With more than 700 Sales professionals in offices around the world, our Global Sales Team ensures our owners and operators receive the combined benefits of scale, access, competence, and experience. Our Sales teams are fully engaged in providing a differentiated selling platform for our portfolio of brands. We are focused on being the most global, integrated, and relevant salesforce in the industry, relentlessly driven to grow market share. Our global sales team is consistently recognized as a top selling and customer-service focused organization throughout the industry. We conduct business in 42 languages serving 25,000 customers in 101 countries from offices located around the globe. This ensures that the team truly understands the unique needs and opportunities of regions around the world, right down to the local level.
What will I be doing?
As the International Sales Manager of Worldwide Accounts, you will develop market segments, solicit new customer relationships and accounts and maintain existing relationships with current accounts. You will manage Business Travel Sales (BTS), Leisure and Group Accounts within the regions assigned by the Executive Director of Sales South America. You will consistently strive to maximize revenue by building strong business relationships and by using effective negotiation or sales techniques.
For each account, you will determine the number of events, total revenue potential, booking patterns and history, decision-making factors, resources, competition, and client event, business or personal needs. You will produce a yearly revenue no less than $10 Million in room revenue. You will achieve this by generating business leads to all Hilton domestic and international hotels around the globe. Your success will depend on your achievement of booked revenue quotas for secured business, leads, personal call and entertainment call quotas.
More specifically, you will:
Build and maintain strong relationships with accounts
Develop and execute a focused sales solicitation plan for all Diamond and Gold accounts (top 25%)
Assist hotels during sales trips to destination cities
Make introductions to clients during sales calls, tradeshows, conventions and local events
Assist hotels with conflict resolution, contract negotiation, support of hotels' business/revenue needs and closing sales
Maintain GSE records including call reports, meeting profiles, history and traces
Document sales activity through lead and call reports
Submit monthly reports and as requested while completing projects and deliverables in an accurate and timely manner
Adhere to Hilton Sales policies and procedures, standard practice instructions, anti-trust guidelines and code of ethics at all times
Improve rapport with global accounts by entertaining at breakfast, lunch, or dinner appointments as appropriate
Send notes to planners and executives at meetings and conventions
Attend field-trips/site inspections with customers to review hotels where good potential exists. You will call on regular accounts according to category and inform Hilton hotels in advance of intended visit.
Conduct site inspection of local Hilton hotels on a continuous basis in order to stay updated on the facilities while staying connected with management. You will review nearby competition while visiting.
Attend in-office visits, trade fairs, site visits, planning meetings and conferences for visibility
Identify birthdays, anniversaries and special events to show recognition
Develop accounts via promotion activities such as special tradeshow promotion, industry events, association and corporate luncheons/dinners, FAM Trips provided by hotels, golf outings, picnics, sporting events, theater, etc.
Prospect and develop new accounts through newspaper and magazine promotion announcements, reader-board information, leads from hotels on bookings and proposals, customer recommendations, industry lists and trade publications
Perform reports such as daily call reports on file solicitation with information on all accounts, events notes, history and profile information. You will provide reports to the hotels concerned, worldwide Sales office and Regional Hilton Inns Support Center when owner-operated properties are involved.
Produce a monthly Activity Report giving all the daily and weekly activities including solicitation, entertainment, leads and booked revenue points
Create monthly expense reports and other special reports as requested
What are we looking for?
We are seeking visionaries who have a real passion for combining business insight with global sales. We believe the success in this role will demonstrate itself through the following attributes and skills:
Sales leaders with strong selling, listening, time management and written communication skills combined with a deep understanding of the principles and practical application of hotel sales
Relationship builders with an aptitude for positively influencing others
Team leaders with resourcefulness to effect change, resolve conflicts, lead others and build partnerships while maintaining ethical conduct and integrity
Discrete teammates with confidentiality regarding sensitive information
Project managers with new ideas for identifying, prioritizing and executing elements required for the team to fulfill responsibilities
Collaborative problem solvers with analytical skills and an eagerness to develop similar skills among direct reports
Advocates of development for self and others, including mentoring opportunities, while adhering to our standards for performance feedback
Strategic thinkers with an aptitude for analyzing departmental financial data to make strategic and tactical decisions
Creative presenters with skills in crafting message points for and establishing opportunities to share those messages with constituents
Planners with budget development and management skills that lend to tracking expenses against commitments, setting priorities for funding and developing annual budgets
To fulfill this role successfully, you must possess the following minimum qualifications and experience:
Associate's Degree, College Diploma or Cepeg OR five (5) years of hospitality industry experience
Five (5) years of experience in Hotel Sales Management
Knowledge of business mathematics, including calculating percentage changes, averages and weighted averages
Working knowledge of Microsoft Excel, including understanding and manipulation of basic spreadsheets
Travel 30-50% of the time with flexibility to travel on minimal notice needed, including work on some evenings and weekends
It would be advantageous in this position for you to demonstrate the following capabilities and distinctions:
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!