Account Manager Leisure, Hilton Worldwide Sales

2 weeks ago

Dubai, United Arab Emirates Hilton Full time

**Position Summary**:
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 company's 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.

**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 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 mínimal control and direction
- Takes calculated risks to achieve results in consultation wit

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