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  Your are looking to develope within an international Hotel, then please apply for the role of

Sales Manager (m/w)

Position Statement:

To manage key customers and drive share.  To network key HWS, ASO,SSO customers where they can be influenced at a local level and impact hotels responsible for.  To drive particular segments according to the strategy set out by the DOS and DBD/GM/HM.  To represent sales at key commercial meetings where there is no DOS or DBD or if they are unable to attend.  To manage administrative team members or sales executives if needed.  Responsible for analysing and following up on marketshare tools such as Hoteligence and MICEVIEW.


Position Summary:


Average Percent of Time %


Planning Activities 20%


  • Researches and helps to identify business opportunities and reports findings to management accordingly

  • Manages objectives for the department or assigned projects

  • Supports Director of Sales and DBD/GM/HM in drawing up the sales action plan of the respective segments and drawing up of sales targets on the basis of an exact market analysis and with the aim of optimal room occupancy and high accommodation revenues.

  • Development, design and calculation of attractive offers for individual customers, travel agents and companies with the support of the Director of Sales and hotel DBD/GM/HM.

  • Planning, co-ordination and implementing of all sales trips in the designated territory by agreement with the Director of Sales/DBD/GM/HM in the most efficient and optimal way.

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

  • Follow up on leads from any source

  • Propose and agree new and existing business contracts

  • Keep SAP up to date for existing portfolio of accounts

  • Manage a given portfolio of clients on a proactive basis

  • Maintain and grow client relationships

  • Increase the revenue and market share for portfolio of managed accounts.

  • Conduct and create product awareness initiatives with customers

  • Manage RFP Process

  • Create accurate written quotations and confirmations for clients in line with department standards.

  • Maintain accurate tracking for SIP

  • Manage WWW tool as appropriate

  • Assist with conversion

  • Conduct Telesales Initiatives

  • Keep all systems and business processes updated as appropriate


Organising Activities 25%


  • Establishes priorities and delegates work to team members ensuring optimum allocation of resources.

  • Works with key stakeholders and departments structuring activities and resources so overall objectives are met.

  • Communicates management plans and project activities to department.

  • Evaluates and streamlines business processes to maximize efficiency and effectiveness.

  • Manages cross-functional links with other departments, hotels and Corporate team members.

  • Adheres to measurements required to ensure overall effectiveness.

  • Implements the use of basic sales techniques / principles as set out in the Commercial College and Hilton loyalty programmes.

  • 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.

  • Develops relationships and partnerships with key accounts, prospective accounts and other accounts in the determined territory or beyond if not yet allocated within the sales team.

  • Maintains and develops the production of Key Accounts through Total Account Management.

  • Develops Key Prospect Accounts to Key Accounts within a year through monitoring the share given to the hotel compared to the competition through applying 9 step principles.

  • Plans regular visits to accounts

  • Organises and executes a minimum of 1 joint sales call per week with Sales Executives in order to maintain standards, provide constructive feedback and support.

  • Organises and executes FAM trips for clients.

  • To present the Hilton Worldwide hotels in a professional manner towards negotiating partners in line with Hilton’s Values.

  • To reach agreed goals and to deliver incremental revenue for all Hilton Worldwide hotels.



    Directing Activities 20%


  • Implements and manages departmental processes and procedures to ensure strategies and directives are carried out effectively.

  • Provides direction to team members and establishes work priorities to achieve management and department objectives.

  • Communicates important information to team members.

  • Executes organisational directives and encourages achievement of goals through motivation, communication and leadership.

  • Manages third parties and identifies vendors

  • Leverages effective partnerships with third parties and internal constituents.

  • Advises management on progress and key performance issues.

  • Generates leads for the hotels, monitoring the offers and getting actively involved in the follow up to increase conversion in close cooperation with the C&E and Reservation departments.



    People Activities 10%


  • Provides direction and leadership to team members.

  • Collaborates with HR on recruitment, selection, training and development.

