The Account Manager - Mumbai will proactively acquire new accounts for Hilton Hotels in India across managed segments of business. He/She will look after these accounts on a national basis and be accountable for the performance for Hilton Hotels in India. This role will need to have clear understanding of the hotels business strategies and determine action plans aligned to the strategies. He/She will also be responsible to create and communicate the account strategies in order to drive increased market share and demonstrate value to both internal and external customers.
The Account Manager - Mumbai will work in the Hilton Worldwide Sales (HWS) team with other team members and be responsible for acquiring, nurturing and growing new accounts to drive business to Hilton India Hotels from their assigned territories account inline with the companies revenue strategies. He/She will be responsible for driving group business, PERM and IBT on a national basis from these accounts. The activities will include managing transient RFP's/ LNR agreements, driving Group business conversions, organising familiarisation trips and presenting to customers on new hotel openings. As Account Manager, you will be responsible for performing the following tasks to the highest standards:
Execute strategic account development plans and support communications of key messages internally & externally.
Follow estalished procedures and processes in relation to managing the account portfolio to drive market share.
Total account management focus, quickly identifying which segments of the business have the most opportunity to drive share.
Manage customer RFP's / LNR contracting to add relevant Hilton hotels as preffered hotels to drive market share.
Accountable for the delivery of the strategy and activities of their account base.
Develop strong relationships with key hotels that receive business from the account portfolio and understanding the hotels individually strategy.
Review Account Development Plans on a quarterly basis, updating records accordingly.
Account penetration to establish multiple level of contacts.
Conduct daily sales calls and arrange site inspection trips to hotels by corporate clients.
Establish and develop long term effective working relationships with key customers to drive business.
Provide quick and timely responses, immediate communication to the properties, develop professional long term business relationships.
Implement plans to ensure overall strategic direction of the account base and support the company's revenue strategies.
Ensure relevant updates are sent both to internal and external stakeholders.
Monitor and review the impact of marketing initiatives on the account strategy.
Networking with sub account handlers and global leads where relevant.
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 account strategy.
Accurately identifiy the level of influence and decision making power of contacts in the customer organisation and use 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.
Assess actual performance versus the target to ensure success and takes corrective actions where necessary.
Ensure Account Development plan is followed and achieved providing feedback as necessary.
Ensure RFP processes are followed in line with the Hilton Best Practice.
Ensure accurate and up-to-date customer account information and database is maintained.
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 hotels to ensure tasks are carried out as directed by the customer.
Review customer base to determine new opportunities for account penetration.
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 business coming from a specific customer.
Attendance at sales workshops.
Involvement in various projects to support the HWS 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.
An Account Manager - Mumbai 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, behaviors, skills, and values that follow:
University degree or experience in lieu thereof.
Work experience of a minimum of 5 years in customer facing & revenue generating role.
Experience working in multi-cultural or international settings.
Excellent communication skills: presentations, written and public speaking.
Ability and drive to identify, acquire & grow new accounts.
Abilty to direct collaboration among cross-functional teams including external resources.
Ability to analyse departmental financial data in order 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 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.
Budget development and management skills.
Ability to work independently and manage the work of others.
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.
Independent and able to work with minimal control and direction.
Take calculated risks to achieve results in consultation with immediate supervisor and other relevant team members.
Able to multi-task, adapt quickly and positively to new situations.
Hospitality industry experience preferred in Sales, Marketing, Revenue or Operating roles.
Regional Hotel Sales or Multiple Property Sales team experience advantageous.
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!