Hilton is one of the largest and fastest growing hospitality companies in the world, with more than 9,000 properties with more than 1,300,000 rooms in 120 countries and territories.

In the 105+ years since our founding, we have defined the hospitality industry and established a portfolio of 25 world-class brands, with the emergence of the Tempo brand and including our flagship Hilton Hotels & Resorts brand, which is the most recognised hotel brand in the world. We have more than 200+ million members in our award–winning customer loyalty programme, Hilton Honors.

Position Statement:

Putting the customer at the heart of what we do and making their lives easier is key to this role. The Account Manager Groups will proactively manage a set portfolio of partners with the objective to drive business and grow market share for our Hilton properties Worldwide. The role will look after these accounts on a national, regional, and global basis, where relevant and be accountable for the performance of their account portfolio. 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 Account Manager will work in the HWS Paris team with other Account Executive, Managers and Directors, and will be responsible for driving Groups business into Hilton’s portfolio of hotels. The Account Manager will be responsible for a set number of accounts to penetrate across the Groups segment. The tasks will include generating client’s requests, supporting Group business conversions, organizing client engagement activities to drive loyalty and Hotel/Group knowledge (including Business Review meetings, familiarization trips, Lunch and Learn, Social events), and participating to relevant tradeshows representing Hilton Worldwide. The role requires business development skills as there will be a strong focus on hunting for new partners.

Planning Activities 25%

• Develops Groups strategy and direction for the account base in line with revenue strategies.

• Identifies and evaluates new business opportunities within their current account base.

• Executes strategic account development plans and supports communications of key messages internally and externally.

• Manages customer requests 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 understanding the hotels individually strategy.

Organizing Activities 25%

• Implements plans to ensure overall strategic direction of the account base and supports the company’s revenue strategies.

• Directs assignment of tasks ensuring optimum allocation of resources, utilizing Hilton Direct.

• Ensures relevant updates are sent both to internal and external stakeholders.

• Monitors and reviews the impact of marketing initiatives on the account strategy.

• Establishes and develops long term effective working relationships with key customers to drive business.

• Networking with sub account handlers and global leads where relevant.

• Strengthening relationships with key hotels and aligning strategies where relevant.

• Maximizing all opportunities by developing relationships with third parties (MICE agents & TMC’s).l

• To build, implement and communicate the account strategies, delivering the expected targets.

• To develop Account Plans that specify objectives time-scales and sales activities to support the defined account strategy and ensure maximum opportunity for account penetration.

• Accurately identifies the level of influence and decision-making power of contacts in the customer organization and uses these to secure business.

• Attendance at Industry Conferences and events.

• Accountable for communicating the strategy, account plans, and activities on a quarterly basis, along with relevant issues, opportunities, and successes.

Directing Activities 25%

• Executes organizational directives to Sales Support/Hilton Direct/Project Desk encourages achievement of goals through motivation, communication, and leadership.

• Reviews Account Plans on regular basis, updating Salesforce records accordingly.

• Implements account specific marketing initiatives to help drive the business.

• Agrees marketing activity to underpin the account strategies and deliver increase market share.

Staffing Activities 5%

• Ensures regular 1:1’s are conducted with Sales Support/Hilton Direct/Project Desk as appropriate to accomplish goals.

Controlling Activities 20%

• Assesses actual performance versus the target to ensure success and takes corrective actions where necessary.

• Ensures Account Development plan is followed and achieved providing feedback as necessary.

• Ensures RFP processes are followed in line with the Hilton Best Practice and Salesforce guidelines.

• Maintains Salesforce 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 in Salesforce.

• Work with the support team (RFP Support, Sales Support, Hilton Direct, Project Desk) to ensure tasks are carried out as directed by the customer.

• 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 particular requirements of the company.

• To communicate regularly with the account team (where applicable) to ensure productive and effective meetings are established and customer information cross referenced and to ensure relevant hotels are aware of the customer value when dealing with a tender coming from a specific customer.

• Attendance at sales workshops.

• Involvement in various projects to support the wider HWS team’s strategies.

• Additional supportive functions as appropriate.

• Support Colleagues to with face to face appointments with our clients.

• Plan and attend the Familiarization Trips that are detailed in the account development plans to support driving market share.

Direct Reports

• None but may have responsibility to support and work alongside Hilton Direct, Sales Support Teams, and Project Desk.

What are we looking for?

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.

• Ability to direct collaboration among cross-functional teams including external resources.

• Ability to analyze departmental financial data 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, prioritize and implement actions required to achieve functional goals

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

• Ability to work independently.

• 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.

• Adapts quickly and positively to any new situations.

Required Qualifications

• Hotel Sales / Global Sales Office experience within the Groups Segment.

• To hold a 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 French and English

• Proficient in Microsoft office applications

Preferred Qualifications

• Advance degree preferred

• Experience within the Corporate sales Segment

• In-depth knowledge of business sector managed

• International experience advantageous

• Working knowledge of at least one other European language

What benefits will I receive?

Your benefits will include a competitive starting salary and holiday entitlement. As an employee you will become a member of the Go Hilton Team Member Travel Program, which provides reduced hotel room rates for you, your family & friends! We look forward to explaining in detail the range of excellent benefits that you would expect from a global hotel organization like Hilton.