A Director of Group Sales with Hilton Atlanta is responsible for leading a dynamic team of sellers and maximizing the group revenues of an asset on a consistent basis.  Hilton is seeking strategic leaders who understand how to bring people, process and performance together, to create a winning formula. 

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Hilton’s Commercial Services organization is comprised of team members driving our sales, revenue, marketing, catering and events management, call centers, and analytics functions. These functions are the core of Hilton’s “commercial engine” and are essential to Hilton’s ability to drive profitable growth.

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What will I be doing?

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The primary responsibilities of this position are to lead the group sales team at your hotel/complex and deploy business strategies that are creative, dynamic and impactful towards achieving your hotels annual group rooms and group banquets budget and crossover targets.

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As the Director of Group Sales, you will be responsible for overseeing commercial strategies for your group sales team. Your goal is to improve the performance of the sales team by connecting strategy and business processes. Business processes should be designed to impact revenue streams, including Rooms, Catering and Events. Key deliverables for this role are to set deployment, team composition, and provide a cadence of activities that are a \"predictive and prescriptive\" approach to drive performance.

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In this role, you should possess strong leadership, communication, and networking skills. You will facilitate the delivery of the Americas Commercial Operating Model pertaining to group rooms and group banquets sales.

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Strategy:

\n\nContribute to the hotel’s Annual Multi-Year Strategic Intentions and Commercial Strategy, in partnership with the hotel commercial leadership team and regional sales, revenue and marketing support.\nDirectly accountable for setting the strategy and delivery of hotel’s sales targets including Direct Selling Revenue Streams including group rooms and group banquets.\nWork with Hotel’s Commercial Leadership to ensure that Business Review Guidelines (current to + 5 years) and Group Pricing & Rate Quotation Strategies are in place in order to maximize all pricing components of group sales opportunities and achieve positive group market share.\nStrategically align sales activities and outcomes with established optimal mix, contribute to the accuracy of revenue forecasts, while executing strategies for different demand periods and group pricing targets established.\nUnderstand and contribute to the maximization of profits in line with GOP and EBITDA targets.\nOperate within departmental expense budget and forecasts\nIn collaboration with hotels commercial leaders, contribute to the development of knowledge of all competitors and market activity\n\n

Leadership:

\n\nLead daily and weekly business review and sales strategy meetings\nManage and execute monthly, quarterly, and annual APEX performance process with eligible sales team members.\nIn collaboration with DOSM, contribute to the commercial strategy plan pertaining to group sales, socialize and amend plan on a consistent basis.\nDevelopment and oversight of hotel’s sales site visit strategies and approach\nConsistently conform to Hilton brand standards and corporate identity and utilize all communication tools\nResponsible for recruiting and retention of all group sales roles.\nLead, engage, and develop sales team members, including ongoing performance development and Career Development Plans.\nConduct performance reviews for all direct reports and provide feedback for dotted line reports including but not limited to:\n\nGroup Sales\nBusiness Transient Sales\nLeisure Sales\nCatering Sales\nContract/PERM Sales\n\n\nFacilitate and lead in a culture that is aligned with Hilton’s DEI and ESG enterprise goals\n\n

Ownership, Customer, and Stakeholder Relations:

\n\nContribute to performance and commercial activity reporting for hotels (i.e., performance status communication and response plans).\nLiaise with Hilton Worldwide Sales towards demand and conversion generation\nBuild strong relationships with CVB and 3rd party travel partners.\nHigh level of engagement with customers including:\n\nSupport of team’s site visits and pre-convention meetings\nSupport of sales managers sales travel into market\n\n\n

What are we looking for?

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To fulfill this role successfully, you should demonstrate the following minimum qualifications:

\n\nMinimum Education: Bachelor's Degree preferred\nMinimum Years of Experience: Three (3) or more years in hospitality sales & marketing leadership preferred\nMinimum Years of Experience: Three (3) years cross-functional experience in hotel management, or related industry experience preferred. \n\n

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

\n\nAdditional/advanced degree coursework in business administration, marketing and communications\nAdaptable experience with business strategy, business planning, and business plan development.\nAbility to speak multiple languages\nMultiple Brand experience \nProficiency in Delphi FDC preferred\n\n

Since being founded in 1919, Hilton has been a leader in the hospitality industry. Today, Hilton remains a beacon of innovation, quality, and success. This continued leadership is the result of our Team Members staying true to our Vision, Mission, and Values. Specifically, we look for demonstration of these Values:

\n\nHospitality - We're passionate about delivering exceptional guest experiences.\nIntegrity - We do the right thing, all the time.\nLeadership - We're leaders in our industry and in our communities.\nTeamwork - We're team players in everything we do.\nOwnership - We're the owners of our actions and decisions.\nNow - We operate with a sense of urgency and discipline\n\n

In addition, we look for the demonstration of the following key attributes:

\n\nQuality\nProductivity\nDependability\nCustomer Focus\nAdaptability\n\n

What will it be like to work for Hilton?

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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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The Benefits – Hilton is proud to have an award-winning workplace culture ranking #2 Best Company To Work For in the U.S. We support the mental and physical wellbeing of all Team Members so they can Thrive personally and professionally in a diverse and inclusive environment, thanks to innovative programs and benefits. Hilton offers its eligible team members a comprehensive benefits package including: 

\n\nMedical Insurance Coverage – for you and your family  \nMental health resources including Employee Assistance Program\nBest-in-Class Paid Time Off (PTO) \nGo Hilton travel program: 100 nights of discounted travel\nParental leave to support new parents\n401K plan and company match to help save for your retirement\nEmployee stock purchase program (ESPP) - purchase Hilton shares at 15% discount \nDebt-free education: Team Members will have access to a wide variety of educational credentials through our partnership with Guild Education, including: college degrees and professional certifications*\nCareer growth and development \nRecognition and rewards programs\nThis position is eligible to participate in the Sales Incentive Program\n\n

*Available benefits may vary depending upon property-specific terms and conditions of employment and the terms of the collective bargaining agreement if applicable. 

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