Area Director of Sales - Hawaii Complex

Overview

Area Director of Sales - Hawaii Complex (HOT0

BWQD) is responsible for maximizing the asset value by driving above-market topline revenues and creating a world-class culture to attract and retain top talent across specific commercial functions. Hilton seeks strategic leaders who understand how to bring people, process and performance together to create a winning formula. The role with Hilton Hawaiian Village and Hilton Waikoloa Village offers the opportunity to lead sales strategy for two iconic Hawaii resorts with unmatched scope and visibility.

Hilton’s Commercial Services organization drives our sales, revenue, marketing, catering and events management, call centers, and analytics functions. These are the core of Hilton’s “commercial engine” and essential to driving profitable growth.

The primary responsibilities are to lead the group, transient, and catering (where applicable) sales team at the hotel/complex and deploy business strategies that are creative, dynamic and impactful towards achieving the hotel’s annual budget and crossover targets.

As the Area Director of Sales, you will oversee commercial strategies for the sales team with the goal of improving performance by aligning strategy with business processes. Processes should impact revenue streams, including Rooms, Catering and Events. Key deliverables include setting deployment, team composition, and providing a cadence of activities that uses a predictive and prescriptive approach to drive performance.

You should possess strong leadership, communication, and networking skills to facilitate delivery of the Americas Commercial Operating Model pertaining to rooms (and banquets) sales.

• Contribute to the hotel’s Annual Multi-Year Strategic Intentions and Commercial Strategy, in partnership with the hotel commercial leadership team and regional sales, revenue and marketing support
• Directly accountable for setting the strategy and delivery of hotel’s sales targets including Direct Selling Revenue Streams including group rooms, banquets, catering, business transient and leisure transient
• Work with Hotel’s Commercial Leadership to ensure that Business Review Guidelines (current to +5 years) and Group Pricing & Rate Quotation Strategies are in place to maximize pricing components of sales and catering opportunities and achieve positive group market share
• Strategically align sales activities and outcomes with established optimal mix, contribute to the accuracy of revenue forecasts, while executing strategies for different demand periods and the retail and group pricing targets established
• Understand and contribute to the maximization of profits in line with GOP and EBITDA targets
• Operate within departmental expense budget and forecasts
• In collaboration with hotel’s commercial leaders, contribute to the development of knowledge of all competitor and market activity

• Lead daily and weekly business review and sales strategy meetings
• Manage and execute monthly, quarterly, and annual APEX performance process with eligible sales team members
• In collaboration with the DOSM, contribute to the commercial strategy plan pertaining to sales, socialize and amend plan on a consistent basis
• Development and oversight of hotel’s sales site visit strategies and approach
• Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools
• Responsible for recruiting and retention of all sales roles
• Lead, engage, and develop sales team members, including ongoing performance development and Career Development Plans
• Conduct performance reviews for all direct reports and provide feedback for dotted line reports, including but not limited to:
  • Group Sales
  • Business Transient Sales
  • Leisure Sales
  • Catering Sales
  • Contract/PERM Sales
• Facilitate and lead in a culture that is aligned with Hilton’s DEI and ESG enterprise goals

• Contribute to performance and commercial activity reporting for hotels (i.e., performance status communication and response plans)
• Liaise with Hilton Worldwide Sales towards demand and conversion generation
• Build strong relationships with CVB…