Director Of Sales

Ready to seal the deal?

WELCOME TO A WORLD OF OPPORTUNITIES AT THE WORLD'S #1 BEST WORKPLACE, AWARDED BY GREAT PLACE TO WORK & FORTUNE - At Hilton Manchester Deansgate we aim to be the number one choice in the city for groups, conferences and large events, and need the right leader to drive and support our on-property sales team. This leader will be passionate, self-motivated, resilient, target driven and able to work independently and as part of a team. The main purpose of the role is to drive new clients to the hotel, whilst supporting a rate premium across all segments of our industry and maintaining strong relationships with regular clients. Working closely with the Commercial Director, the Director of Sales will manage the pro-active team, support the re-active team and introduce new sales strategies as necessary to achieve the hotel revenue and profit budget.

Work Location type - Hotel/Property

Location: Flexible – However expectation to be regularly on property to connect & support the team.

A WORLD OF REWARDS

• Yearly Competitive Salary 
• Quarterly Bonus scheme in place
• Free and healthymeals when on duty
• Complimentary access to wellness facilities, featuring a pool, gym, sauna and steam room
• Team events and initiatives such as cinema visits or staff parties, team treats and wellness days
• 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
• Peoples pension with employers contribution
• High street discounts: with Perks at Work
• Holiday: 28 daysincluding bank holidays (increasing yearly to up to 33 days)
• Discounted dental and health cover
• Guest Experience Day after successfully passing probation

WHAT WILL I BE DOING?

Average Percent of Time %

Customer activities 70%

• Take responsibility for the activation of hotel's overall sales strategy 
• Manage the relationship between on-property sales & above property ie Hilton Worldwide Sales & all above property sales support
• Manage all market segments through B2B relationships
• Own & execute 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 a 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

Planning & Organizing 10%

• 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 and new opportunities.
• Manage key retention and acquisition of accounts  
• Ensure effective short term and long term sales plans are in place
• Ensure Delphi is utilised 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 mobilised to drive strategy and market share.
• Ensure that the sales incentive plan is embedded and relevant.
• Ensure that all research/client engagement activities 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, recognising 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.

Measurement (Target)

• Sales Incentive Plan target for DOS  
• Hotel performance to budget
• Sales Influenced Segments
• Individual performance, MICE targets as agreed by ADOS / Commercial Director

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.

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 behaviour 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 the 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.

EVERY JOB MAKES THE STAY.

At Hilton, It Matters Where You Stay, but The Stay is only one side of the story.

We know it takes hundreds of jobs to create unforgettable experiences for our guests – and behind every job, there’s an extraordinary person working to make each Stay magical.  That’s why at Hilton, Every Job Makes the Stay.

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