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Director of Sales

Beijing, China | Hilton Worldwide

  • Industry:
    Hospitality, Travel, & Leisure
  • Position Type:
  • Functions:
    Business Development
    General Management
  • Experience:
    5-7 years
Job Description:
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Under the general guidance and supervision of the Commercial Director and in keeping with the delegation of authority, oversees day to day Sales efforts of Senior Sales Managers, Sales Managers, Sales Executives, with specific responsibilities for directing sales, training, and implementing action plans set forth in the Marketing Plan.

What will I be doing?

Marketing Planning — participate in the development and execution of the hotel marketing plan.

Identify sources of group business for the hotel and establish solicitation programs to maximize sales.

Help identify sources of individual business and allocate the resources to develop relationships with them.

To supervise and monitor the compilation of accurate account information and to ensure this information is kept up to date.

Maintain accurate forecasting for all group/FIT segments and identify valley periods for sales emphasis.

Sales Administration — Director and administer the sales program of the hotel.

Establish programs and direct efforts to achieve group and FIT room night goals and to develop ongoing relationships with customers.

Monitor sales production and adjust sales activities, account coverage and sales priorities as necessary to achieve plan goals.

Establish travel schedules and monitor travel expenses to optimize sale productivity.

Develop active communication and close rapport with Convention & Incentive Bureau, National Tourist Offices, Airlines, Hilton Regional Sales Offices and other sources of sales information and support.

Plan, establish goals for, and administer outbound sales function to deliver qualified leads to other Hilton Hotels.

Develop annual sales department budget and execute the sales programs and activities within it.

Take full responsibility for representing and managing the Hilton account management system (cardex).

Sales Personnel Development —Lead and develop sales personnel.

Recruit, select, train and motivate Sales Department personnel to realize their potential to develop individuals for advancement within Hilton Hotels and Resorts.

Assure understanding of Position Description, goals, and Standards of Performance for Sales Department personnel; and conduct formal bi-annual evaluations and ongoing coaching and counseling.

Selling —Manage Key Accounts.

Establish personal sales goals, and be responsible for a representative selection of key accounts.

In conjunction with the DBD and other department heads, maximize rooms' inventory and catering space, identify opportunities for focused sales programs.

Coordinate group room forecasts and prospects with the Banquet Sales and Revenue department so as to help hotel achieve maximum capacity room use.

Assess margin contribution of group business to maximize contribution form available public space.

Communications — Development and maintain effective communication channels.

Maintain close, frequent, open communication with the Director of Business development and other Marketing department heads.

Maintain supportive, timely communications with Regional Sales Offices and other Hilton Hotels.

Coordinate communication between Sales Department and operating departments of the hotel. To update operating departments of the hotel to ensure awareness of bookings and sales programs.

Maintain timely and responsive communication with accounts and prospects.

The management reserves the right to change / extend this job description if necessary at any point of time during her / his employment.

Carries out any other reasonable duties and responsibilities as assigned.

What are we looking for?

Determines overall Business Development objectives and initiatives best suit the hotel.

Produces and executes Business Development budgets and business plans.

Effectively promotes and positions the brand and the hotel at its desirous level.

Manages and administrates theBusiness Development department.

Assists the General Manager and the Excom in achieving the hotel's business objectives and revenue goals.

Knowledge of market trends and behavior including political, economical and social issues.

Sound communication skills.

Ability to lead, to provide guidance and to develop team member.

Knowledge and skill in crisis management.

Good skills of organization and presentation.

Ability to manage by example.

Required Qualifications:

University graduate, excellent command of written and spoken in English and Chinese language.

Minimum 5 years experience in similar capacity with international chain hotels.

Preferred Qualifications:

Very good management skill.

Very familiar with local market and good at marketing trend anlysis.

Ability to be resourceful, creative and maintain flexibility.

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