Job Description - Area Director of Sales, New Openings EMEA (Flexible Base location) (Job Number: EUR015 ES)Work Locations Hilton Regional Office at the Hilton Amsterdam Apollolaan 138 Amsterdam 1077 BGThe Area Director of Sales, New Openings is responsible for the implementation of sales initiatives, for driving optimal on-property sales focus, and providing sales support to their properties, to maximize performance and achieve opening ramp up and support budgeted revenue, Rev Par Index and market share targets. Position Summary: Directing Activities: Develop and drive area sales activities for the benefit of owned and operated hotels across all sales driven segments, including both demand and conversion. Provide direction on the execution of the property's sales function, and support new opening hotels to deliver on their opening and budget objectives. Lead sales performance review calls for their assigned portfolio of hotels where necessary. Influence and implement strategies to opening hotels to deliver ramp up and close the gap in making revenue/EBITDA as well as supporting gaining market share. Ensure that Hilton's sales systems are leveraged, and used effectively to open the Hotels and to help drive sales productivity. Review and monitor Account and GOB performance for the area and drive optimization and mitigation strategies accordingly. Customer Activities: Support and develop powerful relationships and meaningful connections with decision makers and influencers within the top-producing regional accounts and HWS Account Teams. Support driving share of wallet growth from key clients across the region. Maintain contact with major customers in order to support and assess sales effectiveness of hotels in the region. Support hotel sales and GM&EE teams in conversion of Top Opportunities. Support and coach important negotiations with key customers, impacting key opening hotels. Sales Strategy and Approach: Actively participate in opening Commercial meetings and Commercial Focus Meetings/SWAT meetings organized in Region. Drive Group revenue performance across rooms, function space and food & beverage. Support hotels in evaluating and identifying business opportunities. Analyse Sales & performance KPIs and support with commercial activities accordingly. Conduct regular risk/opportunity analysis of Sales performance. Planning Activities: Support hotel opening and commercial plans to ensure hotel budgets are met in the Sales Influenced Segments and GM&E. Leverage insights from relevant Hilton and Market reports and implement strategy/tactic accordingly. Control and coordinate participation in annual trade shows for the highest productivity and ROI. Responsible for planning and overseeing different initiatives, projects and opening activity within the organization. People Activities: Drive ‘performance equals reward’ culture, closely monitoring SIP performance. Coach teams in delivering sales excellence. Assist in ensuring that appropriate talent is in place for new openings. Ensure effective adoption of available sales & GM&E training programs by hotels. What are we looking for?Deep understanding of Proactive sales and GM&E sales best practice. Strong customer focus and commercial acumen. Target driven and outcome focus. Excellent external and internal communication skills. Ability to analyse data in order to make effective decisions. Ability to Travel min 40% of time within assigned region. Required Qualifications: Experience developing and implementing strategic sales plans. Experience presenting sales plans to senior level executives. Experience working in a collaborative/matrixed environment. Demonstrable experience managing a sales team. Preferred Qualifications: Progressive sales leadership at a multi-site, multi-branded organization. Experience with sizeable revenue diverse customers. Significant hospitality experience or Hilton experience.
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