Director Luxury Sales - Japan, Korea and Micronesia
**This position requires proficiency in both Japanese and English, so please make sure to include your language proficiency in your application documents.**
The Director Luxury Sales JKM will provide sales leadership and focuses on creating and delivering a strategic sales approach to developing the JKM Luxury market for Luxury branded Hotels within the global portfolio.
The role will also drive relationships in JKM with the Asia Pacific luxury partners. Lead strategic account management & development with existing & new luxury accounts in the region from all market segments as well as provide support around key distribution channels specific to the JKM markets.
In addition, the position supports Asia Pacific luxury sales efforts by engaging with all HWS teams in JKM and constantly ensuring that they are able to articulate the Luxury portfolio value proposition.
- To lead sales strategy for Luxury Sales in JKM in alignment with the Asia Pacific Luxury Sales Organization.
- Metrics: Overall increase in annual revenue & market share.
- To collaborate & support leadership on property for Luxury sales teams within the JKM regions.
- Metrics: Inter-regional Luxury Sales support plan including customer engagement activation
- Develop and maintain relationships with key JKM luxury accounts, which have a high propensity to book luxury brands, typically have small volumes, and high ADRs.
- Metrics: Revenue and ADR from luxury accounts.
- Engage with all HWS JKM team to serve as the conduit for Luxury Sales in Asia Pacific; hold necessary training sessions, webinars, and meetings to deepen the understanding and articulation of the Luxury brands and specific global luxury products. Lead joint sales activities with HWS teams in JKM to differentiate
HOW YOU WILL MAKE AN INPACT
Your role is important and below are some of the fundamental job duties that make your work unique.
Planning Activities
- Create and lead the sales strategy for the development of the Luxury market in all segments outbound & inter-regionally for JKM.
- Lead and create an inter-regional Luxury Sales activation plan for JKM.
- Develop strategic focus on Account Management, key partnerships and distribution to move market share inter-regionally and outbound.
- Set objectives aligned with Asia Pacific Luxury Sales organization & JKM hotel business plans.
- Work with relevant organizations and Associations to ensure Hilton Luxury brands achieve maximum gain and exposure.
- Be responsible for the implementation and execution of projects supporting sales strategy.
- Create and communicate account strategies to drive market share increase.
Organizing Activities
- Oversee all HWS Luxury JKM customer engagement (e.g., Luxury trade shows, sales missions).
- Ensure Salesforce implementation is accurately set up.
- Partner with B2B Brand sales marketing on marketing activities to support account strategies.
- Plan and direct task assignments for optimum effectiveness and resource use.
- Manage and drive strategy for key accounts, partnerships, and distribution channels.
Directing Activities
- Provide leadership and direction to team members; establish work priorities.
- Execute organizational directives and motivate team to achieve goals.
- Conduct effective management of third parties; identify vendors and monitor service quality.
- Review Account Development Plans quarterly and update records.
- Proactively manage customer relationships and internal stakeholders (e.g., Commercial Directors, GMs).
Controlling Activities
- Ensure robust measurement systems are in place to track production of targeted accounts.
- Accountable for the performance of HWS Luxury Sales in JKM.
- Monitor and maintain close relationships with key stakeholders to ensure alignment and performance.
Supportive Functions
- Support and provide additional leadership to hotels in the region.
- Support new openings within HWS Luxury Brands.
- Attend sales review and communication meetings as required.
- Perform additional supportive functions as appropriate based on business needs.
WHY YOU’LL BE A GREAT FIT
You have these minimum qualifications:
- Bachelor’s degree (BA/BS)
- Minimum 10 years of experience, preferably in hospitality Sales
- Proven leadership experience, including managing and developing large or distributed teams
- Experience in the hotel, travel and leisure industry
- Ability to create and develop highly motivated and performing sales teams
- Experience in developing and implementing strategic plans
- Experience in facilitation, negotiation, conflict resolution, and a demonstrated ability to lead and manage others through influence and collaboration within a matrixed environment
- Ability to analyse data, create compelling business cases, coupled with great influencing skill to present the findings and propose strategic and tactical recommendations to senior leaders.
- Sensitivity and ability to maintain the privacy and confidentiality of information, protect the assets of the Company, act with ethics and integrity, and adhere to the Company’s Code of Conduct and policies and procedures
- Flexibility to travel
It would be useful if you have:
- Advanced degree preferred
- Significant experience working in JKM, with a deep understanding of regional business practices and cultural nuances
- Significant experience within progressive sales leadership at a multi-site, multi-branded, consumer-focused organization
- Experience with sizeable revenue diverse customers, and dynamic brands and channels
- Relevant sales experience could be a combination of business-to-business, business-to-consumer, or business-to-business-to-consumer.
- Exposure to franchisee businesses could be a plus.
- International experience advantageous
- Working knowledge of Japanese written and spoken language, nice to have of Korean language
WHAT IT IS LIKE WORKING FOR HILTON
Hilton, the #1 World’s Best Workplace, is 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. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton!