Account Manager

An Account Manager – Hilton Worldwide Sales (HWS) will manage and grow the value and ‘share of wallet’ of accounts for Hilton Worldwide in Indonesia. The role will be based in Jakarta, and you will be accountable for the performance of selected Meetings, Incentives, Conferences, and Exhibitions (MICE) accounts (80%) and Corporate accounts (20%) on a local, national, and global basis. You will communicate the account strategies to develop and drive increased market share and demonstrate value to both internal and external customers.

• Accountable for the delivery of the strategy and activities of their account base as primary point of contact

• Identify and evaluate new business opportunities within current account base

• Execute Account Plans and support communications of key messages internally and externally

• Develop strong relationships with key hotels that receive business from the account portfolio and understand the hotels’ individual strategy

• Be owner agnostic

WHY YOU’LL BE A GREAT FIT

You have these minimum qualifications:

• Bachelor’s degree (BA/BS)

• 3 to 5 years’ experience, preferably in above-property set up

• Work experience in customer-facing, revenue-generating roles

• Fluency in spoken and written Bahasa Indonesia and English

• Good relationship management skills and the ability to present an appropriate professional image to customers and external contacts

• Deep understanding of the local market and industry to make recommendations on how to achieve targets

• Proven understanding of client’s business, including business plans, the competitive environment, distribution channels, and product financials

• Good understanding of sales process, tools, measurements, and systems

• Strong communication skills including presentations, writing and public speaking

• Ability to direct collaboration among cross-functional teams, including external resources 

• Ability to demonstrate the highest standards of ethical behaviour and absolute discretion with sensitive information

• Ability to take initiative to identify, prioritise, implement, and adjust actions required to achieve functional goals

• Strong problem-solving skills, including ability to address any issue in collaboration with others and identify and prevent potential problems

• Ability to analyse departmental financial data to make strategic and tactical decisions 

• Ability to work independently with minimal control and direction

• Understanding of competition and marketing strategies

• Ability to handle more than one task or situation at a time

• Ability to take calculated risks to achieve results in consultation with immediate supervisor and other relevant team members

• Flexibility to travel as required (30%)

It would be useful if you have:

• Hospitality industry experience preferred in Sales, Marketing, Revenue or Operating roles

• In-depth knowledge of business sector

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

• Maintain regular communication to understand client needs, priorities, and upcoming opportunities

• Ensure relevant updates are sent to internal and external stakeholders

• Establish and develop long term effective working relationships with key customers to drive business

• Strengthen relationships with key hotels and align strategies where relevant

• Maximise all opportunities by developing relationships with third parties (MICE agents)

• Build, implement and communicate the account strategies, and deliver 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 use 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 participation and attendance at industry conferences and events, where required

• Ensure information relating to customer requirements, interests and marketing activities is kept up to date through the use of relevant Hilton procedures in SalesForce

• Review ADP on a quarterly basis and update records accordingly

• Maintain Salesforce to ensure accurate and up-to-date customer account information is kept

• Support Sales weeks and blitzes

• Host call for key hotels to support with conversion

Directing Activities

• Ensure ADP is followed and achieved, while taking and providing feedback as necessary

• Provide insight to review account performance and communicate future plans accordingly

• Implement account specific marketing initiatives to help drive the business

• Assess actual performance versus the target to ensure success and take corrective actions where necessary