Job Description - Senior Account Manager, Area Sales Office Australia (Brisbane based role) (APA014O5)
Job Number:
APA014O5
Work Locations
Hilton - Regional Office - Australasia Level 25, Suite 1, 135 King Street Sydney 2000
BRISBANE BASED ROLE
The Senior Account Manager will proactively manage and grow market share for the Area Sales Office managed accounts. The role will look after these accounts on a local, national, and international basis, where relevant, and be accountable for the performance of their account portfolio. They will be required to manage the Group segment as their primary focus. They will create and communicate account strategies to drive increased market share and demonstrate value to both internal and external customers.
Position Summary
The Senior Account Manager will work within the Area Sales Office (ASO) team with other Account Managers / Directors and will be responsible for driving business from the Group Segment into Hilton’s portfolio of hotels primarily on a national basis. Responsibilities include driving group lead generation, business conversion, organizing familiarization trips, and presenting to customers on new hotel openings. They will also identify new accounts outside their current base, negotiate CMTG agreements to increase share, and attend relevant tradeshows and showcases representing Hilton.
How Will You Make an Impact
Planning Activities
* Adopt strategy and direction for the account base in line with the company’s revenue strategies.
* Focus on total account management, identifying segments with the most opportunity to drive share.
* Identify and evaluate new business opportunities within current accounts.
* Execute strategic account development plans and support internal & external communications.
* Manage customer group requests and increase solicited and accepted hotels to drive market share.
* Establish procedures and processes for managing the account portfolio.
* Be accountable for the delivery of strategies and activities for their account base.
* Develop strong relationships with key hotels and understand their individual strategies.
* Implement plans to ensure strategic direction and support revenue strategies.
* Manage group proposals, ensuring proper procedures are followed to support clients and drive business into Hilton.
* Hold quarterly review meetings with key accounts to review performance, identify opportunities, and address issues.
* Develop and drive sales initiatives to meet account targets.
* Communicate updates to internal and external stakeholders.
* Monitor marketing initiatives' impact on account strategy.
* Establish and develop long-term relationships with key customers.
* Collaborate on account strategies with sub-account handlers and global leads.
* Strengthen relationships with key hotels and align strategies.
* Maximize opportunities by developing relationships with third parties (MICE agents & TMCs).
* Build, implement, and communicate account strategies to meet targets.
* Develop Account Plans with objectives, timelines, and sales activities for account penetration.
* Identify influence and decision-making levels within customer organizations to secure business.
* Attend industry conferences and events.
* Communicate strategy, ADP, and activities quarterly, including issues, opportunities, and successes.
Controlling Activities
* Assess performance versus targets, and take corrective actions as needed.
* Follow and achieve Account Development plans, providing feedback.
* Ensure group processes align with Hilton Best Practice.
* Maintain Salesforce for accurate customer information.
* Keep customer requirements, interests, and marketing activities updated.
* Work with support teams to ensure tasks are completed as directed by customers.
* Provide management reports on account performance and future plans.
Why You’ll Be a Great Fit
You have these minimum qualifications:
* Excellent communication skills for high-level stakeholder engagement and client presentations.
* Ability to proactively identify needs, prioritize tasks, and implement actions.
* Strong problem-solving skills, including collaboration and prevention of issues.
* Experience managing relationships at MD / C Suite level and mid-management, presenting professionally.
* Ability to manage multiple stakeholders in a high-performance environment.
* High standards of ethics and discretion with sensitive information.
* Ability to meet revenue goals, focusing on need hotels in Australasia.
* Systematic approach to organization and task management.
* Self-reliant with minimal supervision.
* Willingness to take calculated risks in consultation with supervisors.
* Collaborative leadership and peer effectiveness.
* Adaptability to change and positive team behaviour.
REQUIRED QUALIFICATIONS
* Strong account management and communication skills.
* Experience in customer-facing, revenue roles, including management.
* Knowledge of business sector management.
* Education: BA/BS/Bachelor's Degree.
* Experience: 3-5 years.
* Flexibility to travel.
PREFERRED QUALIFICATIONS
* Hospitality industry experience in Sales, Marketing, Revenue, or Operations.
* Education: MS/MA/Master's Degree.
* Experience: 5-7 years.
* Management or supervisory experience.
* Flexibility to travel.
What It Is Like Working for Hilton
Hilton, the #1 World’s Best Workplace, is a leading global hospitality company with a diverse portfolio of brands. Committed to hospitality, we have welcomed over 3 billion guests in our 100+ year history. Hilton is proud of its award-winning workplace culture and is recognized among the World’s Best Workplaces. Learn more through the Hilton Careers blog and Instagram.
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