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The Account Director is responsible for building and strengthening relationships with existing International MICE partners and HWS in selected markets while also identifying and developing new opportunities and partnerships through strategic activities. This role's primary focus will be on the China and SE Asia markets.

They will be responsible for managing inbound MICE and will be held accountable for the performance of their assigned markets in developing inbound business. They will create, execute, and communicate market strategies and plans to increase market share and provide value to internal and external customers.

Mandarin speaking and writing skills are preferred but not required.

What will I be doing?

The Account Director's primary responsibility is to supervise the performance of key markets in a strategic manner. This involves actively managing relationships with both external customers and internal stakeholders, including CD, DOS, ADOS, International MICE Teams, and Hilton Worldwide Sales (HWS). The Account Director must devise and communicate market strategies to increase market share and be accountable for executing various projects to help achieve this goal. Additionally, the Account Director participates in tradeshows and sales trips and organizes client events. They will report to the Cluster Director of Sales.

Planning Activities:

• Develop market strategies and directions, including evaluating business opportunities in new international markets, trade shows, and sales missions.
• Create and execute market development plans that communicate vital messages internally and externally.
• Establish long-term goals for the business, which will form the basis for short-term goals and annual operational planning.
• Develop specific objectives and procedures to achieve these goals.
• Be responsible for the delivery of the sales function's strategy and activities.
• Identify the market segments that offer the most opportunities as quickly as possible.

Organizing Activities:

• Identify resources, oversee activities, and ensure objectives are met.
• Implement plans to support the company’s revenue strategies.
• Develop MICE plans to penetrate the market.
• Establish and maintain working relationships with key customers.
• Work closely with HWS Sales Teams, providing regular updates.
• Handle strategic relationships with MICE and International Wholesale customers.
• Plan and execute sales missions, tradeshows, and events.
• Hold quarterly business reviews to evaluate performance, identify opportunities, and address issues.
• Manage cross-functional links and attend industry events.

Managing Activities (where applicable):

• Implements and directs appropriate controls and systems.
• Evaluate actual performance to ensure success and take corrective measures if necessary.
• Establishes and enforces policies and procedures to enhance overall operations.
• Operates within approved budgets and adjusts activities and expenses to achieve optimal financial results.
• Develops and maintains Hilton Best Practices to maintain accurate and up-to-date customer account information.
• Adheres to the relevant Hilton procedures to ensure that information regarding customer requirements, interests, and marketing activities is current.
• Analyses the customer base to identify new opportunities for market/account penetration.
• Ensures that systems hygiene and proper data input are maintained.

Supportive Functions:

This role may require the individual to perform additional supportive tasks in addition to their essential duties. The supervisor will determine the extent to which each task is performed based on the company's specific needs.

• Communicate regularly with hotels to establish productive meetings and cross-reference customer information.
• Attend sales workshops.
• Support sales weeks and blitzes.
• Organize joint calls for the Cluster Hotels
• Organize FAM trips and provide support to the hotels.
• Host WebEx calls for key hotels to provide support with conversion or training.

What are we looking for?

The Account Director must possess the necessary knowledge, skills, and abilities to perform the essential job functions.:

• Excellent communication skills, including presentations, written and public speaking.
• Good understanding of sales processes, tools, measurements, and systems.
• Good knowledge of market segments and pricing strategies.
• Understanding of competition and marketing strategies.
• Strong account management skills.
• Strong persuading and influencing skills.
• Ability to direct collaboration among cross-functional teams, including external resources.
• Ability to analyze departmental financial data 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 behavior and absolute discretion with sensitive information.
• Ability to take initiative to identify, prioritize, and implement actions required to achieve functional goals.
• Strong problem-solving skills, including the 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.
• Ability to think and articulate a vision for business sales and capable of translating this into practical and tangible actions.
• Self-reliant, working with minimal control and direction.
• Takes calculated risks to achieve results in consultation with immediate supervisors and other relevant team members.
• Contributes and is effective when team working with peers.
• Has good relationship management skills and presents the appropriate professional image to customers and external contacts.
• Can handle more than one task/situation at a time.

Required Qualifications:

• University degree or equivalent work experience
• Significant customer-facing, revenue-generating, and management experience
• Proficiency in Microsoft Office applications
• Experience working in multicultural or international setting
• Proficient in English, conversational Japanese

Preferred Qualifications:

• An advanced degree is preferred
• Hospitality industry experience in Sales, Marketing, Revenue or Operating roles is desirable
• In-depth knowledge of the inbound International MICE Market and destination marketing is necessary
• International experience is advantageous
• Conversational Mandarin is preferred

What will it be like to work for Hilton?

Hilton is the leading global hospitality company, spanning the lodging sector from luxurious full-service hotels and resorts to extended-stay suites and mid-priced hotels. For nearly a century, Hilton has offered business and leisure travellers the finest in accommodations, service, amenities and value. Hilton is dedicated to continuing its tradition of providing exceptional guest experiences across its global brands. Our vision to fill the earth with the light and warmth of hospitality unites us as a team to create remarkable hospitality experiences around the world every day. And, our amazing Team Members are at the heart of it all!

Job: Sales

Title: Account Director, International MICE (based in Tokyo)

Location: null

Requisition ID: APA014AZ

EOE/AA/Disabled/Veterans