销售副总监 Assistance Director of Sales

FINANCIAL RETURNS
·
Validate of the potential of
assigned accounts and create account plans as per the IHG hotels standard
operating procedures
·
Develop the assigned portfolio to
meet set goals and maximise profitability
·
Gather information on current
and prospective clients / contacts to generate incremental business
·
Maintain effective control of
sales expenses
财务回报
- 根据洲际酒店集团酒店标准运营程序，评估指定客户的潜力并制定客户计划
- 开发指定的投资组合，以实现既定目标并最大限度地提高盈利能力
- 收集现有和潜在客户/联系人的信息，以创造更多业务
- 有效控制销售费用
PEOPLE
·
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
·
Provide feedback to management
on changing market conditions, including competition and market trends
·
Involve Director of Sales where
appropriate on sales calls and sales meetings
·
Communicate to his/her superior
any issues encountered and other relevant information
·
Organise training sessions,
daily briefings and other meetings as required
·
Conduct periodic formal reviews
with the Business Development team on their targets and goals
·
Conduct Annual Performance
reviews, set Key Performance Objectives and Personal Development plans in line
with IHG standards and brand standards for each member of the team
·
Through the regular reviews
with team members assess performance in line with metrics and expectations from
IHG and the hotel and take action as appropriate
·
Act as escalation point for
clients and members of the Sales Team when issues are not solved at a proper
level
- 利用客户互动和公开工具，监测竞争对手与酒店和客户组合有关的活动，并按照酒店程序与主要利益相关者分享相关信息
- 就不断变化的市场条件（包括竞争和市场趋势）向管理层提供反馈意见
- 酌情让销售总监参与销售电话和销售会议
- 向上级汇报遇到的问题和其他相关信息
- 根据需要组织培训课程、每日简报和其他会议
- 定期与业务开发团队就其目标和目的进行正式审查
- 根据洲际酒店集团标准和品牌标准，对团队每位成员进行年度绩效评估，制定关键绩效目标和个人发展计划
- 通过与团队成员进行定期审查，根据衡量标准以及洲际酒店集团和酒店的期望评估业绩，并采取适当行动
- 在问题没有得到妥善解决时，作为客户和销售团队成员的上报点
GUEST EXPERIENCE
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Network within one’s portfolio
of accounts to build relationships with key decision makers and other relevant
staff
·
Conduct client meetings as well
as planning and coordinating site introduction tours and inspections
·
Handle and manage clients’
queries or issues
·
Be proactive and responsible
for the follow up of new sales leads to enhance guest experience
·
Develop and maintain contact
with business generators (MICE Planner; travel agents; etc.)
客户体验
- 在自己的客户组合中建立网络，与关键决策者和其他相关人员建立关系
- 召开客户会议，规划和协调现场介绍参观和视察活动
- 处理和管理客户的询问或问题
- 积极主动并负责跟进新的销售线索，以提升客户体验
- 发展并保持与业务创造者（会展策划人、旅行社等）的联系
RESPONSIBLE BUSINESS
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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
·
Update Account and Contact
profiles, attach Account plans, ensure ‘live’ information for action
·
Develop awareness and
reputation of the hotel and the brand in the local community.
负责的业务
- 确保在提供的销售系统（如
Delphi、Opera 等）中准确及时地更新所有相关活动的准确记录，以备将来参考和控制之用
- 更新客户和联系人资料，附加客户计划，确保
"实时 "信息可供采取行动
- 提高酒店和品牌在当地社区的知名度和美誉度。
Perform other duties as
assigned.
履行分配的其他职责。
aCCOUNTABILITY问责制度
This is a senior level sales and marketing position in a full or
limited service hotel and may include meeting space and/or catering facilities.
May manage professional level and administrative Business Development team
members.
这是一个高级销售和营销职位，工作地点在提供全面或有限服务的酒店，可能包括会议场所和/或餐饮设施。可管理专业级和行政级业务开发团队成员。
Performance of this role should be measured by the following key
metrics:
·
Key Performance Objectives set
annually (as per IHG policy)
·
Individual Account Plans
·
No. of sales meetings
·
No. of leads from new accounts
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No. of leads from existing
accounts
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Value of definite leads from
new accounts
·
Value of definite leads from
existing accounts
·
Process compliance as the indicated
compliance in the Standard Operating Procedures
该职位的绩效应通过以下关键指标来衡量：
- 每年设定的关键绩效目标（根据 IHG 政策）
- 个人客户计划
- 销售会议次数
- 来自新客户的销售线索数量
- 来自现有客户的销售线索数量
- 来自新客户的明确销售线索价值
- 来自现有客户的明确线索价值
- 流程合规性，即标准操作程序中标明的合规性