BRISBANE BASED ROLE
\n\nThe Senior Account Manager will proactively manage and grow market share for the Area Sales Office managed accounts. The role will look after these accounts on a local, national, International basis, where relevant, and be accountable for the performance of their account portfolio. They will be required to manage the Group segment as their primary focus. They will create and communicate the account strategies to drive increased market share and demonstrate value to both internal and external customers.
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Position Summary
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The Senior Account Manager will work in the Area Sales Office (ASO) team with other Account Managers / Directors and will be responsible for driving business from the Group Segment into Hilton’s portfolio of hotels primarily on a national basis. The Account Manager will be responsible for a set number of accounts to penetrate and grow for the business. Their activities will include driving group lead generation and business conversion, organising familiarisation trips and presenting to customers on new hotel openings. They will also be responsible for identifying new accounts outside of their account base, negotiating CMTG agreements to drive share and attending relevant Tradeshows and Showcases representing Hilton.
How Will You Make an Impact
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Planning Activities
\n· Adopt strategy and direction for the account base in line with the company’s revenue strategies.
\n· Total account management focus, quickly identifying which segments of the business have the most opportunity to drive share.
\n· Identifies and evaluates new business opportunities within their current account base.
\n· Executes strategic account development plans and supports communications of key messages internally & externally.
\n· Manages customer group requests and increasing the number of solicited and accepted hotels to drive market share.
\n· Establishes procedures and processes in relation to managing the account portfolio to drive market share.
\n· Accountable for the delivery of the strategy and activities of their account base.
\n· Develops strong relationships with key hotels that receive business from the account portfolio and understanding the hotel individual strategy.
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Organizing Activities
\n· Implements plans to ensure overall strategic direction of the Account base and supports the company’s revenue strategies.
\n· Manages the group proposal process ensuring the correct procedures are in place to support the client and drive business into Hilton.
\n· Holds quarterly review meetings with key accounts to review business performance vs targets, identify opportunities and address related business issues.
\n· Develop and drive sales initiatives to ensure account targets are achieved
\n· Ensures relevant updates are sent both to internal and external stakeholders.
\n· Monitors and reviews the impact of marketing initiatives on the account strategy.
\n· Establishes and develops long term effective working relationships with key customers to drive business.
\n· Collaborates on account strategies with sub account handlers and global leads where relevant.
\n· Strengthening relationships with key hotels and aligning strategies where relevant.
\n· Maximizing all opportunities by developing relationships with third parties (MICE agents & TMC’s).
\n· To build, implement and communicate the account strategies, delivering the expected targets.
\n· To develop Account Plans that specify objectives timescales and sales activities to support the defined account strategy and ensure maximum opportunity for account penetration.
\n· Accurately identifies the level of influence and decision-making power of contacts in the customer organisation and uses these to secure business.
\n· Attendance at Industry Conferences and Events.
\n· Accountable for communicating the strategy, ADP, and activities on a quarterly basis, along with relevant issues, opportunities and successes.
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Controlling Activities
\n· Assesses actual performance versus the target to ensure success and takes corrective actions where necessary.
\n· Ensures Account Development plan is followed and achieved providing feedback as necessary.
\n· Ensures group processes are followed in line with the Hilton Best Practice.
\n· Maintains Salesforce to ensure accurate and up-to-date customer account information is kept.
\n· To ensure information relating to customer requirements, interests and marketing activities is kept up to date through the use of relevant Hilton procedures.
\n· Work with the support team and Groups Sales Support ensure tasks are carried out as directed by the customer.
\n· To provide accurate management reports to review account performance and communicate future plans.
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Why You’ll Be a Great Fit
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You have these minimum qualifications:
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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.
\n· Excellent communication skills: ability to communicate and influence high level stakeholders, high level client presentations and written communications.
\n· Ability to take initiative to identify needs before they arise, prioritize tasks and implement required actions required to achieve all objectives.
\n· 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.
\n· High degree of experience in managing relationships at MD / C Suite level as well as mid-level management and always presents an impeccable professional image to customers and external contacts.
\n· Ability to manage multiple internal stakeholders in a high performing environment without conflict.
\n· Demonstrates the highest standards of ethical behavior and absolute discretion with sensitive information.
\n· Ability to achieve all revenue goals with a particular focus on need hotels in the Australasia Region.
\n· Prioritizes, organizes and uses a systematic approach to get things done.
\n· Self-reliant, working with minimal control and direction.
\n· Takes calculated risks to achieve results in consultation with immediate supervisor and other relevant team members.
\n· Contributes and is effective, collaborative and exhibits leadership when working with peers.
\n· Adapts quickly and positively to change processes and demonstrates exemplary behaviour to team members when doing so.
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REQUIRED QUALIFICATIONS
\n· Strong account management and communication skills
\n· Significant work experience in customer-facing, revenue-generating roles including management experience
\n· In-depth knowledge of business sector management
\n· Education: BA/BS/Bachelor's Degree
\n· Years of related experience: 3-5
\n· Additional requirements: Flexibility to Travel
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PREFERRED QUALIFICATIONS
\n· Hospitality industry experience preferred in Sales, Marketing, Revenue, or Operating roles
\n· Education: MS/MA/Master's Degree
\n· Years of related experience: 5-7
\n· Management or supervisory experience type: Supervisory
\n· Additional requirements: Flexibility to Travel
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WHAT IT IS LIKE WORKING FOR HILTON
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Hilton, the #1 World’s Best Workplace, is a leading global hospitality company with a diverse portfolio of world-class brands. 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 World’s Best Workplaces. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton!