Account Director - Hilton Worldwide Sales Malaysia

Hilton Worldwide, Inc.; Kuala Lumpur; On-site; MYR 80,000 - 120,000; Full time

Job summary

A leading global hospitality company seeks an Account Director to manage key accounts in Malaysia. This role involves developing strategies to increase market share, building relationships with hotels, and executing account development plans. The ideal candidate will have extensive experience in account management and a deep understanding of the Malaysian market.

Qualifications

• 8 to 10+ years of relevant experience, preferably in above property set up.
• In-depth knowledge of business sector and account management.

Responsibilities

• Develop strategy and direction for the account base.
• Identify and evaluate new business opportunities.
• Implement plans to ensure the overall strategic direction.

Skills

Communication

Problem Solving

Strategic Vision

Relationship Management

Influencing Skills

Education

Bachelor's Degree

Tools

Salesforce

Job description

An Account Director - Hilton Worldwide Sales (HWS) Malaysia will manage and grow the value and share of wallet for key accounts for Hilton Worldwide. This role will be based in Kuala Lumpur and you will be accountable for the performance of selected accounts on a national and global basis residing in Malaysia. You will create and communicate the account strategies to develop and drive increased market share and demonstrate value to both internal and external customers.

• Develop strategy and direction for the account base in line with the company’s revenue strategies.
• Accountable for the delivery of the strategy and activities of your account base.
• Identify and evaluate new business opportunities within the current account base.
• Execute strategic account development plans (ADP) and support communication of key messages internally and externally.
• Develop strong relationships with key hotels that receive business from the account portfolio and understand the hotels' individual strategies.

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 related to managing the account portfolio to drive market share.
• Implement plans to ensure the overall strategic direction of the account base and support the company's revenue strategies.
• Ensure relevant updates are sent to internal and external stakeholders.
• Establish and develop long-term effective working relationships with key customers to drive business.
• Network with sub-account handlers and global leads where relevant.
• Strengthen relationships with key hotels and align strategies where relevant.
• Maximize all opportunities by developing relationships with third parties (e.g., MICE agents).
• Build, implement, and communicate the account strategies, delivering the expected targets.
• Develop account plans with objectives, timescales, and sales activities to support the account strategy and maximize penetration.
• Identify the influence and decision-making power of contacts within customer organizations and leverage these to secure business.
• Communicate strategy, ADP, and activities quarterly, including issues, opportunities, and successes.
• Review customer base to identify new opportunities for account penetration.

Organizing Activities

• Keep information related to customer requirements, interests, and marketing activities updated per Hilton procedures.
• Review ADP quarterly and update records accordingly.
• Maintain Salesforce to ensure accurate and current customer account information.

Directing Activities

• Ensure ADP is followed and achieved, providing feedback as needed.
• Provide management reports on account performance and future plans.
• Implement account-specific marketing initiatives to drive business.
• Agree on marketing activities to support account strategies and increase market share.
• Assess performance versus targets and take corrective actions when necessary.
• Monitor and review marketing initiatives' impact on the account strategy.

WHY YOU’LL BE A GREAT FIT

You have these minimum qualifications:

• Bachelor's Degree
• 8 to 10+ years of relevant experience, preferably in above property set up
• In-depth knowledge of business sector and account management
• Excellent communication skills: presentations, written, and public speaking
• Ability to lead cross-functional teams, including external resources
• Ability to analyze financial data to make strategic decisions
• Proven track record in strategic sales planning and execution to increase market share and meet sales targets
• Lead by example, resolve conflicts, introduce change, and promote collaboration
• Maintain high ethical standards and discretion with sensitive information
• Initiative to identify, prioritize, and implement actions to achieve goals
• Strong problem-solving skills and collaboration abilities
• Understanding of client’s business, including plans, environment, and financials
• Extensive knowledge of the Malaysian market and industry
• Experience in customer-facing, revenue-generating roles, including management
• Good understanding of sales processes, tools, and systems
• Knowledge of competition and marketing strategies
• Strong influencing skills
• Ability to work independently with minimal control
• Strategic vision and practical implementation skills
• Ability to take calculated risks in consultation with supervisors
• Excellent relationship management and professional presentation skills
• Ability to handle multiple tasks simultaneously
• Flexibility to travel

WHAT IT IS LIKE WORKING FOR HILTON

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!