Regional Director Hilton Worldwide Sales South East Asia

The Regional Director Hilton Worldwide Sales South East Asia (HWS SEA) will lead and be responsible for driving global account sales efforts across Hilton’s global portfolio of hotels. This role will lead a team of face-to-face sales professionals, across multiple territories, with the objective of generating business from a portfolio of accounts based across the SEA region. The role holder will ensure to achieve their revenue targets, grow market share, and strengthen customer relationships. Be owner agnostic.

The Regional Director HWS SEA will attract and manage the best-in-class sales talent; develop and retain the existing sales talent within the organization. The role holder is also responsible for maintaining and growing the strongest customer relationships in the industry.

Partner with the Head of HWS Asia to set the sales direction for the region and support the implementation of all global sales plans, strategies and tactics.

HOW YOU WILL MAKE AN IMPACT

Your role is important, and below are some of the fundamental job duties that make your work unique.

Directing Activities

• Responsibility for global sales at regional level alongside regional commercial partners

• Provide direction on the execution of the above property's sales functions

• Influences and implements strategies to close the gap in making revenue as well as gaining market share from assigned global account portfolios

• Work with the Regional Commercial Leaders across SEA and APAC to develop and support them to achieve their business plan objectives

• Leverage all available tools including database intelligence and revenue to create focused opportunities

• Evaluate and identify business opportunities for global accounts and directs accordingly

• Develop powerful relationships with decision makers and influencers within the top producing accounts

• Develop powerful relationships with all key stakeholders

• Identify the key retention and acquisition accounts for each salesperson on an annual basis

• Actively seek out new sources of business

• Drive share of wallet growth from key clients of global accounts across the region

• Maintain contact with major customers to support and assess sales effectiveness

• Support important negotiations with key customers, impacting key hotels of the region and globally

• Develop regional sales activities for the benefit of the hotels across the wider region and globally

• Lead the grouping and assignment of tasks, while ensuring optimal allocation of resources

• Streamline business processes to maximize efficiency and effectiveness

• Ensure that Hilton's sales systems are maximised to ensure effectiveness, usage and awareness to help direct sales resources

• Provide direction and directives to the sales teams in the performance of their duties

Planning Activities

• Preparation of annual sales plans and budgets to achieve goals and control sales costs

• Validation account plans to ensure team budgets are met in the assigned segments

• Analysis account production and input to rate strategy as per Hilton’s global guidance

• Analyse all available revenue and reports and implement strategies accordingly

• Control and coordinate client participation in annual trade shows for the highest productivity and ROI

People Activities

• Participate in the recruitment, selection, hiring, career development and coaching and mentoring of Sales Team Members

• Evaluate performance and spot sales talent within the region and develop it for future increased responsibility

• Create succession plans for senior sales positions

• Ensure Sales Team Members have clear and appropriate targets for revenue generation, appointments are conducted, and accounts are retained and acquired

• Ensure that performance is reviewed on a regular basis, recognizing and celebrating success and refocusing efforts where targets are missed

• Ensure that appropriate skills and product training is available to all Sales Team Members in conjunction with Global Hilton Sales Training Programmes

• Being a coach and mentor to the sales team, regularly participating in joint sales calls, weekly activity reviews and monthly and quarterly account production reviews

• Address performance issues in a supportive, timely and decisive manner

• Ensure that all salespeople in the region are inter-connected, trained and equipped to sell all brands locally, nationally and globally

• Encourage the movement of salespeople around the region

Organizing Activities

• Execute strategic account development plans and support communication of key messages internally and externally

• Implement plans to ensure overall strategic direction of the global account base and support Hilton’s revenue strategies

• Plan and direct assignment of tasks ensuring optimum effectiveness and use of resources

• Organize quarterly business reviews with key global accounts and discuss performance and corrective actions where needed

• Network with account handlers and global leads where relevant

• Provide accurate management reports to review account performance and communicate future plans

Leadership Activities

• Direct development and administration of team (where applicable)

• Provide direction to Team Members (where applicable) and establish work priorities to achieve management objectives for those accounts managed by incumbents

• Execute organisational directives and encourage achievement of goals through motivation, communication, and leadership

• Implement account specific marketing initiatives to help drive the business

• Direct marketing activity to underpin the global account strategies and deliver increased customer / market share

Monitoring Activities

• Ensure business plans and goals are being followed and achieved, providing feedback or revising the plan, if needed

• Establish and enforce policies and procedures that will improve the overall operation and effectiveness

• Ensure return on invested capital and time resources

• Participate with annual forecast, budget and market plan preparation process

• Assist in developing departmental and hotel budgets as required

• Validate, approve and govern the Sales Incentive Plan (SIP) process for above property and on property Team Members

WHY YOU’LL BE A GREAT FIT

You have these minimum qualifications:

• Bachelor’s degree (BA/BS)

• 15+ years’ experience, preferably in a similar role

• 4 years of director-level experience

• Experience in the hotel, travel and leisure industry

• Ability to create and develop highly motivated and performing Sales teams

• Experience in developing and implementing strategic plans

• Experience in facilitation, negotiation, conflict resolution, and a demonstrated ability to lead and manage others through influence and collaboration within a matrixed environment

• Ability to analyse data, create compelling business cases, coupled with great influencing skill to present the findings and propose strategic and tactical recommendations to senior leaders

• Sensitivity and ability to maintain the privacy and confidentiality of information, protect the assets of the company, act with ethics and integrity, and adhere to the company’s code of conduct and policies and procedures

It would be useful if you have:

• Significant experience working in SEA, with a deep understanding of regional business practices and cultural nuances

• Significant experience within progressive sales leadership at a multi-site, multi-branded, consumer-focused organization

• Experience with sizeable revenue diverse customers, and dynamic brands and channels

• Relevant sales experience could be a combination of business-to-business, business-to-consumer, or business-to-business-to-consumer

• Exposure to franchisee businesses could be a plus

• Willingness and ability to travel up to 25%, subject to business needs

WHAT IT IS LIKE WORKING FOR HILTON

Hilton, the #1 World’s Best Workplace, is a leading global hospitality company with a diverse portfolio of world-class brands. Dedicated to filling the earth with the light and warmth of hospitality, we have welcomed more than 3 billion guests in our more than 100-year history. Hilton is proud to have an award-winning workplace culture, and we are consistently named among one of the World’s Best Workplaces. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton!