Senior Director, Business Development EMEA (Hilton Supply Management)

We are currently looking for a pioneer within Hilton Supply Management: Senior Director, Business Development EMEA. 

About Hilton Supply Management?

Hilton Supply Management (HSM) is the largest hospitality group procurement organization globally and an integral division within Hilton. HSM manages the supply chain of hotels, both Hilton as non-Hilton branded hotels. With more than 17,000 hotels in our program (including over 9,000 non-Hilton-branded hotels), HSM drives economies of scale and negotiates competitive contracts with industry-leading suppliers – ensuring direct savings on the product & services for hotel partners and being a value-add partner on all levels.

What will I be doing?

Reporting to the Vice President EMEA for Hilton Supply Management, the Senior Director will oversee business development including lead generation, pitch and close out on new business. You will also be responsible for identifying, developing, and supporting strategic international accounts to drive revenue and market share growth for HSM.

You will be accountable for the business development and growth of new business through signing new ownership groups, management, and hotel companies on to HSM programs. To do this, you will need to be a true sales professional that goes beyond just closing a deal. You will need to proactively manage the relationships, build a strong network, and know what good business looks like while being effective within a matrix organization.

You will work in conjunction with the EMEA leadership team and understand the strategy and priorities of the customer engagement teams that are responsible for day-to-day account management as well as in-market sales. You will utilize your Sales and hospitality knowledge, with affinity to Supply Management, to identify avenues that will enhance profitability of accounts and generation of new business.

You will have a team of three direct report dedicated to Sales and Business Development in the region – I director and 2 Senior Managers. Key responsibilities will be to lead and development of this team, setting clear and stretching targets for profitable business growth.

We are seeking an individual with strong leadership and business acumen to oversee business development and drive sales. You will demonstrate success through: 

• Goal-Oriented Focus: Top sales professionals are driven by clear targets, with an ability to create actionable plans to meet and exceed sales quotas.
• Drive Growth and be a self-starter: Identify new opportunities, develop partnerships, and expand (market) presence, whilst improving customer retention and achieving revenue targets.
• Relationship Building: Strong sales leaders excel in building trust and rapport with clients and stakeholders, essential for long-term partnerships and customer loyalty. Ultimately, true salespeople understand that the client’s success is their success
• Analytical Thinking: Use data and market insights to inform decisions, anticipate customers’ needs, and tailor solutions.
• Communication and Persuasion: Effective communication is critical, both in presenting products and in negotiating. Persuasive skills allow sales leaders to convey value and influence client decisions positively.
• Active Listening & Empathy: Have the ability to truly listen—not just hear what a customer is saying. They understand the emotions, concerns, and desires behind the words and solve problems.
• Resilience & Persistence: Sales is often about-facing rejection and setbacks. We are looking for a salesperson has the tenacity to follow up, overcome objections, and maintain momentum, all without being pushy or losing their positive attitude.
• Adaptability: Every customer is different. We are looking for somebody that can read the room, adjust their approach, and pivot strategies on the fly based on the customer’s personality, decision-making process, and industry dynamics.
• Industry Knowledge & Insight: A true sales professional is not just selling a product but also selling expertise. They are well-informed about their industry, competitors, and market trends, positioning themselves as a trusted advisor to their clients.

Successful candidates

• Have relevant experience in a Sales (& Account Management) role within a corporate/matrix organization, preferably within B2B, and have affinity to hospitality and procurement.
• Are fluent (both oral and in writing) in English, and preferably in German/French. Any third European language is considered a big advantage
• Have relevant Sales Experience and market knowledge, particularly in Continental European countries, ideally Germany and surrounding countries Benelux and/or France.
• Are able to travel: approximate travel requirement is up-to 60%, largely Europe.
• Possess excellent negotiation skills to secure favourable terms, win-win outcomes, close deals, and manage strategies.
• Are highly collaborative and positive mindset with ability to positively add value to engagement, internally and externally.

What is it like working for Hilton?

The future of hospitality is bright at Hilton: 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.

We support the mental and physical well-being of all Team Members, so they can Thrive, thanks to innovative programs and benefits such as workplace flexibility, career growth and development, and our Go Hilton Team Member Travel discount program. Hilton prioritizes understanding and integrating our Team Members’ unique perspectives and voices—along with those of our Guests, Owners, Suppliers, and Partners—to cultivate a diverse and inclusive environment for all. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton!

We are an equal opportunity employer and value diversity at our company. We will ensure that qualified individuals with protected disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions of his or her role, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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