances with Global Database Management (GDM), Distribution & Channel Management, and other important Distribution centres

The role will attend property visits, corporate & ownership meetings, budget and forecast reviews, and initiation of sales/commercial conferences in the region (budget permitting) with RCD

Maintain excellent relations and ensure coordination with the Commercial Services APAC team to enable collective effectiveness

Special Projects

Supporting APAC with regional projects as required

What are we looking for?

The Director, Sales Operations – India serving Hilton Brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should maintain the attitude, behaviors, skills, and values that follow:

Minimum Qualifications

8 years of experience developing and implementing strategic sales plans

8 years of experience presenting sales plans to senior-level executives and constituent groups

8 experience working in a collaborative/matrixed environment

5 years working with departmental financial data to make strategic/tactical decisions

5 years of experience evaluating and identifying business opportunities for hotels

5 years of experience managing a sales team

Preferred Qualifications

Advanced degree

10+ years of progressive sales leadership at a multi-site, multi-branded, consumer-focused organization

Experience with sizeable revenue diverse customers, and dynamic channels throughout the Asia Pacific

Relevant sales experience could be a combination of B2B, B2C or B2B2C

10 years of hospitality experience or Hilton experience

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!

Schedule: Full-time

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