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.
style="list-style-type: disc;">
style="margin-right: 0.8pt; text-align: justify;">Be accountable for the performance of key and strategic
accountsProactively manage
the team and relationships with customers, as well as internal stakeholders such
as VPs, GMs, Commercial Directors and Hotel Managers
class="ortl-align-justify">
Create and communicate account
strategies to drive increased and unfair share
class="ortl-align-justify">
Be responsible for the implementation
and execution of various projects that will drive unfair
share
Be owner
agnostic
WHY YOU’LL BE A GREAT
FIT
You
have these minimum qualifications:
Bachelor’s
degree (BA/BS)
-
style="margin-right: 0.8pt; text-align: justify;">6 – 9 years’ experience, preferably
in above property set up -
style="margin-right: 0.8pt; text-align: justify;">Significant work experience
in customer-facing, revenue-generating roles, including management
experience -
style="margin-right: 0.8pt; text-align: justify;">Excellent communication skills:
presentations, written and public speaking
class="ortl-align-justify">Ability
to direct collaboration among cross-functional teams, including external
resources
-
style="margin-right: 0.8pt; text-align: justify;">Ability to analyse departmental financial
data to make strategic and tactical decisions
class="ortl-align-justify">Lead
by example to resolve conflicts, introduce change, and ensure collaboration
among others
-
style="margin-right: 0.8pt; text-align: justify;">Demonstrate the highest standards
of ethical behaviour and absolute discretion with sensitive
information -
style="margin-right: 0.8pt; text-align: justify;">Ability to take initiative to identify,
prioritise, implement, and adjust actions required to achieve functional
goals -
style="margin-right: 0.8pt; text-align: justify;">Strong problem-solving skills, including
the ability to address any issue in collaboration with others, identify,
and prevent potential problems
class="ortl-align-justify">Proven
understanding of client’s business, including business plans, competitive
environment, distribution channels, and product
financials
-
style="margin-right: 0.8pt; text-align: justify;">Extensive understanding of the local
market and industry to make recommendations on how to achieve
the targets -
style="margin-right: 0.8pt; text-align: justify;">Good understanding of the sales process,
tools, measurements, and systems
class="ortl-align-justify">Understanding of competition and marketing
strategies
-
style="margin-right: 0.8pt; text-align: justify;">Strong in account management and budget
development -
style="margin-right: 0.8pt; text-align: justify;">Strong persuading and influencing
skills -
style="margin-right: 0.8pt; text-align: justify;">Ability to work independently
with minimal control and direction
class="ortl-align-justify">Ability
to think and articulate a vision for business sales and translate into practical
and tangible actions
-
style="margin-right: 0.8pt; text-align: justify;">Take calculated risks to achieve results
in consultation with immediate supervisor and other relevant team
members -
style="margin-right: 0.8pt; text-align: justify;">Have good relationship management skills
and present a professional image to customers and external
contacts -
style="margin-right: 0.8pt; text-align: justify;">Ability to manage more than one task /
situation at a time -
style="margin-right: 0.8pt; text-align: justify;">Experience working in multicultural
or international settings
class="ortl-align-justify">Fluency
in spoken and written English
It would be useful if you have:
style="list-style-type: disc;">
style="margin-right: 0.8pt; text-align: justify;">Advanced degree preferred
class="ortl-align-justify">
Significant hospitality industry
experience preferred in a Sales role
class="ortl-align-justify">
style="font-size: 10pt;">In-depth knowledge of business
sector
WHY YOU’LL BE A GREAT
FIT
You
have these minimum qualifications:
Bachelor’s
degree (BA/BS)
-
style="margin-right: 0.8pt; text-align: justify;">6 – 9 years’ experience, preferably
in above property set up -
style="margin-right: 0.8pt; text-align: justify;">Significant work experience
in customer-facing, revenue-generating roles, including management
experience -
style="margin-right: 0.8pt; text-align: justify;">Excellent communication skills:
presentations, written and public speaking
class="ortl-align-justify">Ability
to direct collaboration among cross-functional teams, including external
resources
-
style="margin-right: 0.8pt; text-align: justify;">Ability to analyse departmental financial
data to make strategic and tactical decisions
