Cluster Director of Sales the Netherlands

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Cluster Director of Sales the Netherlands

The Cluster Director of Sales is leading the Cluster Sales team in the Netherlands and is responsible for the implementation of sales initiatives, driving optimal sales focus and providing sales support to their properties, to maximize performance and achieve budgeted revenue, RevPar Index and market share targets in partnership with the commercial heads of the hotels in the Netherlands

Lead and develop the Cluster Sales team members to maximize demand generation and conversion.

Drive our culture of performance equals reward and inspire your teams to elevate our customer experience and achieve sales excellence.

Work in Partnership with the Sales Operations Centre of Excellence team to drive adoption & activation of deployed initiatives and best practices.

What will you be doing?

While working together with and leading a Cluster Sales Team of 13 team members, you will be responsible for the following aspects:

Directing Activities:


Develop and drive (country) sales activities for the benefit of owned and operated hotels across all sales driven segments.
Support hotels to deliver on their budget objectives and provide direction on execution of on property sales initiatives.
Influence and implement strategies to close the gap in making revenue/EBITDA as well as gaining market share
Ensure that Hilton's sales systems are leveraged, and used effectively to help drive sales productivity
Review and monitor Account and GOB performance for the area and drive optimization and mitigation strategies accordingly


Customer Activities:


Develop powerful relationships and meaningful connections with decision makers and influencers within the top-producing regional accounts and **MEMBERS ONLY**SIGN UP NOW***. Sales Account Teams
Drive share of wallet growth from key clients across the region
Maintain contact with major customers in order to support and assess sales effectiveness of hotels in the region
Attend key industry tradeshows and events where relevant
Support cluster sales and hotel Group, Meeting & Events teams in conversion of Top Opportunities
Support and coach important negotiations with key customers, impacting key hotels of the region.


Sales Strategy and Approach:


Actively participate in monthly hotel commercial focus meetings, country commercial meetings and area-wide regional meetings
Drive Group revenue performance across rooms, function space and food & beverage
Support hotels in evaluating and identifying business opportunities. Actively seek out new sources of business and emerging market opportunities.
Analyze Sales & Performance KPIs and support with commercial activities accordingly.
Conducts regular risk/opportunity analysis of Sales performance, future BOB pipeline and co-ordinates activities to mitigate risks
Analyze account production and conversion performance and input to rate strategy and sales goals (SIP Targets)
Supports commercial opening pathway for new hotel openings and refurbishments


Planning Activities:


Support hotel commercial plans to ensure hotel budgets are met in the sales influenced segments and meeting & events business.
Budget responsible for the Cluster Sales Office in the Netherlands. Monthly budget review and forecast adjustments together with RDOS and Director of Finance.
Leverage insights from relevant Hilton and Market reports and implement strategy/tactic accordingly
Control and coordinate participation in annual trade shows for the highest productivity and ROI
Responsible for planning and overseeing different initiatives or projects within the organization, from the initial idea through to completion to maximize hotel performance.
Coordinates people and processes to deliver projects on time, within budget and with the desired outcomes aligned to objectives.
Develops and monitors a detailed project plan to measure and track progress.
Reports, escalates and presents progress and outcomes to senior management and teams as needed
Implements and delivers outcomes


Sales Quality:


Drives adoption in-market of best practice / improvement initiatives deployed by Centre of Excellence to maximize benefit for the region, and coaches team members
Ensure hotel have adequate sales tools, materials, content for proposals and presentations and have sufficiently built plans around storytelling, destination, USPs, Competitive positioning and customer value.
Carries out joint calls with Cluster Sales Team and Group, Meeting & Events Sales team and tests sales delivery to assess sales competency and sales effectiveness.


People Activities


Drive ‘performance equals reward’ culture, closely monitoring Sales Incentive Plan performance, and ensuring that we recognize achievement and tackle areas of poor performance
Coach teamsin delivering sales excellence and driving more consistency in how we deliver exceptional sales experience to our customers
Responsible for recruitment of Cluster Sales Team and assists the General Managers and Commercial Directors in ensuring that appropriate talent is in place.
Helps to develop talent to achieve optimal performance.
Ensure effective adoption of available Sales and Group, Meeting & Events training programs and identify requirements for additional training support, partnering with Centre of Excellence.
Evaluates and Optimizes Sales Deployment, Manning levels and Structures of Cluster Sales Team.
Support Group, Meeting & Events Sales Deployment, Manning levels and Structures on property.


What are we looking for?

To successfully fill this role, we are looking for a person with the following skills and experiences:


Deep understanding of Proactive sales and Group Meeting & Events sales best practice
Extensive leadership and people management skills
Experience in stake holder management
Strong customer focus and commercial acumen
Target driven and outcome focus. Ability to prioritize and strong time management skills
Excellent external (client-facing) and internal communication skills
Excellent written and verbal communication skills
Strong presentation skills
Ability to analyze data in order to make effective decisions and recommendations.
Effective at resolving conflicts, lead change and ensure collaboration among others
Additional Requirements: Flexible with the ability to travel


What can you expect from us?

Besides being listed as a Great Place to Work in the Large & Multinational workplaces we offer you the following:


Intensive training period and a personal development program.
Internal transfer and promotion possibilities.
Employee discount on **MEMBERS ONLY**SIGN UP NOW***. hotel rooms via our international Hilton travel program.
Employee discount of 50% on Food & Beverage at **MEMBERS ONLY**SIGN UP NOW***. hotels.
Travel allowance.
Annual team outings, staff party and quarterly team member forums.
The possibility to participate in community and sustainability projects on a local level.


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!

Have we sparked your interest? Don’t hesitate, apply now and become part of the Hilton family!

Job: Sales

Title: Cluster Director of Sales the Netherlands

Location: null

Requisition ID: HOT09I00

EOE/AA/Disabled/Veterans

Company info

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