Director Of Sales, Group - Waldorf Astoria Monarch Beach Resort

Director of Sales, Group

The Director of Sales, Group with Waldorf Astoria Monarch Beach is responsible for leading a dynamic team of sellers and maximizing the group revenues of an asset on a consistent basis. Hilton is seeking strategic leaders who understand how to bring people, process and performance together, to create a winning formula. Hilton's Commercial Services organization is comprised of team members driving our sales, revenue, marketing, catering and events management, call centers, and analytics functions. These functions are the core of Hilton's "commercial engine" and are essential to Hilton's ability to drive profitable growth.

The primary responsibilities of this position are to lead the group sales team at your hotel/complex and deploy business strategies that are creative, dynamic and impactful towards achieving your hotel's annual group rooms and group banquets budget and crossover targets. As the Director of Group Sales, you will be responsible for overseeing commercial strategies for your group sales team. Your goal is to improve the performance of the sales team by connecting strategy and business processes. Business processes should be designed to impact revenue streams, including Rooms, Catering and Events. Key deliverables for this role are to set deployment, team composition, and provide a cadence of activities that are a "predictive and prescriptive" approach to drive performance.

In this role, you should possess strong leadership, communication, and networking skills. You will facilitate the delivery of the Americas Commercial Operating Model pertaining to group rooms and group banquets sales.

Strategy

Contribute to the hotel's Annual Multi-Year Strategic Intentions and Commercial Strategy, in partnership with the hotel commercial leadership team and regional sales, revenue and marketing support.

Directly accountable for setting the strategy and delivery of hotel's sales targets including Direct Selling Revenue Streams including group rooms and group banquets.

Work with Hotel's Commercial Leadership to ensure that Business Review Guidelines (current to + 5 years) and Group Pricing & Rate Quotation Strategies are in place in order to maximize all pricing components of group sales opportunities and achieve positive group market share.

Strategically align sales activities and outcomes with established optimal mix, contribute to the accuracy of revenue forecasts, while executing strategies for different demand periods and group pricing targets established.

Understand and contribute to the maximization of profits in line with GOP and EBITDA targets.

Operate within departmental expense budget and forecasts.

In collaboration with hotels commercial leaders, contribute to the development of knowledge of all competitors and market activity.

Leadership

Lead daily and weekly business review and sales strategy meetings.

Manage and execute monthly, quarterly, and annual APEX performance process with eligible sales team members.

In collaboration with DOSM, contribute to the commercial strategy plan pertaining to group sales, socialize and amend plan on a consistent basis.

Development and oversight of hotel's sales site visit strategies and approach.

Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools.

Responsible for recruiting and retention of all group sales roles.

Lead, engage, and develop sales team members, including ongoing performance development and Career Development Plans.

Conduct performance reviews for all direct reports and provide feedback for dotted line reports including but not limited to: Group Sales, Business Transient Sales, Leisure Sales, Catering Sales, Contract/PERM Sales.

Ownership, Customer, and Stakeholder Relations

Contribute to performance and commercial activity reporting for hotels (i.e., performance status communication and response plans).

Liaise with Hilton Worldwide Sales towards demand and conversion generation.

Build strong relationships with CVB and 3rd party travel partners.

High level of engagement with customers including:

• Support of team's site visits and pre-convention meetings
• Support of sales managers sales travel into market

Qualifications

To fulfill this role successfully, you should demonstrate the following minimum qualifications:

Minimum Education: Bachelor's Degree preferred

Minimum Years of Experience: Three (3) or more years in hospitality sales & marketing leadership preferred

Minimum Years of Experience: Three (3) years cross-functional experience in hotel management, or related industry experience preferred.

It would be helpful in this position for you to demonstrate the following capabilities and distinctions:

Additional/advanced degree coursework in business administration, marketing and communications

Adaptable experience with business strategy, business planning, and business plan development.

Ability to speak multiple languages

Multiple Brand experience

Proficiency in Delphi FDC preferred

Since being founded in 1919, Hilton has been a leader in the hospitality industry. Today, Hilton remains a beacon of innovation, quality, and success. This continued leadership is the result of our Team Members staying true to our Vision, Mission, and Values. Specifically, we look for demonstration of these Values:

Hospitality - We're passionate about delivering exceptional guest experiences.

Integrity - We do the right thing, all the time.

Leadership - We're leaders in our industry and in our communities.

Teamwork - We're team players in everything we do.

Ownership - We're the owners of our actions and decisions.

Now - We operate with a sense of urgency and discipline

In addition, we look for the demonstration of the following key attributes:

Quality

Productivity

Dependability

Customer Focus

Adaptability

The compensation for this role is $190-225K and is based on applicable experience and location.