高级销售经理/销售经理 - 宴会销售及会议策划

PRINCIPAL RESPONSIBILITIES主要职责
1. Plan and manage sales calls and telemarketing to all government and sub-bureaus, Consulates, Embassies and Chambers of Commerce according to account management procedures on quarterly, monthly, weekly and daily basis.
根据客户管理程序，按季度，月度，周和日常时间计划和管理所有政府和分局，领事馆，大使馆及商会的销售拜访和电话拜访。
2. Maintain good relationships with key government accounts and solicit daily room night production of individuals, groups and conference business from the existing and new government related bureaus in order to achieve sales targets and maximize revenue.
与主要政府客户群保持良好关系，在已有和新的政府相关部门客户中争取个人，团队和商务会议生意。从而达到销售目标并使收入最大化。
3. Handles inquiries from government related bureaus that may involve meeting, site inspection, negotiation and contract writing.
处理来自政府及相关分局的要求，包括会议，现场参观，协商和合同撰写。
4. Follow-up on all enquiries and leads involving government sectors until business is secured.
跟进所有在政府市场范围内的询问和线索，直到生意确定。
5. Conduct Hotel inspections for Government or Official functions coordinators.
为政府或政府活动协助人开展酒店参观活动。
6. Entertain key Government officials regularly to obtain updated market intelligence and maintain relationship.
经常与政府官员交际以获得最新市场动向并保持关系。
7. Represent the Hotel in Government invited functions.
代表酒店应邀参加政府活动。
8. Monitor competitors’ activities pertaining the Government segments.
关注竞争酒店的活动以洞悉政府市场。
9. Organise VIP’s arrivals, welcome and provide them with assistance during their stay upon needs according to the Hotel standards, in order to meet guest satisfaction.
安排贵宾到店，欢迎事宜并在他们在店期间根据酒店标准提供卓越服务，从而令客户满意而归。
10. Keep two-way communications between government bureaus and hotel, ensuring clients are kept updated with latest development in hotel, and senior managements are kept updated on changes in government sectors, the related events, market trends, customers feedback and competitor activities.
保持政府分局和酒店两者的紧密联系，保证不断为客户酒店的发展信息，并为高级管理层更新相关信息，包括政府部门、相关的事件,市场趋势、顾客反馈和竞争对手的活动。
11. Keeps the Senior Management updated on sales efforts progress and bookings, conferring closely on matters of special handlings or unusual developments, recommending necessary sales actions to better compete in the market place.
保持高级管理层更新销售进步和预订的信息，密切讨论特殊的事件或非正常的发展，建议有必要的销售策略，增加市场竞争力。
12. Account Management客户管理
Develops and maintains Langham Best Practice to ensure customer account objectives are defined and appropriate sales activities implemented.
发展和保持朗廷最优实践策略来保证目标明确和执行合适的销售活动。
Assists the sales associates in developing account development plans, detailing objectives, timescales and sales methods to support the defined account strategies.
帮助销售团队发展客户，包括发展计划，细化目标，时间规划和销售方法以支持客户销售策略的制定。
Liaises with LHG and GSO/GSAs specifying the accounts contribution to the business, revenue targets and agree activities.
与LHG和GSO/GSAs紧密联系，具体说明客户在商业，收入目标和达成活动上的比例划分。
Accurately identifies the level of influence and decision making power of contacts in the customer organisation and uses these to secure business.
准确识别客户联系人的影响力和决策力，并利用这些来巩固业务。
Develop customer accounts to increase market / customer share- all revenue streams-locally, nationally and globally.
发展客户数据库，增加市场/客户份额-所有的收入来源-本地，国际，全球。
13. Market Intelligence市场分析能力
Monitors and maintains competitor set activity including Financial Performance, SWOT Analysis, Key accounts/Market Share and Marketing Programs.
关注和持续了解竞争酒店的活动,包括财政表现,SWOT分析,主要客户/市场份额和市场活动。
14. Customer Relationships客户关系
Establishes, enhances and maintains productive quality working relationships with key internal and external customers.
与主要的内部和外部客户开展，加强和保持有效的工作关系。
Keeps Hotel information relating to customer requirements, interests and market activities up to date.
保持与客户要求，兴趣，和市场活动相关的酒店信息及时更新。
Reviews customer base to determine new opportunities for account penetration.
浏览客户数据库，发展新客户。
Contributes ideas to improve the products and services offered.
提供想法来提高产品和服务。
15. Team Leadership团队领导
Direct, monitors and evaluates sales performance of account teams and self to ensure sales revenue targets are being met.
指导，监督和评价团队和自身的表现，保证销售收入达标。
Agrees, clarifies and implements Best Practice selling methods and procedures at all levels in the team to ensure business objectives are met.
同意，阐明和执行各级团队的最佳销售实践方法和程序以确保业务目标的实现。
Discusses and agrees departmental and individual objectives with team, reviewing and updating in light of changes in the business, implementing corrective action where necessary.
与团队讨论并同意制定部门和个人目标，浏览和更新业务中的变化，必要时调整执行方法。
Communicates regularly and on time verbally and non-verbally, providing individuals with prompt and specific feedback on performance.
经常并及时进行口头或非口头的沟通，为员工个人表现提供及时和具体的反馈。
Creates an atmosphere which motivates and encourages people to perform to the best of their ability, minimizing conflict where it occurs.
创造能推动和鼓励员工发挥自己最佳能力的氛围，将冲突最小化。
REQUIREMENTS 职位要求
1. Education教育学历
Diploma or University degree is preferred.
大专或本科文凭优先。
2. Experience经验
Minimum 3 years relevant experience and managerial responsibilities in a 5 star hotel, previous experience in a similar position would be a plus.
最少3年相关工作和五星级酒店管理经验，之前担任过相似职位者优先。
3. Job Skills/Knowledge工作技能/知识
Excellent communication, interpersonal and co-ordination skills. Independent & ability to work under pressure. Well organized and a good planner with an enquiring mind.
具备极佳的沟通，交际和合作技巧。能独立工作和承受压力。具钻研精神，善于计划和组织。
4. Computer Skills电脑技能
Familiar with MS Office and Delphi Sales & Catering system.
熟悉微软办公软件和Delphi Sales & Catering系统。
5. Language Skills语言能力
Excellent written and verbal in Mandarin, good command in English.
具备优秀的普通话口语和书面沟通技巧，英语读写流利。