Senior Manager, Business Development & Strategic Accounts Europe (Hilton Supply Management)

Description

Hilton Supply Management (HSM) is the largest hospitality group procurement organization globally and an integral division within Hilton. HSM manages the supply chain of hotels, both Hilton as non-Hilton branded hotels. With more than 17,000 hotels in our program (including over 9,000 non-Hilton-branded hotels), HSM drives economies of scale and negotiates competitive contracts with industry-leading suppliers – ensuring direct savings on the product & services for hotel partners and being a value-add partner on all levels. 

What will I be doing?

Reporting to the Senior Director Continental Europe for Hilton Supply Management, you will oversee business development including lead generation, pitch and close out on new business. You will also be responsible for identifying, developing, and managing strategic international accounts to drive revenue and market share growth for HSM. A pro-active approach to manage and grow high value customers is essential while being the creator and gatekeeper of the strategic accounts strategy in order to drive increased share and demonstrate value to both internal and external customers.

Let's break that down. Please note that this is quite a read, however it will hopefully provide you a great insight in what the role entails and what we're looking for. Here we go..

Position Summary:

We are looking for a true Commercial Leader who has affinity with Supply Management.

You will be accountable for the business development of international and strategic accounts as well as the performance of strategic international accounts. To do this, you will need to be a true sales professional that goes beyond just closing a deal. You will need to proactively manage the relationships with Strategic Accounts as well as internal stakeholders within a matrix organization. 

You’ll be sitting alongside and supporting the customer engagement teams that are responsible for the in-market sales and day-to-day account management. You will utilize Sales and hospitality knowledge, with affinity to Supply Management, to identify avenues that will enhance profitability of accounts and generation of new business. You will consult on programs that will enhance the revenue and offering to the enterprise in region. Next, you will ensure that the HSM Program is delivered to a high level to all Strategic Accounts maintaining integrity and transparency of the offering. And finally, you will maintain the high standards of delivery that are synonymous with the Hilton Supply Management reputation.

We are seeking an individual with strong leadership and business acumen to oversee business development and manage strategic accounts. You will demonstrate success through:

• Drive Growth and be a Self-starter: Identify new opportunities, develop partnerships, and expand market presence, whilst improving customer retention and achieving revenue targets. 
• Customer-Centric Approach: Cultivate and maintain long-term relationships with key clients, ensuring long-term value instead of short-term wins, trust and collaboration where they prioritize the customer’s success. Ultimately, true salespeople understand that the client’s success is their success.
• Analytical Thinking: Use data and market insights to inform decisions, anticipate customers’ needs, and tailor solutions.
• Cross-Functional Leadership: Work closely with internal teams (customer engagement, procurement, legal, marketing, ..) to align efforts and ensure customer satisfaction.
• Problem Solving mindset: Great sales people see themselves as problem-solvers. They diagnose challenges and present solutions that address the customers pain points, often uncovering needs the customer may not have realized.
• Active Listening & Empathy: Have the ability to truly listen—not just hear what a customer is saying. They understand the emotions, concerns, and desires behind the words.
• Resilience & Persistence: Sales is often about facing rejection and setbacks. We are looking for a salesperson has the tenacity to follow up, overcome objections, and maintain momentum, all without being pushy or losing their positive attitude.
• Adaptability: Every customer is different. We are looking for somebody that can read the room, adjust their approach, and pivot strategies on the fly based on the customer’s personality, decision-making process, and industry dynamics.
• Industry Knowledge & Insight: A true sales professional is not just selling a product but also selling expertise. They are well-informed about their industry, competitors, and market trends, positioning themselves as a trusted advisor to their clients.

Successful candidates in this selection process

• Have relevant experience in a Sales & Account Management role within a corporate/matrix organization, preferably within B2B, and have affinity to Hospitality and Procurement. 
• Are fluent (both oral and in writing) in English and preferably a minimum of two other languages (ideally French, Spanish, Italian, Dutch and/or German)
• Ability to travel: approximate travel requirement is up-to 60%, largely Continental Europe and United Kingdom & Ireland
• Have effective communication skills, both verbal & non-verbal is crucial
• Possess excellent negotiation skills to secure favorable terms, win-win outcomes, close deals, and manage strategies
• Are highly collaborative and positive mindset with ability to positively add value to engagement, internally and externally.

What is it like working for Hilton?

The future of hospitality is bright at Hilton: a leading global hospitality company with a diverse portfolio of world-class brands. 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 named World’s Best Workplace in November 2013, something we're extremely proud of.

We support the mental and physical well-being of all Team Members, so they can Thrive, thanks to innovative programs and benefits such as workplace flexibility, career growth and development, and our Go Hilton Team Member Travel discount program. Hilton prioritizes understanding and integrating our Team Members’ unique perspectives and voices—along with those of our Guests, Owners, Suppliers, and Partners—to cultivate a diverse and inclusive environment for all. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton!

We are an equal opportunity employer and value diversity at our company. We will ensure that qualified individuals with protected disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions of his or her role, and to receive other benefits and privileges of employment. Please contact us to request accommodation.