Account Director, HWS - Malaysia

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An Account Director, Hilton Worldwide Sales (HWS), will manage and grow the value and share of wallet for key accounts for Hilton Worldwide. This role will be based in Kuala Lumpur and you will be accountable for the performance of selected accounts on a national and global basis residing in Malaysia. You will create and communicate the account strategies to develop and drive increased market share and demonstrate value to both internal and external customers.

• Develop strategy and direction for the account base in line with the company’s revenue strategies
• Accountable for the delivery of the strategy and activities of your account base
• Identify and evaluate new business opportunities within current account base
• Execute strategic account development plans (ADP) and supports communications of key messages internally and externally
• Develop strong relationships with key hotels that receive business from the account portfolio and understanding the hotels individually strategy

HOW YOU WILL MAKE AN IMPACT

Your role is important and below are some of the fundamental job duties that make your work unique.

Planning Activities

• Establish procedures and processes in relation to managing the account portfolio to drive market share
• Implement plans to ensure overall strategic direction of the account base and supports the company's revenue strategies
• Ensure relevant updates are sent both to internal and external stakeholders
• Establish and develop long term effective working relationships with key customers to drive business
• Networking with sub account handlers and global leads where relevant
• Strengthen relationships with key hotels and aligning strategies where relevant
• Maximize all opportunities by developing relationships with third parties (MICE agents)
• Build, implement and communicate the account strategies, delivering the expected targets
• Develop account plans that specify objectives timescales and sales activities to support the defined account strategy and ensure maximum opportunity for account penetration
• Accurately identify 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
• Review customer base to determine new opportunities for account penetration

Organizing Activities

• Ensure information relating to customer requirements, interests and marketing activities is kept up to date with relevant Hilton procedures
• Review ADP on a quarterly basis, updating records accordingly
• Maintain Salesforce to ensure accurate and up-to-date customer account information is kept

Directing Activities

• Ensure ADP is followed and achieved taking and providing feedback as necessary
• Provide accurate management reports to review account performance and communicate future plans accordingly
• Implement account specific marketing initiatives to help drive the business
• Agree marketing activity to underpin the account strategies and deliver increase market share
• Assess actual performance versus the target to ensure success and takes corrective actions where necessary
• Monitor and review the impact of marketing initiatives on the account strategy

WHY YOU’LL BE A GREAT FIT

You have these minimum qualifications:

• Bachelor's Degree
• 8 to 10+ years of relevant experience, preferably in above property set up
• In-depth knowledge of business sector and account management
• 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 to make strategic and tactical decisions
• Strong track record of strategic sales planning and execution to increase the market share and to achieve the sales target
• Lead by example to resolve conflicts, introduce change and ensure collaboration among others
• Demonstrate the highest standards of ethical behavior and absolute discretion with sensitive information
• Ability to take initiative to identify, prioritize and implement and adjust actions required to achieve functional goals
• Strong problem-solving skills including ability to address any issue in collaboration with others, identify and prevent potential problem
• Proven understanding of client’s business, including business plans, competitive environment and distribution channels and product financials
• Extensive understanding of local market and industry in Malaysia to make recommendations on how to achieve the targets
• Significant work experience in customer facing, revenue generating roles including management experience
• Good understanding of sales process, tools, measurements and systems
• Understanding of competition and marketing strategies
• Strong persuading and influencing skills
• Work independently with minimal control and direction
• Think and articulate a vision for business sales and capable of translating this into practical and tangible actions.
• Take calculated risks to achieve results in consultation with immediate supervisor and other relevant team members.
• Good relationship management skills and presents the appropriate professional image to customers and external contacts
• Ability to handle more than one task / situation at a time
• Flexibility to travel

WHAT IT IS LIKE WORKING FOR HILTON

Hilton, the #1 World’s Best Workplace, is a leading global hospitality company with a diverse portfolio of world-class brands. Dedicated to filling the earth with the light and warmth of hospitality, we have welcomed more than 3 billion guests in our more-than 100-year history. Hilton is proud to have an award-winning workplace culture and we are consistently named among one of the World’s Best Workplaces. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton!

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