Interim Account Director

About Hilton

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Hilton is a leading global hospitality company with a portfolio of 22 world-class brands comprising nearly 7,300 properties and more than 1.1 million rooms, in 123 countries and territories. Dedicated to fulfilling its founding vision to fill the earth with the light and warmth of hospitality, Hilton has welcomed more than 3 billion guests in its more than 100-year history, earned a top spot on Fortune's 100 Best Companies to Work For list and been recognized as a global leader on the Dow Jones Sustainability Indices for six consecutive years.

Hilton has introduced several industry-leading technology enhancements to improve the guest experience, including Digital Key Share, automated complimentary room upgrades and the ability to book confirmed connecting rooms. Through the award-winning guest loyalty program Hilton Honors, the more than 165 million members who book directly with Hilton can earn Points for hotel stays and experiences money can't buy. With the free Hilton Honors app, guests can book their stay, select their room, check in, unlock their door with a Digital Key and check out, all from their smartphone.

Position Statement

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 and 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 their third party agents, their ycustomers as well as intern stakeholders such as VP's, GMs, Commercial Directors, Hotel Managers and our own Hilton worldwide corporate team. They need to create and communicate the IBT & CMTG account strategies in order to drive increased and unfair share and is responsible for the implementation and execution of various projects that will drive this unfair share. The role holder is owner agnostic.

Planning Activities 20%
• Develops MICE strategies and directions for accounts in remit.
• Identifies and evaluates MICE 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.
• 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 role (where applicable) and sales function are accomplished.
• Implements plans to ensure overall strategic direction of the account base and supports the company's 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.
• Manages the meeting RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton.
• Manages the strategic relationship with MICE clients and handles group requests, at times supported
• by Hilton Direct.
• 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 cross-functional 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%
• Provides direction to Hilton Direct buddy to establish working priorities to achieve objectives for the managed accounts.
• Executes with Hilton Direct buddy to achieve account goals through motivation, communication and leadership.

Staffing Activities 5%
• Ensures regular 1:1's are conducted with Hilton Direct / Sales Support 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 the approved process for activities and expenses to ensure optimal financial results.
• Develops and maintains Hilton Best Practice to ensure accurate and up-to-date 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 familiarisation trips and support the hotels with client attendance.
• Host WebEx/Teams calls for the key hotels to support with conversion.
• Additional task may be required

What are we looking for?
• Excellent communication skills: presentations, written and public speaking
• Good understanding of sales process, tools, measurements and systems
• Good knowledge of the group, meetings and event market segment, their RFP processes and pricing strategies
• Understanding of competition and marketing strategies
• Strong in account management
• Strong persuading and influencing skills
• 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
• 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
• Ability to work independently and manage the work of others
• Ability to deliver performance feedback to team members to improve overall performance
• Ability to adjust plans and priorities as situations change
• Prioritises, organises and uses a systematic approach to get things done
• Ability to think and articulate a vision group, meetings and events sales and capable of translating this into practical and tangible actions
• Self-reliant, 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

What are we looking for?
• Excellent communication skills: presentations, written and public speaking
• Good understanding of sales process, tools, measurements and systems
• Good knowledge of the group, meetings and event market segment, their RFP processes and pricing strategies
• Understanding of competition and marketing strategies
• Strong in account management
• Strong persuading and influencing skills
• 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
• 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
• Ability to work independently and manage the work of others
• Ability to deliver performance feedback to team members to improve overall performance
• Ability to adjust plans and priorities as situations change
• Prioritises, organises and uses a systematic approach to get things done
• Ability to think and articulate a vision group, meetings and events sales and capable of translating this into practical and tangible actions
• Self-reliant, 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

Minimum Qualifications
• University degree or experience in lieu thereof
• Significant work experience in customer facing, revenue generating roles within the Group, Meetings and Events segment including account management experience
• Experience working in multi-cultural or international settings
• Fluency in English
• Proficient in Microsoft office applications and Sales Force
• Flexibility to travel

What will it be like to work for Hilton?

Hilton is the leading global hospitality company, spanning the lodging sector from luxurious full-service hotels and resorts to extended-stay suites and mid-priced 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

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