Job Description

As Regional Director of Sales Operations Egypt, you will lead the development and implementation of strategic sales plans that maximize profitability for owned and operated hotels, with an objective to achieve hotels’ budgeted revenue, increase RevPAR Index and market share targets. 

Success in this specific leadership position means focusing on the business acumen, setting strategies, executing for results, leading (growing) teams and building strong relationships, next to using your positive influence. Let’s break that down for you.. 

As our new colleague, your responsibilities for the region include (but are not limited to) the following: 

You will ensure the region’s Managed hotel Sales Teams 

• Are appropriately set up, strike the right balance between proactive & reactive. 
• Have the right strategies in place to deliver their revenue targets.
• Use Hilton systems (e.g. Delphi) and tools in accordance with our standards; to create focused opportunities for the hotels.
• Have appropriate targets in place (SIP).
• Evaluate and identify business opportunities for hotels and directs accordingly.
• Ensure the region’s Managed hotel GM&E teams are capturing maximum demand and to drive the highest level of conversion.

Next, you will (and please bear with us, as this is a long list..)

• Create and maintain people plans to ensure that the region’s Managed hotel sales leaderships are protected for future growth.
• Hold regular productivity reviews with the region’s Managed hotel Sales Teams to ensure we are acquiring enough new customers as well as growing existing customers revenue and share.
• Design and implement sales strategies to achieve revenue/EBITDA and to gain optimal market share.
• Develop sales strategic plans and coordinate with Senior Cluster Revenue Managers within our Revenue Management Consolidated Centre (RMCC) and Regional Commercial Director to maximize revenue.
• Set long term goals for the hotels sales department through review of competitive data, demand analysis and market mix to form the base for short term goals and annual operational planning.
• Work with the area GM’s and Regional Commercial Director to develop and assist hotels to achieve their business plan objectives.
• Determine the appropriate objectives for the business and how those objectives are going to be accomplished.
• Work with key stakeholders, Commercial Services team (marketing and revenue management) and Senior Commercial Director, to structure the resources and activities of the hotel’s sales team.
• Streamline business processes to maximize efficiency and effectiveness within the sales department at hotels.
• Develop and recommend improvement on key account management at hotel level to increase Hilton’s market share and be the hotel of choice.
• Re-purpose teams to ensure that sales resources are optimized, to drive market share from Key Accounts.
• Develop and maintain relationships with decision makers and influencers within the top producing accounts at hotel level as you believe is necessary.
• Ensure that local hotel sales plans align with regional and enterprise-wide plans.
• Drive B2B account base for all properties in the system.
• Be the key point of communication on hotel sales strategies between hotels and the Above Property Sales teams – including SSSO Sales Office (where applicable) and Director of Hilton Worldwide Sales (HWS) globally.
• Work closely with the Regional Director HWS to create the sales strategy for the region including activities to drive performance.
• Support all managed hotels in their pre-opening phase to build sales strategies, review completion of pre-opening checklist, ensure sales strategy is clearly articulated with target accounts and activities, share information with above property teams.
• Closely work together with above property sales team(if applicable) to share new opening hotels information and plan for activities before opening, and engage hotels to join relevant sales activities organized by HWS team during pre-opening period.

Business Acumen. You will

• Partner with Regional Commercial Director as the Sales leader of their business.
• Support hotel openings from a Sales perspective to make full use of Hilton’s engine.
• Translate organizational goals and priorities into performance standards for the Sales team.
• As Sales Lead for the region ensuring the regional forecast for region’s Managed hotels, Managed segments & GM&E makes sense and is our most accurate view of the future based on current and anticipated trends.  

Setting Strategy. You will

• Be responsible for the creation of short, medium- & long-term strategies plan to deliver sustained success amongst our managed segments & GM&E, ensuring that overall strategy is focused on growing market share. 
• Communicate clearly strategy and performance against our regional strategy and initiatives. 
• Gain buy-in and support for the relevant strategies and key initiatives required to deliver the strategy from senior stakeholders. 
• Lead strategic planning across Sales in the region to advance the Company goals while ensuring the communication of key messages to internal and external stakeholders. 
• Work in collaboration with Regional Director, HWS to give strategic direction to  on-property Sales Teams to drive individual hotel performance as required.   
• Work closely with other HWS leads (outside Egypt) to drive business to hotels within region.

