Account Director

JOB DESCRIPTION

What will I be doing?
Planning Activities (20%)
• Develop strategies for accounts under management.
• Identify and evaluate business opportunities for the company.
• Execute strategic account development plans and communicate key messages internally and externally.
• Establish long-term business goals and annual operational plans.
• Create and establish relevant procedures and processes.
• Responsible for implementing strategy and activities for the sales function.
• Quickly determine the segments within accounts with the highest potential opportunities.
Organizing Activities (50%)
• Identify resources, oversee activities, and collaborate with key stakeholders to meet objectives and sales goals.
• Ensure the strategic direction of the account base aligns with the company's revenue strategies.
• Develop account plans with specific objectives and sales activities to support account strategy.
• Build and sustain long-term relationships with key customers to drive business.
• Manage the Corporate RFP process, ensuring proper procedures to support clients and drive business to Hilton.
• Handle MICE client relationships, manage RFPs and group requests.
• Keep internal and external stakeholders updated on developments.
• Evaluate the impact of marketing initiatives on account strategies.
• Network with sub-account handlers and global leads.
• Strengthen relationships with key hotels and align strategies.
• Communicate strategy, account plans, and activities regularly, alongside relevant issues, opportunities, and successes.
• Coordinate cross-functional links across teams, departments, and functions.
• Regularly meet with account bases within the sales territory.
• Attend industry conferences and events.
Controlling Activities (30%)
• Direct and implement controls and systems.
• Assess performance to ensure success and make corrective actions.
• Establish and enforce policies to improve overall operations.
• Follow approved processes for activities and expenses for optimal financial results.
• Maintain Hilton Best Practices to ensure accurate customer account information.
• Keep customer information updated through Hilton’s procedures.
• Provide accurate reports to review account performance and communicate future plans.
• Identify new opportunities for account penetration.
Supportive Functions In addition to essential duties, the role may include:
• Regular communication with hotels to ensure productive meetings and cross-referencing customer information.
• Attendance at sales workshops.
• Support during sales weeks and blitzes.
• Support joint calls for colleagues.
• Organize familiarization trips and support hotel clients’ attendance.
• Host WebEx calls for key hotels to support conversion.
• Additional tasks as needed.

What are we looking for?
• Strong communication skills, including presentation, writing, and public speaking.
• Good understanding of sales processes, tools, measurements, and systems.
• Knowledge of the group, meetings, and events market, including RFP processes and pricing strategies.
• Understanding of competition and marketing strategies.
• Strong account management skills.
• Ability to persuade and influence others.
• Ability to collaborate with cross-functional teams.
• Ability to analyze departmental financial data for strategic decisions.
• Leadership to resolve conflicts, implement change, and promote collaboration.
• Ethical behavior and discretion with sensitive information.
• Initiative to identify, prioritize, and implement actions to achieve functional goals.
• Strong problem-solving skills, with the ability to prevent and address issues collaboratively.
• Ability to mentor and provide feedback to others.
• Ability to work independently and manage the work of others.
• Ability to prioritize, organize, and handle multiple tasks.
• Ability to develop and articulate a vision for group, meetings, and events sales.
• Self-reliant with minimal supervision.
• Ability to take calculated risks in consultation with relevant teams.
• Strong relationship management and professional demeanor.
• Ability to handle multiple tasks at once.

Minimum Qualifications
• University degree or equivalent experience.
• Significant experience in customer-facing, revenue-generating roles, especially in corporate and MICE sector
• Experience working in multi-cultural or international settings.
• Fluency in English.
• Proficiency in Microsoft Office and Salesforce.
• Flexibility to travel.
• Minimum 5 years of experience in international chain hotels or similar capacity.