Director of Sales Luxury - HWS South East Asia
The Director of Sales Luxury – Hilton Worldwide Sales South East Asia (HWS SEA) will provide sales leadership and focuses on creating and delivering a strategic sales approach to developing the SEA luxury market for luxury branded hotels within the global portfolio.
The role will also drive relationships in SEA with the Asia Pacific (APAC) luxury partners. Lead strategic account management and development with existing and new luxury accounts in the region from all market segments as well as provide support around key distribution channels specific to the SEA markets.
In addition, the position supports APAC luxury sales efforts by engaging with all HWS teams in SEA and constantly ensuring that they can articulate the luxury portfolio value proposition.
Lead sales strategy for Luxury Sales in SEA in alignment with the APAC Luxury Sales Organization.
Metrics: Overall increase in annual revenue and market share.
Collaborate and support leadership on property for Luxury Sales teams within the SEA region and globe.
Metrics: Inter-regional Luxury Sales support plan including customer engagement activation
Develop and maintain relationships with key SEA 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 SEA team to serve as the conduit for Luxury Sales in APAC; hold necessary training sessions, webinars, and meetings to deepen the understanding and articulation of the luxury brands and specific global luxury products.
HOW YOU WILL MAKE AN IMPACT
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 and inter-regionally for SEA.
Lead and create an inter-regional Luxury Sales activation plan for SEA.
Develop strategic focus on account management, key partnerships and distribution to move market share inter-regionally and outbound.
Set objectives aligned with APAC Luxury Sales organization and key luxury 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 SEA customer engagement (e.g., luxury trade shows, sales missions).
Ensure Salesforce implementation is accurately set up and updated regularly.
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 (ADP) 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 across SEA.
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)
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 up to 30%, subject to business needs
It would be useful if you have:
Advanced degree
Significant experience working in Asia, 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 B2B, B2C, or B2B2C
Exposure to franchisee businesses
International experience advantageous
Business‑level proficiency in Bahasa is highly preferred, with Mandarin considered a plus to support engagement with relevant markets and stakeholders
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!