[酒店影音房项目BD]
l 独立负责项目的落实执行,负责上下家的对接工作,跟进项目进度,完成项目执行;
l 及时告知领导项目进度并跟进各个节点,确保项目顺利进行;
l 负责项目款项的催收及支付安排工作,及时跟进并反馈收付款情况;
l 完成领导交办的其他任务。
[任职要求]
有过品牌连锁酒店开发经验的优先,形象好、沟通佳,能吃苦、愿意出差。
FINANCIAL RETURNS财务回报
• Monitors competitors activities and assists in marketing intelligence
监督竞争对手的活动并协助监察市场动态。
• Sells to new, existing and prospective customers considering goals set forth in the sales strategy, negotiating optimum rate for the benefit of the business
根据在销售策略中既定目标,向新的、现有的、有可能的客户进行销售,并与其谈判商定最适合的价格以争取最大的利润。
• Sell all facets of the hotel
销售酒店的所有设施。
• Provides direction on, and conducts market research and analysis
指导和进行市场调研和分析。
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• Travel when required to promote the hotel and develop potential business
需要时出差对酒店进行推销,发展潜在的业务机会。
• Monitors existing business and inputs into sales strategy meetings to maximize business
监测现有业务,并在销售策略会上提出建议以扩大业务。
• Grows existing business and establishes and pursues leads which will develop business
发展现有业务,并建立和寻找发展业务的机会。
• Initiates and prepares tenders for business
起动和筹备业务招标工作。
• Assesses sales and marketing data
评估市场销售数据。
• Assists in the evaluation of sales and marketing activities
协助评估市场销售活动。
• Analyses sales mix and likely impact on hotel goals
分析销售综合计划和可能对酒店目标产生的影响。
• Stock control of collateral
宣传品的库存控制。
• Execute advertising/creative briefs in a timely manner
及时进行广告设计的说明工作。
• Works with superior in the preparation and management of the Department’s budget
和上级领导一起进行编制和管理部门预算。 PEOPLE 员工团队
• Refers sales leads to appropriate personnel within the InterContinental Hotels Group
在洲际酒店集团的范围内将销售线索提供给适合的人员。
• Maintain regular contact with the IHG hotels in your region and the regional reservation office
与所在区域内的洲际酒店集团成员和区域预订办公室保持定期联系。
• Interfaces with operations on a timely basis
及时与运营部门进行沟通。
• Assists with the preparation of new products and services
协助新产品和服务的准备工作。
• Implement direction from Director of Sales and Marketing and Regional Managers
按市场销售总监与地区经理们的指示执行相关工作。
• Works with superior on manpower planning and management needs
和上级领导一起进行人力规划和管理需求
• Assist DOS/ADOS to prepare sectional training plan/materials and execute the training in case of DOS/ADOS away from the site.
协助销售总监/销售副总监制定部门的培训计划及内容,在销售总监/销售副总监不在的情况下执行培训的课程。GUEST EXPERIENCE宾客体验
• Services existing business through management of account bases
通过客户管理,向现有的客户提供服务。
• Manage the corporate head office and the preferred hotel history for that company
管理公司总部档案和了解公司优先使用的酒店记录。
• Develop and maintain a regular pattern of sales calls, meeting with principals of target market
设立和保持定期的销售拜访模式,与目标市场的主要人物会面。
• Conduct client interviews
对客户进行拜访。
• Entertain clients
招待客户。
• Plan and conduct familiarization tours and site inspections
策划并实施使客人熟悉环境的现场考察活动。
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RESPONSIBLE BUSINESS 企业责任
• Develops and maintains contact with business generators, meeting and convention planners, visitors/convention bureau, travel agents, tour operators, airlines, corporate accounts, Government Departments and other producers closely allied to Hotel business
根据酒店的营业需要,与业务联系人、会务策划者、游客和会展局、旅行社、旅游运营商、航空公司、公司客户、政府部门和其它客人发展并保持联系。
• Builds profile within local market place through attendance at various events and local market place
通过参与当地市场的各种活动在当地市场上树立良好形象。
• Collateral input
设计宣传品内容。
• Liaison with advertising agency
与广告机构保持联系。
• Assist Director of Sales or Assistant Director of Sales to manager departmental assets by regular audit.
协助销售总监和销售副总监管理部门资产。
工作描述Job Description
1.完成各自负责销售区域的销售目标。
Responsible in achieving sales target objectives of his/her assigned area and business segments.
2.在销售总监的监督下,履行酒店赋予的职责。
To perform duties within the framework defined by the hotel as supervised by Director of Salest
3.通过保持与其负责区域客户的联系来进一步提高酒店的知名度。
Represents and promotes the hotel by maintain constant contact with customer base of his/her responsibility through Customer Relationship Management
4.保存和更新销售记录。
Maintains and updates sales records manually and electronically regularly
5.监督下级员工按时完成当日所有工作。
Supervise subordinates to ensure all daily task are completed in a timely fashion.
