Account Manager, Hilton Worldwide Sales - Chengdu

Account Manager, Hilton Worldwide Sales - Chengdu

With thousands of hotels in over 100 countries and territories, Hilton offers countless opportunities to delight. From an open door to a welcoming smile and an exceptional experience, we offer the millions of travellers who stay with us every year a welcome they will never forget. In addition to our flagship brand, Hilton Hotels & Resorts, the family of brands includes Waldorf Astoria, LXR, Conrad, Canopy, Curio Collection, DoubleTree, Hilton Garden Inn, Hampton, and many others.

If you appreciate the impact global travel can have on the world, you may be just the person we are looking for to work as a Hilton Team Member. Because its with Hilton where we never forget the reason were here: to delight our guests, Team Members, and owners alike.

The Account Manager will proactively manage and grow Share of Wallet accounts for Hilton Worldwide. The role will look after these accounts on a local, national, international and global basis, where relevant and be accountable for the performance of their account portfolio. They will be required to manage one key or multiple segments, either corporate, MICE, leisure, and/or Chinese Local Accounts etc. They will create and communicate the account strategies in order to drive increased market share and demonstrate value to both internal and external customers.

The Account Manager, Hilton Worldwide Sales - Chengdu will work in the Hilton Worldwide Sales team with other Account Managers / Directors and will be responsible for driving both group business and transient business into Hiltons portfolio of hotels on a national and global basis. He / she will be responsible for a set number of accounts to penetrate across all segments of the business. The activities will include managing transient RFPs, driving group business conversions, organising familiarisation trips and presenting to customers on new hotel openings. The role will also be responsible for identifying new accounts outside of their account base, negotiating CMTG agreements to drive share and attending relevant tradeshows representing Hilton Worldwide.
What will I be doing?As the Account Manager, Hilton Worldwide Sales - Chengdu, you will be responsible for performing the following tasks to the highest standards:

Planning Activities 15%

• Develop strategy and direction for the account base in line with the companys revenue strategies.
• 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 their current account base.
• Execute strategic account development plans and support communication of key messages internally and externally.
• Manage customer RFPs increasing the number of solicited and accepted hotels to drive market share.
• Establish procedures and processes in relation to managing the account portfolio to drive market share.
• Accountable for the delivery of the strategy and activities of their account base.
• Develop strong relationships with key hotels that receive business from the account portfolio, understanding the hotels individual strategies.

Organizing Activities 70%

• Implement plans to ensure overall strategic direction of the account base and support the companys revenue strategies.
• Manage the RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton.
• Direct assignment of tasks ensuring optimum allocation of resources, utilising the Venue Finder and HWS Co-ordinator.
• Hold quarterly review meetings with key accounts to review business performance vs targets, identify opportunities and address related business issues.
• Develop and drive sales initiatives to ensure account targets are achieved.
• Ensure relevant updates are sent both to internal and external stakeholders.
• Monitor and review the impact of marketing initiatives on the account strategy.
• 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.
• Attend industry conferences and events.
• Accountable for communicating the strategy, ADP, and activities on a quarterly basis, along with relevant issues, opportunities and successes.

Staffing Activities 5%

• Ensure regular 1:1 is conducted with HWS Co-ordinator / Venue Finder as appropriate to accomplish goals.

Controlling Activities 10%

• Assess actual performance versus the target to ensure success and take corrective actions where necessary.
• Ensure Account Development Plans are followed and achieved, providing feedback as necessary.
• Ensure RFP processes are followed in line with Hilton Best Practice.
• Maintain a Salesforce to ensure accurate and up-to-date customer account information is kept.
• Ensure information relating to customer requirements, interests and marketing activities are kept up to date using relevant Hilton procedures.
• Work with the support team (Venue Finder / HWS Co-coordinator) ensure tasks are carried out as directed by the customer.
• Provide accurate management reports to review account performance and communicate future plans.
• Review 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.

• Communicate regularly with hotels to ensure productive and effective meetings are established and customer information cross referenced to ensure relevant hotels are well aware of the ‘Customer Value when dealing with a tender coming from a specific customer.
• Support the office head and AD to organize and participate in related sales activities, including China showcase, cluster sales calls, FAM trips, customer appreciation event etc.
• Attend sales workshops.
• Be involved in various projects to support the Hilton Worldwide Sales teams strategies.
• Support colleagues to achieve appointments with our clients for Sales Weeks.
• Plan and attend the familiarisation trips that are detailed in the account development plans to support and drive market share.
• Additional supportive functions as appropriate.

What are we looking for?

An Account Manager, Hilton Worldwide Sales - Chengdu serving Hilton brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should maintain the attitude, behaviours, skills, and values that follow:

• University degree or experience in lieu thereof.
• Work experience in customer facing, revenue generating roles, including management experience.
• Experience working in multi-cultural or international settings.
• Fluent in English to meet business needs.
• Excellent communication skills; presentations and written communications.
• Able to take initiative to identify, prioritise and implement actions required to achieve functional goals.
• Strong problem-solving skills including ability to address any issue in collaboration with others, identify and prevent potential problems, developing problem solving skills in others as well.
• Good relationship management skills and presents the appropriate professional image to customers and external contacts.
• Can handle more than one task / situation at a time.
• Able to direct collaboration among cross-functional teams including external resources.
• Able to analyse departmental financial data in order to make strategic and tactical decisions.
• Leads by example to resolve conflicts, introduce change and ensure collaboration among others.
• Demonstrates the highest standards of ethical behaviour and absolute discretion with sensitive information.
• Able to provide development and mentoring to others.
• Able to work independently and manage the work of others.
• Able to deliver performance feedback to subordinates to improve overall performance.
• Able to adjust plans and priorities as situations change.
• Prioritizes, organizes and uses a systematic approach to get things done.
• Able to think and articulate a vision for business sales and capable of translating this into practical and tangible actions.
• Self-reliant, working with minimal control and direction.
• Takes calculated risks to achieve results in consultation with immediate supervisor and other relevant team members.
• Contributes and is effective when team working with peers.
• Adapts quickly and positively to new situations.

It would be advantageous in this position for you to demonstrate the following capabilities and distinctions:

• Advanced degree.
• Hospitality industry experience preferred in Sales, Marketing, Revenue or Operating roles.
• In-depth knowledge of business management.
• International experience.

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!