Hilton Regional Director Sales Africa & IO in Sandton, South Africa

Position Summary:

The Regional Director, Sales Operations (RDOS) is a role model for the Commercial Sales community within the Owned and Managed portfolio of hotels in the Africa & Indian Ocean operating region, directing and leading the sales discipline with the ability to deal with and support multiple hotels, their teams and their stakeholders. The RDOS will have outstanding leadership, communication and commercial skills with an in-depth understanding of the cultural diversity along with opportunities and challenges that each country represents. Continuously focusing on mentoring, coaching and developing local sales talent, as well as driving commercial performance across hotels in the region.

What will it be like to work for Hilton?

With thousands of hotels in over 100 countries and territories, Hilton offers countless opportunities to delight. From an open door to a welcoming smile and an exceptional experience, we offer the millions of travellers who stay with us every year a welcome they will never forget. If you appreciate the impact global travel can have on the world you may be just the person we are looking for to work as a Hilton Team Member. Because it’s with Hilton where we never forget the reason we're here: to delight our guests, Team Members, and owners alike.

What will I be doing?

The Regional Director, Sales Operations (RDOS) is responsible for driving the sales strategy and activity in the region providing tactical sales direction covering domestic, regional and international business streams with the objective of delivering sales sensitive revenues and increase market share for Owned & Managed hotels as well as new hotel opening support. The RDOS will also be focused on developing and retaining commercial talent through succession planning and instilling a performance and customer centric culture.

Hotels / Managed (in association with General Manager / Commercial Directors / Director of Sales)

•Within the Commercial Focus forum and during hotel field visits, evaluate the sales situation of each hotel within remit, together with its market proposition, segment potential and competitor landscape.

•Develop, deploy and prioritise regional sales action plans and activities with each hotel to increase RevPar, Market share and overall profit.

•Direct preparation of the annual Sales Budget supporting the delivery of commercial goals.

•Involved in the recruitment, selection, hiring and development of all Commercial Directors and senior sales personnel and to approve new sales hires. Evaluate performance, support in establishing Sales Incentive Plan targets and sign off on compensation decisions at hotels.

•Identify training needs and have appropriate programs conducted in the region and to ensure that poor performers are performance managed.

•Represent each hotel’s interests to motivate, coach and counsel hotel sales teams. Promote GM’s confidence in and support of a customer-centric culture/organization.

•Support and coach important negotiations with key customers, impacting key hotels of the region.

•Govern participation to targeted annual trade shows/fairs activity with a focus on ROI.


•Delivery of sales sensitive segment revenue goals and objectives (Transient Corporate, Leisure, Groups, PERM, C&E)

•Together with hotel Directors of Sales / Commercial Directors, set up of an effective annual Sales Plan for each hotel and office, for the long range positioning of each assigned hotel in their respective regions

•Drive share of wallet growth to Hilton hotels within the region from key and prospect accounts in key markets

•Collaborate with Regional Revenue, Marketing teams and F&B counterparts to drive and implement new initiatives that translate in to business for the hotels in the region.

•Continue to support Sales Evolution by ensuring a continued focus talent development, succession planning and up-skilling the commercial team across all hotels to ensure that the right people are in the right place and are Best in Class.

•Timely identification of sales related challenges to be addressed by Hilton

•Responsive support of GM’s

•Collaborating with Regional Finance, Revenue and VP Ops to approve new hotel revenue projections

•Support new openings within the region to reach timely Fair Market Share


•Reports directly / functionally to Senior Director, Sales Operations – Middle East, Africa & Turkey

•Reports directly / operationally to Vice President, Operations – Africa & Indian Ocean

•Direct reports - Shared Segment Sales Office for South Africa & Namibia

•Monitors and maintains a close, accessible relationship with property / hotel Director of Sales, Commercial Directors and HWS stakeholders in key segment / source markets impacting region of remit.

•Maintains a close and accessible relationship with property / hotel General Managers

•Establish and maintain an excellent rapport and collaboration with other Area / Regional Commercial

What are we looking for?

- The individual must possess the following knowledge, skills and abilities and be able to perform the essential functions of the job.

•BA/BS/Bachelor’s degree or equivalent or experience in lieu thereof

•Solid experience of leading large FTE’, high revenue sales team and leading Director of Sales / Leaders of revenue generating teams’

•Must have Regional Hotel sales experience

•Experience in leading high value key accounts and/or leading high value or key account managers

•Experience of working with or under VP / Snr. stakeholders

•Experience working in multi-cultural or international settings, multi functional organisation and multi-unit region

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

•Ability to take initiative to analyse data in order to identify, prioritise and implement strategic and tactical 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 contribute and work as a team by collaborate with others and act in an objective manner to stay on track to achieve common goals

•Ability to work independently being self-reliant and working with minimal/remote control and direction.

•Ability to work well under pressure and adjust plans and priorities as situations change. Prioritises, organises and uses a systematic approach to get things done.

•Takes initiative and calculated risks to achieve results in consultation with immediate supervisor and other relevant team members.

•Has good relationship management skills and presents the appropriate professional image to customers and external contacts.

•Adapts quickly and positively to any new situations.

•Fluent in English both verbally and in written.

•Must be flexible to travel regionally and internationally when the business requires

What benefits will I receive?

Your benefits will include a competitive starting salary and holiday entitlement. As an employee you will become a member of the Go Hilton Team Member Travel Program, which provides reduced hotel room rates for you, your family & friends! We look forward to explaining in detail the range of excellent benefits that you would expect from a global hotel organisation like Hilton.

Job: Sales

Title: Regional Director Sales Africa & IO

Location: null

Requisition ID: MEA011ER