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Account Director - BEAC (Big Events Associations and Conventions)

Location:
GB - Watford
Date Posted:
30/11/16 22:30
Company Name:
Hilton Hotels and Resorts
The Account Director - BEAC will identify manage and grow the highest value and largest potential Share of Wallet accounts for Hilton Worldwide. Value of these accounts will be in excess of $12m to Hilton Worldwide. The role will look after these accounts on a local, national, International & Global basis where relevant. They will be developing an understanding of and relationship with a portfolio of BEAC Accounts in order to exceed short and long term revenue targets for Hilton in the UK and Overseas. This will contribute towards a constant improvement in matching Big Event selling strategy to the needs of Hilton's Big Event hotels.

The Account Director - BEAC role will work with a Team of 4 plus the BEAC coordinator. Their role will be to identify annual Big Events, defined as over $50K and move these events around the Hilton Worldwide estate. They act as a Buddy to a specified European Region assisting the hotels to conduct business with the BEAC team and support the conversion of Event business. They also act as a Buddy to a Big Event hotel in EMEA and assist with conversion of business.

What will it be like to work for Hilton Worldwide?
With thousands of hotels in over 100 countries and territories, Hilton Worldwide offers countless opportunities to delight. From an open door to a welcoming smile and an exceptional experience, we offer the millions of travellers who stay with us every year a welcome they will never forget. If you appreciate the impact global travel can have on the world you may be just the person we are looking for to work as a Hilton Worldwide Team Member. Because it's with Hilton Worldwide where we never forget the reason we're here: to delight our guests, Team Members, and owners alike.

What will I be doing?

Planning Activities 20%
* 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 and directs their achievement.
* Establishes relevant procedures and processes.
* Accountable for the delivery of the strategy and activities of the sales function.
* Total account management focus where applicable.
* Quickly determine the segments within the accounts that provide the greater opportunities.

Organizing Activities 50%
* Identifies resources, oversees activities and confers with key stakeholders to ensure objectives of the team (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.
* Develops account plans that specify objectives and sales activities to support the defined account strategy and ensure maximum opportunity for account penetration.
* Establishes and develops long term effective working relationships with key customers to drive business.
* Depending on the segment, manages the RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton, for corporate transient clients as well as airlines.
- Handles the strategic relationship with MICE / CMTG clients and handles group requests, at times supported by a coordinator or venue finder (may be specializing on a specific segment like Sports or Pharma)
- Handles the strategic relationship with leisure operators (e.g. including rate negotiations, intermediary agreements, sales promotions)
* 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, ADP, 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.

Directing Activities 10%
* Directs development and administration of team activities.
* Provides direction to team members and establishes work priorities to achieve management objectives for those accounts managed by incumbents.
* Executes organisational directives and encourages achievement of goals through motivation, communication and leadership.

Staffing Activities 5%
* Ensures weekly 1:1's are conducted with coordinator as appropriate to accomplish goals.

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 approved budgets and adjusts 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 through the use of 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 cross referenced and to ensure relevant hotels are well aware of the 'Customer value' when dealing with a tender coming from a specific customer.
* Attendance at sales workshops.
* 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.
* Additional task may be required

What are we looking for?

* Excellent communication skills: presentations, written and public speaking
* Good understanding of sales process, tools, measurements and systems
* Good knowledge of market segments and pricing strategies
* Understanding of competition and marketing strategies
* Strong in account management
* Strong persuading and influencing skills
* Ability to direct collaboration among cross-functional teams including external resources
* Ability to analyse 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 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 provide development and mentoring to others
* Budget development and management skills
* Ability to work independently and manage the work of others
* Ability to deliver performance feedback to subordinates to improve overall performance
* Ability to adjust plans and priorities as situations change
* Prioritizes, organizes and uses a systematic approach to get things done
* Abil

Job Categories
Sales
Property
Hilton - Regional Headquarters - Europe
Entry Level Position
No