class="ortl-align-justify">Lead
by example to resolve conflicts, introduce change, and ensure collaboration
among others
-
style="margin-right: 0.8pt; text-align: justify;">Demonstrate the highest standards
of ethical behaviour and absolute discretion with sensitive
information -
style="margin-right: 0.8pt; text-align: justify;">Ability to take initiative to identify,
prioritise, implement, and adjust actions required to achieve functional
goals -
style="margin-right: 0.8pt; text-align: justify;">Strong problem-solving skills, including
the ability to address any issue in collaboration with others, identify,
and prevent potential problems
class="ortl-align-justify">Proven
understanding of client’s business, including business plans, competitive
environment, distribution channels, and product
financials
-
style="margin-right: 0.8pt; text-align: justify;">Extensive understanding of the local
market and industry to make recommendations on how to achieve
the targets -
style="margin-right: 0.8pt; text-align: justify;">Good understanding of the sales process,
tools, measurements, and systems
class="ortl-align-justify">Understanding of competition and marketing
strategies
-
style="margin-right: 0.8pt; text-align: justify;">Strong in account management and budget
development -
style="margin-right: 0.8pt; text-align: justify;">Strong persuading and influencing
skills -
style="margin-right: 0.8pt; text-align: justify;">Ability to work independently
with minimal control and direction
class="ortl-align-justify">Ability
to think and articulate a vision for business sales and translate into practical
and tangible actions
-
style="margin-right: 0.8pt; text-align: justify;">Take calculated risks to achieve results
in consultation with immediate supervisor and other relevant team
members -
style="margin-right: 0.8pt; text-align: justify;">Have good relationship management skills
and present a professional image to customers and external
contacts -
style="margin-right: 0.8pt; text-align: justify;">Ability to manage more than one task /
situation at a time -
style="margin-right: 0.8pt; text-align: justify;">Experience working in multicultural
or international settings
class="ortl-align-justify">Fluency
in spoken and written English
It would be useful if you have:
style="list-style-type: disc;">
style="margin-right: 0.8pt; text-align: justify;">Advanced degree preferred
class="ortl-align-justify">
Significant hospitality industry
experience preferred in a Sales role
class="ortl-align-justify">
style="font-size: 10pt;">In-depth knowledge of business
sector
WHY YOU’LL BE A GREAT
FIT
You
have these minimum qualifications:
Bachelor’s
degree (BA/BS)
-
style="margin-right: 0.8pt; text-align: justify;">6 – 9 years’ experience, preferably
in above property set up -
style="margin-right: 0.8pt; text-align: justify;">Significant work experience
in customer-facing, revenue-generating roles, including management
experience -
style="margin-right: 0.8pt; text-align: justify;">Excellent communication skills:
presentations, written and public speaking
class="ortl-align-justify">Ability
to direct collaboration among cross-functional teams, including external
resources
-
style="margin-right: 0.8pt; text-align: justify;">Ability to analyse departmental financial
data to make strategic and tactical decisions
class="ortl-align-justify">Lead
by example to resolve conflicts, introduce change, and ensure collaboration
among others
-
style="margin-right: 0.8pt; text-align: justify;">Demonstrate the highest standards
of ethical behaviour and absolute discretion with sensitive
information -
style="margin-right: 0.8pt; text-align: justify;">Ability to take initiative to identify,
prioritise, implement, and adjust actions required to achieve functional
goals -
style="margin-right: 0.8pt; text-align: justify;">Strong problem-solving skills, including
the ability to address any issue in collaboration with others, identify,
and prevent potential problems
class="ortl-align-justify">Proven
understanding of client’s business, including business plans, competitive
environment, distribution channels, and product
financials
-
style="margin-right: 0.8pt; text-align: justify;">Extensive understanding of the local
market and industry to make recommendations on how to achieve
the targets -
style="margin-right: 0.8pt; text-align: justify;">Good understanding of the sales process,
tools, measurements, and systems
class="ortl-align-justify">Understanding of competition and marketing
strategies
-
style="margin-right: 0.8pt; text-align: justify;">Strong in account management and budget
development -
style="margin-right: 0.8pt; text-align: justify;">Strong persuading and influencing
