销售总监

1. Conduct Sales Activities进行销售活动
l Visit and entertainall key accounts regularly
定期拜访和宴请所有重要客户。
l Oversee theplanning of sales call of the proactive sales team.
监督管理销售团队的销售拜访计划。
l Ensure all enquiresare handled by the reactive sales team promptly and efficiently.
确保销售团队正确适当的处理所有来访咨询。
l Meet with in-houseguests to build relationship and to obtain guest comments.
与住店客人见面建立友好关系，并且取得客人的评价。
l Meet with keybanquet customers to build relationship.
与重要宴会客户见面建立友好关系。
l Be proactive inobtaining sales leads from various sources such as newspaper, internet,TV etc.and assign sales associates to follow up on the leads.
主动从各种资源例如报纸，网络和电视上取得团队，分配销售部同事跟进工作。
2. Account Management客户管理
l To ensure that allinformation related to all accounts are recorded in Fidelio S&C and filedaccordingly, and to maintain the accuracy of information in the systems.
确保与所有客户有关的资料记录在销售和宴会系统，保持系统信息的准确性。
l Assist all salesassociates in the set up on strategies and tactics for each account and toensure that the planned actions are followed up.
协助所有销售部同事为每个客户制定战略战术的计划，确保跟进所有的行动计划。
l Conduct accountreview and account audit to check on the information obtained for each of theaccounts.
进行客户回顾和查核，核实每个客户的信息。
l Review Call Reportsto ensure that all accounts are properly managed.
回顾拜访报告以确保适当管理了所有的客户。
l Ensure that salescall plan is set up by all sales associates and the plan is
efficiently used.
确保销售部员工自己制定销售拜访计划，并且有效的进行计划。
l Participate insetting up sales targets for all sales associates.
l 参与所有销售部员工的销售目标的制定。
3. Sales Strategy Planning销售战略计划
l Attend weekly SalesStrategy Meeting to share information on competitors' activities,customerfeedback and other market intelligence.
参加每周销售战略会议，分享竞争酒店的活动信息，客户反馈和其他市场情报。
l Assist DOM insetting up pricing for all market segments and the pricing for catering.
协助市场总监制定不同的市场价格和宴会价格。
l Regularly reviewthe effectiveness of the Sales Strategy and make recommendations for changes ifrequired.
定期回顾销售战略的预期效果，并且根据要求作出调整的提议。
4. Train and develop all sales associates培训和发展所有销售部员工
l Coach and counselall associates to ensure timely rectification of performance
指导和建议所有销售部员工确保及时纠正不良工作表现。
l Derive SMARTdevelopment plan for each associate to fortify strengths and overcomeweaknesses. (SMART = Specific, Measurable, Achievable, Realistic and Timely)
本着具体的、有衡量的、可达到的、真实的和有时效的原则使每个员工发挥自己的长处，克服不
足。
l Set up clearguidelines and expectation for each associate and follow up on the
progress
为每个员工制定清晰的准则和期望，并且跟进进程。
l Conduct on the jobtraining to all associates by arranging joint calls with sales associates andreview with them their performance during the sales call.
根据安排参加拜访来对员工进行工作培训，并且回顾他们的销售拜访的表现。
l Ensure that allsales associates are conducting business according to the Marriott set
guidelines.
确保所有销售部员工根据万豪的方针准则进行销售工作。
l Conduct regularperformance review for sales associates and keep written record for futurefollow up.
对销售部员工进行定期工作表现回顾，并且记录在案以便日后跟进。
l To review andupdate all LSOPs related to sales operation whenever necessary.
回顾和更新所有与销售运作相关的酒店政策法规。
5. Fully utilize all Marriott Resources充分利用所有万豪资源。
l Ensure all salesassociates cross sell sister properties when the hotel product does not fitinto customers' requirements or when customers have potential for otherproperties.
确保所有销售部员工都能当酒店的服务不能满足客人或者客人有可能作其他选择时，销售集团内的其他酒店。
l Constantcommunication with market sales, alliance account team and GSOs to discuss onneeds of the hotel and to ensure full coverage of all accounts.
保持与市场销售部的联系，和全球销售组织联合商榷客户对酒店的需要，并且确保覆盖所有客户。
l Make good use ofMarriott Rewards as a key sales tool.
充分利用万豪礼赏作为一个重要销售工具。
l Work closely withthe other sales teams in the cluster to share marketing information, discuss onaccount servicing issues and cooperation.
与集团内的其他酒店的销售部密切合作，分享市场信息，讨论客户服务事项与合作事宜。
6. Prepare periodic reports准备定期报告
l Assist DOM andRevenue Manager in preparing periodic reports for record of sales activitiesand market analysis.
l 协助市场总监和营运收益总监对销售活动记录和市场分析做定期报告。
7. Business / Marketing Plan商务/市场计划
l Participate in thepreparation of Business / Marketing Plan and to ensure that all
strategiesare backed up with appropriate tactics.
参与商务/市场计划的准备，确保所有战略用适当的方法备份。
l Produce periodicaction plan based on the Business Plan and ensure that the sales team is conductingbusiness according to the set objectives.
根据工作计划制定定期行动计划，确保销售团队根据目标进行工作。