Account Dir ASO Australia

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.

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