Senior Manager Total Account Management, Area Sales Team Brazil

Location: Rio de Janeiro, RJ, Brazil; Remote

Exceptional Hospitality Starts with You

The location for this position is virtual/remote in Sao Paulo or Rio de Janeiro

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 Hiltons 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 solicitation of new customer relationships, while growing existing relationships with current accounts. You will be committed to improving revenue and growing Hiltons market share and supervising the facilitation of the annual contracting process for your accounts. You will be the main contact for the assigned account roster. You will keep both hotels and brand representatives informed about assigned accounts. You will maintain relationships with assigned accounts. The goal of these relationships is to improve revenue and increase market share into our Hilton hotels in Brazil.

What youll do during a typical day:

What your day-to-day will be like as a Player:

• Oversee the account management and account development for a roster of accounts that is segmented vertically in the country of Brazil.
• Directly responsible for soliciting, qualifying, and generating and converting new business for our participating ASO Brazil hotels from local accounts in your market segment.
• Be responsible for overall account planning strategy to facilitate growth.
• Demonstrate an understanding of negotiating business travel sales contracts with corporate accounts, an understanding of the local contracting and RFP Process, with business travel sales terminology, and business travel sales reporting.

What your day-to-day will be like as a Coach:

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

How youll collaborate with others:

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

Youll take ownership of:

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

What It Takes to Make the Stay

You have these minimum qualifications:

• Seven (7) years of work experience in Travel Industry Sales.
• Two (2) years leading teams.
• Portuguese, Spanish and English fluency (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)
• Travel up to 40%

It would be useful if you have:

• BA/BS bachelors degree
• 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

About Us

About the Organization

How We’ll Help You Thrive

At Hilton, the hospitality we’re known for doesn’t end with our guests. We proudly invest in our Team Members’ wellbeing, supporting you through all of life’s moments. When you join Hilton, our exceptional care extends to you with unmatched perks and benefits, including*:

• 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

*Benefits availability may vary depending on Team Member’s location as well as terms and conditions of employment and are subject to the terms and conditions of each specific program/plan.

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 Hiltons 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).