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 IMPACTYour role is important, and below are some of the fundamental job duties that make your work unique.Directing ActivitiesResponsibility for global sales at regional level alongside regional commercial partnersProvide direction on the execution of the above property's sales functionsInfluences and implements strategies to close the gap in making revenue as well as gaining market share from assigned global account portfoliosWork with the Regional Commercial Leaders across SEA and APAC to develop and support them to achieve their business plan objectivesLeverage all available tools including database intelligence and revenue to create focused opportunitiesEvaluate and identify business opportunities for global accounts and directs accordinglyDevelop powerful relationships with decision makers and influencers within the top producing accountsDevelop powerful relationships with all key stakeholdersIdentify the key retention and acquisition accounts for each salesperson on an annual basisActively seek out new sources of businessDrive share of wallet growth from key clients of global accounts across the regionMaintain contact with major customers to support and assess sales effectivenessSupport important negotiations with key customers, impacting key hotels of the region and globallyDevelop regional sales activities for the benefit of the hotels across the wider region and globallyLead the grouping and assignment of tasks, while ensuring optimal allocation of resourcesStreamline business processes to maximize efficiency and effectivenessEnsure that Hilton's sales systems are maximised to ensure effectiveness, usage and awareness to help direct sales resourcesProvide direction and directives to the sales teams in the performance of their dutiesPlanning ActivitiesPreparation of annual sales plans and budgets to achieve goals and control sales costsValidation account plans to ensure team budgets are met in the assigned segmentsAnalysis account production and input to rate strategy as per Hilton’s global guidanceAnalyse all available revenue and reports and implement strategies accordinglyControl and coordinate client participation in annual trade shows for the highest productivity and ROIPeople ActivitiesParticipate in the recruitment, selection, hiring, career development and coaching and mentoring of Sales Team MembersEvaluate performance and spot sales talent within the region and develop it for future increased responsibilityCreate succession plans for senior sales positionsEnsure Sales Team Members have clear and appropriate targets for revenue generation, appointments are conducted, and accounts are retained and acquiredEnsure that performance is reviewed on a regular basis, recognizing and celebrating success and refocusing efforts where targets are missedEnsure that appropriate skills and product training is available to all Sales Team Members in conjunction with Global Hilton Sales Training ProgrammesBeing a coach and mentor to the sales team, regularly participating in joint sales calls, weekly activity reviews and monthly and quarterly account production reviewsAddress performance issues in a supportive, timely and decisive mannerEnsure that all salespeople in the region are inter-connected, trained and equipped to sell all brands locally, nationally and globallyEncourage the movement of salespeople around the regionOrganizing ActivitiesExecute strategic account development plans and support communication of key messages internally and externallyImplement plans to ensure overall strategic direction of the global account base and support Hilton’s revenue strategiesPlan and direct assignment of tasks ensuring optimum effectiveness and use of resourcesOrganize quarterly business reviews with key global accounts and discuss performance and corrective actions where neededNetwork with account handlers and global leads where relevantProvide accurate management reports to review account performance and communicate future plansLeadership ActivitiesDirect 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 incumbentsExecute organisational directives and encourage achievement of goals through motivation, communication, and leadershipImplement account specific marketing initiatives to help drive the businessDirect marketing activity to underpin the global account strategies and deliver increased customer / market shareMonitoring ActivitiesEnsure business plans and goals are being followed and achieved, providing feedback or revising the plan, if neededEstablish and enforce policies and procedures that will improve the overall operation and effectivenessEnsure return on invested capital and time resourcesParticipate with annual forecast, budget and market plan preparation processAssist in developing departmental and hotel budgets as requiredValidate, approve and govern the Sales Incentive Plan (SIP) process for above property and on property Team MembersWHY YOU’LL BE A GREAT FITYou have these minimum qualifications:Bachelor’s degree (BA/BS)15+ years’ experience, preferably in a similar role4 years of director-level experienceExperience in the hotel, travel and leisure industryAbility to create and develop highly motivated and performing Sales teamsExperience in developing and implementing strategic plansExperience in facilitation, negotiation, conflict resolution, and a demonstrated ability to lead and manage others through influence and collaboration within a matrixed environmentAbility to analyse data, create compelling business cases, coupled with great influencing skill to present the findings and propose strategic and tactical recommendations to senior leadersSensitivity 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 proceduresIt would be useful if you have:Significant experience working in SEA, with a deep understanding of regional business practices and cultural nuancesSignificant experience within progressive sales leadership at a multi-site, multi-branded, consumer-focused organizationExperience with sizeable revenue diverse customers, and dynamic brands and channelsRelevant sales experience could be a combination of business-to-business, business-to-consumer, or business-to-business-to-consumerExposure to franchisee businesses could be a plusWillingness and ability to travel up to 25%, subject to business needsWHAT IT IS LIKE WORKING FOR HILTONHilton, 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!