Account Manager Corporate

Position Statement

The Account Manager, Corporate will be responsible for managing and growing a portfolio of corporate accounts across Germany, Austria and Switzerland for Hilton's global portfolio of hotels. 

The role will look after these accounts on a local, national, international and global basis where relevant.  

The Account Manager will develop and execute account plans that support Hilton's commercial objectives, strengthen customer relationships and drive increased market share across the assigned portfolio. 

The role will work closely with customers, hotels and internal stakeholders to identify new business opportunities, maximize account performance and deliver value to both Hilton and its customers.  

The Account Manager is accountable for the performance of their assigned accounts and will be responsible for identifying growth opportunities, driving customer engagement and delivering agreed revenue objectives.

Through effective account management and collaboration, the role will support the growth of both Individual Business Travel and Meetings & Events business where relevant. 

Specific Job Knowledge, Skill & Ability

The individual must possess the following knowledge, skills and abilities and be able to perform the essential functions of the role, with or without reasonable accommodation:

•    Excellent written, verbal and presentation skills.
•    Ability to build effective relationships and collaborate across cross-functional teams.
•    Strong commercial and analytical skills, with the ability to interpret data and identify business opportunities.
•    Demonstrates sound judgment, professionalism and discretion when handling sensitive information.
•    Takes initiative, prioritises effectively and delivers against agreed objectives.
•    Strong problem-solving skills with the ability to identify issues, develop solutions and drive results.
•    Able to work independently while contributing effectively as part of a team.
•    Adaptable and responsive to changing priorities and business needs.
•    Organised and disciplined, with the ability to manage multiple projects and deadlines simultaneously.
•    Strong customer relationship management and influencing skills.
•    Commercially minded, with the ability to translate opportunities into practical actions that drive revenue growth.
•    Self-motivated and results-oriented, requiring minimal supervision.
•    Demonstrates a collaborative approach and positively supports change and continuous improvement.
•    Maintains a professional image and represents Hilton effectively with customers and external stakeholders.

Required Qualifications
•    Proven Sales or Account Management experience, gained within the Hospitality industry or Travel Management Company (TMC) sector 
•    University degree or equivalent experience.
•    Experience in customer-facing, revenue-generating roles.
•    Fluency in both German and English.
•    Strong commercial, communication and relationship management skills.
•    Proficiency in Microsoft Office applications and CRM systems.

Preferred Qualifications
•    In-depth knowledge of business sector managed 
•    International experience advantageous

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Planning Activities (25%)
•    Develop account plans for accounts within the assigned portfolio.
•    Identify and evaluate opportunities to increase market share and revenue performance.
•    Execute account development plans and support communication of key messages internally and externally.
•    Develop customer engagement plans designed to strengthen relationships and increase loyalty.
•    Identify opportunities for transient, group and meetings business where relevant.
•    Establish relevant procedures and processes to support the achievement of account objectives.
•    Develop strong relationships with key hotels receiving business from the account portfolio and understand individual hotel strategies.

Organising Activities (45%)
•    Manage a portfolio of corporate accounts and deliver agreed commercial objectives.
•    Develop account plans that define objectives, sales activities and timelines to support market share growth.
•    Establish and maintain effective long-term relationships with key customer contacts.
•    Coordinate customer requests and opportunities through Hilton Direct and other support functions.
•    Ensure relevant updates are communicated to both internal and external stakeholders.
•    Build strong relationships with key hotels and align commercial activities where appropriate.
•    Accurately identify decision-makers and key influencers within customer organizations and use these relationships to secure business.
•    Maximize opportunities through collaboration with third parties, hotel partners and internal Hilton stakeholders.
•    Conduct regular customer meetings, business reviews and account planning discussions.
•    Attend relevant industry conferences, customer events and trade shows.

Directing Activities (10%)
•    Execute agreed commercial initiatives designed to increase account production and market share.
•    Review account plans regularly and update Salesforce records accordingly.
•    Implement account-specific marketing activities that support revenue growth objectives.
•    Ensure commercial activities remain aligned with customer requirements and Hilton priorities.

Controlling Activities (20%)
•    Review account performance against revenue targets and implement corrective actions where required.
•    Ensure account development plans are followed and objectives are achieved.
•    Ensure RFP processes are managed in accordance with Hilton best practices and Salesforce guidelines.
•    Maintain accurate and up-to-date customer account information within Salesforce.
•    Ensure information relating to customer requirements, interests and marketing activities is maintained through Hilton systems and procedures.
•    Work with support teams including RFP Support, Sales Support, Hilton Direct and Project Desk to ensure customer requirements are delivered effectively.
•    Provide accurate management reports to review account performance and communicate future plans.
•    Review the account portfolio regularly to identify additional opportunities for account penetration and revenue growth.

Supportive Functions
In addition to the essential functions of the role, the Account Manager may be required to undertake a combination of the following activities, with the allocation of time determined by business needs:

•    Maintain regular communication with hotels to ensure effective collaboration, sharing of customer insights and alignment on key business opportunities.
•    Attend sales workshops, training sessions and industry events.
•    Participate in projects that support wider HWS strategic objectives.
•    Support joint customer calls and meetings with colleagues and internal stakeholders.
•    Plan and attend familiarisation trips and customer engagement activities in line with account plans.
•    Perform additional duties and responsibilities as required.