Account Manager - Area Sales Office (ASO) India (Delhi based)

An Account Manager, Area Sales Office (ASO) India will manage and grow the value and share of wallet accounts for Hilton Worldwide. 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. Develop strategy and direction for the account base in line with Hilton’s revenue strategies. Accountable for the delivery of the strategy and activities of their account base. Identify and evaluate new business opportunities within current account base. Execute strategic Account Development Plans (ADP) and support communications of key messages internally and externally. Develop strong relationships with key hotels that receive business from the account portfolio and understand the hotels’ individual strategy. Planning Activities. Establish procedures and processes in relation to managing the account portfolio to drive market share. Implement plans to ensure overall strategic direction of the account base and support Hilton’s revenue strategies. Manage the RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton. Ensure relevant updates are sent to internal and external stakeholders. 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. Maximise all opportunities by developing relationships with third parties (MICE agents and Travel Management Company (TMC)). Build, implement and communicate the account strategies, and deliver 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 organization and use these to secure business. Accountable for communicating the strategy, ADP, and activities on a quarterly basis, along with relevant issues, opportunities, and successes. Review customer base to determine new opportunities for account penetration. Organizing Activities. Ensure participation and attendance at industry conferences and events. Ensure information relating to customer requirements, interests and marketing activities is kept up to date using relevant Hilton procedures. Review ADP on a quarterly basis and update records accordingly. Manage customer RFPs with a focus to increase the number of solicited and accepted hotels to drive market share. Maintain Salesforce to ensure accurate and up-to-date customer account information is kept. Directing Activities. Ensure ADP is followed and achieved, while taking and providing feedback as necessary. Ensure RFP processes are followed in line with the Hilton best practice. Provide accurate management reports to review account performance and communicate future plans accordingly. Implement account specific marketing initiatives to help drive the business. Agree marketing activity to underpin the account strategies and deliver increase market share. Assess actual performance versus the target to ensure success and take corrective actions where necessary. Monitor and review the impact of marketing initiatives on the account strategy. Bachelor’s degree (BA/BS). 3 to 5 years’ experience, preferably in above property set up. Significant work experience in customer-facing, revenue-generating roles, including management experience. 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. Lead by example to resolve conflicts, introduce change and ensure collaboration among others . Demonstrate the highest standards of ethical behaviour and absolute discretion with sensitive information. Ability to take initiative to identify, prioritise and implement, and adjust 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. Proven understanding of client’s business, including business plans, competitive environment and distribution channels, and product financials. Extensive understanding of local market and industry in order to make recommendations on how to achieve the targets. Good understanding of sales process, tools, measurements, and systems. Understanding of competition and marketing strategies. Strong in account management and budget development. Strong persuading and influencing skills. Ability to work independently with minimal control and direction. Ability to think and articulate a vision for business sales and capable of translating this into practical and tangible actions. Take calculated risks to achieve results in consultation with immediate supervisor and other relevant team members. Good relationship management skills and present the appropriate professional image to customers and external contacts. Ability to handle more than one task/situation at a time. Fluency in spoken and written English. Flexibility to travel as required. Hospitality industry experience preferred in Sales, Marketing, Revenue or Operating roles. In-depth knowledge of business sector.