Regional Director Sales Ops at Hilton

What will I be doing?

• As Regional Director of Sales Operations you will lead the development and implementation of strategic sales plans that maximize profitability for owned and operated hotels, with an objective to achieve hotels’ budgeted revenue, increase RevPAR Index and market share targets.  

Your responsibilities for the region include (but are not limited to) the following:

• Lead and support Managed hotel Sales and GM&E teams to ensure the right structures, strategies, tools, and targets are in place to deliver revenue goals and maximize conversion.
• Evaluate business opportunities and proactively redirect resources to capture profitable demand.
• Hold regular productivity reviews to drive new customer acquisition and growth of existing accounts.
• Develop and implement sales strategies and long-term plans, using competitive data, demand analysis, and market mix to set both strategic and operational goals.
• Partner with GMs, RCD, and Commercial Services teams (marketing, revenue management, senior leadership) to align resources and activities to business objectives.
• Streamline sales processes, optimize team structures, and strengthen key account management to increase Hilton’s market share.
• Build and maintain strong relationships with decision-makers, influencers, and Above Property Sales teams to ensure alignment between hotel, regional, and enterprise-wide plans.
• Support hotel openings and pre-openings with tailored sales strategies, target account planning, and integration with regional and global sales initiatives.

Key areas of responsibility:
Strategic Leadership

• Define short-, medium-, and long-term sales strategies aligned with Hilton’s enterprise priorities.
• Translate organizational goals into actionable plans for Managed hotel Sales and GM&E teams.
• Partner with the Regional Commercial Director (RCD) and Hilton Worldwide Sales (HWS) to shape regional direction, ensure alignment across teams, and secure senior stakeholder support.
• Oversee forecasting to provide the most accurate view of future performance based on market trends.

Driving Business Performance

• Develop and implement sales plans that deliver revenue, EBITDA, and market share growth.
• Guide hotel Sales and GM&E teams to strike the right balance between proactive and reactive selling, adopt Hilton systems/tools (e.g., Delphi), and set clear performance targets.
• Review productivity regularly to ensure new customer acquisition and expansion of share with existing accounts.
• Continuously evaluate business opportunities across the region and proactively redirect resources and strategies to ensure hotels capture the most profitable demand and maximize conversion.
• Lead sales strategies for hotel openings, ensuring pre-opening readiness and integration with Above Property teams.

Team & Talent Development

• Maintain people and succession plans to protect future growth in regional sales leadership.
• Support hotel sales teams with coaching, productivity reviews, and clear performance standards.
• Repurpose and optimize sales resources to capture opportunities with Key Accounts.
• Foster collaboration across property-level, regional, and global sales teams to drive account performance.

Stakeholder Engagement & Influence

• Act as the key communication bridge between hotel sales teams and Above Property Sales (SSSO, HWS).
• Build and maintain strong relationships with senior leaders, commercial partners, and decision-makers within top-producing accounts.
• Partner closely with Marketing, Revenue Management, and eCommerce to align sales activities with commercial strategies.
• Represent Hilton at property visits, ownership meetings, budget/forecast reviews, and regional commercial conferences.

Operational Excellence

• Streamline business processes to maximize efficiency and effectiveness of hotel sales functions.
• Ensure sales initiatives are properly planned, resourced, and delivered to drive measurable results.
• Strengthen key account management practices to increase Hilton’s market share and become the hotel of choice.
• Safeguard alignment between local hotel sales plans, regional strategies, and enterprise-wide goals.

Special Projects

• Contribute to regional or EMEA-wide initiatives as required.

What are we looking for?

The success in this role will demonstrate itself through the following attributes and skills:

• Experience developing and executing strategic sales plans.
• Experience presenting to senior executives and operating in a matrixed organization.
• Experience managing sales teams and using financial data for decision-making.
• Proven track record in identifying and capitalizing on hotel business opportunities.
• Advanced degree.
• Experience of progressive sales leadership in multi-site, multi-branded organizations.
• Experience managing diverse revenue streams and channels across Africa.
• Hospitality or Hilton experience.
• Background spanning B2B, B2C, or B2B2C sales environments.