Job Description

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 be based in Delhi and 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 the 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 companys revenue strategies
• Accountable for the delivery of the strategy and activities of their 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 current account base
• Execute strategic account development plans and supports communications of key messages internally and externally
• Develop strong relationships with key hotels that receive business from the account portfolio and understanding the hotels individually strategy

HOW YOU WILL MAKE AN IMPACTYour 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 supports 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 both to 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 aligning 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 organization and uses these to secure business
• Accountable for communicating the strategy, ADP, and activities on a quarterly basis, along with relevant issues, opportunities and successes
• Review 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 with relevant Hilton procedures
• Review account development plans on a quarterly basis, updating records accordingly
• Manage customer RFPs with a focus to increase 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 account development plan is followed and achieved taking and providing feedback as necessary
• Ensure RFP processes are followed in line with the Hilton best practice
• Provide accurate management reports to review account performance and communicate future plans accordingly
• Implement account specific marketing initiatives to help drive the business
• Agree marketing activity to underpin the account strategies and deliver increase market share
• Assess actual performance versus the target to ensure success and takes corrective actions where necessary
• Monitor and reviews the impact of marketing initiatives on the account strategy

WHY YOULL BE A GREAT FITYou have these minimum qualifications:

• Excellent communication skills: presentations, written and public speaking
• Ability to direct collaboration among cross-functional teams including external resources
• Ability to analyze 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 behavior and absolute discretion with sensitive information
• Ability to take initiative to identify, prioritize and implement and adjust actions required to achieve functional goals
• Strong problem-solving skills including ability to address any issue in collaboration with others, identify and prevent potential problem
• Proven understanding of clients business, including business plans, competitive environment and distribution channels and product financials
• Extensive understanding of local market and industry in order to make recommendations on how to achieve the targets
• Significant work experience in customer facing, revenue generating roles including management experience
• Good understanding of 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
• BA/BS/Bachelor's Degree
• Significant work experience in customer facing, revenue generating roles including management experience
• Minimum 5 to 7 years experience preferably in above property set up
• Fluency in English
• Hospitality sales experiences in global accounts, airline and/or intermediaries (3rd party group / MICE)

WHAT IT IS LIKE WORKING FOR HILTONHilton, the #1 Worlds Best Workplace, is a leading global hospitality company with a diverse portfolio of . 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 Worlds Best Workplaces. Check out the and to learn more about what its like to be on Team Hilton!

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