skills -
style="margin-right: 0.8pt; text-align: justify;">Ability to work independently
with minimal control and direction
class="ortl-align-justify">Ability
to think and articulate a vision for business sales and translate into practical
and tangible actions
-
style="margin-right: 0.8pt; text-align: justify;">Take calculated risks to achieve results
in consultation with immediate supervisor and other relevant team
members -
style="margin-right: 0.8pt; text-align: justify;">Have good relationship management skills
and present a professional image to customers and external
contacts -
style="margin-right: 0.8pt; text-align: justify;">Ability to manage more than one task /
situation at a time -
style="margin-right: 0.8pt; text-align: justify;">Experience working in multicultural
or international settings
class="ortl-align-justify">Fluency
in spoken and written English
It would be useful if you have:
style="list-style-type: disc;">
style="margin-right: 0.8pt; text-align: justify;">Advanced degree preferred
class="ortl-align-justify">
Significant hospitality industry
experience preferred in a Sales role
class="ortl-align-justify">
style="font-size: 10pt;">In-depth knowledge of business
sector
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
class="ortl-align-justify">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
-
style="margin-right: 0.8pt; text-align: justify;">Determine segments within accounts that provide the greater
opportunities -
style="margin-right: 0.8pt; text-align: justify;">Develop powerful personal relationships with decision makers
and influencers within the top producing accounts
class="ortl-align-justify">Actively seek new sources of business
from existing and new accounts
-
style="margin-right: 0.8pt; text-align: justify;">Develop objectives that align with the business
style="line-height: 115%; text-align: justify;">
Organizing Activities
style="list-style-type: disc;">
style="margin-right: 0.8pt; text-align: justify;">Execute strategic account development plans and support the communication
of key messages both internally and externally
class="ortl-align-justify">
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
style="margin-right: 0.8pt; text-align: justify;">Monitor and review the impact of marketing initiatives on account
strategiesOrganise quarterly
business reviews with key accounts to discuss performance and necessary
corrective actions
style="margin-right: 0.8pt; text-align: justify;">Network with sub-account handlers and global leads where
relevantProvide accurate
management reports to review account performance and communicate future
plans
style="font-size: 10pt; line-height: 115%;">Directing
Activities
class="ortl-align-justify">Execute organisational directives
and encourage goal achievement through motivation, communication,
and leadership
-
style="margin-right: 0.8pt; text-align: justify;">Implement account-specific marketing initiatives to drive business
growth Direct marketing
activities to underpin account strategies and increase customer / market
share
style="font-size: 10pt; line-height: 115%;">Controlling
Activities
class="ortl-align-justify">Contribute to the development
and administration of team activities
class="ortl-align-justify">Direct and implement proper controls
and systems to ensure team achieves objectives
class="ortl-align-justify">Assess actual performance to ensure
success and take corrective actions as needed
class="ortl-align-justify">Establish and enforce policies
and procedures to improve overall operations
class="ortl-align-justify">Work within approved budgets and adjust
activities and expenses to ensure optimal financial results
class="ortl-align-justify">Maintain Hilton Best Practice to ensure
accurate and up-to-date customer account information
class="ortl-align-justify">Ensure information relating to customer
requirements, interests, and marketing activities is kept up to date using
relevant Hilton procedures
-
style="margin-right: 0.8pt; text-align: justify;">Review customer base to determine new opportunities for account
penetration
style="font-size: 10pt; line-height: 115%;">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:
style="list-style-type: disc;">
style="margin-right: 0.8pt; text-align: justify;">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
style="margin-right: 0.8pt; text-align: justify;">Support sales weeks and blitzes
class="ortl-align-justify">
Support joint calls for visiting
colleagues
Organize
familiarisation trips and support hotels with client
attendance
Host calls for key
hotels to support with conversion
class="ortl-align-justify">
Perform additional tasks
as required