Executing for Results. You will

• Support the Regional Commercial Director in negotiations with 3^rd party suppliers as and when necessary and share management of relationships as agreed.
• Lead the region’s Managed Hotel Sales teams in the region as well as working in close collaboration. 
• Work closely in partnership with the Marketing and eCommerce team in region in driving appropriate B2B marketing initiatives. 
• Ensure all Sales initiatives and big rocks are planned adequately and managed through to delivery. 
• Ensure that the Sales team is integrated in its approach to increasing Market Share. 
• Work the relationship with HWS globally to drive hotel performance. This includes understanding the account ownership of key accounts for the owned and managed hotels globally and building relationships with key stakeholders in HWS teams across the globe to drive account performance. 

Leading Teams. You will

• Maintain and develop talent on-property to ensure the highest level of performance is achieved as well as planning for future succession.
• Maintain adequate succession plans to ensure that our team is ‘future-proofed’

Building Relationship and Using Influence. You will

• Develop and maintain excellent relationships with senior personnel across the company.
• Develop strong relationships with key Commercial partners across the region to further strengthen our commercial performance. 
• Maintain strategic alliances with Global Database Management (GDM), Distribution & Channel Management, and other important Distribution centres. 
• The role will attend property visits, corporate & ownership meetings, budget & forecast reviews and initiation of sales/commercial conference in region (budget permitting) with RCD.
• Maintain excellent relations and ensures coordination with the Commercial Services EMEA team to enable collective effectiveness.

The success in this role will demonstrate itself through the following attributes and skills:

You have

• Relevant years of experience developing and implementing strategic sales plans within a Corporate (matrix) organization.
• Relevant years of experience presenting sales plans, presentations, etc. to senior level executives and constituent groups.
• Relevant experience working in a collaborative/matrix environment. 
• Relevant years working with departmental financial data to make strategic/tactical decisions.
• Relevant  years of experience evaluating and identifying business opportunities for hotels.
• And relevant years of experience managing a sales team.

This is a senior leadership role relevant for candidates who managed either country/cluster Director of Sales level roles in/outside Egypt. 

Ideally you have

• An advanced degree (Bachelor/Master)
• Relevant years of progressive sales leadership at a multi-site, multi-branded, consumer-focused organization.
• Relevant experience with sizeable revenue diverse customers, and dynamic channels throughout Egypt. 
• Relevant sales experience could be a combination of business-to-business, business-to-consumer, or business-to-business-to consumer.  Relevant years of hospitality experience or Hilton experience.

What is it like working for Hilton?

What can we offer you:

A competitive salary, compensation & benefits including:

• A Sales Incentive Plan (SIP)
• Long Term Incentive (LTI) 
• Retirement plan
• Medical insurance 
• Life & accident insurance

We are recruiting for both Local & Expat candidates.

The future of hospitality is bright at Hilton: a leading global hospitality company with a diverse portfolio of world-class brands. Dedicated to filling the earth with the light and warmth of hospitality, we have welcomed more than 3 billion guests in our more than 100-year history. Hilton is proud to have an award-winning workplace culture, and we are consistently named among one of the World’s Best Workplaces.

We support the mental and physical wellbeing of all Team Members, so they can Thrive, thanks to innovative programs and benefits such as workplace flexibility, career growth and development, and our Go Hilton Team Member Travel discount program. Hilton prioritizes understanding and integrating our Team Members’ unique perspectives and voices—along with those of our Guests, Owners, Suppliers, and Partners—to cultivate a diverse and inclusive environment for all. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton!

We are an equal opportunity employer and value diversity at our company. We will ensure that qualified individuals with protected disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions of his or her role, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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