Regional Director - Sales - Hilton Worldwide - Tokyo

Job description
What will it be like to work for Hilton Worldwide?

With thousands of hotels in more than 80 countries, Hilton Worldwide offers countless opportunities to delight. From an open door to a welcoming smile and an exceptional experience, we offer the millions of travellers who stay with us every year a welcome they will never forget.

If you understand the importance of a proper welcome and know how to offer an exceptional hospitality experience, you may be just the person we are looking for to work as a Team Member with Hilton Worldwide. It is with Hilton Worldwide where we never forget the reason we're here: to delight our guests, Team Members, and owners alike. We are Hilton Worldwide. Welcome.

What will I be doing?

As Regional Director of Sales – Japan, Korea & Micronesia (JKM), you will plan and implement strategic plans to achieve objectives assigned, which are aligned to Hilton Worldwide’s values. In addition, as a result-driven Sales leader, you must establish sales goals and construct incentive programs for your team members and region. You will be focusing on increasing Hilton Worldwide’s market power and expanding the growth of the organization. Your responsibilities includes (but not limited to) the following:

People Development
• To be a coach and mentor to the regional sales force, and ensure that effective processes are in place for the recruitment, induction, training and development of all sales team members in the region
• To spot Sales talent within the region and develop it for future increased responsibility, and encourage the internal movement of sales team members around the region and between hotels
• Approve the selection of all senior sales team members for the hotel opening team
• To address performance issues in a supportive, timely and decisive manner

Setting High Standards of Sales Practice
• To ensure that all sales people have clear and appropriate targets for revenue generated, appointments conducted, and accounts retained and acquired
• To ensure that performance is reviewed on a regular basis, recognising and celebrating success, and refocusing effort where targets are missed
• To ensure that appropriate skills and product training is available to all sales team members in conjunction with global Hilton sales training programs
• To work with General Managers (GMs), Directors of Business Development (DBDs) and Directors of Sales (DOSs) to evaluate the sales situation of each hotel in the region, looking at its strengths and weaknesses, its market opportunities and threats, its target market segments and accounts, and drive individual action plans for higher sales performance
• Ensure that active and major accounts in the region are managed by an appropriate sales person, and develop key account management amongst sales team to increase Hilton’s market value

Driving Revenue Growth
• To take an active part in the review of the annual Sales and Revenue Plan for each of the region’s hotels, ensuring that the document is relevant to that property
• Ensure that measurement systems (i.e. Global Hilton Network) are in place to track the production of all targeted accounts
• To conduct account reviews with the Sales team (including ISO and NSO), and identify the key retention and acquisition accounts for the Sales team
• Actively motivates the team to seek new sources of business

What are we looking for?

Team Members serving Hilton Worldwide, our Brand hotels and vacations are always working on behalf of our Guests and working with other Team Members. The individual must possess the following knowledge, skills and abilities and be able to perform the essential functions of the job:


• BA/BS/Bachelor’s degree
• At least ten (10) years of experience in similar function
• Experience in the hospitality, travel and leisure industries
• Actively manage the expectations that hotels place on the regional sales function, and report back on results and performance
• Ability to interact professionally and effectively through verbal and written communication with all external/ internal stakeholders, and professional contacts with emphasis on company interests
• Ability to create highly motivated and performing team
• Experience in consulting, facilitation, negotiation, conflict resolution, and demonstrated ability to lead and manage others through influence, collaboration and consensus building;
• Excellent negotiating and interpersonal skills with strong self-motivation
• Ability to analyze current environments, create a compelling business solution, coupled with great influencing skill to present the findings and propose recommendations to improve current business including outsourced Sales programs i.e. Hilton Premium Club
• Sensitivity 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 procedures
• Exercise discretion and independent judgment when performing job duties and display a high degree of integrity, professionalism and respect

What benefits will I receive?

Your benefits will include a competitive starting salary and holiday entitlement. As an employee you will become a member of the The Hilton Club which provides reduced hotel room rates in our hotels worldwide, plus discounts on products and services offered by Hilton Worldwide and its partners. We look forward to explaining in detail the range of excellent benefits that you would expect from a global hotel organization like Hilton Worldwide.

Desired Skills and Experience
What are we looking for?

Team Members serving Hilton Worldwide, its Brand hotels and vacations are always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should possess the following competencies: communication, analysis, teamwork and relationships, planning, drive & resilience by demonstrating the following behaviors:
Excellent written and oral communications skills
Concise, well-organised presentation skills
Confident in communicating with a wide range of people, both inside and outside hotels
Clear, logical and factual arguments and decision-making
Quick and accurate when evaluating complex written and numerical information
Ability to recognise trends in data
Demonstrated leadership and motivation techniques in a team environment
Team player and supportive of others when needed
Ability to develops constructive relationships at all levels within the organisation
Effective in situations of disappointment or high pressure
Ability to adapt to change
Ability to prioritise effectively, balancing importance, urgency and resources
Time efficient within tight schedules
Effective in a fast-paced environment
Determined and energetic, whilst remaining calm and level headed in order to deliver results
A Regional Director serving Hilton Worldwide, its Brand hotels and vacations should also possess the qualifications and characteristics that follow:
Strong analytical skills
Good communication skills
Excellent organisation skills
Sound knowledge of job related information technology
Advanced competency level in Microsoft Excel, Powerpoint and Word
Demonstrated management skills, including leadership, organisation, communication, control
Good people management skills demonstrated by a previous position in Management
Sound functional knowledge of the day to day Management and operations of a Revenue Management Department
Commercial attitude and proactive sales approach
Ability to analyse data and identify significant trends
Sound knowledge of types and sources of business
Ability to introduce change effectively
Ability to set and maintain minimum standards
Friendly and outgoing personality
Self-motivated
Ability to work accurately and effectively under pressure
Good personal presentation skills
Warm personality and team spirit
Clear voice and well spoken
Motivated and motivational
Ability to speak and write English fluently
Committed and Career oriented
It would be advantageous in this position for you to demonstrate the following capabilities and distinctions:
Ambitious and willing to learn new things
Trainer/Coaching Skills
Hotel School / Apprenticeship or Graduate Training or other degree level education
Practical working experience within revenue management
Practical working in an area or corporate role relating to distribution or revenue management
Previous Hilton Worldwide experience
Previous Systems Experience with PMS – OnQ, RMS – IDeaS, CRS – ONQ R&I, C&B Sales – GEM / Delphi and /or Microsoft Access

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