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About the job
The Account Director MICE for the Arabian Peninsula (UAE, Qatar, Kuwait & Oman) will identify, manage and grow the highest value and largest potential accounts for Hilton Worldwide based in Arabian Peninsula. Value of these accounts will be in the region of $1-3 M to Hilton annually. In this role, you will look after these accounts on a local, national, international and global basis where relevant. You will be developing and fostering the relationship with a portfolio of major MICE Accounts in order to exceed short and long-term revenue targets for Hilton in Middle East and Overseas.
Although this is a hybrid role, you will also work within the HWS Arabian Peninsula Team based in our Dubai Area Office. You role will be to identify and generate major group leads and move these events around the Hilton Worldwide Estate.
So, what will I be doing?
Role
We believe the role can be best defined by the following activities
Well sit back and relax. We’ve put together quite some information. So fasten your seatbelt and enjoy the reading ride.
Planning Activities 20%. You will:
Develop strategies and directions for accounts in remit.
Identify and evaluate business opportunities for the company and directs accordingly.
Execute strategic account development plans and supports communications of key messages internally and externally.
Develop plans to implement long term goals for the business that are the basis for short term goals and annual operational planning.
Establish relevant procedures and processes.
Be accountable for the delivery of the strategy and activities of the sales function.
Have a total account management focus where applicable.
Quickly determine the segments within the accounts that provide the greater opportunities.
Next, Organizing Activities 50%. You will:
Identify resources, oversee activities, and confer with key stakeholders to ensure objectives of the role (where applicable) and sales function are accomplished.
Implement plans to ensure overall strategic direction of the account base and supports the companys revenue strategies.
Develop account plans that specify objectives and sales activities to support the defined account strategy and ensure maximum opportunity for account penetration.
Establish and develop long term effective working relationships with key customers to drive business.
Manage the meeting RFP process ensuring the correct procedures are in place to support the client and drive business into Hilton.
Manage the strategic relationship with MICE clients and handles group requests, at times supported by Hilton Direct.
Ensure relevant updates are sent both to internal and external stakeholders.
Monitor and review the impact of marketing initiatives on the account strategy.
Be networking with sub account handlers and global leads where relevant.
Strengthen relationships with key hotels and aligning strategies where relevant.
Be accountable for communicating the strategy, account development plan, and activities on a regular basis, along with relevant issues, opportunities and successes.
Manage cross-functional links to other teams, departments and functions.
Regular meetings to take place to account base throughout the sales territory.
Attend relevant industry conferences and events
Furthermore, Directing Activities 10%. You will:
Provide direction to Hilton Direct buddy to establish working priorities to achieve objectives for the managed accounts.
Execute with Hilton Direct buddy to achieve account goals through motivation, communication and leadership.
Followed by Staffing Activities 5%. You will:
Ensure regular 1:1 meetings are conducted with Hilton Direct / Sales Support as appropriate to accomplish goals.
And finally, Controlling Activities (where applicable) 15%. You will:
Direct and implement proper controls and systems.
Assess actual performance to ensure success and takes corrective actions.
Establish and enforce policies and procedures to improve overall operations.
Work within the approved process for activities and expenses to ensure optimal financial results.
Develop and maintain Hilton Best Practice to ensure accurate and up-to-date customer account information is kept.
Ensure information relating to customer requirements, interests and marketing activities is kept up to date through the use of relevant Hilton procedures.
Provide accurate management reports to review account performance and communicate future plans.
Review customer base to determine new opportunities for account penetration.
Supportive Functions
In addition to performance of the essential functions, you 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. This includes:
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.
To attend at sales workshops.
To support sales weeks and blitzes.
To support joint calls for colleagues visiting.
To organise familiarisation trips and support the hotels with client attendance.
To host WebEx calls for the key hotels to support with conversion.
Additional Task May Be Required
Still with us? Excellent. So that’s pretty much everything about the role. Now let’s focus on the most successful candidate..
What are we looking for? Every role has its specifics. For this role, a successful candidate has the following skills. You
Have excellent communication skills: presentations, written and public speaking
Have a good understanding of sales process, tools, measurements and systems
Have good knowledge of the group, meetings and event market segment, their RFP processes and pricing strategies
Understand the competition and marketing strategies
Are strong in account management
Have strong persuading and influencing skills
Are able to direct collaboration among cross-functional teams including external resources
Are able to analyse departmental financial data in order to make strategic and tactical decisions
Lead by example to resolve conflicts, introduce change and ensure collaboration among others
Demonstrate the highest standards of ethical behaviour and absolute discretion with sensitive information
Are able to take initiative to identify, prioritise and implement actions required to achieve functional goals
Have 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
Are able to provide development and mentoring to others
Are able to work independently and manage the work of others
Are able to deliver performance feedback to team members to improve overall performance
Are able to adjust plans and priorities as situations change
Prioritise, organise and use a systematic approach to get things done
Are able to think and articulate a vision group, meetings and events sales and capable of translating this into practical and tangible actions
Are self-reliant, working with minimal control and direction
Take calculated risks to achieve results in consultation with immediate supervisor and other relevant team members
Contribute and are effective when team working with peers
Have good relationship management skills and present the appropriate professional image to customers and external contacts
Can handle more than one task/situation at a time
Ideally you
University degree or experience in lieu thereof
Significant work experience in customer facing, revenue generating roles within the Group, Meetings and Events segment including account management experience
Experience working in multi-cultural or international settings
Fluency in English. Arabic is considered a plus
Proficient in Microsoft office applications and Sales Force
Flexibility to travel
Sounds like you? Great! we’re looking forward to receive your application
What is it like working for Hilton?
The future of hospitality is bright at Hilton: 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 Worlds Best Workplaces.
We support the mental and physical wellbeing of all Team Members, so they can Thrive, thanks to innovative programs and benefits such as workplace flexibility, career growth and development, and our Go Hilton Team Member Travel discount program. Hilton prioritizes understanding and integrating our Team Members unique perspectives and voicesalong with those of our Guests, Owners, Suppliers, and Partnersto cultivate a diverse and inclusive environment for all. Check out the Hilton Careers blog and Instagram to learn more about what its like to be on Team Hilton!
We are an equal opportunity employer and value diversity at our company. We will ensure that qualified individuals with protected disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions of his or her role, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
