Commercial Director - Lushan Xihai Resort, Curio Collection by Hilton
- 2019-08-14 15:51:21
The Commercial Director, O&M APAC is responsible for developing a commercial strategy covering all segments and channels to maximize total revenue and profit performance as well as market share penetration of Hilton, owned and managed portfolio in APAC.This role will drive the planning and execution of the commercial strategy and activity through supporting the Revenue management team, Sales, Catering and Events, Marketing, eCommerce and Public Relations teams, through working effectively with area support teams. F&B commercial activities will be shared responsibilities with the F&B Manager, Director of Operations, GM and the Commercial Director.The Commercial Director is a role model for the commercial community within the owned and managed portfolio in APAC, and develops teams and individuals in these functions whilst being a Key business partner to the Hotel General Manager. They support hotels in deriving the most value from Hilton Worldwide Sales teams. The Commercial Directors role is key to seize new opportunities through strong customer relations and works as an Ambassador for the company with our Owners and Key Stakeholders.The role ensures that commercial management strategies are set for all revenue streams and that all systems are used to their full potential to yield the highest possible amount of revenue from all available space, whether in Rooms, Meeting Space, outlets or other revenue departments. Driving overall FMS results gaining an Unfair share through a disciplined execution of commercial activities.A Commercial Director will be lead, coach, develop, recruit and retain future talents. He/she will manage performance, develop and evaluate the commercial team members on the agreed KPI’s, whilst working effectively as part of a 4D structure on property.What will I be doing?-Directly accountable for driving the Top line Budget and Forecast by implementing a commercial strategy and business plan through to execution using the Hilton Worldwide Commercial Focus process and all available business tools and intelligence available. Deliver as a minimum the budgeted revenues across all revenue streams, To include but not limitedAll Rooms, GC&E, F&B, Leisure and Spa with a control on cost of sale, route to market, channel shift and marketing / Ecommerce opportunities.-Work with the GM, Finance and Operations Director to ensure profits are maximized in line with TGOP and EBITDA targets set.-Ensure Business Review Guidelines (current to + 5 years) all Pricing & Rate Quotation Strategies are in place in order to maximize all pricing components of sales and catering opportunities and achieve positive group market share.-Support various On Property, RDOS’s, and Area Marketing teams in coordinating hotel level marketing, sales and public relations activities. Liaise with regional support and brand teams to provide maximum benefit to hotel performance.-Support the Cluster Revenue Managers/On Property Revenue Manager and RMCC to establish an optimal mix, review and validate forecasts, develop strategies for different demand periods, and review and approve retail and group pricing strategies.-Develop and maintain strong relationships with all stakeholders, owners, hotel teams, HWW matrix support teams to ensure commercial benefits of the hotel.-Liaise with VP of Operations, presents commercial strategies to Regional Team and key stakeholders.-Consistently conforms to Hilton brand standards and corporate identity and utilizes all communication tools (under the guidance of regional marketing and BPS).-Keeps in touch with Market trends and review/amend strategies accordingly in line with the evolving market conditions.-Participate in the leadership activity of the Hotel and Region.职位要求：What are we looking for?A Commercial Director serving Hilton brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should maintain the attitude, behaviours, skills, and values that follow:Required Qualifications-Minimum of 3+ year’s hospitality/travel industry experience in a revenue generating or commercial services role.-Minimum 3+ years of experience presenting sales plans, presentations, etc. to senior level executives and constituent groups-3+ experience working in a collaborative/matrixed environment-3+ years working with departmental financial data to make strategic/tactical decisions-3+ years of experience evaluating and identifying business opportunities for a business-At least 3 years of experience managing a sales or commercial team-Fluent in English-Education: BA/BS/Bachelor's Degree-Years of related experience:3-5-Years of management or supervisory experience:2+-Management or supervisory experience type: Director-Add'l requirements (i.e. % of travel, etc.):Ability to travel as neededPreferred Qualifications-3+ years working in a multi-complex hotel/travel industry environment.-Experience in multiple disciplines with knowledge of Marketing, E-commerce, and Finance.-Local language, strong attribute to have.
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。Validate of the potential of assigned accounts and create account plans as per the IHG hotels Business Development standard operating procedures• 发展分配给的客户群，完成设定的目标并使收益最大化。Develop the assigned account portfolio to meet set goals and maximise profitability• 收集当前和预期客户/联系人的信息，以获得更多的业务。Gather information on current and prospective clients / contacts to generate incremental business• 有效控制销售支出。Maintain effective control of sales expenses• 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。Use both account interaction 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• 向管理层提供市场状况变化的反馈，包括竞争和市场动向。Provide feedback to management on changing market conditions, including competition and market trends• 适当时，使销售总监参与销售拜访和销售会议。Involve Director of Sales where appropriate on sales calls and sales meetings• 与上级领导交流他/她所遇到的问题及其它相关信息。Communicate to his/her superior any issues encountered and other relevant information• 出席并参与培训课程、每日例会及要求的其它会议。Attend and participate in and where appropriate, organise training sessions, daily briefings and other meetings as required• 适用时，监督、指导和培训销售主任和销售协调员执行其职责。Where applicable, supervise, manage and train Sales Executives and Sales Coordinators in carrying out their responsibilities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。Network within one’s portfolio of accounts to build relationships with key decision makers and other relevant staff• 组织客户会议并计划和协调酒店现场考察。Conduct client meetings as well as planning and coordinating site introduction tours and inspections.• 处理并管理客户的询价或问题。Handle and manage clients’ queries or issues• 积极主动负责跟进新销售线索，提升宾客体验。Be proactive and responsible for the follow up of new sales leads to enhance guest experience• 发展并维护与业务供应方的联系（MICE策划公司；旅行社等）。Develop and maintain contact with business generators (MICE Planners; travel agents; etc.)• 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。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• 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Update Account and Contact profiles, attach Account plans, ensure ‘live’ information for action。Receive interviewees and keep their materials.• 为酒店和品牌在当地社区中打造认知度和知名度。Develop awareness and reputation of the hotel and the brand in the local community.• 执行分配的其他工作。Perform other duties as assigned.
工作职责：1、制定年度、季度、月度销售计划，并完成销售目标；2、对分店的发展及营业额的提高提出可行性操作的建议，并最大可能提高分店盈利；3、清楚了解客房状态、客房类型以及报价产品等方面的知识；4、及时做好协议客户的维护工作并做好合同到期的续签工作；5、发现及发掘新客户，并建立良好的沟通联系；6、针对主要客户或者旅行社团体，计划和组织销售计划活动，按照实际情况提供优惠条件；7、向客户提供酒店发展的最新信息，对客户所提出的需求给予回复；8、树立积极形象，与各界建立良好的关系；9、每日进行工作总结，并做好销售拜访报告，建立客户和其他数据的档案；10、完成上级交办的任务；任职资格： 1、大专及以上学历，有酒店销售经理经验，能接受出差。 2、形象佳，优秀的谈判能力、原则性强； 3、有很强的学习能力和适应能力； 5、良好的团队合作精神，出色的服务意识； 6、公平、公正、正直、诚信； 7、认可企业的核心价值观。