Director of Sales销售总监

KEY ROLES & RESPONSIBILITIES
Assist in the development of year Business Plan for the hotel and then cascade this into a specific and measurable plan by segment and work with the DOSM to implement for the Sales team to execute.
协助参与提高酒店的年度经营计划并将其划分成各个详细标准的计划，同市场销售总监一同把每个计划落实到销售团队并确保计划的执行。
Organize regular sales trips to develop potential markets and to maintain key customer relationships.
组织定期的销售拜访，发掘潜在市场并与重要客户维持良好关系。Manage and drive business for the key account base of the hotel, maximizing revenue opportunities and exceeding the set targets.
基于酒店现有重点客户，管理并驱动其业务增长，保证收益的最大化并超额完成预定目标。
Collaborate closely with the sales team to ensure they are effectively managing their accounts and maximizing opportunities. Focus on new business opportunities whilst maintaining the existing accounts.
紧密协同销售团队确保他们有效地管理客户并扩大合作机会。在维持现有客户的同时要重点发展新的客户群体。
Plan and execute a series of familiarization tours to profile the Hotel and engage with customers for corporate companies’ decision makers, travel agents, airline associate, tour operators, convention organizers, meeting planners, incentive operators and other industry personnel.
计划并实施一系列的酒店信息介绍等类似活动并同合作公司的决策者、旅行商、航空公司、旅行社计调、会议组织者、大会组织、奖励计划组织者和其他产业人员建立良好关系。
Develop and refine a comprehensive mailing list/database for clients and in conjunction with the Marketing Communications Manager maintain a regular communication to this database on the hotel offers to encourage new and repeat business.
发展完善一份综合的客户邮件列表或客户资料库并同市场传讯经理保持定期沟通，争取更多新的和二次合作的机会。
Assist in maintaining a strong team performance, by regularly reviewing KPI’s and goals against performance and realigning strategies according to results.
协助维护高绩效的团队，通过定期回顾关键业绩指标（KPI’s）和目标并根据实际绩效结果调整策略。
Develop and supervise all sales activities.
发展并管理所有销售活动。
Ensure BDE are trained and know how to complete the New Business call calculator to develop a prequalified, prioritized prospect list for new business.
接受过数据库引擎（BDE）培训，了解怎样通过新业务电话记录建立一个有初步意向合作的新业务列表。
Prepare monthly outlook / forecast for related expenses and discuss with DOSM as scheduled
为相关开支准备月度预测并同市场销售总监定期讨论。
Prepare department performance reports and submit to DOSM on weekly basis.
准备部门业绩报告并每周提交于市场销售总监。
Forecast, analyze and report Sales Performance results.
预测，分析和报告销售业绩结果。I
In conjunction with the DOSM, effectively recruit, train and develop, certify and evaluate performance of associates. Ensure turnover reduction and optimization of productivity through efficient work practices.
同市场销售总监协力，保证有效地招聘，培训，发展和评估员工。确保减少员工流失率和最优化的员工配置。
Demonstrate working knowledge of all tasks within your area of responsibility.
充分运用工作知识完成销售总监职责范围内的所有工作任务。Implement opportunities for quality team building.
实现质量团队建设。
Arrange regular sales meetings to keep associates and management informed and to foster a two-way communication. Involve associates in all aspects of decision making. Encourage creativity, initiative and innovation.
安排定期销售会议保持员工和管理人员互相了解并培养双向沟通，让员工参与到各个方面的决策。鼓励创造性，主动性和创新性。
Co-operate with all departments within the hotel.
同酒店各部门合作。
Anticipate guest’s needs through observation and offer prompt, efficient service either personally or through effective communication with other associates.
通过观察和其他提示遇见客人的需要，有效地亲自服务客人或者通过与其他同事的有效沟通解决客人问题。
Align working practices and conduct with Hotel’s Vision; consistently strive to meet and exceed the expectations of both internal and external guests.
调整工作业务和经营使其符合酒店的愿景，始终如一地努力实现并超越内部和外部客人的期望。
Co-ordination of all aspects of the departments operation to ensure that the services of the Department are delivered to guests or internal customers with the aim of exceeding guest expectations and in accordance with Hotel’s standards.
协调全方位的部门运作来确保部门传达给客人或者内部客户的服务旨在符合酒店的标准的前提下超出客人期望。
Develop a communication plan to advise and seek support with seek operations teams on important site inspections and customer familiarizations.
制定一个交流计划，在重要考察和客户熟悉酒店期间及时通知操作部门并得到其支持与协助。
Oversee the site inspections of team members to ensure use of brand and wow elements to ensure the Hotel’s key unique propositions are presented.
监督各团队成员的考察，确保在考察中头通过对酒店品牌的介绍和给客户创造惊喜等方式来展现酒店最关键独特的主题。
Develop an awareness of, and appreciation for, the richness of the cultural diversity of your clients, associate and location.
承认、尊重并丰富员工的文化差异性，使其结合并共存。
Identify opportunities for value added services to increase sales profitability and anticipate client needs.
抓住机遇拓展增值业务，增加销售利润并预见客户的需求。Negotiate contracts only with approved suppliers as per corporate management policy and procedures.
同供应商商议合同时应按照公司管理部门政策和程序。
Act on potential client complaints and report to appropriate personnel.
解决潜在的客户投诉并通知相关人员。
Verify timesheets. Compile daily, weekly and monthly reports as required. Analyze reports and make recommendations.
考核工作时间。根据要求编写每日、每周和月度报告。分析报告并指导意见。
Ensure files, correspondence and other relevant business documentation are maintained within the sales & catering systems as designated.
确保文件、通信和其他有关的商业文件符合销售和宴会统筹系统的规定。
Conduct development and performance reviews, identifying key personnel for further development and structured career pathing.
进行发展和业绩评估, 确定关键人员的进一步发展和职业方向引导。Align management style, working practices and conduct with Hotel’s Vision, Corporate Values and policies. To comply with Hotel’s Code of Conduct at all times
调整管理方式、工作实践同酒店期望、企业价值观和政策相符，时刻遵守酒店规定的行为准则。
Completely understand, implement and ensure adherence to Local Labor Laws and Hotel policies.
熟知并遵守劳动法和酒店政策。
Maintain a new business plan per segment which identifies future business opportunities in your market.
拟定一份新的阶段式的销售计划，列出所负责市场的未来商机。
PERSONAL ATTRIBUTES
Must be able to read and write to facilitate the communication process.
具有能够促进沟通的读写能力。
Requires excellent communication skills, both verbal and written.
具有高水平的口语和书面沟通能力。
Knowledge of the city and market segmentation for business.
城市和市场划分知识。
Convey a high level of understanding of the importance of attention to detail.
高度重视细节。