  • Works with direct or indirect reports to set goals towards accomplishment of department initiatives.



    Controlling Activities 25%


  • Oversees proper controls and systems.

  • Owns and manages projects and processes as required.

  • Ensures established performance standards are met for department or project.

  • Assesses actual performance to ensure success and takes corrective actions.

  • Ensures business plan is followed and achieved providing feedback as necessary.

  • Enforces policies and procedures to improve overall operations and effectiveness.

  • Ensure Terms & Conditions negotiated with customers are checked / validated by Legal where necessary.

  • Operates within prescribed budget parameters.

  • Authorised to make decisions and to sign within the framework of the task area described in the absence of the Director of Sales or DBD.

  • Support Director of Sales and DBD/GM/HM to ensure accurate communication of sales promotions and information that relevant people in each hotel receives copies.

  • 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.

  • 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.



    Supportive Functions


    In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.


  • Support Director of Sales and DBD/GM/HM in monitoring of sales results.

  • Participates in industry events and represents Hilton Worldwide at national and international specialist trade fairs and workshops, agreed by the Director of Sales and DBD/GM/HM.

  • Takes part in Communication Meetings on a regular basis as determined by the Director of Sales or DBD/GM/HM and lead if necessary.

  • In charge of supervising and coaching sales team through close supportive relationship.

  • Conducts team member trainings, performance related assessments and consultation.

  • Support Director of Sales and DBD/GM/HM in maintaining standards, revise these regularly and guarantee that these are upheld through targeted training.

  • Updates Sales Manual and other department related documents.

  • Involvement in supporting Director of Sales and DBD/GM/HM 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 and DBD/GM/HM.

  • 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 Hilton Worldwide.

  • Communication of special promotions after approval of Director of Sales and DBD/GM/HM, ensuring that relevant people in each hotel receives copies.

  • Ensure maintenance of accurate and comprehensive and updated rate and special promotions summary sheet and distribute monthly.

  • Issue special forms for any brochure contribution or marketing agreements ensuring that relevant people in sales department receives copies.

  • Comply with all policies, systems and procedures as laid down by the Regional Director of Sales, Director of Sales, relevant DBD/GM/HM and/or Hilton Worldwide.

  • The management reserves the right to change/extend this statement if necessary at any point of time during her/his employment.

  • The holder of this statement can be asked to take on other tasks in addition of the ones stated, in a reasonable framework.

·         Additional supportive functions as appropriate.


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 accommodation.


  • Effective communication skills both verbally and in writing

  • Ability to analyse departmental financial data

  • Excellent interpersonal skills to build trust and confidence in order to motivate and influence others

  • Demonstrates the highest standards of ethical behaviour and absolute discretion with sensitive information

  • Ability to take initiative to identify, prioritise 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 work well under pressure and effectively handle multiple and concurrent demands

  • Ability to collaborate with others and act in an objective manner to stay on track to achieve common goals

  • Ability to quickly learn new programs and train others

  • Strong project management skills including ability to manage details through to completion and ensure deadlines are met

  • Knowledge of business mathematics (weighted averages, percentages) and basic spreadsheeting (Excel)

  • 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 Worldwide 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

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

  • University degree or equivalent or experience in lieu

  • Significant work experience in related roles

  • Fluent in English, verbal and writing skills



  • Advanced degree or equivalent

  • Experience of the hospitality industry experience in Sales, Marketing, Revenue or Operating roles

  • Supervisory experience would be advantageous

  • Proficiency with Word, PowerPoint, Excel

If you are interested in this fantastic opportunity, please forward your application, earliest start date as well as your salary expectations Carolin.Bielau@hilton.com 

Hilton Mainz
Rheinstrasse 68
55116 Mainz

Telefon: +49 (0)6131 - 245 3821
Telefax: +49 (0)6131 - 245 3825

E-Mail: heike.kober@hilton.com
Internet: www.hilton.de/mainz

Ansprechpartner: Frau Heike Kober
Position/Abteilung: Cluster Director Human Resources

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