Please Note that this role could be based from our Corporate Offices in either Paris, Milan or Amsterdam
About Hilton
Hilton is one of the largest and fastest growing hospitality companies in the world, with more than 7,500 properties with more than 1M rooms in 126 countries and territories. In the 100+ years since our founding, we have defined the hospitality industry and established a portfolio of 23 world-class brands, with the emergence of the Tempo brand and including our flagship Hilton Hotels & Resorts brand, which is the most recognized hotel brand in the world. We have more than 110 million members in our award–winning customer loyalty program, 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 Director, Sports will proactively manage and grow key accounts for Hilton 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. The Account Director will develop account plans to drive market share into Hilton as well as identify and manage new business opportunities. The role will also have a key element of Business Development and identifying new accounts outside of their account base.
Position Summary
The Account Director will work in the HWS Paris Hub team with other Account Managers and Directors and will be responsible for driving Sports business into Hilton’s portfolio of hotels. The Account Director will be responsible for a set number of accounts to penetrate across the Sports vertical, but also prospecting new clients. This will include 100% Sports specialized 3rd Parties, specific departments of 3rd parties, Federations, Associations and Teams. The activities will include managing clients requests, driving Group business conversions, organizing familiarization trips, and presenting to customers on new hotel openings. Business Development could include negotiating transient and group agreements to drive share and attending relevant tradeshows representing Hilton Worldwide.
What will I be doing?
Planning Activities (25%)
- Develops Sports transient and group strategy and direction for the account base in line with 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 and externally.
- Manages customer requests o 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 (35%)
- Implements plans to ensure overall strategic direction of the account base and supports the company’s revenue strategies.
- Manages the RFP process, With the assistance of RFP Support and Sales Support teams, 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, utilizing Hilton Direct and Project Desk.
- 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 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.
Controlling Activities (15%)
- 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.
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.
- 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, 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.
- Ability to work independently.
- Ability to adjust plans and priorities as situations change.
- Prioritizes, organises, 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.
- 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.
- Adapts quickly and positively to any new situations.
To fulfill this role successfully, you must possess the following minimum qualifications and experience:
Required Qualifications
- A passion for Sports and an In-depth knowledge of business sector managed
- Work experience within the Sports Vertical, and strong clients’ references
- Hotel Sales / Global Sales Office experience
- To hold a University degree or experience in lieu thereof
- Significant work experience in customer facing, revenue generating roles including management experience
- Experience working in multi-cultural or international settings
- Fluency in both English and French is essential
- Proficient in Microsoft office applications and preferably Salesforce
It would be advantageous in this position for you to demonstrate the following capabilities and distinctions:
Preferred Qualifications
- Advanced degree preferred
- International experience advantageous
- Proven success working in a matrix organization
What will it be like to work for Hilton?
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!
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