Account Manager- Dubai

Account Manager- Dubai

JOB DESCRIPTION

The Account Manager  will identify, manage, and grow the highest value and largest potential accounts for Hilton worldwide in Qatar, and Kuwait. The role will look after these accounts on a local, national, and global basis where relevant. The Account Manager will be developing and fostering the relationship with a portfolio of Corporate Accounts to exceed transient and group revenue targets for Hilton worldwide.

The Account Manager – Business Travel role will work within the HWS Arabian Peninsula Team and will report to the Account Director – Business Travel.

What will  you  be doing?

Planning Activities 30%

Develops strategies and directions for accounts in remit.

• Identifies and evaluates segment related 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.
• Accountable for the delivery of the strategy and activities of the sales function.
• Total account management focus where applicable.

Organizing Activities 55%

• Identifies resources, oversees activities, and confers with key stakeholders to ensure objectives of the role (where applicable) and sales function are accomplished.
• Implements plans to ensure overall strategic direction of the account base and supports the company’s revenue strategies.
• Establishes and develops long term effective working relationships with key customers to drive business.
• Leads the RFP process for corporate clients, negotiates contracts, pricing, and terms.#
• Manages the meeting RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton.
• Ensures relevant updates are sent both to internal and external stakeholders.
• Monitors and reviews the impact of marketing initiatives on the account strategy.
• Networking with sub account handlers and global leads where relevant.
• Strengthening relationships with key hotels and aligning strategies where relevant.
• Accountable for communicating the strategy, account development plan, and activities on a regular basis, along with relevant issues, opportunities, and successes.
• Manages cross-functional links to other teams, departments, and functions.
• Regular meetings to take place to account base throughout the sales territory.
• Attends relevant industry conferences and events

Controlling Activities (where applicable) 15% 

• Directs and implements proper controls and systems.
• Assesses actual performance to ensure success and takes corrective actions.
• Establishes and enforces policies and procedures to improve overall operations.
• Works within the approved process for activities and expenses to ensure optimal financial results.
• Develops and maintains Hilton Best Practice 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 using relevant Hilton procedures.
• 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 is cross referenced.
• Attendance at sales workshops and major industry events.
• Support sales weeks and blitzes.
• Support joint calls for colleagues visiting.
• Organise familiarisation trips and support the hotels with client attendance.
• Host WebEx calls for the key hotels to support with conversion.

What are we looking for?

• Excellent communication skills: presentations, written and public speaking
• Good understanding of sales process, tools, measurements, and systems
• Self-reliant, working with minimal control and direction
• Good knowledge of the Business Travel segment, including local and global contracting.
• Strong in account management
• Strong persuading and influencing skills
• Ability to analyse account performance data to make strategic and tactical decisions
• Demonstrates the highest standards of ethical behaviour and absolute discretion with sensitive information
• Good problem-solving skills
• Prioritises, organises, and uses a systematic approach to get things done
• Self-reliant, working with minimal control and direction
• Takes calculated risks to achieve results in consultation with immediate supervisor and other relevant team members
• Has good relationship management skills and presents the appropriate professional image to customers and external contacts

Minimum Qualifications

• University degree or experience in lieu thereof
• Significant work experience in customer facing, revenue generating roles within the Business Travel segment including account management, especially in Qatar
• Experience working in multi-cultural or international settings
• Fluency in English, preferably in Arabic too
• Proficient in Microsoft office applications and Sales Force
• Flexibility to travel

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!