The Director of Sales Corporate will lead Hilton’s Corporate Sales Team, overseeing Global Corporate Accounts across the German-speaking countries (Germany, Austria, Switzerland) and the Nordics (Denmark, Finland, Sweden, Norway). Responsible for driving growth in high-value accounts within the corporate segment (Transient & Group), the Director will manage team performance both regionally and globally. This role will shape and communicate strategic account plans to increase market share and deliver measurable value to internal stakeholders and external clients. By fostering a culture aligned with Hilton’s values, the Director will inspire a high-performing, customer-focused team.
What will I be doing?
Planning Activities:
• Set clear, business-aligned objectives for the team to drive sales-influenced revenue across targeted accounts.
• Develop and communicate strategic account and segment plans to grow market share and unlock untapped potential.
• Implement strategic initiatives that drive growth and enhance competitive positioning.
• Proactively manage relationships with key stakeholders, including customers, VPs, GMs, Commercial Directors, and Hotel Managers.
• Support the team in identifying new business opportunities within existing accounts and sourcing new high-potential group contacts.
• Ensure robust measurement systems are in place to accurately track performance across all targeted accounts.
• Maintain a neutral approach across ownership and management groups to ensure a consistent approach to customer and team collaboration.
Organising Activities:
• Equip all sales team members with the training and tools needed to effectively sell Hilton’s full brand portfolio across local, national, and global markets.
• Provide targeted skills and product training supporting both transient and group segments to ensure segment-specific expertise.
• Conduct regular performance reviews to celebrate success, refocus efforts, and address any underperformance through coaching and support.
• Design, agree on, and monitor annual sales incentive programs to drive motivation and accountability.
• Foster strong cross-functional collaboration with other departments and teams to ensure alignment and operational efficiency.
Directing Activities:
• Provide clear direction and establish priorities to ensure the team meets strategic objectives across managed accounts.
• Lead the development and administration of the team, fostering a culture of accountability, collaboration, and high performance.
• Conduct regular one-on-one meetings, team calls, and monthly meetings to align goals, share updates, and reinforce engagement.
• Review account plans quarterly, offering feedback to ensure strategies remain relevant and results focused.
• Coordinate event activity to support account strategies and drive increased customer engagement and market share.
• Manage each team member individually, fostering career development and a trust-based environment that reflects Hilton’s coaching culture. Execute organizational directives through effective communication, and leadership.
Controlling Activities:
• Implement effective controls in Salesforce and other systems to ensure team objectives are met and performance is accurately tracked.
• Translate strategic goals into clear performance standards for both the team and individual members.
• Monitor actual performance against targets, provide regular feedback, and take corrective action when needed.
• Ensure adherence to the business plan, adjusting activities and resources to optimize financial outcomes.
• Establish and enforce policies and procedures that enhance operational efficiency and team effectiveness.
• Track return on investment for time and capital resources to ensure strategic value.
• Promote a diverse and inclusive working environment by encouraging collaboration across cultures and markets.
• Maintain Hilton Best Practices to ensure accurate, up-to-date customer information and account management.
• Provide timely management reports to review account performance and communicate future plans.
• Analyze the customer base to identify new opportunities for account penetration and growth.
Supportive Functions:
In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions as needed by the business:
• Manage and support key account relationships within the assigned region to ensure continuity and growth.
• Coordinate and participate in trade shows, fairs, and roadshows; evaluate return on investment to inform future participation.
• Support new hotel openings by aligning sales efforts and account strategies with launch objectives.
• Attend sales reviews and communication meetings as required to stay aligned with broader commercial goals.
• Perform additional duties as needed to support the success of the Corporate Sales function and Hilton’s overall business objectives.
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, with or without reasonable accommodation:
Leadership & Team Development
• Leads by example to resolve conflicts, drive change, and foster collaboration across diverse teams.
• Promotes inclusive leadership practices that empower diverse teams.
• Demonstrates strong coaching and mentoring skills to support team member growth and performance.
• Delivers constructive feedback and performance guidance to elevate individual and team results.
• Creates a trust-based, inclusive environment aligned with Hilton’s coaching culture.
Strategic Thinking & Execution
• Articulates a clear vision for corporate sales and translates it into actionable strategies.
• Takes initiative to identify, prioritize, and implement actions that support functional and commercial goals.
• Demonstrates strong problem-solving skills, proactively addressing challenges and developing others’ capabilities.
Communication & Collaboration
• Possesses excellent communication skills, including public speaking, written communication, and presentations.
• Effectively collaborates across functions and with external partners to align on shared objectives.
• Exercises sound judgment and discretion when handling sensitive information.
Sales & Commercial Acumen
• Deep understanding of the corporate transient segment, including business travel processes and group business dynamics.
• Proven ability to manage client relationships, understand business plans, and navigate competitive environments.
• Skilled in budget development, financial analysis, and ROI evaluation.
Operational Excellence
• Self-reliant and capable of working independently with minimal oversight.
• Strong organizational skills with the ability to manage multiple priorities and lead others effectively.
• Champions the use of systems and tools to maintain accurate customer data and drive performance.
Travel
• Approximately 40% travel across the region to meet with customers, the team or attend internal meetings and events.
Required Qualifications
• Bachelor’s degree or equivalent professional experience in a relevant field.
• Significant experience in sales roles, including team management and strategic account leadership.
• Proven success working in multicultural and international environments.
• Fluency in spoken and written English.
• Strong background in hospitality sales across multiple segments, with specific experience in the corporate business travel sector (transient and group).
• Proficiency in Salesforce or other CRM tools.
• Fluency in spoken and written German.
Preferred Qualifications
• Advanced degree in business, hospitality, or a related discipline.
• Additional language skills are a plus.
• Experience of building relationships with corporate accounts based in the region.
What will it be like to work for Hilton?
Hilton is the leading global hospitality company, spanning the lodging sector from luxurious full-service hotels and resorts to extended-stay suites and mid-priced hotels. For nearly a century, Hilton has offered business and leisure travelers the finest in accommodations, service, amenities and value. Hilton is dedicated to continuing its tradition of providing exceptional guest experiences across its global brands. Our vision “to fill the earth with the light and warmth of hospitality” unites us as a team to create remarkable hospitality experiences around the world every day. And, our amazing Team Members are at the heart of it all!
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