Account Director

The Account Director will manage and grow high value and large potential Share of Wallet accounts for Hilton Worldwide. The role will look after these accounts on a local (national) international & global basis where relevant. They will be accountable for the performance of selected accounts on a local national and global basis. They will create and communicate the account strategies in order to drive increased market share and demonstrate value to both internal and external customers.

What will I be doing

The Account Director is accountable for the performance of their key and strategic accounts. To do this they need to proactively manage the relationships with customers as well as internal stakeholders such as VPs GMs DBDs Hotel Managers. They need to create and communicate the account strategies in order to drive increased and unfair share and is responsible for the implementation and of various projects that will drive this unfair share. The roleholder is owner agnostic.

Planning Activities 20

Develops strategies and directions for accounts in remit.

Identifies and evaluates business opportunities for the company and directs accordingly.

Executes strategic account development plans and supports communications of key messages internally and externally.

Develops plans to implement long term goals for the business that are the basis for short term goals and annual operational planning.

Develops appropriate objectives and directs their achievement.

Establishes relevant procedures and processes.

Accountable for the delivery of the strategy and activities of the sales function.

Total account management focus where applicable.

Quickly determine the segments within the accounts that provide the greater opportunities.

Organizing Activities 50

Identifies resources oversees activities and confers with key stakeholders to ensure objectives of the team (where applicable) and sales function are accomplished.

Implements plans to ensure overall strategic direction of the account base and supports the companys revenue strategies.

Develops account plans that specify objectives and sales activities to support the defined account strategy and ensure maximum opportunity for account penetration.

Establishes and develops long term effective working relationships with key customers to drive business.

Depending on the segment

o manages the RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton for corporate transient clients as well as airlines

o handles the strategic relationship with MICE / CMTG clients and handles group requests at times supported by a coordinator or venue finder (may be specializing on a specific segment like Sports or Pharma)

o handles the strategic relationship with leisure operators (e.g. including rate negotiations intermediary agreements sales promotions)

Ensures relevant updates are sent both to internal and external stakeholders.

Monitors and reviews the impact of marketing initiatives on the account strategy.

Networking with sub account handlers and global leads where relevant.

Strengthening relationships with key hotels and aligning strategies where relevant.

Accountable for communicating the strategy ADP and activities on a regular basis along with relevant issues opportunities and successes.

Manages crossfunctional links to other teams departments and functions.

Regular meetings to take place to account base throughout the sales territory.

Attends relevant industry conferences and events.

Directing Activities 10

Directs development and administration of team activities.

Provides direction to team members and establishes work priorities to achieve management objectives for those accounts managed by incumbents.

Executes organisational directives and encourages achievement of goals through motivation communication and leadership.

Staffing Activities 5

Ensures weekly 1:1s are conducted with coordinator as appropriate to accomplish goals.

Controlling Activities (where applicable) 15

Directs and implements proper controls and systems.

Assesses actual performance to ensure success and takes corrective actions.

Establishes and enforces policies and procedures to improve overall operations.

Works within approved budgets and adjusts activites and expenses to ensure optimal financial results.

Develops and maintains Hilton Best Practice to ensure accurate and uptodate customer account information is kept.

To ensure information relating to customer requirements interests and marketing activities is kept up to date through the use of relevant Hilton procedures.

To provide accurate management reports to review account performance and communicate future plans.

Reviews customer base to determine new opportunities for account penetration.

Supportive Functions

In addition to performance of the essential functions this position may be required to perform a combination of the following supportive functions with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.

To communicate regularly with hotels to ensure productive and effective meetings are established and customer information cross referenced and to ensure relevant hotels are well aware of the Customer value when dealing with a tender coming from a specific customer.

Attendance at sales workshops.

Support sales weeks and blitzes.

Support joint calls for colleagues visiting.

Organise fam trips and support the hotels with client attendance.

Host webex calls for the key hotels to support with conversion.

Additional task may be required

EOE/AA/Disabled/Veterans

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.

Excellent communication skills: presentations written and public speaking

Good understanding of sales process tools measurements and systems

Good knowledge of market segments and pricing strategies

Understanding of competition and marketing strategies

Strong in account management

Strong persuading and influencing skills

Abilty to direct collaboration among crossfunctional teams including external resources

Ability to analyse departmental financial data in order to make strategic and tactical decisions

Leads by example to resolve conflicts introduce change and ensure collaboration among others

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

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

Strong problem solving skills including ability to address any issue in collaboration with others identify and prevent potential problems and develop problem solving skills in others

Ability to provide development and mentoring to others

Budget development and management skills

Ability to work independently and manage the work of others

Ability to deliver performance feedback to subordinates to improve overall performance

Ability to adjust plans and priorities as situations change

Prioritizes organizes and uses a systematic approach to get things done

Ability to think and articulate a vision for business sales and capable of translating this into practical and tangible actions

Selfreliant working with minimal control and direction

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

Contributes and is effective when team working with peers

Has good relationship management skills and presents the appropriate professional image to customers and external contacts

Can handle more than one task/situation at a time

Required

University degree or experience in lieu thereof

Significant work experience in customer facing revenue generating roles including management experience

Experience working in multicultural or international settings

Fluency in English

Proficient in Microsoft office applications

Preferred

Advanced degree preferred

Hospitality industry experience preferred in Sales Marketing Revenue or Operating roles

Indepth knowledge of business sector managed

International experience advantageous

Working knowledge of at least one other European language

What will it be like to work for Hilton

Hilton is the leading global hospitality company spanning the lodging sector from luxurious fullservice hotels and resorts to extendedstay suites and midpriced 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!