The Account Director Spain and Portugal will manage and grow the highest value and largest potential share of wallet key accounts for Owned & Operated Hotels across Spain and Portugal. This role is responsible for creating and communicating account strategies to drive increased market share and demonstrate clear value to internal stakeholders and external customers. The Account Director will be looking after the UK&I, Italy and Portuguese markets. With a strong passion for building and developing relationships, the ideal candidate will possess a solid commercial background within the hotel industry and proven experience working with international partners. This role is exclusively focused on Owned & Operated Spain and Portugal hotels. Frequent travel within Europe is required, as well as attendance at customer engagements, European trade shows, and sales missions.

What will I be doing?

 

As Account Director Spain and Portugal you will be responsible for creating and communicating account strategies to drive increased market share and demonstrate clear value to internal stakeholders and external customers. The Account Director will be looking after the UK&I, Italy and Portuguese markets. Specifically, you will be responsible for performing the following tasks to the highest standards:

Planning Activities
▪ Develop 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 appropriate objectives for each account/market and directs their achievement.
▪ Accountable for the delivery of the strategy and activities of the accounts and markets assigned. 

Organizing Activities
▪ Organised engagements with international and national customers (in person or virtual) and participated in European activities such as immersion trips, site visits, and customer visits, providing Owned & Operated hotels with exposure to these key markets.
▪ Directs assignment of tasks, ensuring optimum allocation of resources.
▪ Monitors and reviews the impact of marketing initiatives on the account strategy.
▪ Establishes and develops effective working relationships with key customers.
▪ Networks with sub-account handlers
▪ Strengthens relationship with Spain and Portugal-owned and Operated hotels.
▪ Works the opportunities via third parties.
▪ Builds, implements and communicates the account strategies, delivering the expected targets.
▪ Develops Account Plans that specify objectives, timescales and sales methods to support the defined account strategy and ensures maximum opportunity for account penetration.
▪ Accountable for communicating the strategy, activities and their ROI quarterly, along with relevant issues, opportunities and successes.

 Directing & Controlling Activities
▪ Reviews of Account Development Plans on a quarterly basis, updating records accordingly.
▪ Implements accounts for specific marketing initiatives to help drive the business.
▪ Agrees marketing activity to underpin the account strategies and deliver increased customer/market share.
▪ Works within approved budgets and adjusts activities and expenses to ensure optimal financial results.
▪ To provide accurate management reports to review account performance and communicate future plans.
▪ Prospecting new accounts to determine new opportunities for account penetration.

Tradeshow & Sales Missions

 In addition to the performance of the essential functions, this position will be required to perform the following supportive function, with the percentage of time performing each function to be solely determined by the line managed based upon the particular requirements of the company.

▪ Attendance at national and international sales missions and international tradeshows.

Measurement (Target)
▪ Hotel performance to budget
▪ Individual performance, targets as agreed by DOS

What are we looking for?
 

An Account Director Spain and Portugal serving Hilton brands must possess the following knowledge, skills and abilities and be able to perform the essential functions of the job, with or without reasonable accommodation. To successfully fill this role, you should maintain the attitude, behaviours, skills, and values that follow:

Required
▪ Previous experience as a Sales Manager, Assistant Director of Sales, or equivalent sales role.
▪ 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 to make strategic and tactical decisions.
▪ Leads by example to resolve conflicts 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.
▪ Ability to work independently.
▪ Ability to think and articulate a vision for business sales and to translate this into practical and tangible actions.
▪ Takes calculated risks to achieve results in consultation with immediate supervisor and other relevant team members.
▪ Contributes and is effective when working with peers.
▪ Has good relationship management skills and presents the appropriate professional image to customers and external contacts.
▪ Significant work experience in customer-facing, commercial roles.
▪ Experience working in multi-cultural or international settings.
▪ Fluent in English, Portuguese, and Spanish; proficiency in additional languages is advantageous.

It would be advantageous in this position for you to demonstrate the following capabilities and distinctions (Preferred):

• A graduate of a hospitality management school, Hotel Management School or a similar degree.
• Knowledge of Salesforce, Delphi or a similar database/reservations system
• Hospitality industry experience is preferred in sales, marketing, revenue, or operating roles.
• In-depth knowledge of business sector(s) they manage.
• UK&I Key account management experience advantageous.
• Preferred location: Lisbon or Madrid

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!