Cluster Sales Manager – Leisure- SSSO – Hilton – Dubai

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JOB DESCRIPTION
  What will it be like to work for Hilton?
With thousands of hotels in over 100 countries and territories| Hilton offers
countless opportunities to delight. From an open door to a welcoming smile and
an exceptional experience| we offer the millions of travellers who stay with
us every year a welcome they will never forget. If you appreciate the impact
global travel can have on the world you may be just the person we are looking
for to work as a Hilton Team Member. Because it|s with Hilton where we never
forget the reason we|re here: to delight our guests| Team Members| and owners
alike.
What will I be doing?
_ _ESSENTIAL FUNCTIONS__

• Implement the use of basic sales techniques / principles as set out in the
Customer Focussed Selling school of though and Hilton loyalty programs.

• As per defined sales territory| pro-actively sell all hotels of Hilton in
UAE

• Co-ordination and implementation of the segment sales activities and
strategy with the aim of optimal room occupancy and high accommodation
revenues| together with concern of the costs involved and in line with the
hotel business mix.

• Communicate sales promotions and information after approval of NDOS ensuring
that relevant people in each hotel receives copies

• Develop relationships and partnership with key accounts| prospect account
and other accounts in the determined territory or beyond if not yet allocated
within the sales team:

• Maintain and develop the production of Key Accounts through searching all
opportunities available at all levels within the company through Total Account
Management (TAM)

• Develop Key Prospect Accounts to Key Accounts within a year through
monitoring the share given to the hotel compared to the competition through
applying STEALTH principles.

• Plan regular visits to accounts with a minimum of 5 sales calls per day – 2
Key Accounts| 2 Key Prospect Accounts and 1 Other Account

• Organise and execute a minimum of 1 joint sales call per week with Sales
Executives in order

to maintain standards| provide constructive feedback and support.

• Organise and execute a minimum of 3 site inspections and / or FAM trips for
Leisure clients

• Organise and execute a minimum of 1 entertainment with key or potential
clients per week

• Planning| co-ordination and implementing of all sales trips in the
designated territory by agreement with the Director of Sales (DOS) in the most
efficient and optimal way.

• Identification of potential new accounts and assuring the corresponding
sales activities to win these customers.

• Support Director of Sales (DOS) preparation and drawing up of company
contracts for the hotels in accordance with the 3rd Party Distribution policy
and current business strategy and price / market conditions.

• Generate leads for the hotels| monitoring the offers and be actively
involved in the follow up to increase conversion in close co operation with
the C&B and Reservation departments.

• To present the Hilton Worldwide hotels in UAE in a professional manner
towards negotiating partners.

• Coordinate any required administrative work in terms of reporting of
figures| account forecasts and drawing up account development plans within the
time frame given and the quality expected.

• To reach agreed goals and to deliver incremental revenue for all hotels in
UAE

• Ensures permanent observation of the market and competitors| involvement in
drawing up analysis of competitors (rates| trends| customers| product changes)
and market statistics| to be shared with the team and Director of Sales (DOS).

_ _SUPPORTIVE FUNCTIONS__

• Participates in industry events and represents the hotel at national and
international specialist trade fairs and workshops| agreed by the DOS and in
co-ordination with the whole Business Development Department.

• Takes part in Communication Meetings on a regular basis as determined by the
Director of Sales (DOS)

• Support DOS in supervising and coaching Sales Executive through close
supportive relationship.

• Support DOS in tasks such as team member training| performance related
assessments and consultation.

• Support DOS in maintaining standards| revise these regularly and guarantee
that these are upheld through targeted training.

• Support DOS in updating Sales Manual and other department related documents.

• Involvement in drawing up Sales Activity Plan

• Involvement in supporting DOS in department target setting for self and
team.

• Submit weekly sales call reports and future week activity plan as per the
defined reporting standards as determined by the Director of Sales (DOS)

• Establish account development plans on a yearly basis

• Communication – proactively and precisely with the sales coordinator| NSO
colleagues| hotel teams and other stakeholders

• Carry out product trainings for service centre agents or travel agencies on
behalf of the Hilton Family Hotels in UAE

• Communication of special promotions after approval of Director of Sales (DOS
ensuring that relevant people in each hotel receives copies

• Maintain a comprehensive and updated rate and special promotions summary
sheet and distribute the hotels monthly

• Issue special forms for any brochure contribution or marketing agreements
ensuring that relevant people in each hotel receives copies

What are we looking for?

_ _SPECIFIC JOB KNOWLEDGE| SKILL AND ABILITY__

• Open minded| creative| entrepreneurial and uses initiative to resolve issues

• Understands the importance of the quality of communication (written &
verbal) skills sufficient to produce sales communication that reflects the
Hilton image in a dignified form towards customers and negotiating partners.

• To be motivated| committed and enthusiastic| seizing opportunities to learn
new skills or knowledge in order to improve personal performance

• To maintain a high level of professionalism in dealings with customers| face
to face and on the telephone and ready to take calculated risks

• Ability to manage multiple projects| positively meet and work effectively
under time and resource constraints.

• To maintain team focus by showing co-operation and support to colleagues in
the pursuit of department goals

• Fluent in English| verbal and writing skills

What benefits will I receive?

Your benefits will include a competitive starting salary and holiday
entitlement. As an employee you will become a member of the Go Hilton Team
Member Travel Program| which provides reduced hotel room rates for you| your
family & friends! We look forward to explaining in detail the range of
excellent benefits that you would expect from a global hotel organisation like
Hilton.