Job Description

An Account Director, Hilton Worldwide Sales (HWS) will manage and grow the highest value and largest potential share of wallet accounts for Hilton Worldwide. You will look after these accounts on a local, national, international and global basis, where relevant, and be accountable for the performance of selected accounts at all these levels. You will create and communicate account strategies to drive increased market share and demonstrate value to both internal and external customers.

• Be accountable for the performance of key and strategic accounts

• Proactively manage the team and relationships with customers, as well as internal stakeholders such as VPs, GMs, Commercial Directors and Hotel Managers

• Create and communicate account strategies to drive increased and unfair share

• Be responsible for the implementation and execution of various projects that will drive unfair share

• Be owner agnostic

HOW YOU WILL MAKE AN IMPACT

Your role is important, and below are some of the fundamental job duties that make your work unique.

Planning Activities

• Develop key account management that increases Hilton’s market power and matches the way customers choose to buy

• Develop the right account plans and strategies focusing on shifting unfair share

• Develop plans to implement long-term business goals that are the basis for short-term goals and annual operational planning

• Determine segments within accounts that provide the greater opportunities

• Develop powerful personal relationships with decision makers and influencers within the top producing accounts

• Actively seek new sources of business from existing and new accounts

• Develop objectives that align with the business

Organizing Activities

• Execute strategic account development plans and support the communication of key messages both internally and externally

• Implement plans to ensure the overall strategic direction of the account base and support the company’s revenue strategies

• Plan and direct task assignment to ensure optimal effectiveness and resource utilisation

• Monitor and review the impact of marketing initiatives on account strategies

• Organise quarterly business reviews with key accounts to discuss performance and necessary corrective actions

• Network with sub-account handlers and global leads where relevant

• Provide accurate management reports to review account performance and communicate future plans

Directing Activities

• Execute organisational directives and encourage goal achievement through motivation, communication, and leadership

• Implement account-specific marketing initiatives to drive business growth

• Direct marketing activities to underpin account strategies and increase customer / market share

Controlling Activities

• Contribute to the development and administration of team activities

• Direct and implement proper controls and systems to ensure team achieves objectives

• Assess actual performance to ensure success and take corrective actions as needed

• Establish and enforce policies and procedures to improve overall operations

• Work within approved budgets and adjust activities and expenses to ensure optimal financial results

• Maintain Hilton Best Practice to ensure accurate and up-to-date customer account information

• Ensure information relating to customer requirements, interests, and marketing activities is kept up to date using relevant Hilton procedures

• Review customer base to determine new opportunities for account penetration

Supportive Functions

In addition to performing the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time spent on each function to be solely determined by the supervisor based on the company’s requirements:

• Communicate regularly with hotels to ensure productive and effective meetings are established, cross-reference customer information, and ensure relevant hotels are aware of the ‘Customer value’ when dealing with a tender from a specific customer

• Support sales weeks and blitzes

• Support joint calls for visiting colleagues

• Organize familiarisation trips and support hotels with client attendance

• Host calls for key hotels to support with conversion

• Perform additional tasks as required

WHY YOU’LL BE A GREAT FIT

You have these minimum qualifications:

• Bachelor’s degree (BA/BS)

• 6 – 9 years’ experience, preferably in above property set up

• Significant work experience in customer-facing, revenue-generating roles, including management experience

• Excellent communication skills: presentations, written and public speaking

• Ability to direct collaboration among cross-functional teams, including external resources

• Ability to analyse departmental financial data to make strategic and tactical decisions

• Lead by example to resolve conflicts, introduce change, and ensure collaboration among others

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

• Ability to take initiative to identify, prioritise, implement, and adjust actions required to achieve functional goals

• Strong problem-solving skills, including the ability to address any issue in collaboration with others, identify, and prevent potential problems

• Proven understanding of client’s business, including business plans, competitive environment, distribution channels, and product financials

• Extensive understanding of the local market and industry to make recommendations on how to achieve the targets

• Good understanding of the sales process, tools, measurements, and systems

• Understanding of competition and marketing strategies

• Strong in account management and budget development

• Strong persuading and influencing skills

• Ability to work independently with minimal control and direction

• Ability to think and articulate a vision for business sales and translate into practical and tangible actions

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

• Have good relationship management skills and present a professional image to customers and external contacts

• Ability to manage more than one task / situation at a time

• Experience working in multicultural or international settings

• Fluency in spoken and written English

It would be useful if you have:

• Advanced degree preferred

• Significant hospitality industry experience preferred in a Sales role

• In-depth knowledge of business sector