1. Sales Activities销售活动
a. Participate in sales activities by conducting sales calls and meeting with in house customers to strengthen relationship with customers, obtain market information and customers’ feedback.
b. Oversee the planning of all sales activities to make sure that there is appropriate sales coverage and effective customer service at all times.
c. Ensure all enquires received at sales offices are handled promptly and efficiently.
d. To make certain that the sales team is constantly soliciting new business opportunities and obtaining sales leads through various sources such as newspaper, internet, TV etc.
e. To monitor the quantity of sales activities to make sure that all sales associates are conducting sales activities according the set guidelines in number of sales activities per day and call volume etc.
2. Account Management客户管理
a. To ensure that all information related to all accounts are recorded in Opera S&C and filed accordingly, and the accuracy of information in the systems is maintained at all times.
b. Assist in the set up on strategies and tactics for each account and ensure that all Marriott resources are appropriately used.
c. Conduct account review and account audit to check on the information obtained for each of the accounts.
d. Review Call Reports to ensure that all accounts are properly managed.
e. Ensure that sales call plan is set up by all sales associates and the plan is efficiently used.
f. To ensure that sales targets are set up for all sales associates.
3. Sales Strategy Planning销售策略计划制定
a. Conduct weekly Sales Strategy Meeting to ensure all participants are sharing information on competitors’ activities, customer feedback and other market intelligence.
b. To lead the Sales Strategy team in setting up pricing and positioning for all market segments and the pricing and positioning for catering.
c. Regularly review the effectiveness of the Sales Strategy and make recommendations for changes if required.
4. Train and develop all sales associates培养销售团队
a. Coach and counsel all associates to ensure timely rectification of performance. To make sure of disciplinary actions if required aim to assist associates in improving their performance.
b. To make sure that there is a SMART development plan for each associate to fortify strengths and overcome weaknesses. (SMART = Specific, Measurable, Achievable, Realistic and Timely)
根据“SMART”为每个销售人员制定个人发展计划，帮助每个销售人员扬长避短。（SMART = 特殊的，可量的，可达的，可实现的和时效的）
c. To ensure that there are guidelines and expectation set up for each associate and follow up on the progress
d. Ensure that Director of Sales and Sales Manager conduct on the job training to all associates by arranging joint calls with sales associates and review with them their performance regularly.
e. To monitor the sales activities and make certain that all sales associates are conducting business according to the Marriott set guidelines.
f. Conduct regular performance review for all managers and keep written record for future follow up.
g. To review and update all LSOPs related to sales and marketing whenever necessary.
5. Fully utilize all Marriott Resources充分利用万豪全球资源
a. Ensure all sales associate cross sell sister properties when the hotel product does not fit into customers’ requirements or when customers have potential for other properties.
b. Constant communication with market sales, alliance account team and GSOs to discuss on needs of the hotel and to ensure full coverage of all accounts.
c. Make good use of Marriott Rewards as a key sales tool.