[Hiring] Senior Manager Total Account Management @Hilton

Role Description

This is your chance to be part of a Global Sales Team that ensures Hilton owners and operators receive the combined benefits of scale, access, competence, and experience. As Senior Manager Total Account Management, Area Sales Team Brazil, you will support the team responsible for providing a differentiated selling platform for Hilton's diverse portfolio of brands by being motivated to grow market share.

On the Area Sales Team Brazil team, you will report to the Managing Director of Sales - HWS CALA. You will focus on building positive partnerships with your TAM (Total Account Management) account roster of domestic accounts within Brazil. Additionally, you will coach your office teammate(s).

You will also:

• Develop new accounts and solicit new customer relationships.
• Grow existing relationships with current accounts.
• Improve revenue and grow Hilton's market share.
• Supervise the facilitation of the annual contracting process for your accounts.
• Be the main contact for the assigned account roster.
• Keep both hotels and brand representatives informed about assigned accounts.
• Maintain relationships with assigned accounts to improve revenue and increase market share into our Hilton hotels in Brazil.

What you'll do during a typical day:

As a Player:

• Oversee account management and account development for a roster of accounts segmented vertically in Brazil.
• Solicit, qualify, generate, and convert new business for participating ASO Brazil hotels from local accounts.
• Be responsible for overall account planning strategy to facilitate growth.
• Demonstrate understanding of negotiating business travel sales contracts with corporate accounts.
• Understand local contracting and RFP Process, business travel sales terminology, and reporting.

As a Coach:

• Assist with HR and coaching for 1 ASO Brazil FTE.
• Assist MDOS CALA with relationships with hotels and franchise ownership groups.
• Participate in strategy calls and meetings with operator commercial teams and Hilton Managed property commercial teams.
• Assist MDOS in pre-opening meetings and market review strategy with Brands.
• Participate in annual hotel reviews for future year participation.

Collaboration:

• Make introductions to clients during sales calls, tradeshows, conventions, and local events.
• Assist hotels with conflict resolution, contract negotiation, and support of hotels' business/revenue needs.
• Represent Brazil Area Sales Team at FAM trips, travel and domestic tradeshows, and industry events.
• Participate in result meetings with operator and managed commercial teams.

Ownership:

• Identify priorities and needs of hotels and strategize accordingly.
• Maintain relationships with hotels.
• Produce yearly pre-determined revenue in room, meetings, and food and beverage.
• Achieve booked domestic revenue quotas.
• Set and achieve sales competencies as discussed with your manager.
• Maintain GSE / Sales Force records / MicroStrategy, including call reports, meeting profiles, history, and traces.
• Submit monthly reports and complete projects and deliverables as requested.

Qualifications

• Seven (7) years of work experience in Travel Industry Sales.
• Two (2) years leading teams.
• Fluency in Portuguese, Spanish, and English (oral and written).
• Proficient in Microsoft Outlook, Word, PowerPoint, Excel, Web-Ex, MS Teams, and Zoom.
• Negotiation and sales skills.
• Experience working in a home-office environment (not including the pandemic).
• Willingness to travel up to 40%.

Requirements

• BA/BS bachelor's degree (preferred).
• Five (5) years of direct sales experience, preferably for a corporate office representing numerous brands and hotels.
• Experience in Delphi or similar property sales management system.
• Experience using Salesforce and MicroStrategy.

Benefits

• Incredible travel perks – Enjoy 110 nights of deeply discounted travel, with room rates as low as $40 USD/night at our world-class hotels through our Go Hilton travel program.
• Paid parental leave – Because family matters. We offer paid leave for eligible Team Members, including partners and adoptive parents.
• Mental health resources – Your wellbeing comes first. Eligible Team Members can access free counseling and support through our best-in-class Employee Assistance Program (EAP).
• Paid time off (PTO) – Recharge, relax, and take time for what matters most.