An Account Director, Area Sales Office (ASO) will manage and grow the highest value and largest potential Meetings, Incentives, Conferences, and Exhibitions (MICE) accounts for ASO - India. The role will be based in Delhi. You will look after these MICE accounts on a local, national, international and global basis, where relevant and be accountable for the performance of selected MICE accounts across these various regions. You will create and communicate the MICE account strategies to drive increased market share and demonstrate value to both internal and external customers.

\n\nAccountable for the performance of key and strategic MICE accounts\nProactively manage the team and relationships with customers, as well as internal stakeholders such as VPs, GMs, Commercial Directors, and Hotel Managers\nCreate and communicate the MICE account strategies to drive increased and unfair share\nResponsible for the implementation and execution of various projects that will drive unfair share \nBe owner agnostic\n\n

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HOW YOU WILL MAKE AN IMPACT

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

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Planning Activities

\n\nDevelop MICE account management which increases Hilton’s market power and matches the way customers choose to buy\nDevelop the right account plans and strategies focusing on shifting unfair share\nDevelop plans to implement long-term goals for MICE business that are the basis for short-term goals and annual operational planning\nDetermine the segments within the MICE accounts that provide the greater opportunities\nDevelop powerful personal relationships with decision makers and influencers within the top MICE accounts\nActively seek out new sources of business from existing / new MICE accounts\nDevelop objectives that are aligned with the business\nDevelop Hilton best practice to ensure accurate and up-to-date customer account information is kept\n\n

Organizing Activities

\n\nExecute strategic MICE account development plans and support communication of key messages internally and externally\nImplement plans to ensure overall strategic direction of the MICE account base and support Hilton’s revenue strategies\nPlan and direct assignment of tasks ensuring optimum effectiveness and use of resources\nMonitor and review the impact of marketing initiatives on the MICE account strategy\nOrganize quarterly business reviews with key MICE accounts and discuss performance and corrective actions where needed\nNetwork with sub MICE account handlers and global leads where relevant\nProvide accurate management reports to review account performance and communicate future plans\n\n

Directing Activities

\n\nDirect development and administration of team (where applicable)\nProvide direction to team members (where applicable) and establish work priorities to achieve management objectives for those accounts managed by incumbents\nExecute organisational directives and encourage achievement of goals through motivation, communication, and leadership\nImplement account specific marketing initiatives to help drive the business\nDirect marketing activity to underpin the MICE account strategies and deliver increased customer / market share\n\n

Controlling Activities

\n\nContribute towards development and administration of team activities\nDirect and implement proper controls and systems to ensure team achieves objectives\nAssess actual performance to ensure success and takes corrective actions\nEstablish and enforce policies and procedures to improve overall operations\nWork within approved budgets and adjusts activities and expenses to ensure optimal financial results\nEnsure information relating to customer requirements, interests and marketing activities is kept up to date through the use of relevant Hilton procedures\nReview customer base to determine new opportunities for account penetration\n\n

Supportive Functions

\n\nCommunicate 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\nSupport sales weeks and blitzes\nSupport joint calls for colleagues visiting\nOrganize familiarization trips and support the hotels with client attendance\nHost calls for the key hotels to support with conversion\nAdditional task may be required\n\n

WHY YOU’LL BE A GREAT FIT

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You have these minimum qualifications:

\n\nBachelor’s degree (BA / BS)\nStrong in account management, budget development, persuading and influencing skills\nExperience in leading a regional sales team\nExcellent communication skills: presentations, written and public speaking\nGood relationship management skills, with ability to direct collaboration among cross-functional teams including external resources\nLead by example to resolve conflicts, introduce change and ensure collaboration among others\nAbility to analyse departmental financial data in order to make strategic and tactical decisions\nAbility to take initiative to identify, prioritise and implement and adjust actions required to achieve functional goals\nStrong problem-solving skills, including ability to address any issue in collaboration with others, identify and prevent potential problems\nProven understanding of client’s business, including business plans, competitive environment and distribution channels, and product financials\nExtensive understanding of local market and industry in order to make recommendations on how to achieve the targets\nGood understanding of sales process, tools, measurements, and systems\nUnderstanding of competition and marketing strategies\nAbility to think and articulate a vision for business sales and capable of translating this into practical and tangible actions\nAbility to work independently with minimal control and direction\nTake calculated risks to achieve results in consultation with immediate supervisor and other relevant team members\nSignificant work experience in customer-facing, revenue-generating roles, including management experience\nAbility to manage more than one task / situation at a time\nDemonstrate the highest standards of ethical behaviour and absolute discretion with sensitive information\nExperience working in multi-cultural or international settings\nFluency in spoken and written English\nFlexibility to travel as required\n\n

It would be useful if you have:

\n\nAdvanced degree preferred\nSignificant hospitality industry experience preferred in a sales role\nIn-depth knowledge of business sector\n\n

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WHAT IT IS LIKE WORKING FOR HILTON

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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!