This role will be based in Bengaluru.

An Account Director – Area Sales Office (ASO) will manage and grow the highest value and largest potential share of wallet accounts in Bengaluru, Hyderabad, and Chennai for ASO. You will look after these accounts on a local, national, international, and global basis, where relevant, and be accountable for the performance of selected accounts at all these levels. You will create and communicate account strategies to drive increased market share and demonstrate value to both internal and external customers.

Be accountable for the performance of key and strategic accounts

Proactively manage the team and relationships with customers, as well as internal stakeholders such as VPs, GMs, Commercial Directors and Hotel Managers

Create and communicate account strategies to drive increased and unfair share

Be responsible for the implementation and execution of various projects that will drive unfair share

Be owner agnostic

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 account management that increases Hilton’s market power and matches the way customers choose to buy

Develop the right account plans and strategies focusing on shifting unfair share

Develop plans to implement long-term business goals that are the basis for short-term goals and annual operational planning

Determine segments within accounts that provide the greater opportunities

Develop powerful personal relationships with decision makers and influencers within the top producing accounts

Actively seek new sources of business from existing and new accounts

Develop objectives that align with the business

Develop Hilton best practice to ensure accurate and up-to-date customer account information is kept

Organizing Activities

Execute strategic account development plans and support the communication of key messages both internally and externally

Implement plans to ensure the overall strategic direction of the account base and support the company’s revenue strategies

Plan and direct task assignment to ensure optimal effectiveness and resource utilization 

Monitor and review the impact of marketing initiatives on account strategies

Organize quarterly business reviews with key accounts to discuss performance and necessary corrective actions

Network with sub-account handlers and global leads where relevant

Provide accurate management reports to review account performance and communicate future plans

Directing Activities

Execute organisational directives and encourage goal achievement through motivation, communication, and leadership

Implement account-specific marketing initiatives to drive business growth

Direct marketing activities to underpin account strategies and increase customer / market share

Controlling Activities

Contribute to the development and administration of team activities

Direct and implement proper controls and systems to ensure team achieves objectives

Assess actual performance to ensure success and take corrective actions as needed

Establish and enforce policies and procedures to improve overall operations

Work within approved budgets and adjust activities and expenses to ensure optimal financial results

Maintain Hilton Best Practice to ensure accurate and up-to-date customer account information

Ensure information relating to customer requirements, interests, and marketing activities is kept up to date using relevant Hilton procedures

Review customer base to determine new opportunities for account penetration

Supportive Functions

In addition to performing the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time spent on each function to be solely determined by the supervisor based on the company’s requirements:

Communicate regularly with hotels to ensure productive and effective meetings are established, cross-reference customer information, and ensure relevant hotels are aware of the ‘Customer Value’ when dealing with a tender from a specific customer

Support sales weeks and blitzes

Support joint calls for visiting colleagues

Organise familiarization trips and support hotels with client attendance

Host calls for key hotels to support with conversion

Perform additional tasks as required

WHY YOU’LL BE A GREAT FIT

You have these minimum qualifications:

Bachelor’s degree (BA / BS)

6 – 9 years’ 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 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, implement, and adjust actions required to achieve functional goals

Strong problem-solving skills, including the ability to address any issue in collaboration with others, identify, and prevent potential problems

Proven understanding of client’s business, including business plans, competitive environment, distribution channels, and product financials

Extensive understanding of the local market and industry to make recommendations on how to achieve the targets

Good understanding of the 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 translate into practical and tangible actions

Take calculated risks to achieve results in consultation with immediate supervisor and other relevant team members

Have good relationship management skills and presents the professional image to customers and external contacts

Ability to manage more than one task / situation at a time

Experience working in multicultural or international settings

Fluency in spoken and written English

Travel up to 40%

It would be useful if you have:

Advanced degree preferred

Significant hospitality industry experience preferred in a Sales role

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!