Position Summary
职位概述
The Senior Sales Manager assists the Director of Sales in leading and supervising the Sales Team. He/she oversees and directs all aspects of the negotiation and coordination process as well as the successful handling of Corporate / FIT / M.I.C.E. / Social / Tour & Travel events as assigned. Leads the Sales Team to ensure smooth operation of the department to maximize business opportunities and deliver the highest service standards
高级销售经理需协助销售总监领导销售部门。他/她督导并管理所有谈判过程，同时需成功的跟进所分派的公司、散客、会务、社会活动、旅游团队等各项活动。领导销售团队通过准确、快速的服务使收入最大化，同时给客户以最高标准的服务。
1. Plans sales trips, under the direct approval of Director of Sales or Director of Commercial Development to major market areas, calling on accounts within the specific market areas. Reports to the Director of Sales on potential markets needing coverage
在销售总监或业务发展总监的直接批准下对主要市场的地区制定销售拜访计划，对一些特别地区的市场进行电话销售，向销售总监汇报潜在市场客户的需求范围。
2. Liaises closely with Sales Team in proposing the best deal when handling leads / inquiries (pricing strategy, special requirements) passed over, in order to convert the leads / inquiries to confirmed events.
在跟进处理以一些生意或客户询问时，与销售团队保持紧密的联络与沟通，最终时生意确认下来。
3. Ensures effective communication with the organisers.
确保与组织者有效的沟通。
4. To meet and welcome some top key accounts, group organizer and VIP guests upon check-in.
在主要客户、团队负责人及贵宾到店时欢迎其光临或入住酒店。
5. Responsible to assist catering sales for the dissemination of event related information to other departments.
负责协助宴会销售将团队所有相关信息分发至酒店各部门。
6. Assist to catering sales to maintains close co-ordination with respective departments on organisers' requirements.
协助宴会销售团队与各部门的协调沟通。
7. Involves Catering Sales Managers during post-event meeting and post-event follow up such as sending Thank You letters together.
参与宴会销售经理在活动结束后的继续跟进，例如致客户感谢信和会议跟踪调查表等。
8. Get known all information of competitors, such as rate, top accounts and production, room, F&B and events, and report to DOS regularly.
了解并熟悉竞争对手的所有产品信息，包括公司协议价、主要客户及其产量、酒店客房、餐饮、会务等，并定期向销售总监汇报。
9. Directs all activities of the Sales Team to ensure the smooth running of the department.
指引部门活动并确保部门正常运作。
10. Motivates and trains Sales Team to ensure their best performance.
激发和培训部门员工并确保他们有良好的表现。
11. Monitors the accounts management system.
监控客户管理系统。
12. Assists the DOS in the allocation of daily job to the Sales Team according to group chart.
根据销售团队架构来协助销售总监分配对日常工作进行有效分配。
13. Establishes good working relationship within the department and other departments.
与各部门之间建立良好的工作关系。
14. Guides the Sales Team in ensuring highest standards of service and product quality are provided to guests at all times.
指导销售团队，总是确保将高质量的服务和产品提供给客户。
15. Ensures smooth and effective communication through regular meetings between Sales Team and Operations team member.
通过定期的会议，确保销售团队与酒店运作团队有效的沟通。
16. Closely monitors accounts revenue and business production.
紧密监督主要客户的收入和产量。
17. Provides feed-back on market trends & keeps updated on client relationships and overall business goals through close communication with Sales Managers and Director of Sales.
在与销售经理和销售总监紧密的沟通下，及时反馈市场讯息，保持与客户良好的关系及发展目标的更新。
18. Maximises up-selling opportunities whenever possible.
无论何时，最大化增加销售额。
19. Forecasts group room night and banquet revenue.
对团队及宴会收入进行有效的预测。
20. Participates in relationship building visitations when necessary.
根据需要安排销售拜访客户。
21. Supervises Sales Managers in preparing proposals / contracts for events as required.
根据需要在销售经理或代表制定团队报价或合同时进行必要的监督和指导。
22. Conducts site inspections with potential clients when Sales Managers / Co-ordinator are not available.
在销售经理和协调员没有时间的情况下，引领有潜力的客户做酒店视察。
23. Assists in preparation of the Marketing Plan.
协助准备市场计划。
24. Actively participates in achieving the Marketing budget.
积极参与市场计划的制定并协作达到预算。
25. Leads the Sales Team to achieve the departmental goals.
领导销售团队达到部门目标。
26. Ensures effective/close communication and good working relationships within the department and with other departments.
确保与各部门之间有效的沟通和良好的工作关系。
27. Maintains close and frequent communication with the Director of Sales in order to maximise the hotel profit through effective yield and space management.
为了通过有效的收益产出管理保持与销售总监紧密的沟通使酒店收入最大化。
28. Conducts and attends meetings as required.
在需要时主持并参加会议。
29. Maintains timely and responsive communication with clients.
保持与客户及时有效的沟通。
30. Assist Director of Sales in the recruitment, selection, training and motivation of Sales Team.
协助销售总监招募，选择，培训员工保持团队的活力与稳定。
31. Assures understanding of job responsibilities goals and standards of performance for Sales Team; and conducts on-going coaching and counseling.
理解掌握工作职责目标和销售的服务标准，引导培训正确的服务咨询。
32. Maintains established personnel policies and procedures of the Hilton Hotels and Resorts.
保持并建立希尔顿集团酒店的方针和政策。
33.
The management reserves the right to change / extend this job description if necessary at any point of time during her / his employment.
如有必要 ，该部门有权更改或补充该职位描述。
34. Carries out any other reasonable duties and responsibilities as assigned.
完成任何其他合理的职责和被指派的职责。
Organizational Relationships
组织关系：
Positions directly reporting to this position (titles):
直接向这个职位汇报的是：
Sales Manager 销售经理
Specific Job Knowledge, Skill and Ability
工作技能技巧要求：
1. Sound communication skills.
具有良好的沟通技巧。
2. With strong teamwork spirit
拥有较强团队合作精神；
3. Good interpersonal skills
较强的人际交往能力
4. Have hotel sales experiences.
有酒店销售经验
5. Have hotel database.
在客户资源
6. Ability to work under pressure and deal with stressful situations during busy periods.
能在强压下胜任工作。
7. Good skills of organization and presentation.
良好组织及展示技巧。
8. Ability to manage by example.
具有以身作则的能力。
Required Qualifications
必要的资历要求：
1. University graduate, excellent command of written and spoken in English and Chinese language.
大学专科，良好的中英文读写能力。
2. Minimum 3 years experience in similar capacity with international chain hotels.
具有至少三年在国际连锁酒店的相关经验。
Preferred Qualifications
更高的资历要求：
1. Very familiar with local market and good at marketing trend anlysis.
了解本地客户的情况并具有很强的市场分析能力。
2. Ability to lead, to provide guidance and to develop team member.
具有领导，指导和发展员工的能力。
3. Good skills of organization and presentation.
良好组织及展示技巧。
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