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Hilton Worldwide - Director of Sales - HWS Paris

With thousands of hotels in 100 countries, Hilton Worldwide offers countless opportunities to delight. From an open door to a welcoming smile and an exceptional experience, we offer the millions of travellers who stay with us every year a welcome they will never forget. If you understand the importance of a proper welcome and know how to offer an exceptional hospitality experience, you may be just the person we are looking for to work as a Team Member with Hilton Worldwide. Because it’s with Hilton Worldwide where we never forget the reason we're here: to delight our guests, Team Members, and owners alike.

Your missions :

The key mission of the DOS is to generate sales influenced revenue globally for all hotels and for the accounts they manage, by managing a team and relationship with customers, as well as internal stakeholders such as GMs. Getting the greatest share of the region’s B2B demand, driving B2B account base for, all brands and properties, ensuring office sales plan align with overall regional and enterprise-wide plans.

Planning Activities 20%

  • Responsibility for commercial activities in France, Belgium, Luxemburg and French Speaking part of Switzerland.
  • Develop key account management which increases Hilton’s market power and closer matches the way customers choose to buy.
  • Develop the right Account Plans.
  • Ensure that measurement systems are in place to track the production of all targeted accounts.
  • On an annual basis identify the key retention and acquisition accounts for each sales person.

Organizing Activities 15%

  • Prepare schedule of relevant trade shows and manage our participation.
  • Develop a calendar with all commercial activities at region level.
  • Develop compelling propositions and funding mechanisms to ensure optimal participation

Directing Activities 20%

  • Develop powerful personal relationships with decision makers and influencers within the top producing accounts in the office & local Tourist Authorities.
  • Hold powerful personal relationships with other colleagues at hotel level.
  • Ensure that Hilton Worldwide is always represented to a high standard.
  • Repurpose teams to ensure that sales resources are mobilized to drive market share from Key Accounts with the highest potential.
  • Ensure that Global Key Accounts active in the region are managed by an appropriate sales person.

People Activities 25%

  • Ensure that effective processes are in place for the recruitment, induction, training and development of all customer facing sales people in the office.
  • Spot sales talent within the office and develop it for future increased responsibility.
  • Encourage the movement of sales people.
  • Create succession plans for strategic sales positions.
  • Be a coach and mentor to their people, regularly participating in joint sales calls, weekly activity reviews, and monthly and quarterly account production reviews.
  • Ensure that all sales people in the office are trained and equipped to sell all brands globally.
  • Ensure that all sales people have clear and appropriate targets for revenue generated and accounts retained and acquired.
  • Ensure that performance is reviewed on a regular basis, recognizing 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.

Controlling Activities 20%

  • Actively seek out new sources of business.
  • Drive performance through implementing sales incentive plan; agree and monitor the annual sales incentive program.
  • Control annual cost budget and forecast
  • Analyze account production
  • 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.
  • Promote GMs’ confidence in and support of a customer-led organization and encourage GMs to see themselves as marketers.
  • Control annual trade shows/fairs activity and ROI.
  • Support new openings
  • Monitor and maintain a close, accessible relationship with DBDs and DOSs of hotels and HWS teams.
  • Support management of key accounts in the region.
  • Coordinate / organize trade shows, road shows, sales.
  • Attend sales reviews & communication meetings as and when required.
  • Comply with Hilton Worldwide company policies.
  • Additional supportive functions as appropriate.

Your profile : 

  • 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.
  • Leads by example to resolve conflicts, introduce change and ensure collaboration among others.
  • 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.
  • Strong 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 skills.
  • Ability to work independently and manage the work of others.
  • Ability to deliver performance feedback to subordinates to improve overall performance.
  • Proven understanding of client’s business and category, including business plans, competitive environment & distribution channels and product financials.
  • Extensive understanding of local market and industry in order to make recommendations on how to achieve the budget.
  • University degree at bachelor level or equivalent or experience in lieu thereof.
  • Has had accountability for multiple businesses in the past.
  • Managed a team remotely in sales.
  • Significant work experience in roles including some people management experience.
  • Experience working in multi-cultural or international settings.
  • Fluency in spoken and written French and English.
  • Advanced degree or equivalent.
  • Significant hospitality industry experience in a sales role.
  • Bachelor’s degree or experience in lieu thereof
  • Extensive travel, overnight stays and weekends as required

Additional information : 

  • Employment Type:Full-Time
  • Date Posted:02-05-2016
  • Location: Hilton Paris Orly Airport Hotel, Orly Sud 267, Orly Aerogare Cedex, Orly, J
  • Your benefits will include a competitive starting salary and holiday entitlement.
  • As an employee you will become a member of The Hilton Market Place which provides reduced hotel room rates in our hotels worldwide, plus discounts on products and services offered by Hilton Worldwide and its partners.
  • We look forward to explaining in detail the range of excellent benefits that you would expect from a global hotel organization like Hilton Worldwide.

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