任职资格 Qualification
1.必须具有良好的中英文交流及写作能力
Excellent spoken and written communication skills in both English and Mandarin are a must
2.良好的交流沟通能力
Good interpersonal and communication skills
3.熟练操作微软等操作系统
Proficient with Microsoft Windows other software
4.妥善处理及回复客人需求;
Able to handle guest request and feedback in a professional manner;
5.了解,旅游产业和宴会销售
Knowledge in Corporate, Travel Industry and Catering Sales
6.良好的交流沟通能力, 良好的团队合作精神
Good interpersonal and communication skills, Team Player
7.具有至少2-3年国际连锁酒店的相关经验
Minimum 2 to 3 years of experience in similar capacity with international chain hotels
FINANCIAL RETURNS财务回报
·
Validate the potential of assigned accounts and
create account plans as per the IHG hotel Business Development standard
operating procedures
确定所分配的客户潜力,依照IHG酒店业务拓展标准操作程序制定客户计划。
·
Grow assigned accounts so to meet fixed goals and
maximise profitability
发展分配给的客户群,完成设定的目标并使收益最大化。
·
Gather information on
current and prospective clients / contacts to generate incremental business
收集当前和预期客户/联系人的信息,以获得更多的业务。
·
Maintain effective control of sales expenses
有效控制销售支出。
PEOPLE员工团队
·
Use both account interactions and publicly available
tools to monitor competitors' activities as it relates to both the hotel and
the portfolio of accounts and share relevant information with key stakeholders
in line with hotel procedures
同时使用客户互动和公共可用工具来监督与酒店和客户行业相关的竞争对手活动,并按照酒店程序与重要相关部门分享相关信息。
·
Provide feedback to management on changing market
conditions, including competition and market trends
向管理层提供市场状况变化的反馈,包括竞争和市场动向。
·
Involve the Business Development Manager where
appropriate on sales calls and sales meetings
适当时使业务拓展经理参与销售拜访和销售会议。
·
Communicate to his/her superior any issues
encountered and other relevant information
与上级领导交流他/她所遇到的问题及其它相关信息。
·
Attend and participate in training sessions, daily
briefings and other meetings as required
出席并参与培训课程、每日例会及要求的其它会议。
·
Where applicable, supervise, guide and train
Business Development Coordinators in carrying out their responsibilities
适用时,监督、指导和培训业务拓展协调员执行其职责。
GUEST EXPERIENCE宾客体验
·
Network within one’s portfolio of accounts to
build relationships with key decision makers and other relevant staff
在自己的客户群内建立关系网,发展与重点决策人和其他相关人员的关系。
·
Conduct client meetings as well as planning and
coordinating site introduction tours and inspections
组织客户会议并计划和协调酒店现场考察。
·
Handle and manage clients’
queries or issues
处理并管理客户的询价或问题。
·
Be proactive and responsible for the follow up of
new sales leads to enhance guest experience
积极主动负责跟进新销售线索,提升宾客体验。
·
Develop and maintain contact with business
generators (MICE Planner; travel agents; etc.)
发展并维护与业务供应方的联系(MICE策划公司;旅行社等)。
RESPONSIBLE BUSINESS企业责任
·
Ensure accurate and timely updating of an accurate
record of all relevant activities in the provided Sales System (i.e. Delphi;
Opera; etc.) for future reference and control purposes
确保在所提供的销售系统中(即Delphi,Opera 等)及时准确的更新所有活动的准确记录,以便将来参考与管理。
·
Update Account and Contact profiles, attach Account
plans, ensure ‘live’ information for action
更新客户和联系档案,附有客户计划,确保信息‘实时有效’以供行动。
·
Develop awareness and reputation of the hotel and
the brand in the local community.
为酒店和品牌在当地社区中打造认知度和知名度。
Perform other duties as assigned.
执行分配的其它工作。
aCCOUNTABILITY责任意识
This is
sales and marketing executive position in a full or limited service hotel and
may include meeting space and/or catering facilities.
该市场销售主任职位是为可能包括会议场地和/或宴会餐饮设施的全服务或有限服务酒店设置的。
Performance
of this role should be measured by the following key metrics:
该职位的绩效应根据以下主要衡量标准监测:
·
Key Performance Objectives set annually (as per IHG
policy)
每年制定的KPO (依照IHG 政策)
·
Individual Account Plans
独立的客户计划
·
No. of sales meetings
销售会议次数
·
No. of leads from new accounts
新客户的业务线索数
·
No. of leads from existing accounts
现有客户的业务线索数
·
Value of definite leads from new accounts
确认的新客户业务线索的价值
·
Value of definite leads from existing accounts
确认的老客户业务线索的价值
·
Process compliance as the indicated compliance in
the Standard Operating Procedures
遵循标准操作程序中列出的流程
QUALIFICATIONS AND REQUIREMENTS任职要求
Degree or Diploma in Marketing, Business or Hospitality Management
desired, and a minimum of one year of relevant Sales experience in Hospitality
or a related service industry.
最好拥有市场、商业或酒店管理的大本或大专学历,至少一年酒店或相关服务业的销售经验。
Expected to possess the following skills:
应具备以下技能:
·
In-depth knowledge of sales principles and
techniques
对销售原理和技巧有深刻认识。
·
Effective communication and negotiation skills
具备有效的沟通和谈判技能。
·
Strong knowledge of hotel products, rates and
marketing programmes
拥有酒店产品、价格和市场计划的全面知识。
·
Excellent PC skills (including MS Office)
出色的电脑操作技能(包括微软办公软件)。
·
Ability to develop strong relationships with
customers and other stakeholders
具备与客户和其他相关部门发展牢固关系的能力。
·
Knowledge and experience of Sales Systems (i.e.
Delphi; Opera; etc.) is advantageous
拥有销售系统(即Delphi,Opera等)的知识和经验者优先考虑。