Director of Sales
1 month ago
Hilton Glasgow, a Glaswegian icon for 30 years, has completed an exciting two-year and multi-million-pound renovation. The elegant, dazzling and functional Grand Ballroom, equipped with the latest technology, is set to attract some of the country's most famed events, conferences and meetings.
We aim to be the pre-eminent Conference & Event hotel in Scotland. To achieve this, and help shape Hilton Glasgow’s future, we need the right leader to drive & support our on-property sales team. This leader will be passionate, motivated, driven, a self-starter and not to forget a team player
The main purpose of the role is to support the change in our business mix and effectively drive new meetings, incentives, conferences & events business whilst achieving a rate premium across all segments of our industry. This leader will inspire & innovate new sales strategies and manage a successful sales team to achieve the hotel’s overall budget.
**Position Summary**:
Average Percent of Time %
Customer activities 70%
- Take responsibility for the activation of the hotel overall sales strategy
- Manage the relationship between on-property sales & above property ie Hilton Worldwide Sales & all above-property sales support
- Manage all market segments through B2B relationships
- Own & execute Sales plan to include all customer-facing activities
- Position the hotel with key company & agency partners across all segments
- Identify opportunities across all market segments maximizing our return with a particular focus on Meetings, Conference & Events
- Retain customers with repeat event & multi-year deal opportunities
- Maintain existing client base whilst growing our share of the business
- Drive conversion of direct enquiries whilst identifying new business opportunities
- Create & coordinate prospecting & team engagement during Global Weeks of Sales & Engagement
- Review all segments to identify any un-explored opportunities
- Identify opportunities for Travel Management Companies - networking & development
- Continually audit our business mix to ensure we have the right business segments to deliver exceptional results
- Ensure systems are in place to offer to cross-sell opportunities to new & existing customers
- Attend and participate in sales initiatives, customer appointments & tradeshows as required
Planning & Organizing 10%
- Compile & deliver the hotel sales plan & all related activity to deliver sales-influenced segments.
- Ensure measurement systems are in place to track the production of all targeted accounts and new opportunities.
- Manage key retention and acquisition of accounts
- Ensure effective short-term and long-term sales plans are in place
- Ensure that systems exist for tracking opportunity referral and response.
- Actively seek out new ways to source new business.
- Monitor annual sales incentive programs and sign off as directed.
- Ensure all key pieces of communication have been received and understood by key stakeholders and team as appropriate.
- Play an active part in supporting hotel teams to convert key opportunities as and when required.
Directing Activities 10%
- Develop powerful personal relationships with internal and external stakeholders as appropriate.
- Hold powerful personal relationships with all source market HWS offices that are important for the area of remit.
- Ensure that Hilton Worldwide is always represented to the highest standard.
- Evaluate sales resources to ensure they are correctly mobilized to drive strategy and market share.
- Ensure that the sales incentive plan is embedded and relevant.
- Ensure that all telesales and group generation activities are driven as per the strategy.
People Activities 10%
- Ensure that effective processes are in place for the recruitment, induction, training and development of all salespeople.
- Create succession plans for all sales positions.
- Coach and mentor as appropriate, regularly participating in joint sales calls, weekly activity reviews, and monthly and quarterly account production reviews.
- To be responsible for development and progression planning for team members.
- Ensure that the team is fully trained and equipped to sell.
- Ensure that the team have clear and appropriate objectives/targets including expectations around customer-facing activities and conduct.
- Ensure that performance is reviewed regularly, recognising and celebrating success, and refocusing effort where targets are missed.
- Address performance issues in a supportive, timely and decisive manner.
- Ensure that appropriate skills and product training are available to all sales team members in conjunction with global Hilton sales training programs.
Measurement (Target)
- Sales Incentive Plan target for DOS
- Hotel performance to budget
- Sales Influenced Segments
- Individual performance, MICE targets as agreed by ADOS / Commercial Director
Specific Job Knowledge, Skill and Ability
The individual must possess the following knowledge, skills and abilities
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