Account Director, Area Sales Office - India (Delhi based)

Description

An Account Director, Area Sales Office (ASO) will manage and grow the highest value and largest potential Meetings, Incentives, Conferences, and Exhibitions (MICE) accounts for ASO - India. The role will be based in Delhi. You will look after these MICE accounts on a local, national, international and global basis, where relevant and be accountable for the performance of selected MICE accounts across these various regions. You will create and communicate the MICE account strategies to drive increased market share and demonstrate value to both internal and external customers.

• Accountable for the performance of key and strategic MICE accounts
• Proactively manage the team and relationships with customers, as well as internal stakeholders such as VPs, GMs, Commercial Directors, and Hotel Managers
• Create and communicate the MICE account strategies to drive increased and unfair share
• Responsible for the implementation and execution of various projects that will drive unfair share 
• Be owner agnostic

HOW YOU WILL MAKE AN IMPACT

Your role is important and below are some of the fundamental job duties that make your work unique.

Planning Activities

• Develop MICE account management which increases Hilton’s market power and matches the way customers choose to buy
• Develop the right account plans and strategies focusing on shifting unfair share
• Develop plans to implement long-term goals for MICE business that are the basis for short-term goals and annual operational planning
• Determine the segments within the MICE accounts that provide the greater opportunities
• Develop powerful personal relationships with decision makers and influencers within the top MICE accounts
• Actively seek out new sources of business from existing / new MICE accounts
• Develop objectives that are aligned with the business
• Develop Hilton best practice to ensure accurate and up-to-date customer account information is kept

Organizing Activities

• Execute strategic MICE account development plans and support communication of key messages internally and externally
• Implement plans to ensure overall strategic direction of the MICE account base and support Hilton’s revenue strategies
• Plan and direct assignment of tasks ensuring optimum effectiveness and use of resources
• Monitor and review the impact of marketing initiatives on the MICE account strategy
• Organize quarterly business reviews with key MICE accounts and discuss performance and corrective actions where needed
• Network with sub MICE account handlers and global leads where relevant
• Provide accurate management reports to review account performance and communicate future plans

Directing Activities

• Direct development and administration of team (where applicable)
• Provide direction to team members (where applicable) and establish work priorities to achieve management objectives for those accounts managed by incumbents
• Execute organisational directives and encourage achievement of goals through motivation, communication, and leadership
• Implement account specific marketing initiatives to help drive the business
• Direct marketing activity to underpin the MICE account strategies and deliver increased customer / market share

Controlling Activities

• Contribute towards development and administration of team activities
• Direct and implement proper controls and systems to ensure team achieves objectives
• Assess actual performance to ensure success and takes corrective actions
• Establish and enforce policies and procedures to improve overall operations
• Work within approved budgets and adjusts activities and expenses to ensure optimal financial results
• Ensure information relating to customer requirements, interests and marketing activities is kept up to date through the use of relevant Hilton procedures
• Review customer base to determine new opportunities for account penetration

Supportive Functions

• Communicate regularly with hotels to ensure productive and effective meetings are established and customer information cross-referenced and to ensure relevant hotels are well aware of the ‘customer value’ when dealing with a tender coming from a specific customer
• Support sales weeks and blitzes
• Support joint calls for colleagues visiting
• Organize familiarization trips and support the hotels with client attendance
• Host calls for the key hotels to support with conversion
• Additional task may be required

Requirements

WHY YOU’LL BE A GREAT FIT

You have these minimum qualifications:

• Bachelor’s degree (BA / BS)
• Strong in account management, budget development, persuading and influencing skills
• Experience in leading a regional sales team
• Excellent communication skills: presentations, written and public speaking
• Good relationship management skills, with ability to direct collaboration among cross-functional teams including external resources
• Lead by example to resolve conflicts, introduce change and ensure collaboration among others
• Ability to analyse departmental financial data in order to make strategic and tactical decisions
• 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
• Ability to think and articulate a vision for business sales and capable of translating this into practical and tangible actions
• Ability to work independently with minimal control and direction
• Take calculated risks to achieve results in consultation with immediate supervisor and other relevant team members
• Significant work experience in customer-facing, revenue-generating roles, including management experience
• Ability to manage more than one task / situation at a time
• Demonstrate the highest standards of ethical behaviour and absolute discretion with sensitive information
• Experience working in multi-cultural or international settings
• Fluency in spoken and written English
• Flexibility to travel as required

It would be useful if you have:

• Advanced degree preferred
• Significant hospitality industry experience preferred in a sales role
• In-depth knowledge of business sector

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 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 consistently named among one of the World’s Best Workplaces. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton!