Job Description

The Account Manager, Hilton Worldwide Sales (HWS) - South East Asia (SEA) will proactively manage and grow share of wallet accounts for Hilton Worldwide. The role will look after these accounts on a local, national, international and global basis, where relevant and be accountable for the performance of their account portfolio. You will be required to manage one key or multiple segments, either corporate, MICE, leisure, and/or local accounts, etc. You will create and communicate the account strategies to drive increased market share and demonstrate value to both internal and external customers.

You will work in the HWS team with other Account Managers / Directors, and be responsible for driving both group business and transient business into Hilton\xe2\x80\x99s portfolio of hotels on a national and global basis. You will be responsible for a set number of accounts to penetrate across all segments of the business. The activities will include managing transient RFP\'s, driving group business conversions, organizing familiarization (FAM) trips and presenting to customers on new hotel openings. They will also be responsible for identifying new accounts outside of their account base, negotiating conference and meeting (CMTG) agreements to drive share and attending relevant tradeshows representing Hilton Worldwide.

What will I be doing?

As the Account Manager, HWS - SEA, you will be responsible for performing the following tasks to the highest standards:

Planning Activities

• Develop strategy and direction for the account base in line with the company\xe2\x80\x99s revenue strategies
• 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 their current account base
• Execute strategic account development plans (ADP) and support communications of key messages internally and externally
• Manage customer RFP\xe2\x80\x99s increasing the number of solicited and accepted hotels to drive market share
• Establish procedures and processes in relation to managing the account portfolio to drive market share
• Accountable for the delivery of the strategy and activities of their account base
• Develop strong relationships with key hotels that receive business from the account portfolio understanding the hotels individually strategy

Organizing Activities

• Implement plans to ensure overall strategic direction of the account base and supports the company\xe2\x80\x99s revenue strategies
• Manage the RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton
• Direct assignment of tasks ensuring optimum allocation of resources, utilizing the Venue Finder and HWS Coordinator
• Hold quarterly review meetings with key accounts to review business performance versus targets, identify opportunities and address related business issues
• Develop and drive sales initiatives to ensure account targets are achieved
• Ensure relevant updates are sent both to internal and external stakeholders
• Monitor and review the impact of marketing initiatives on the account strategy
• 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 such as MICE agents and travel management companies (TMC)
• Build, implement and communicate the account strategies, and deliver 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 uses these to secure business
• Attend industry conferences and events
• Accountable for communicating the strategy, ADP, and activities on a quarterly basis, along with relevant issues, opportunities, and successes

Staffing Activities

• Ensure regular 1:1\xe2\x80\x99s are conducted with coordinator / Venue Finder as appropriate to accomplish goals

Controlling Activities

• Assess actual performance versus the target to ensure success and takes corrective actions where necessary
• Ensure ADP is followed and achieved providing feedback as necessary
• Ensure RFP processes are followed in line with the Hilton best practice
• Maintain Salesforce to ensure accurate and up-to-date customer account information is kept
• Ensure information relating to customer requirements, interests and marketing activities is kept up to date using relevant Hilton procedures
• Work with the support team (Venue Finder / Coordinator) ensure tasks are carried out as directed by the customer
• Provide accurate management reports to review account performance and communicate future plans
• Review customer base to determine new opportunities for account penetration

Supportive Functions

• 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
• Support DOS to organize and participate in related sales activities, including SEA showcase, cluster sales calls, FAM trips, customer appreciation event, etc.
• Attend sales workshops
• Involvement in various projects to support the HWS team\xe2\x80\x99s strategies
• Support colleagues to achieve appointments with our clients for Sales Weeks
• Plan and attend the FAM trips that are detailed in the ADPs to support driving market share
• Additional supportive functions as appropriate

What are we looking for?

An Account Manager, HWS - SEA serving Hilton Brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should maintain the attitude, behaviors, skills, and values that follow:

• Excellent communication skills in written and presentations
• Ability to take initiative to identify, prioritize 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
• Good relationship management skills and present the appropriate professional image to customers and external contacts
• Handle more than one task or situation at a time
• Ability to direct collaboration among cross-functional teams including external resources
• Ability to analyze departmental financial data 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 provide development and mentoring to others, work independently and manage the work of others, deliver performance feedback to subordinates to improve overall performance, and adjust plans and priorities as situations change
• Prioritize, organize and use a systematic approach to get things done
• Ability to think and articulate a vision for business sales and capable of translating this into practical and tangible actions
• Self-reliant, working with minimal control and direction
• Take calculated risks to achieve results in consultation with immediate supervisor and other relevant team members
• Contribute and effectively working with teams and peers
• Adapt quickly and positively to any new situations
• Flexibility to travel when required

Required qualifications

• BA / BS / Bachelor\'s Degree
• 3 to 5 years of related experience
• Work experience in customer facing, revenue generating roles including management experience
• Experience working in multi-cultural or international settings
• Strong account management and communication skills

Preferred qualifications

• MS / MA / Master\'s Degree
• 5 to 7 years of related experience
• Hospitality industry experience preferred in Sales, Marketing, Revenue or Operating roles
• In-depth knowledge of business sector management
• International experience advantageous

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!

Hilton