Account Director UK&I 

Account Director UK&I 

Position: Account Director

Department: Sales

Location: Hilton London Kensington

Scope: Commercial Services Europe Area

Full Time

Salary Offered: up to £38000 plus bonus, company car and health plan

 

Position Statement:

The Account Director will manage and grow the highest value and largest potential Share of Wallet accounts for Owned & Operated Hotels in the UK&I on a National basis and will also be responsible for driving inbound business from the APAC region. This role will create and communicate the account strategies in order to drive increased market share and demonstrate value to both internal and external customers. With a passion for maintaining & developing relationships with all customers and stakeholders, the ideal candidate will have a strong hotel commercial background, and an excellent understanding of working with international partners. This role is for Owned and Operated UK&I hotels only. The position is hybrid with an office base at Hilton London Kensington. Note that frequent travel to the London office is required as well as some international travel.

 

Position Summary:

Planning Activities 40% 

Develops 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 plans to implement long term goals for the business that are the basis for short term goals and annual operational planning. Develops appropriate objectives for team and directs their achievement. Accountable for the delivery of the strategy and activities of the sales function. Total account management focus. Quickly determine the segments within the account that provide the greater opportunities.  

 Organizing Activities 35%

Implements plans to ensure overall strategic direction is consistent and supported by other areas. Identifies resources, oversees activities and confers with key stakeholders to ensure objectives of the team and sales function are accomplished. Directs assignment of tasks ensuring optimum allocation of resources. Ensures management communication plan is properly executed. Oversees and evaluates business processes to maximize efficiency and effectiveness. 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 UK&I Owned and Operated hotels. Works the opportunities via third parties (e.g. airlines, travel agent). 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. Accurately identifies the level of influence and decision making power of contacts in the customer organization and uses these to secure business. Accountable for communicating the strategy, ADP and activities on a quarterly basis, along with relevant issues, opportunities and successes.  

  

Directing & Controlling Activities 15% 

Reviews Account Development Plans on a quarterly basis, updating records accordingly. Implements account 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. Reviews customer base 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 tradeshows.  

Specific Job Knowledge, Skill and Ability 

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.

 

Required

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 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 behavior 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. 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. 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 English.  

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 preferred in Sales, Marketing, Revenue or Operating roles. In-depth knowledge of business sector(s) they manage. International experience advantageous, ideally with the APAC Region. Working knowledge of at least one other language