Senior Account Director West India - Hilton Worldwide Sales (HWS) India (Mumbai based)

A Senior Account Director West India – Hilton Worldwide Sales (HWS) India will manage and grow the value and share of wallet accounts for Hilton Worldwide. You 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.

• Be accountable for the performance of key and strategic accounts

• Develop strategy and direction for the account base in line with the company’s revenue strategies

• Accountable for the delivery of the strategy and activities of their account base

• 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

Responsibilities

• 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

  • 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

  • Maximise all opportunities by developing relationships with third parties

  • 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 use 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 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 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 take corrective actions where necessary

  • Monitor and review the impact of marketing initiatives on the account strategy

Qualifications

• WHY YOU’LL BE A GREAT FIT

  You have these minimum qualifications:

  • Bachelor’s degree (BA / BS)

  • 12 to 15 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, 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 problems

  • Proven understanding of client’s 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

  • 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

  • Fluency in spoken and written English

  • Flexibility to travel as required

  • Hospitality sales experiences in global accounts, airline and/or intermediaries (3rd party group / MICE)