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希尔顿大中华区及蒙古集团总部

    职位:销售经理,希尔顿全球销售

  • 职位性质:全职
  • 工作地区:上海市
  • 招聘人数:1人
  • 学  历:不限
  • 工作经验:不限
  • 所 在 地:上海市
  • 户 籍 地:全国 全国
  • 提供食宿:不限
  • 年龄要求:不限
  • 计算机能力:不限
  • 语言要求:不限
  • 国际联号工作经历:不限
  • 薪资待遇:1万-1.5万
  • 职位有效期:2020-09-08至2020-11-07

岗位职责/职位描述

The Account Manager will proactively manage and grow Share of Wallet accounts for Hilton Worldwide. The role will look after these accounts on a local, national, international and global basis, where relevant and be accountable for the performance of their account portfolio. They will be required to manage one key or multiple segments, either corporate, MICE, leisure, and/or Chinese Local Accounts etc. They will create and communicate the account strategies in order to drive increased market share and demonstrate value to both internal and external customers.


What will I be doing?

As Account Manager, you will work in the Hilton Worldwide Sales team with other account managers / directors, and will be responsible for driving both group business and transient business into Hilton’s portfolio of hotels on a national and global basis. The Account Manager will be responsible for a set number of accounts to penetrate across all segments of the business. The activities will include managing transient RFP's, driving Group business conversions, 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 representing Hilton Worldwidel. Specifically, you will be responsible for performing the following tasks to the highest standards:



Planning Activities 15%

  • Develops strategy and direction for the account base inline with the companies 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 RFP’s 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 understanding the hotels individually strategy.

Organizing Activities 70%

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

  • Manages the RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton.

  • Directs assignment of tasks ensuring optimum allocation of resources, utilising the Venue Finder and HWS Co-ordinator.

  • 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.

  • 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).

  • 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 organisation and uses these to secure business.

  • Attendance at Industry Conferences and events.

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

Staffing Activities 5%
  • Ensures regular 1:1’s are conducted with coordinator / Venue Finder as appropriate to accomplish goals.

Controlling Activities 10%

  • Asesses 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.

  • 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 through the use of relevant Hilton procedures.

  • Work with the support team (Venue Finder / Co-coordinator) 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 hotels to ensure productive and effective meetings are established and customer information cross referenced and to ensure relevant hotels are well aware of the ‘Customer value’ when dealing with a tender coming from a specific customer.

  • Support office head and AD to organize and participate in related sales activities, including China showcase, cluster sales calls, FAM trips, customer appreciation event etc.

  • Attendance at sales workshops.

  • Involvement in various projects to support the Hilton Worldwide Sales team’s strategies.

  • Support Colleagues to achieve appointments with our clients for Sales Weeks.

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

  • Additional supportive functions as appropriate.


What are we looking for?

The Account Manager serving Hilton brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should maintain the attitude, behaviours, skills, and values that follow:

  • Excellent communication skills: presentations and written communications
  • Significant work experience in customer facing, revenue generating roles including management experience
  • Experience working in multi-cultural or international settings
  • Ability to take initiative to identify, prioritise 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
  • 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
  • Ability to direct collaboration among cross-functional teams including external resources
  • Ability to analyse departmental financial data in order 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 provide development and mentoring to others 
  • Ability to work independently and manage the work of others
  • Abiility to deliver performance feedback to subordinates to improve overall performance
  • 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.
  • Adapts quickly and positively to any new situations.
  • University degree or experience in lieu thereof
  • Work experience in customer facing, revenue generating roles including management experience
  • Experience working in multi-cultural or international settings
  • Fluency in English
  • 3-5 years of related experience

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

  • Advanced degree preferred
  • Hospitality industry experience preferred in Sales, Marketing, Revenue or Operating roles
  • In-depth knowledge of business sector manage
  • International experience advantageous
  • Fluency in English
  • Master Degree
  • 5-7 years of related experience