Account Manager, Area Sales Office - India (Mumbai based)

Description

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

• Develop strategy and direction for the sports account base in line with the company’s revenue strategies
• Accountable for the delivery of the strategy and activities of their sports account base
• Total account management focus, quickly identifying which segments of the sports business have the most opportunity to drive share
• Identify and evaluate new sports business opportunities within current account base
• Execute strategic sports development plans and supports communications of key messages internally and externally
• Develop strong relationships with key hotels that receive business from the sports portfolio and understanding the hotels’ individual strategy

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 key sports account management which increases Hilton’s market power and matches the way sports customers choose to buy
• Develop the right account plans and strategies, focusing on shifting unfair share
• Develop plans to implement long-term goals for the sports business that are the basis for short-term goals and annual operational planning
• Determine the segments within the sports accounts that provide the greater opportunities
• Develop powerful personal relationships with decision makers and influencers within the top producing sports accounts
• Actively seek out new sources of business from existing / new sports accounts
• Build, implement and communicate the sports account strategies, and deliver the expected targets
• Accurately identify the level of influence and decision-making power of contacts in the customer organisation and use these to secure business
• Accountable for communicating the sports strategy, ADP, and activities on a quarterly basis, along with relevant issues, opportunities, and successes
• Develop Hilton best practice to ensure accurate and up-to-date customer account information is kept

Organising Activities

• Execute sports account development plans and support communication of key messages internally and externally
• Implement plans to ensure overall strategic direction of the sports account base and support Hilton’s revenue strategies
• Plan and direct assignment of tasks, ensuring optimum effectiveness and use of resources
• Organise quarterly business reviews with key sports accounts and discuss performance and corrective actions where needed
• Network with sub sports account handlers and global leads where relevant

Directing Activities

• Develop appropriate sports objectives and direct activities towards their achievement
• Provide accurate management reports to review sports account performance and communicate future plans accordingly
• Implement sports account specific marketing initiatives to help drive the business
• Agree marketing activity to underpin the sports account strategies and deliver increase market share
• Assess actual performance versus the target to ensure success and takes corrective actions where necessary
• Monitor and review the impact of marketing initiatives on the sports account strategy
• Execute organisational directives and encourage achievement of goals through motivation, communication, and leadership

Requirements

WHY YOU’LL BE A GREAT FIT

You have these minimum qualifications:

• BA / BS / bachelor’s degree
• 2 to 5 years of 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 issues 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
• 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
• Hospitality industry experience preferred in Sales, Marketing, Revenue or Operating roles
• 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!