Senior Account Manager

The Senior Account Manager will proactively manage and grow market share for the Area Sales Office managed accounts. The role will look after these accounts on a local, national, International basis, where relevant, and be accountable for the performance of their account portfolio. They will be required to manage the Group segment as their primary focus.  They will create and communicate the account strategies to drive increased market share and demonstrate value to both internal and external customers.

Position Summary

The Senior Account Manager will work in the Area Sales Office (ASO) team with other Account Managers / Directors and will be responsible for driving business from the Group Segment into Hilton’s portfolio of hotels primarily on a national basis. The Account Manager will be responsible for a set number of accounts to penetrate and grow for the business. Their activities will include driving group lead generation and business conversion, organising familiarisation trips and presenting to customers on new hotel openings. They will also be responsible for identifying new accounts outside of their account base, negotiating CMTG agreements to drive share and attending relevant Tradeshows and Showcases representing Hilton.

How Will You Make an Impact

Planning Activities

• Adopt strategy and direction for the account base in line with the company’s revenue strategies.
• Total account management focus, quickly identifying which segments of the business have the most opportunity to drive share.
• Identifies and evaluates new business opportunities within their current account base.
• Executes strategic account development plans and supports communications of key messages internally & externally.
• Manages customer group requests and increasing the number of solicited and accepted hotels to drive market share.
• Establishes procedures and processes in relation to managing the account portfolio to drive market share.
• Accountable for the delivery of the strategy and activities of their account base.
• Develops strong relationships with key hotels that receive business from the account portfolio and understanding the hotel individual strategy.

Organizing Activities

• Implements plans to ensure overall strategic direction of the Account base and supports the company’s revenue strategies.
• Manages the group proposal process ensuring the correct procedures are in place to support the client and drive business into Hilton.
• Holds quarterly review meetings with key accounts to review business performance vs targets, identify opportunities and address related business issues.
• Develop and drive sales initiatives to ensure account targets are achieved
• Ensures relevant updates are sent both to internal and external stakeholders.
• https://jobs.hilton.com/apac/en/job/APA014O5/Senior-Account-Manager-Area-Sales-Office-Australia