Senior Regional Director, Sales and Revenue Management - Focused Service

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  • Hilton Corporate

    Senior Regional Director, Sales and Revenue Management - Focused Service

    Hilton Corporate


    Sales, Marketing

    Degrees Required:
    Not Specified

    Employment Type:

    Manages Others:



    ***This role has a Flexible U.S. Nationwide Location***

    The Senior Regional Director of Sales and Revenue Management - Focused Service Division will be responsible for the development and implementation of strategic sales plans that maximize profitability and market share for the Focused Service Division (FSD) sales function. The Senior Regional Director will develop and manage teams and individuals in the FSD Sales and Revenue Management func

    What will I be doing?

    The Senior Regional Director of Sales and Revenue Management - Focused Service Division will have key components consisting of Owner Relations, delivering and reporting on revenue results, as well as leading and coaching Sales and Revenue Management leadership.

    Other key priorities are listed below:

    • Develop strategies and direction for FSD hotels related to the execution of the property's marketing sales function, sales policies, and revenue management
    • Develop and deliver owner presentations on the state of the union of the hotels in the owners' portfolio
    • Manage Revenue Management, Sales and Marketing functions for the entire America's FSD, and a few Embassy Suites branded assets in select markets
    • Develop a value proposition for FSD customers and align Marketing and Sales efforts accordingly
    • Set long term goals for the hotels sales department through the review of competitive data, demand analysis and market mix, that will become the basis for short term goals and the annual operational planning
    • Evaluate and identify business opportunities for hotels, and work with them to develop overall business plan objectives
    • Close the gap in making revenue and EBITDA as well as gaining market share in local markets
    • Actively participate in the sales process via customer meetings, entertainment and attendance at client and other relevant industry events
    • Ensure that Hilton's sales systems and tools are leveraged to ensure effectiveness, usage and awareness (including database intelligence and RevGen to create focused opportunities for the hotels)
    • Work with hotels in capitalizing on Hilton Worldwide Marketing and Sales programs with a large emphasis on engaging Hilton Sales Worldwide (HSW) and partnering with lead sources for maximum exposure of the hotels
    • Assist hotels in maximizing revenue contributions from major distribution channels
    • Develop strong relationships with the Brand team, Owners and General Managers in FSD
    • Work with Legal and Finance leadership to ensure the overall strategic direction of the hotel is consistent with and supported by these areas
    • Work with key stakeholders, Senior Vice President and Area Vice Presidents to structure resources and activities of the hotel's Sales team so objectives are accomplished
    • Streamline business processes to maximize efficiency and effectiveness within FSD Sales and Revenue Management
    • Ensure top level talent is in place within the organization and develop current talent to achieve greater strategic goals and performance
    • Determine staffing needs and oversee the recruiting, selecting, hiring, training and developing of department Team Members
    • Translate organizational goals and objectives into performance standards for division, departments and individual positions
    • Work with direct reports on goals to assist in accomplishing department initiatives, and their own career objectives
    • Assess actual performance against standards to determine whether the department is on target to reach its goals and take corrective actions as necessary
    • Participate and direct annual planning (forecast, budget and marketing plans)
    • Support new hotel acquisitions and transition through consultation, deployment of Hilton resources, positioning, brand initiation, and development of pre-opening
    • critical path for Sales and Marketing
    • Direct and manage all pre-opening processes
    • Ensure the business plans and goals are being followed and achieved, providing feedback or revising the plan, if needed
    • Ensure a return on invested capital and resources for ownership
    • Review and make appropriate adjustments in activities and expenses throughout the fiscal year to ensure optimal financial results

    Desired Attributes:

    • 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 analyze departmental financial data in order to make strategic and tactical decisions
    • Excellent presentation and public speaking skills (includes the ability to target message to appropriate audience)
    • Ability to initiate and direct collaborative efforts of multiple teams throughout the Hilton organization, including internal resources, external resources and other constituent groups as appropriate to achieve objectives
    • Establish and maintain regular communications with senior teams, brands, and other constituent groups as appropriate
    • Ability to direct and motivate a talented team
    • Ability to advocate and implement professional development for self and direct reports
    • Set standards for leadership
    • Ability to effect change, resolve conflicts and ensure collaboration
    • Maintain the highest standards of ethical conduct and integrity
    • Absolute discretion and confidentiality regarding sensitive information
    • Strong problem solving skills

    What are we looking for?

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

    • BA/BS Bachelor's Degree
    • A minimum of ten (10) years of experience in a Director of Sales role
    • A minimum of ten (10) years of experience managing a team
    • A minimum of five (5) years of experience in a Regional Sales or Managing Director of Sales role
    • A minimum of four (4) years of managerial experience
    • Presentation and public speaking skills
    • Ability to travel as required

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

    • MA/MS Master's Degree
    • A minimum of fifteen (15) years of professional experience
    • A minimum of ten (10) years of Hospitality experience
    • A minimum of six (6) years of experience in a Director level role
    • Global Sales and/or Operations 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 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!


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