Gurgaon, Delhi, India
11 days ago
Senior Account Manager West India – Hilton Worldwide Sales (HWS) India

The role will be based in Mumbai.

A Senior Account Manager – Hilton Worldwide Sales (HWS) will manage and grow the value and share of wallet accounts for Hilton Worldwide. The role 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 account strategies to drive increased market share and demonstrate value to both internal and external customers.

Develop strategy and direction for the account base in line with the company’s revenue strategies
 Be accountable for the delivery of the strategy and activities of the account base
 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 the current account base
 Execute strategic account development plans and support communications of key messages internally and externally
 Develop strong relationships with key hotels that receive business from the account portfolio and understanding each hotel’s individual strategy

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
 Manage the RFP process, ensuring the correct procedures are in place to support the client and drive business into Hilton
 Ensure relevant updates are sent to both 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 align strategies where relevant
 Maximize all opportunities by developing relationships with third parties (MICE agents and TMCs)
 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 organisation and use these to secure business
 Be accountable for communicating the strategy, ADP, and activities on a quarterly basis, along with relevant issues, opportunities, and successes
 Review the 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 in accordance 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 the account development plan is followed and achieved, taking and providing feedback as necessary
 Ensure RFP processes are followed in line with the Hilton best practices
 Provide accurate management reports to review account performance and communicate future plans accordingly
 Implement account-specific marketing initiatives to help drive the business
 Agree on marketing activity to underpin the account strategies and deliver increased 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

WHY YOU’LL BE A GREAT FIT

You have these minimum qualifications:

Bachelor’s degree (BA / BS)
 5 to 7 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, prioritise, implement, and adjust actions required to achieve functional goals
 Strong problem-solving skills, including ability to address any issue in collaboration with others and identify and prevent potential problems
 Proven understanding of client’s business, including business plans, competitive environment, 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 the 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
 Hospitality sales experiences in global accounts, airlines, and/or intermediaries (third party group / MICE)

WHAT IT IS LIKE WORKING FOR HILTON

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!

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