Hilton Director of Sales, International Specialist - Hilton Worldwide Sales - Remote Midwest to West Coast in McLean, Virginia

***The preferred location is Midwest to the West Coast - Home Based***

The Director of Sales - International Specialist, Hilton Worldwide Sales will be responsible for the development, solicitation, and management of the assigned Group accounts and verticals within the U.S. as determined by the Executive Director with the responsibility of driving group business to the international estates outside of the United States.

What will I be doing?

  • Responsible for complete qualification of each account to determine at a minimum:

  • Number of events

  • Total revenue potential
  • Booking patterns and history
  • Decision-making factors
  • Event, business, and personal needs
  • Resources
  • Competition
  • Generate business leads to all Hilton international hotels
  • Responsible for achieving booked revenue quotas for international business, and lead, personal call, and entertainment call quotas
  • Develop and execute a focused sales solicitation plan for distressed, holiday, and need periods of hotels
  • Establish and maintain strong relationships with accounts
  • 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 and revenue needs, and closing sales
  • Maintain GSE records (and Salesforce in the near future), including call reports, meeting profiles, history, and traces
  • Responsible for timely documentation of sales activity through lead and call reports
  • Submit monthly reports and as requested reports; complete 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 National Accounts with:

  • Breakfast, lunch, or dinner appointments; entertainment as appropriate

  • Notes to planners and executives at meetings and conventions
  • Field trips and site inspections with customers to review hotels where good potential exists
  • Attend appropriate in-office visits, trade fairs, site visits, planning meetings, and conferences for visibility
  • Identify birthdays, anniversaries, and special events to show recognition
  • In covering the assigned territory, field trips are scheduled into those areas of highest potential, the following procedures are used when making a field trip:

  • Regular accounts are called on according to category

  • Conduct site inspection of local Hilton hotels to be continually updated on the facilities and stay in touch with management
  • Hilton hotels are informed in advance of intended visit and sales and executive offices visited
  • Review competition and site inspection of the same
  • Many activities are planned during the year to develop new customers, improve business opportunities with existing customers and keep Hilton before the buyer, the following are some of the activities used for promotions (please note that many special events involve the Directors of Sales, Worldwide Accounts involvement in planning and executing):

  • Special tradeshow promotion when feasible

  • Industry events
  • Association and corporate luncheons and dinners
  • FAM Trips provided by hotels
  • Special Events – golf outings, picnics, sporting events, theater, etc.

  • Potential new accounts should be forwarded to the new account development team in each office:

  • Newspaper and magazine promotion announcements

  • Reader board information acquired
  • Correspondence from hotels on bookings and proposals
  • Customer recommendations
  • Industry lists
  • Trade publications

  • Several different reports are made during the normal solicitation process, the following are the reports and distribution:

  • Daily call reports on file solicitation with information on all accounts and events

  • File (account and event notes, history and profile information)
  • Hotels concerned
  • Worldwide Sales Office if appropriate
  • Regional Hilton Inns Support Center, if appropriate when owner-operated property involved
  • Monthly Activity Report giving all the daily and weekly activities, including solicitation, entertainment and personal calls, leads, and booked revenue points (submitted to the Managing Director of Sales)
  • Monthly expense report(s) submitted to the Executive Director of Sales
  • Special reports requested are to be submitted in a timely manner and submitted as directed by the Executive Directors of Sale

  • Good listening skills

  • Excellent time management skills
  • Ability to effectively and professionally resolve conflicts
  • Ability to direct collaborative efforts of direct reports and possibly other resources throughout the Hilton organization, possibly including internal resources, external resources and other constituent groups as appropriate with aim of furthering Company goals
  • Ability to manage change, resolve conflicts and ensure collaboration within teams and/or units; includes maintaining the highest standards of ethical conduct and integrity
  • Absolute discretion and confidentiality regarding sensitive information
  • Ability to take initiative to identify, prioritize and implement all elements required for team to fulfill responsibilities in keeping with core strategic goals
  • Strong problem solving skills, including ability to effectively address any issue in collaboration with others as appropriate; ability to proactively identify and prevent potential problems; ability to develop problem solving skills among direct reports and other Team Members as appropriate
  • Ability to advocate and implement professional development for self, direct reports and others, including capability to work with peers and other resources to provide development and mentoring opportunities; includes adherence to organization’s standards for performance feedback
  • Ability to evaluate and identify opportunities from a strategic perspective, including ability to develop, prioritize and implement plans to meet organization’s core strategic goals
  • Ability to assimilate new concepts and practices into position and the department and provide effective training to subordinates for on-the-job training, policies and procedures, departmental training topics and professional development
  • Ability to work independently and manage the independent work of other Team Members as appropriate; includes the ability to recognize need for involvement of other teams and peers and capability to effectively facilitate that collaboration

What are we looking for?

To fulfill this role successfully, you must possess the following minimum qualifications and experience:

  • A minimum of five (5) years of hotel and/or National Sales experience booking corporate groups from the US to International locations such as Europe, Asia and the Middle East
  • A minimum of five (5) years of international business experience
  • A Bachelor’s degree of an equivalent international degree
  • Strong selling skills; proven track record
  • Excellent listening skills
  • Excellent time management skills
  • Ability to travel at least 50% of the time
  • Ability to travel domestically and internationally
  • A minimum of seven (7) years of Hospitality industry Sales experience
  • Strong knowledge of the Hilton international hotel estates
  • Strong selling skills; proven track record
  • Excellent presentation and public speaking skills, as well as excellent written communication skills
  • Ability to analyze departmental financial data as required to make strategic and tactical decisions
  • Understanding of the principles and practical application of Hotel Sales
  • Budget development and management skills, including the ability to track expenses against commitments, set priorities for funding, and develop annual budgets
  • Knowledge of business mathematics, including the ability to calculate percentage changes, averages, and weighted averages
  • Working knowledge of Microsoft Excel, including the ability to understand and manipulate basic spreadsheets
  • Flexibility to travel with minimal notice, available to work some evenings and weekends
  • Flexibility to travel at least 50% of the time

·Ability to travel domestically and internationally

It would be advantageous in this position for you to demonstrate the following capabilities and distinctions:

  • Strong knowledge of the Hilton international hotel estate
  • A minimum of five (5) years ofDirector levelexperience in sales at a hotel or above property
  • A minimum of 4 (4) years of experience with GDS and/or third party distribution
  • A minimum of ten (10) years of professional experience

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 itsglobal 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!

Job: Sales

Title: Director of Sales, International Specialist - Hilton Worldwide Sales - Remote Midwest to West Coast

Location: null

Requisition ID: SAL012XD

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