Exceptional Hospitality Starts with You

Picture yourself brightening someone’s day. When you join our Hotels team, that’s exactly what you’ll do every time you come to work! You will lead the sales team and ensure that the hotel’s revenue targets are met. This role involves developing and implementing sales strategies, building relationships with key clients, and overseeing the daily operations of the sales department. As a Director of Sales, you’re not just driving revenue growth across all hotel segments – you’re spreading the light and warmth of hospitality by delivering memorable experiences that make the stay for every guest.

Responsibilities

Here’s what you’ll do during a typical day:

Leadership

• Lead the team in line with Hilton's global Promise to our Team Members.

• Develop a culture focused on the core Hilton values.

• Communicate effectively within the commercial department as well as within hotel departments.

• Ensure attendance at key commercial and hotel meetings.

• Develop talent within the team and continue to grow the team's overall competencies.

• Ensure succession plans are in place for entire team.

• Address performance challenges in a supportive, timely and decisive manner.

• Recruitment and selection of the Sales and Groups team, including the Assistant Director of Sales (ADOS) team.

• Coach and develop the Assistant Director of Sales (ADOS) team to independently lead and grow their own segments — MICE, Corporate Transient, Government & Embassy, and Leisure.

Hotel strategy and Management

• Support in the design of the hotel business strategy, responsibility for strategy of all sales related activities.

• Collaborate with and support commercial leadership team to achieve relevant key indicators, including but not limited to managing the hotel's continued profitability, ensuring the hotel's revenue and profit, and guest satisfaction to meet or exceed the standard requirements.

• Actively participate in the key management of the property (e.g. training, customer service improvement campaigns).

• Actively support the hotel by providing advice, support, and training in upselling and cross selling skills to Front Desk and F&B team members.

• Actively promote the generation of rooms, event space and outlet revenue.

• Fully support, and take responsibility where applicable for, revenue driving initiatives in car park, laundry, telephone, in-room new/creative technology (movies, internet etc.), business services. Fully contribute to and drive the design of hotel business strategy.

Sales

• Set segment level strategies across MICE, corporate transient, government/embassy and leisure segments.

• Acquire, develop and grow key accounts to increase Hilton’s market share across all segments and target markets.

• Actively convert key enquiries in line with proposal and conversion process.

• Develop the right Account Plans to that sales resources are mobilised to drive market share from Key Accounts with the highest potential.

• Develop powerful personal relationships with decision makers and influencers within the top producing (or top potential) accounts.

• Develop relationship and coordinate activity plans with all relevant global/regional sales offices.

• Ensure that measurement systems are in place to track the production of all targeted accounts.

• Ensure attendance at all major travel shows and client events.

• On an annual basis identify the key retention and acquisition accounts.

• Actively seek out new sources of business and additional opportunities for the hotel

Conference & Events, Outlets

• Support commercial leadership team to establish strategy and procedure for:

• Inquiry and proposal handling

• Room / Space control

• Response rates

• Occupancy statistics for all conference/banquet rooms

• Inquiry conversion statistics and improvement when needed

• Implement strategies to increase C&E and outlet revenues

Revenue Management – Rooms

• Responsible for analysing competitors’ activities and pricing strategy.  Analysis of fair market share with major competitors on a monthly and YTD basis

• Analyse trends of business by market segment, channel and GOB – co-ordinates all activities to maintain and increase revenue through added business volume and increased rate

• Analyse performance of existing customers

• Schedule detailed action plans to support the Revenue Proposal for all sections of the business

• Identification of the capabilities of the hotel to serve the various types of business and programming of hotel sales efforts to solicit those sources the hotel is best qualified to serve, profitably

• Monitors production and profitability of sales packages

Budget and Fiscal

• Assist hotel leadership team in producing the annual Revenue Plan, S&M budgets and monthly/weekly forecasts.

• Responsible for sales related budget items.

• Monthly review of expenses and if needed, adjusted

• Review and approval of all expense accounts for Proactive Sales Team

Maintenance of systems and procedures

• Maximise the use of systems and maintain accuracy of all reservations and other data

• Ensure that all the rates are loaded by accurate completion of the database

• Maintain up to date knowledge of uses/applications of all sales and revenue management systems

• Undertake all reviews of standards & procedures as necessary

Qualifications

At Hilton, our core values define what it takes to succeed here and guide the qualities we look for in every team member:

A passion for spreading the light and warmth of Hospitality. Acting with Integrity and always doing the right thing. Inspiring others through Leadership. A belief that Teamwork drives the best outcomes. A sense of Ownership and accountability. And a focus on the Now, bringing urgency and discipline to every moment, knowing it can make a lasting impact.

In addition, this role requires the following minimum qualifications:

• Minimum 3 years' experience in a senior sales leadership role, including experience as a Director of Sales or Senior Assistant Director of Sales in a large-scale (400+ room) full-service hotel with significant convention and MICE business.
• Demonstrated experience leading and developing a multi-tier sales team, including sales leaders and managers.
• Proven track record across key market segments, including MICE, Corporate Transient, Government, Embassy, and Leisure, or the ability to develop and execute strategies to strengthen underrepresented segments.
• Strong commercial acumen with experience in budgeting, revenue planning, forecasting, market analysis, and business development.
• Demonstrated ability to analyse revenue performance and implement strategies to maximise business opportunities.
• Strong sales and lead management skills, including prospecting, negotiation, conversion, and conducting effective hotel site inspections.
• Working knowledge of hotel property management systems, sales and catering platforms, CRM systems, and RFP/GDS tools.
• Relevant tertiary qualification in Business, Hospitality Management, Marketing, or a related discipline.
• Proven leadership capabilities with a track record of building high-performing teams and fostering a culture of accountability, engagement, and continuous improvement.
• Passion for customer service excellence and the ability to build and maintain strong client relationships.
• Strong stakeholder management skills with the ability to influence and collaborate effectively across all levels of the organisation.
• Excellent interpersonal, presentation, verbal, and written communication skills.
• Self-motivated, highly organised, and capable of managing multiple priorities while delivering results in a fast-paced environment.
• Demonstrated ability to work collaboratively across departments and contribute positively to organisational goals.
• Commitment to continuous professional development and willingness to travel as required.

Join an Award-Winning Workplace Culture
At Hilton, we don’t just deliver exceptional experiences for our guests—we build an exceptional workplace for the Team Members who make it all possible. As a global leader in hospitality, we’ve welcomed more than 3 billion guests worldwide, all while staying true to our founding vision: to fill the earth with the light and warmth of hospitality. Our award-winning culture has earned us repeated recognition on the World’s Best Workplaces list by Great Place to Work and Fortune. With our suite of world-class brands, and a company-wide commitment to providing the best stay for every guest, we’re setting new standards for the future of travel. Whether you’re starting your career or exploring something new, Hilton supports your journey every step of the way. Come for the job, stay for the career—and help us make every stay a little more magical. Curious about life at Hilton? Explore our Careers Blog to see why we’re more than a great place to stay—we’re a great place to work.