This role will be based in Bengaluru.An Account Director – Area Sales Office (ASO) will manage and grow the highest value and largest potential share of wallet accounts in Bengaluru, Hyderabad, and Chennai for ASO. You will look after these accounts on a local, national, international, and global basis, where relevant, and be accountable for the performance of selected accounts at all these levels. You will create and communicate account strategies to drive increased market share and demonstrate value to both internal and external customers.Be accountable for the performance of key and strategic accountsProactively manage the team and relationships with customers, as well as internal stakeholders such as VPs, GMs, Commercial Directors and Hotel ManagersCreate and communicate account strategies to drive increased and unfair shareBe responsible for the implementation and execution of various projects that will drive unfair shareBe owner agnosticHOW YOU WILL MAKE AN IMPACTYour role is important and below are some of the fundamental job duties that make your work unique.Planning ActivitiesDevelop key account management that increases Hilton’s market power and matches the way customers choose to buyDevelop the right account plans and strategies focusing on shifting unfair shareDevelop plans to implement long-term business goals that are the basis for short-term goals and annual operational planningDetermine segments within accounts that provide the greater opportunitiesDevelop powerful personal relationships with decision makers and influencers within the top producing accountsActively seek new sources of business from existing and new accountsDevelop objectives that align with the businessDevelop Hilton best practice to ensure accurate and up-to-date customer account information is keptOrganizing ActivitiesExecute strategic account development plans and support the communication of key messages both internally and externallyImplement plans to ensure the overall strategic direction of the account base and support the company’s revenue strategiesPlan and direct task assignment to ensure optimal effectiveness and resource utilizationMonitor and review the impact of marketing initiatives on account strategiesOrganize quarterly business reviews with key accounts to discuss performance and necessary corrective actionsNetwork with sub-account handlers and global leads where relevantProvide accurate management reports to review account performance and communicate future plansDirecting ActivitiesExecute organisational directives and encourage goal achievement through motivation, communication, and leadershipImplement account-specific marketing initiatives to drive business growthDirect marketing activities to underpin account strategies and increase customer / market shareControlling ActivitiesContribute to the development and administration of team activitiesDirect and implement proper controls and systems to ensure team achieves objectivesAssess actual performance to ensure success and take corrective actions as neededEstablish and enforce policies and procedures to improve overall operationsWork within approved budgets and adjust activities and expenses to ensure optimal financial resultsMaintain Hilton Best Practice to ensure accurate and up-to-date customer account informationEnsure information relating to customer requirements, interests, and marketing activities is kept up to date using relevant Hilton proceduresReview customer base to determine new opportunities for account penetrationSupportive FunctionsIn addition to performing the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time spent on each function to be solely determined by the supervisor based on the company’s requirements:Communicate regularly with hotels to ensure productive and effective meetings are established, cross-reference customer information, and ensure relevant hotels are aware of the ‘Customer Value’ when dealing with a tender from a specific customerSupport sales weeks and blitzesSupport joint calls for visiting colleaguesOrganise familiarization trips and support hotels with client attendanceHost calls for key hotels to support with conversionPerform additional tasks as requiredWHY YOU’LL BE A GREAT FITYou have these minimum qualifications:Bachelor’s degree (BA / BS)6 – 9 years’ experience, preferably in above property set upSignificant work experience in customer-facing, revenue-generating roles, including management experienceExcellent communication skills: presentations, written and public speakingAbility to direct collaboration among cross-functional teams, including external resourcesAbility to analyse departmental financial data to make strategic and tactical decisionsLead by example to resolve conflicts, introduce change, and ensure collaboration among othersDemonstrate the highest standards of ethical behaviour and absolute discretion with sensitive informationAbility to take initiative to identify, prioritise, implement, and adjust actions required to achieve functional goalsStrong problem-solving skills, including the ability to address any issue in collaboration with others, identify, and prevent potential problemsProven understanding of client’s business, including business plans, competitive environment, distribution channels, and product financialsExtensive understanding of the local market and industry to make recommendations on how to achieve the targetsGood understanding of the sales process, tools, measurements, and systemsUnderstanding of competition and marketing strategiesStrong in account management and budget developmentStrong persuading and influencing skillsAbility to work independently with minimal control and directionAbility to think and articulate a vision for business sales and translate into practical and tangible actionsTake calculated risks to achieve results in consultation with immediate supervisor and other relevant team membersHave good relationship management skills and presents the professional image to customers and external contactsAbility to manage more than one task / situation at a timeExperience working in multicultural or international settingsFluency in spoken and written EnglishTravel up to 40%It would be useful if you have:Advanced degree preferredSignificant hospitality industry experience preferred in a Sales roleIn-depth knowledge of business sectorWHAT IT IS LIKE WORKING FOR HILTONHilton, the #1 World’s Best Workplace, is a leading global hospitality company with a diverse portfolio of . 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 and to learn more about what it’s like to be on Team Hilton!
