Position Statement:
The Account Director ASO UK&I; will be responsible for a set number of accounts to penetrate with a focus on driving demand for our UK&I; properties, across transient Individual Business Traveller (IBT), Corporate Meetings Travel Group (CMTG) and Business Development. The role will include managing transient RFPs, driving group business conversion, organizing client engagement activities, developing Account Plans in order to drive increased market share and demonstrate value to both internal and external customers.
Position Summary:
- Drive demand for Hilton, predominantly for UK&I; market
- Be owner agnostic
- Develop and execute account plans for defined set of accounts to drive increased and unfair share
- Qualify and develop new business opportunities.
- Create opportunity for client engagement, supporting hotels in market
Organizing Activities
- Implements plans to ensure overall strategic direction of the account base and supports the company's revenue strategies.
- Manages the RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton.
- Directs assignment of tasks ensuring optimum allocation of resources, utilising Hilton Direct and Sales Support.
- Ensures relevant updates are sent both to internal and external stakeholders.
- Monitors and reviews the impact of marketing initiatives on the account strategy.
- Establishes and develops long term effective working relationships with key customers to drive business.
- Networking with sub account handlers and global leads where relevant.
- Strengthening relationships with key hotels and aligning strategies where relevant.
- Maximizing all opportunities by developing relationships with third parties (Sports agents & TMC's).
- To build, implement and communicate the account strategies, delivering the expected targets.
- To develop Account Plans that specify objectives timescales and sales activities to support the defined account strategy and ensure maximum opportunity for account penetration.
- Accurately identifies the level of influence and decision-making power of contacts in the customer organisation and uses these to secure business.
- Attendance at Industry Conferences and events.
Planning Activities
- Develops strategy and direction for the account base inline with the companies revenue strategies.
- Total account management focus, quickly identifying which segments of the business have the most opportunity to drive share.
- Identifies and evaluates new business opportunities within their current account base.
- Executes strategic account development plans and supports communications of key messages internally & externally.
- Manages customer RFP's increasing the number of solicited and accepted hotels to drive market share.
- Establishes 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.
- Develops strong relationships with key hotels that receive business from the account portfolio understanding the hotels individually strategy.
Directing Activities
- Directs the accounts to ensure the maximum level of penetration.
- Executes organisational directives to the Hilton Direct and Sales Support encouraging achievement of goals through motivation, communication and leadership.
- Reviews Account Development Plans on a quarterly basis, updating records accordingly.
- Implements account specific marketing initiatives to help drive the business.
- Agrees marketing activity to underpin the account strategies and deliver increase market share.
Controlling Activities
- Assesses actual performance versus the target to ensure success and takes corrective actions where necessary.
- Ensures Account Development plan is followed and achieved.
- Ensures RFP processes are followed in line with the Hilton Best Practice.
- Maintains Salesforce 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.
- Work with the support team (Hilton Direct/Sales Support) ensure tasks are carried out as directed by the customer.
- 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 upon the requirements of the company:
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- 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.
- Involvement in various projects to support the ASO team's strategies.
- Additional supportive functions as appropriate.
- Support Colleagues to achieve appointments with our clients for Sales Weeks.
- Plan and attend the Familiarisation Trips that are detailed in the account development plans to support driving market share.
- Additional supportive functions as appropriate
Specific Job Knowledge, Skill and Ability
The individual must possess the following knowledge, skills and abilities and be able to perform the essential functions of the job, with or without reasonable accommodation:
- Excellent communication skills: presentations, written and public speaking.
- Ability to collaborate 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.
- Extensive understanding of local market and industry.
Qualifications
Required Qualifications
- University degree or experience in lieu thereof
- Fluency in spoken and written English
- Solid experience in Sales within the hospitality industry
Preferred Qualifications* Advanced degree preferred
- Other language skills would be a plus
- Established relationships with existing HWS key customers
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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