Account Director, Hilton Worldwide Sales

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 utilization

Monitor and review the impact of marketing initiatives on account strategies

Organize 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

Develop appropriate objectives and direct activities towards their achievement

Direct development and administration of the team (where applicable)

Provide direction to team members (where applicable) and establish work priorities to achieve management objectives for accounts managed by incumbents

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 familiarization 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:

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