About the job
The Account Manager LEISURE will identify, manage, and grow the highest value and largest potential accounts for Hilton worldwide based in UAE, Qatar, and Kuwait. Value per account in the region will be of $3-15 M to Hilton annually. The role will look after these accounts on a local, national, and global basis where relevant. The Account Manager will be developing and fostering the relationship with a portfolio of major LEISURE Accounts, such as wholesalers and tour operators, to exceed short and long-term revenue targets for Hilton worldwide.
The Account Manager LEISURE role will work within the HWS Arabian Peninsula Team and will report to the Director of Sales, HWS Arabian Peninsula, Egypt & Levant.
What will I be doing?
Planning Activities 30%
Develops strategies and directions for accounts in remit.
Identifies and evaluates segment related opportunities for the company and directs accordingly.
Executes strategic account development plans and supports communications of key messages internally and externally.
Develops plans to implement long term goals for the business that are the basis for short term goals and annual operational planning.
Accountable for the delivery of the strategy and activities of the sales function.
Total account management focus where applicable.
Organizing Activities 55%
Identifies resources, oversees activities, and confers with key stakeholders to ensure objectives of the role (where applicable) and sales function are accomplished.
Implements plans to ensure overall strategic direction of the account base and supports the companys revenue strategies.
Establishes and develops long term effective working relationships with key customers to drive business.
Manages the meeting RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton.
Ensures 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.
Accountable for communicating the strategy, account development plan, and activities on a regular basis, along with relevant issues, opportunities, and successes.
Manages cross-functional links to other teams, departments, and functions.
Regular meetings to take place to account base throughout the sales territory.
Attends relevant industry conferences and events
Controlling Activities 15%
Directs and implements proper controls and systems.
Assesses actual performance to ensure success and takes corrective actions.
Establishes and enforces policies and procedures to improve overall operations.
Works within the approved process for activities and expenses to ensure optimal financial results.
Develops and maintains Hilton Best Practice 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 using relevant Hilton procedures.
To provide accurate management reports to review account performance and communicate future plans.
Reviews customer base to determine new opportunities for account penetration.
In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.
To communicate regularly with hotels to ensure productive and effective meetings are established and customer information is cross referenced.
Attendance at sales workshops and major industry events.
Support sales weeks and blitzes.
Support joint calls for colleagues visiting.
Organise familiarisation trips and support the hotels with client attendance.
Host WebEx calls for the key hotels to support with conversion.
Additional tasks may be required.
What are we looking for?
Excellent communication skills: presentations, written and public speaking
Good understanding of sales process, tools, measurements, and systems
Good knowledge of the Leisure segment, including static and dynamic contracting
Understanding of the Middle Eastern Leisure Market.
Strong in account management
Strong persuading and influencing skills
Ability to analyse account performance data to make strategic and tactical decisions
Demonstrates the highest standards of ethical behaviour and absolute discretion with sensitive information
Good problem-solving skills
Prioritises, organises, and uses a systematic approach to get things done
Self-reliant, working with minimal control and direction
Takes calculated risks to achieve results in consultation with immediate supervisor and other relevant team members
Has good relationship management skills and presents the appropriate professional image to customers and external contacts
To fulfill this role successfully, you must possess the following minimum qualifications and experience:
University degree or experience in lieu thereof
Significant work experience in customer facing, revenue generating roles within the Leisure segment including account management experience
Experience working in multi-cultural or international settings
Fluency in English is required (fluent Arabic would be advantageous too, but is not essential)
Proficient in Microsoft office applications and Sales Force
Flexibility to travel
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!