Director of Sales - Corporate - HWS

The Director of Sales, Corporate, is responsible for the overall leadership, strategic direction, development and performance of Hilton's Corporate Sales function across the German-speaking countries (Germany, Austria and Switzerland) and the Nordics (Denmark, Finland, Sweden and Norway). Leading a team responsible for Global Corporate Accounts across both transient and group segments, the role drives commercial growth through strategic account management, talent development and organizational effectiveness. The Director shapes and communicates account and market strategies, builds a high-performing and customer-focused culture, and influences commercial priorities through strong cross-functional partnerships and collaboration with regional and global stakeholders to deliver measurable value for Hilton, its stakeholders and its customers

Planning Activities:

• Set clear, business-aligned objectives for the team to drive sales-influenced revenue across targeted accounts.
• Develop and communicate strategic account, segment and regional sales plans to grow market share, unlock new opportunities and enhance competitive positioning.
• Drive strategic initiatives that improve commercial performance, customer engagement and team effectiveness.
• Partner with senior stakeholders, including customers, VPs, GMs, Commercial Directors and Hotel Managers, to shape and implement business priorities and sales strategies.
• Support the team in identifying new business opportunities within existing accounts and sourcing new high-potential group contacts.
• Develop and execute long-term talent, succession and workforce plans to ensure the team is positioned to deliver sustainable business results.
• Ensure robust measurement systems are in place to accurately track performance across targeted accounts and support data-driven decision making.
• Maintain a neutral approach across ownership and management groups to ensure consistent and collaborative customer engagement.

Organizing 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.
• Assess organizational capability and identify future skill requirements to support evolving business needs.
• Ensure effective deployment of resources across the team to maximize performance, productivity and customer outcomes.

Directing Activities:

• Provide clear direction and establish priorities to ensure the team delivers against strategic objectives and business goals.
• Lead, develop and inspire a high-performing team, fostering a culture of accountability, collaboration, engagement and continuous improvement.
• Conduct regular one-on-one meetings, team calls and business reviews to align priorities, communicate strategy and reinforce performance expectations.
• Review account and business plans on a regular basis, providing coaching and guidance to ensure strategies remain relevant and results-focused.
• Coordinate customer engagement and event activity to support account strategies, strengthen relationships and increase market share.
• Develop and execute individual development plans that support career growth, succession planning and long-term organizational capability.
• Evaluate team structure, resource deployment and ways of working to ensure alignment with evolving business priorities.
• Lead organizational change initiatives and effectively communicate business objectives, priorities and directives across the team.
• Drive employee engagement and foster a trust-based environment that reflects Hilton's values and coaching culture.
• Champion talent development by identifying, coaching and developing future leaders, ensuring a strong succession pipeline within the organization.

Controlling Activities:

• Implement effective controls in Salesforce and other systems to ensure team objectives are achieved and performance is accurately measured.

• Translate strategic goals into clear performance standards and accountability measures for both the team and individual team members.

• Monitor performance against business objectives, provide regular feedback and take corrective action where required.

• Ensure alignment to business plans and priorities, adjusting activities and resources to optimize commercial outcomes.

• Establish and maintain policies, procedures and best practices that drive operational excellence and team effectiveness.

• Monitor return on investment of time, resources and commercial activities to ensure strategic value.

• Analyze customer, market and performance data to identify opportunities for growth, improved market penetration and enhanced sales effectiveness.

• Ensure accurate account management, reporting and data integrity through adherence to Hilton systems and processes.

• Provide regular management reporting and insights to support business decision-making and future planning.

• Monitor organizational effectiveness through performance, engagement and development metrics.

• Evaluate team capability, structure and resource allocation to ensure alignment with current and future business objectives.

• Regularly assess talent risks, succession plans and development priorities, implementing mitigation strategies as required.

• Foster a diverse and inclusive environment that encourages collaboration, engagement and high performance across teams and markets.

Supportive Functions:

In addition to the 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 strategic account relationships within the assigned region to ensure continuity, growth and long-term customer value.

• Represent Hilton at customer events, trade shows, industry forums and roadshows, evaluating outcomes and return on investment to maximize commercial impact.

• Support new hotel openings and key commercial initiatives by aligning sales strategies and customer engagement plans with broader business objectives.

• Participate in sales reviews, leadership forums and cross-functional meetings to ensure alignment with regional and global commercial priorities.

• Represent HWS Corporate Sales on regional and global projects, working groups and strategic initiatives, contributing expertise and influencing business outcomes.

• Act as a subject matter expert and trusted advisor to senior stakeholders across the organization, providing insight into customer, market and commercial trends.

• Support the continuous improvement of commercial processes, sales effectiveness and organizational capability across the wider business.

• Perform additional duties as required to support the success of the Corporate Sales function and Hilton's overall business objectives.

Specific Job Knowledge, Skill and Ability:

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, fostering a culture of accountability, collaboration, inclusion and high performance across diverse teams.
• Demonstrates the ability to lead and develop leaders through effective coaching, mentoring and succession planning.
• Creates an environment that promotes engagement, growth, career progression and continuous learning.
• Provides constructive feedback, performance guidance and development opportunities to elevate individual and team performance.
• Successfully leads teams through organizational change while maintaining a strong focus on engagement, wellbeing and business results.
• Builds trust-based relationships and encourages open communication in line with Hilton's coaching culture.
• Promotes inclusive leadership practices that empower team members, value diverse perspectives and drive stronger business outcomes.
• Identifies and develops future talent, ensuring a strong leadership pipeline and long-term organizational capability.

Strategic Thinking & Execution

• Shapes strategic direction for the function and translates business objectives into actionable plans.
• Balances short-term business delivery with long-term organizational and talent priorities.
• Influences business decisions through strong commercial judgement and strategic thinking.

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.

• Significant leadership experience managing multi-market teams, developing future leaders, driving organizational effectiveness and delivering complex strategic initiatives within a commercial environment.
• 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.

Preferred Qualifications

• Fluency in spoken and written German.
• 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.

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