As an Account Director for the Area Sales Office Australia, you will be responsible for the performance of a portfolio of key and strategic accounts on a local and national basis. There may be some opportunities outbound to consider as well. The Account Director will create and communicate the account strategies in order to drive increased share for Hilton and is responsible for the implementation and execution of various projects that will achieve this. The role is responsible for driving revenue for both Corporate Sales (IBT – Individual Business Travelers) and Group/Events. The role will also manage the RFP process for these accounts.
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
Develop strategies and directions for accounts in your portfolio.
Identifies and evaluates business opportunities for the company.
Executes strategic account development plans and supports communications of key messages internally and externally.
Responsible for the delivery of account strategies and activities
Total account management focus.
Quickly determine the segments within the account that provide greater opportunities.
Organizing Activities
Implements plans to ensure overall strategic direction of the account portfolio and supports the company’s revenue strategies.
Develops account plans that specify objectives and sales activities to support the defined account strategy and ensure maximum opportunity for account penetration.
Establishes and develops long term effective working relationships with key customers to drive business.
Depending on the segment,
manages the RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton, for corporate transient clients.
Handles group requests from corporate clients, at times supported by a coordinator or venue finder.
Ensure relevant updates are sent both to internal and external stakeholders.
Monitors and reviews the impact of marketing initiatives on the account strategy.
Networking with sub account handlers and global leads where relevant.
Strengthening relationships with key hotels and aligning strategies where relevant.
Manages cross-functional links to other teams, departments and functions.
Regular meetings to take place with customers.
Attends relevant industry conferences and events.
Directing Activities
Foster beneficial relationships with business partners, potential clients, business contacts, our hotel, and the HWS community in order to drive revenue
Drive positive results through customized solutions.
Sell outstanding solutions or services to account portfolio, with the ability and ambition to expand revenue opportunities
Will be encouraged to be inquisitive and able to optimally solve problems.
Controlling Activities
Ensure revenue targets are achieved and effectively ask clients for business, using Hilton sales techniques.
Exhibit strong motivation to drive revenue
Supportive Functions
Directly responsible for managing a portfolio of defined accounts.
Demonstrate a solid understanding of negotiating business travel sales contracts with corporate accounts, an understanding of the RFP Process, comfort level with business travel sales terminology, and business travel sales reporting.
Demonstrate knowledge of group business, sourcing tools, and group business terminology.
Effective utilization of Salesforce to manage customer connections and results.
In this role, you will have individual goals for transient corporate and group revenue to be generated from your account portfolio.
WHY YOU’LL BE A GREAT FIT
You have these minimum qualifications:
Associate’s degree/College diploma
4-5 years’ experience, in hotel sales and/or in an above property sales position
4-5 years’ experience, in the business travel sales market and/or group sales market
Experienced in new account development and mining for business.
Organizational and multitasking skills with superb attention to detail
Exhibit outstanding communication skills.
Extremely flexible and adaptable self-starter
Proficient with Microsoft Word, Excel, PowerPoint, and Outlook
Able to negotiate, close agreements, and achieve goals.
Demonstrate strong organizational skills, the ability to meet deadlines, and to solve problems and present business solutions both internally and externally.
Can travel as required.
It would be useful if you have:
Bachelor’s degree (BA/BS)
3 years' experience of Group Sales experience
2 years’ experience, in a full-service hotel of 500+ rooms
3 years’ experience using Salesforce and Delphi
Above property skills in negotiating global agreements on behalf of multiple hotels
H OW WE WILL SUPPORT YOU
Hilton is proud to support the mental and physical wellbeing of all Team Members so they can Thrive personally and professionally in a diverse and inclusive environment, thanks to programs and benefits such as:
At Hilton, we believe every Team Member is a leader. We are committed to offering leadership development opportunities and programs through every step of a Team Member’s career journey and at every level, both in our hotels and across corporate.
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!
