Account Director, Corporate – Hilton Worldwide Sales (HWS) - DACH

Job description

About Hilton:

Hilton is a leading global hospitality company with a portfolio of 24 world-class brands comprising more than 8,000 properties and more than 1.2 million rooms, in 126 countries and territories. Dedicated to fulfilling its founding vision to fill the earth with the light and warmth of hospitality, Hilton has welcomed over 3 billion guests in its more than 100-year history, was named the No. 1 World’s Best Workplace by Great Place to Work and Fortune and has been recognized as a global leader on the Dow Jones Sustainability Indices for seven consecutive years. Hilton has introduced industry-leading technology enhancements to improve the guest experience, including Digital Key Share, automated complimentary room upgrades and the ability to book confirmed connecting rooms.

Position Statement:

Putting the customer at the heart of what you do and making their lives easier is key to this role.  The Account Director Corporate will manage and grow high value and large corporate accounts located in Germany, Austria, and Switzerland for Hilton. The role will look after these accounts on a national, regional and global basis where relevant.  The Account Director will create, communicate and execute account strategies to drive increased market share and demonstrate value to both internal and external customers. 

Please note that although our preference is to base this role from our Area Corporate Office in Frankfurt, we are open to remote based applicants living elsewhere in Germany.

Position Summary:

The Account Director is accountable for the total performance of their key and strategic accounts. To do this, they need to proactively manage the relationships with customers as well as internal stakeholders such as VP’s, GMs, Commercial Directors’, and Hotel Managers. They need to create, communicate and execute both the Individual Business Travel (IBT) and Conference, Meetings and Events (CMTG) account strategies to drive increased and unfair share.  They are also responsible for the implementation and execution of various projects. The role holder is owner and brand agnostic.

Planning Activities 30%

•    Develops strategies and directions for accounts in remit.
•    Identifies and evaluates business opportunities for the company and directs accordingly.
•    Executes strategic account development plans and supports communications of key messages internally and externally.
•    Develops plans to implement long term goals for the business that are the basis for short term goals and annual operational planning.
•    Develops appropriate objectives and directs their achievement. 
•    Establishes relevant procedures and processes.
•    Accountable for the delivery of the strategy and activities of the sales function.
•    Quickly determine the segments within the accounts that provide the greater opportunities.

Organizing Activities 50%

•    Identifies resources, oversees activities and confers with key stakeholders to ensure objectives of the team (where applicable) and sales function are accomplished.
•    Implements account plans to ensure overall strategic direction of the account base and supports the company’s revenue strategies.
•    Develops account plans that specify objectives and sales activities to support the defined account strategy and ensure maximum opportunity for account penetration.
•    Establishes and develops long term effective working relationships with key customers to drive business.
•    Manges the RFP process with Assistance of RFP Support and Sales support teams ensuring the correct procedures are in place to support client and drive business to Hilton. 
•    For corporate transient clients, accurately identifies the level of influence and decision-making power of contacts in the customer organization and uses these to secure business
•    Handles the strategic relationship with Meetings & Events clients and handles group requests, at times supported by a Hilton Direct team member.
•    Ensures relevant updates are sent both to internal and external stakeholders.
•    Networking with sub account handlers and global leads where relevant.
•    Strengthening relationships with key hotels and aligning strategies where relevant.
•    Accountable for communicating the strategy, account development plan and activities on a regular basis, along with relevant issues, opportunities and successes.
•    Manages cross-functional links to other teams, departments and functions.
•    Regular meetings to take place with the account base throughout the sales territory.
•    Attends relevant industry conferences and events.

Directing Activities 10%

•    Develops and manage agreed team activities 
•    Provides direction to team members (where applicable) and establishes work priorities to achieve management objectives for those accounts managed by incumbents.
•    Executes organisational directives and encourages achievement of goals through motivation, communication and leadership.

Controlling Activities (where applicable) 10%

•    Directs and implements proper controls and systems.
•    Assesses actual performance to ensure success and takes corrective actions.
•    Establishes and enforces policies and procedures to improve overall operations.
•    Works within approved budgets and adjusts activities and expenses to ensure optimal financial results.
•    Develops and maintains Hilton Best Practice to ensure accurate and up-to-date customer account information is kept.
•    To ensure information relating to customer requirements, interests and marketing activities is kept up to date using relevant Hilton procedures.
•    To provide accurate management reports to review account performance and communicate future plans.
•    Reviews customer base to determine new opportunities for account penetration.

Supportive Functions

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the requirements of the company.

•    Attendance at sales workshops.
•    Support sales weeks and missions.
•    Support joint calls for colleagues visiting.
•    Organize and attend customer events.
•    Host virtual calls for the key hotels to support with conversion.
•    Involvement in various projects to support the wider HWS Team’s strategies. 
•    Additional tasks as required.

Specific Job Knowledge, Skills, and Ability

The individual must possess the following knowledge, skills and abilities and be able to perform the essential functions of the job, with or without reasonable accommodation:

•    Excellent communication skills: presentations, written and public speaking.
•    Good understanding of sales process, tools, measurements, and systems
•    Good knowledge of market segments and pricing strategies
•    Understanding of competition and marketing strategies
•    Strong in account management
•    Strong persuading and influencing skills
•    Strong organizational skills
•    Good knowledge of social media tools and communication
•    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
•    Leads by example to resolve conflicts, introduce change and ensure collaboration among others 
•    Demonstrates the highest standards of ethical behaviour and absolute discretion with sensitive information
•    Ability to take initiative to identify, prioritise and implement actions required to achieve functional goals
•    Strong problem-solving skills including ability to address any issue in collaboration with others and identify and prevent potential problems
•    Ability to provide development and mentoring to others   
•    Budget development and management skills
•    Ability to work independently and manage the work of others
•    Ability to deliver performance feedback to subordinates to improve overall performance
•    Ability to adjust plans and priorities as situations change
•    Prioritizes, organizes and uses a systematic approach to get things done
•    Ability to think and articulate a vision for business sales and capable of translating this into practical and tangible actions
•    Self-reliant, working with minimal control and direction
•    Takes calculated risks to achieve results in consultation with immediate supervisor and other relevant team members
•    Contributes and is effective when team working with peers
•    Has good relationship management skills and presents the appropriate professional image to customers and external contacts
•    Can handle more than one task/situation at a time

 
Required background

•    University degree or experience in lieu thereof
•    Significant work experience in customer facing, revenue generating roles 
•    Experience working in multi-cultural or international settings
•    Fluency in German and English
•    Proficient in Microsoft office applications
•    Flexibility to travel within Germany, Austria & Switzerland    

Preferred background

•    Hospitality industry experience preferred in Sales or Marketing
•    In-depth knowledge of the business travel and meeting and events sector
•    International experience advantageous
•    Proficient in Salesforce CRM

What will it be like to work for Hilton?

Hilton is the leading global hospitality company, spanning the lodging sector from luxurious full-service hotels and resorts to extended-stay suites and mid-priced hotels. For nearly a century, Hilton has offered business and leisure travelers the finest in accommodations, service, amenities and value. Hilton is dedicated to continuing its tradition of providing exceptional guest experiences across its global brands .  Our vision “to fill the earth with the light and warmth of hospitality” unites us as a team to create remarkable hospitality experiences around the world every day.  And, our amazing Team Members are at the heart of it all!