Director, Luxury Sales - Asia Pacific
The position will provide sales leadership and focuses on creating and delivering a strategic sales approach to developing the Asia/Pacific Luxury market for Luxury branded Hotels within the Waldorf Astoria, Conrad and LXR global portfolio.
The role should be considered, as a basis on which the future development of the Luxury Sales team in Asia Pacific will grow as such this position will also take responsibility to build a pool of talent for future positions in the Luxury Sales organization.
The role will also drive relationships in Asia Pacific with global luxury partners such as Amex FHR and Virtuoso. Lead strategic account management & development with existing & new luxury accounts in the region from all market segments as well as provide support around key distribution channels specific to the Asia Pacific markets (i.e. Wholesale).
In addition, the position supports global luxury sales efforts by engaging with all HWS teams in Asia Pacific and constantly ensuring that they are able to articulate the Waldorf Astoria, Conrad & LXR value proposition.
This leadership position will also be responsible for China and the development of China based accounts supported by an experienced Director of Sales situated in Shanghai.
What will I be doing?
The Director, Luxury Sales - Asia Pacific will be responsible for performing the following tasks to the highest standards:
Position Summary
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To lead sales strategy for Luxury Sales in Asia Pacific in alignment with the broader Global Luxury Sales Organization
Metrics: Overall increase in annual revenue & market share -
To collaborate & support leadership on property for Luxury sales teams within the Asia Pacific region
Metrics: Inter-regional Luxury Sales support plan including customer engagement activation -
Manage relationship in Asia Pacific with luxury Consortia – lead for AMEX FHR and JAPA premium desks; Deepens the understanding of the Hilton Luxury brands with Virtuoso agencies across Australia and Asia
Metrics: Revenue from Amex FHR, CHP, THC, Virtuoso, VLHC -
Develop and maintain relationships with key Asia Pacific luxury accounts, which have a high propensity to book luxury brands, typically have small volumes, and high ADRs
Metrics: Revenue and ADR from luxury accounts -
Engage with all HWS APAC teams to serve as the conduit for Luxury Sales globally; hold training sessions, webinars, and meetings to deepen the understanding and articulation of the Luxury brands and specific global luxury product. Lead joint sales activities with HWS teams in APAC to differentiate.
Targets should contain the following
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Total sales influenced revenue at Asia Pacific luxury hotels
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Asian Pacific and outbound revenue of luxury consortia
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Global revenue of Asia Pacific luxury accounts
Additional areas of responsibility
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In collaboration with VP Global Luxury Sales - create and lead the sales strategy for the development of the Luxury market in all segments outbound & inter-regionally for the Asia Pacific region
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Accountable for the performance of HWS Luxury Sales team members based in Asia Pacific
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Proactively manage customer relationships as well as internal stakeholders such as the Commercial Directors, Director of Sales, General Managers and other senior stakeholders of hotels, etc
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To create and communicate the account strategies in order to drive increase in market share
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To be responsible for managing and driving strategy for key accounts, partnership and distribution channels in the region
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To be responsible for the implementation and execution of projects supporting sales strategy
Be owner agnostic
Planning Activities
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Lead and create an inter-regional Luxury Sales activation plan for Asia Pacific
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Develop strategic focus on Account Management, key partnerships and distribution to move market share inter-regionally and outbound
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Develop powerful personal relationships with decision makers and influencers within the top producing accounts & partnerships
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Ensure that measurement systems are in place & robust to track accurately the production of all targeted accounts
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Set objectives that are aligned with Global Luxury Sales organization & the Asia Pacific hotel business plans
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Work with the relevant organizations and Associations in the region to ensure that Hilton Luxury brands achieve maximum gain and exposure
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Set goals and manage the sales incentive plan (SIP) and performance management
Organizing Activities
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Oversee all HWS Luxury Asia Pacific customer engagement ie organization of Luxury trade shows, sales missions, etc
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Take the lead in ensuring Salesforce implementation is accurately set up and adhered to by all HWS Luxury team members
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Partner with B2B Brand sales marketing on the appropriate marketing activities to underpin the account strategies and deliver increased customer and market share
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Ensure that performance is reviewed on a regular basis, recognizing and celebrating success, and refocusing effort where targets are missed
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Plan and direct assignment of tasks ensuring optimum effectiveness, accountability and use of resources
Directing Activities
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Direct development and administration of team
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Provide leadership & direction to team members and establishes work priorities to achieve management objectives
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Execute organisational directives and encourages achievement of goals through motivation, communication and leadership
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Conduct effective management of third parties, identifies vendors and monitors costs and quality of service
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Review Account Development Plans on a quarterly basis, updating records accordingly
People Activities
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Ensure that all sales people in the team are trained and equipped to sell all luxury brands locally, nationally and globally
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Ensure that appropriate skills and product training is available to all sales team members in conjunction with the global Hilton sales training programs
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Ensure 1:1’s are conducted with the team as appropriate to accomplish goals
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Ensuring the movement of sales people around the team and between hotels/ functions/ regions
• Being a coach and mentor to the support team & future succession planning.
• Driving & reviewing performance through clearly focusing effort through objectives and targets.
• Addressing performance issues in a supportive, timely and decisive manner.
• Creating a culture, which motivates and encourages team members to perform to the best of their ability, minimizing conflict if it occurs
Supportive Functions within the Luxury Brands
In addition to performance of the essential functions, this position will be required to perform a combination of the following supportive functions based upon the particular requirements of the business needs of Luxury Hotel brands globally
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Supports & provides additional leadership to Hotels in region
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Support new openings within HWS and Luxury Brands
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Monitor and maintains a close, accessible relationship with Commercial Directors and Director of Sales, General Managers, Senior Stakeholders of hotels and Hilton within the Luxury Brands
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Attend sales review & communication meeting as and when required
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Additional supportive functions as appropriate
What are we looking for?
A Director, Luxury Sales - Asia Pacific serving Hilton Brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should maintain the attitude, behaviors, skills, and values that follow:
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Extensive understanding of Asia Pacific Luxury market, Distribution & Global Luxury partnerships
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Excellent communication skills: presentations, written and public speaking (Mandarin language skills an advantage)
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Strong in big picture thinking and strategic planning capabilities
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Excellence in strategic planning, leadership and execution
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Ability to direct collaboration among cross-functional teams including external & global resources
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Ability to analyse departmental financial data in order to make strategic and tactical decisions
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Lead by example to resolve conflicts, introduce change and ensure collaboration among others
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Demonstrate the highest standards of ethical behaviour and absolute discretion with sensitive information
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Ability to take initiative to identify, prioritise and implement actions required to achieve functional goals
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Strong problem solving skills including ability to address any issue in collaboration with others, identify and prevent potential problems and develop problem solving skills in others
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Ability to provide development and mentoring to others
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Budget development and management skills
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Ability to work independently and manage the work of others
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Ability to deliver performance feedback to subordinates to improve overall performance
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Proven understanding of client’s business and category, including business plans, competitive environment & distribution channels and product financials
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Ability to recommend segmentation and targeting proposals and to assess marketing implications and aggressively manage to ensure profitability
Required Qualifications
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A minimum of 10 year experience in a hotel industry sales leadership role within the Asia Pacific region
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A minimum of 10 year experience within the Luxury hospitality market or equivalent industry
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University degree at bachelor level or experience in lieu thereof
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Significant work experience in roles including management and people management experience
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Experience working in multi-cultural or international settings
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Flexibility to travel
Preferred Qualifications
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Advanced degree preferred
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Experience in other commercial functions (e.g. revenue, marketing, e-commerce, etc)
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!
