Account Manager ASO

Hilton Worldwide, Inc.; Warszawa; On-site; EUR 40,000 - 80,000; Full time

Job description

Job Description - Account Manager ASO (EUR015GR)

Job Number:

Account Manager ASO (EUR015GR)

Work Locations

Hilton - Warsaw Corporate Grzybowska 63 Warsaw 00-844

The Account Manager ASO Poland will proactively manage and grow Share of Key accounts for Hilton Worldwide. The role will look after these accounts on a national and global basis, where relevant and be accountable for the performance of their account portfolio. 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 will develop account plans to drive market share for a set of defined accounts and support Hilton predominantly in the domestic Polish market.

What will I be doing?

The Account Manager will work in Hilton's Area Sales Office team with other Account Managers and Directors and will be responsible for driving both group business and IBT into Hilton’s portfolio of hotels on a national and global basis. The Account Manager will be responsible for a set number of accounts in the Polish market. The activities will include managing transient RFP's, driving Group business conversions, organizing familiarization trips and presenting to customers on new hotel openings. They 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.

Responsibilities

Planning Activities 20%

• Develops strategy and direction for the account base in line with the company's revenue strategies.
• Total account management focus, quickly identifying which segments of the business have the most opportunity to drive share.
• Identifies and evaluates new business opportunities within their current account base.
• Executes strategic account development plans and supports communications of key messages internally & externally.
• Manages customer RFP’s increasing the number of solicited and accepted hotels to drive market share.
• Establishes 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.
• Develops strong relationships with key hotels that receive business from the account portfolio understanding the hotels' individual strategies.
• Implements plans to ensure overall strategic direction of the account base and supports the company’s revenue strategies.
• Manages the RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton.
• Directs assignment of tasks ensuring optimum allocation of resources, utilizing Hilton Direct and Sales Support.
• Ensures relevant updates are sent both to internal and external stakeholders.
• Monitors and reviews the impact of marketing initiatives on the account strategy.
• Establishes and develops long-term effective working relationships with key customers to drive business.
• Networking with sub-account handlers and global leads where relevant.
• Strengthening relationships with key hotels and aligning strategies where relevant.
• Maximizing all opportunities by developing relationships with third parties.
• To build, implement and communicate the account strategies, delivering the expected targets.
• To develop Account Plans that specify objectives, time-scales, and sales activities to support the defined account strategy and ensure maximum opportunity for account penetration.
• Accurately identifies the level of influence and decision-making power of contacts in the customer organization and uses these to secure business.
• Attendance at Industry Conferences and events.
• Accountable for communicating the strategy, ADP, and activities on a quarterly basis, along with relevant issues, opportunities, and successes.

Directing Activities 25%

• Directs the accounts to ensure the maximum level of penetration.
• Executes organizational directives to the Hilton Direct and Sales Support encouraging achievement of goals through motivation, communication, and leadership.
• Reviews Account Development Plans on a quarterly basis, updating records accordingly.
• Implements account-specific marketing initiatives to help drive the business.
• Agrees marketing activity to underpin the account strategies and deliver increased market share.

Controlling Activities 15%

• Assesses actual performance versus the target to ensure success and takes corrective actions where necessary.
• Ensures Account Development plan is followed and achieved providing feedback as necessary.
• Ensures RFP processes are followed in line with the Hilton Best Practice.
• Maintains Salesforce 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 through the use of relevant Hilton procedures.
• Work with the support team (Hilton Direct/Sales Support) to ensure tasks are carried out as directed by the customer.
• To provide accurate management reports to review account performance and communicate future plans.
• Reviews customer base to determine new opportunities for account penetration.

Supportive Functions

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 cross-referenced and to ensure relevant hotels are well aware of the ‘Customer value’ when dealing with a tender coming from a specific customer.
• Attendance at sales workshops.
• Involvement in various projects to support the ASO team’s strategies.
• Additional supportive functions as appropriate.
• 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 driving market share.

What are we looking for?

• 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
• 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
• Ability 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 and develop problem-solving skills in others
• Ability to provide development and mentoring to others.
• Budget development and management skills.
• Ability to work independently and manage the work of others.
• Ability to deliver performance feedback to subordinates to improve overall performance.
• Ability to adjust plans and priorities as situations change.
• Prioritizes, organizes and uses a systematic approach to get things done.
• Ability 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.
• Has 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.
• Adapts quickly and positively to any new situations.

Required

• University degree or experience in lieu thereof
• Work experience in customer-facing, revenue-generating roles including management experience within the hospitality sector
• Experience working in multi-cultural or international settings
• Fluency in English

Preferred

• Advanced degree preferred
• Hospitality industry experience preferred in Sales, Marketing, Revenue or Operating roles
• In-depth knowledge of Polish Market
• International experience advantageous
• Working knowledge of at least one other European language

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!