Senior Account Manager West India – Hilton Worldwide Sales (HWS) India
The role will be based in Mumbai.
A Senior Account Manager – Hilton Worldwide Sales (HWS) will manage and grow the value and share of wallet accounts for Hilton Worldwide. The role will look after these accounts on a local, national, international, and global basis where relevant. You will be accountable for the performance of selected accounts on a local, national, and global basis. You will create and communicate account strategies to drive increased market share and demonstrate value to both internal and external customers.
- Develop strategy and direction for the account base in line with the company’s revenue strategies
- Be accountable for the delivery of the strategy and activities of the account base
- Total account management focus, quickly identifying which segments of the business have the most opportunity to drive share
- Identify and evaluate new business opportunities within the current account base
- Execute strategic account development plans and support communications of key messages internally and externally
- Develop strong relationships with key hotels that receive business from the account portfolio and understanding each hotel’s individual strategy
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
- Establish procedures and processes in relation to managing the account portfolio to drive market share
- Implement plans to ensure overall strategic direction of the account base and support the company's revenue strategies
- Manage the RFP process, ensuring the correct procedures are in place to support the client and drive business into Hilton
- Ensure relevant updates are sent to both internal and external stakeholders
- Establish and develop long-term, effective working relationships with key customers to drive business
- Network with sub-account handlers and global leads where relevant
- Strengthen relationships with key hotels and align strategies where relevant
- Maximize all opportunities by developing relationships with third parties (MICE agents and TMCs)
- Build, implement, and communicate the account strategies, delivering the expected targets
- Develop account plans that specify objectives, timescales, and sales activities to support the defined account strategy and ensure maximum opportunity for account penetration
- Accurately identify the level of influence and decision-making power of contacts in the customer organisation and use these to secure business
- Be accountable for communicating the strategy, ADP, and activities on a quarterly basis, along with relevant issues, opportunities, and successes
- Review the customer base to determine new opportunities for account penetration
Organizing Activities
- Ensure participation and attendance at industry conferences and events
- Ensure information relating to customer requirements, interests, and marketing activities is kept up to date in accordance with relevant Hilton procedures
- Review account development plans on a quarterly basis, updating records accordingly
- Manage customer RFPs with a focus on increasing the number of solicited and accepted hotels to drive market share
- Maintain Salesforce to ensure accurate and up-to-date customer account information is kept
Directing Activities
- Ensure the account development plan is followed and achieved, taking and providing feedback as necessary
- Ensure RFP processes are followed in line with the Hilton best practices
- Provide accurate management reports to review account performance and communicate future plans accordingly
- Implement account-specific marketing initiatives to help drive the business
- Agree on marketing activity to underpin the account strategies and deliver increased market share
- Assess actual performance versus the target to ensure success and take corrective actions where necessary
- Monitor and review the impact of marketing initiatives on the account strategy
WHY YOU’LL BE A GREAT FIT
You have these minimum qualifications:
- Bachelor’s degree (BA / BS)
- 5 to 7 years’ experience 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 in order 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 ability to address any issue in collaboration with others and identify and prevent potential problems
- Proven understanding of client’s business, including business plans, competitive environment, distribution channels, and product financials
- Extensive understanding of local market and industry in order 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 capable of translating this into practical and tangible actions
- Take calculated risks to achieve results in consultation with immediate supervisor and other relevant team members
- Good relationship management skills and presents the appropriate professional image to customers and external contacts
- Ability to handle more than one task / situation at a time
- Fluency in spoken and written English
- Hospitality sales experiences in global accounts, airlines, and/or intermediaries (third party group / MICE)
WHAT IT IS LIKE WORKING FOR HILTON
Hilton, the #1 World’s Best Workplace, is 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. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton!