Vice President HWS (Hilton Worldwide Sales) GCM
The VP HWS GCM is responsible for developing and executing the sales strategy of the largest and most complex global accounts (in all segments) in GCM in order to generate demand, increase market share, strengthen relationships and drive loyalty from this global account portfolio. The position is also responsible for developing and managing all stakeholder relationships, both internal and external, in not only driving incremental revenue to all hotels globally, but engaging with all hotels, regardless of ownership type, on how best to communicate, leverage and drive the best possible results through the HWS engines, resources, accounts, market & segment intelligence and interaction. This role is also responsible for managing a team of HWS Hub leaders, Area Sales Office team leaders and a Director of Sales Support, ensuring they are equipped to drive the talent agenda, through recruitment, selection, coaching, mentoring and performance managing their teams.
This role is accountable for the performance of the HWS sales team, together with a support team, that generates a targeted amount of sales influenced revenue from the managed key global accounts, whilst being responsible for the management of a total cost budget. This leadership role also has responsibility for monthly forecasting and reporting, by Hub, and managing expenses within the pre-determined budgeted numbers. The VP HWS is accountable for the performance of key business segments: MICE, Leisure, Corporate Transient and must at all times ensure alignment to the needs of the business.
Proactive management of the team and relationships with key customers, Associations and internal stakeholders such as AVPs, GMs, DBDs, Regional Directors of Sales, Ownership groups, and other HWS Global Directors, will be vital to the success of this role. As an owner-agnostic role, it includes creating and communicating the commercial plan per business segment, in order to drive increased and favorable market share. In addition oversees the implementation and execution of various projects that will drive market share and production of a suite of robust reports which will monitor progress towards targets and identify any areas of concern, in the attainment of the sales influenced revenue targets from the Global account portfolio.
Additional responsibilities include the management and participation in key travel industry trade shows as well as organizing regular customer forums and participation in industry trade bodies and panels to represent Hilton Worldwide in developing trusting and respectful business partnership with ownership groups and individuals. The VP HWS is also responsible for driving customer engagement and ensuring these relationships are the most commercially viable for the Company.
The VP HWS must possess extremely strong communication skills, be an articulate presenter in both small and larger groups (meetings and on stage) and be current in industry trends both within the hotel segment and within the various business segments that he/she is help responsible for.
Specific Job Knowledge, Skill and Ability:
The individual must possess the following knowledge, skills and abilities and be able to perform the essential functions of the job, with or without reasonable supervision:
Required:
· Excellent communication skills; presentations, written and public speaking.
· Ability to direct collaboration among cross-functional teams including external resources.
· Ability to analyze departmental financial data in order to make strategic and tactical decisions.
· Leads by example to resolve conflicts, introduce change and ensure collaboration amongst others.
· Demonstrates the highest standards of ethical behavior and absolute discretion with sensitive information.
· Ability to take initiative to identify, prioritize and implement actions required to achieve functional goals.
· 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.
· Ability to provide development and mentoring to others.
· Budget and management skills.
· Ability to work independently and manage the work of others.
· Ability to deliver performance feedback to subordinates to improve overall performance.
· Proven understanding of customer business, segments and industries, including business plans, competitive environment and distribution channels and product financials.
· Extensive understanding of local market and industry in order to make recommendations on how to achieve targets.
· University degree at bachelor level or equivalent or experience in lieu thereof.
· Significant work experience in roles including people management experience.
· Experience working in multi-cultural or international settings.
· Fluency in spoken and written English and Mandarin
