Commercial Executive – Customer Engagement HSM (m/f/d)
Frankfurt, GERMANY Sales
Job description
Commercial Executive – Customer Engagement HSM (m/f/d)
- based in Frankfurt Niederrad Area Office
About Hilton
Hilton is one of the largest and fastest growing hospitality companies in the world, with more than 7300 properties and more than 1,000,000 rooms in 124 countries and territories. In the 100 years since our founding, we have defined the hospitality industry and established a portfolio of 22 world-class brands.
About Hilton Supply Management:
Hilton Supply Management (HSM) uses their expertise to forecast and proactively manage the supply chain of hotels. With more than 15,000 hotels in our program (including over 8,000 non-Hilton-branded hotels), HSM drives massive economies of scale and negotiates competitive contracts with industry-leading suppliers – ensuring direct savings on the product & services their hotel partners use most.
Position Statement:
The role will report into the Sr. Manager Customer Engagement North & Central Europe and you will work closely with the Regional Procurement Manager Germany and team. You will be responsible for business development and account management of all hotels while driving additional scale and revenue to the Hilton.
Position Summary:
• Account Management and Business Development (65%)
o Visit partner hotels to realize operational savings using HSM’s suppliers.
o The first point of contact for clients in region.
o Develop and maintain constructive and cooperative relationships with all internal and external stakeholders/personnel whether in person, digital meetings or via telephone.
o Explore opportunities for new and existing customers.
o Engage professionally with various hotel stakeholders.
o Find new customers (leads) and excite them for HSM services.
o Onboard new Hotels, make sure they are familiar to our suppliers & purchasing software.
o Perform follow up duties.
o Review data to determine opportunities & improvements.
o Develop and execute account plan for each customer.
o Monitor participation to Hilton Programs to drive scale, savings & revenue.
o Assist customers in understanding product needs including the determination of product usage and specifications along with seeking new, alternate or better products.
o Communicate information regularly to customers, hotel purchasing team members and or other hotel departments as and when needed.
o Producing pricing benchmarks on customer’s incumbent suppliers to show value of HSM, including new market trends.
o Ensuring Hilton Supply Management knowledge is up to date.
• Data Management (15%)
o Gather appropriate data or information from all relevant sources, e.g. Salesforce, Records, Files, Databases, BirchStreet, HSM Customer Portal, and Customer Information.
o Ensure all enquiries within specific areas of responsibility are responded promptly with satisfactory resolution.
o Maintain systems and procedural documentation including contracts management across all client bases.
o Assist with onboarding process for new customers including but not limited to eProcurement installation, supplier orientation and kick off meetings.
o Review list of Hotels’ purchases and advise the Hotels on the nominated supplier.
o Work with multiple data streams to evaluate customer accounts.
• A dministrative & Support Activities (20%)
o Collaborate and provide project and general admin support to the Supply Management team, including filing, maintenance of forms and documentation.
o Provide training and implementation of Birch Street for new properties.
o Business Development and Account Management presentations.
o Attends departmental meetings pertinent to work assignments and topics of analysis.
o Assists with scheduling of meetings, bookings and conference calls including preparation of associated support materials relevant to Business Development & Account Management.
o Researches and responds to information requests from customers and management.
o Work with other teams to arrange for accurate and timely billing to customers.
o Other job duties as assigned.
Qualifications – Minimum Criteria:
The success in this role will demonstrate itself through the following attributes and skills:
• Experience in an account management environment with affinity to hospitality industry.
• Excellent written and verbal communication skills including the ability to explain analytical topics.
• Results driven, ambitious and motivated.
• Strong interpersonal and relationship building skills.
• Ability to work under pressure with a flexible approach to effectively handle multiple demands.
• Proficient to good level in Excel with the ability to quickly learn new programs as required.
• Work co-operatively with colleagues in the department to ensure team commitment.
• T ake part in all necessary training offered and be proactive in requesting training to meet personal developmental needs.
• Looking for an enthusiast person, a story teller passionate by hospitality & F&B industry!
Qualifications/Experience – Minimum Criteria:
• Education: Bachelor Degree or equivalent.
• Preferably min. 12 months experience in a similar role.
• 30% to 40% of travel time required mostly across Germany.
• Must be fluent in German and English