婚宴销售经理 Manager, Wedding Sales

Job Summary
工作简述
Primarily responsible for acquiring and converting Wedding group leads allowing the Wedding groups segment to reach and/or exceed the departmental revenue and room nights targets. This role is based in Sanya and is customer facing, both within the Resort and visitation of local accounts.
主要负责获得及转换潜在团队客户使其达到或超过部门的收益目标及间夜目标。办公点在三亚，负责度假村的对客服务及客户的视察访问。
Key Duties and Responsibilities
关键职责
Proposals & Quotes:
提案及报价
▪ Prepare all proposal and quotes which must be sent out within 24 hours of the initial enquiry in line with ASH standard template.
准备所有提案和报价，必须在最初询问的 24 小时内根据 ASH 标准模板发出。
▪ Prepare all contracts – in line with ASH standard templates, ensuring that the contract has been signed by all relevant parties.
准备所有合同 - 符合 ASH 标准模板，确保所有相关方签署合同。
▪ Secure all initial deposits related to the confirmed event, preparing any LPO in order to ensure swift payment is received.
确保与确认事件相关的所有初始存款，准备任何 LPO，以确保收到快速付款。
▪ Ensure all activities related to proposal and quotes are entered into Delphi.
确保与提案和报价相关的所有活动都输入到 Delphi 系统里。
▪ Ensure that a detailed file is prepared – ready for handover to events management and all relevant documentation is presented at handover stage.
准备一个详细的文档-能直接交接给会务管理且提供用于交接阶段的所有相关文件。
Sales:
销售
▪ Manage a portfolio of Wedding accounts for which you will be responsible for their production, conversion of bookings along with the clients overall product knowledge (Direct clients, wedding planners, RSO / GSA’s)
负责管理的婚宴客户档案及其产量，与整体产品一起实现客户预订（地接社的第三方代理商，婚宴客户，RSO /GSA）。
▪ Present the unique features and benefits for ASH, position the Resort over and above competitors, monitoring competitors’ activities and rate positioning.
介绍 ASH 的特色和优点，将度假村定位在竞争对手以上，监控竞争对手的活动和速度定位。
▪ Ensure that all proposal and quotes sent out are followed up within 3-5 days, establishing client feedback and likely hood to confirm.
确保发出的所有提案和报价在 3-5 天内进行跟进，建立客户反馈并确认其可能性。
▪ Negotiate where necessary on initial proposal costs and breakdown. Include value added extras and/or re-evaluate rates where applicable.
在必要时协商初始建议费用和细分。 包括增值额外费用和/或适当时重新评估费用。
▪ Participate in site inspections, Wedding Fair and the creation of running orders as and when required and planned for in advance accordingly.
参与现场视察，考察团之旅，并在必要时提前安排合理的参观。
▪ Participate in relevant trade shows as and when required.
在需要时参加相关的展会。
▪ Identify relevant bookings where the assistance is required from the Director, MICE in order to secure the wedding business with ASH.
在会务总监协需要时协助相关的预订，以确保活动在三亚亚特兰蒂斯顺利进行。
Systems & Admin:
系统管理
▪ Completion of all activities to be entered into the Delphi System being; sales call information update, client appointments, all telephone calls related to a specific book logged and recorded, all emails documented on specific booking.
完成所有要进入 Delphi 系统的活动; 销售电话信息更新，客户约会，与特定预定的相关所有电话的日志和记录，所有电子邮件记录在具体预订中。
▪ All proposal, quotes and contracts will be shared with the relevant departments – finance, reservation and the events team.
所有提案，报价和合同将与相关部门共享-财务部，预定部和宴会部。
▪ Detailed files to be completed with the relevant information pertaining to the wedding, ready to hand over to the Event Management team for execution of event.
完成与婚宴相关的信息的详细的文件，并可随时交接给宴会管理团队执行。
▪ Weekly sales report to be compiled – detailing key achievements and market intelligence.
编辑每周销售报告- 详细介绍关键成果和市场情报。
▪ Create and follow up on various in-house forms, such as client entertainments, complimentary upgrades and room bookings, fam trips etc.
创建和跟进各种内部表单，如客户娱乐，免费升级和房间预订，考察团之旅表格等。
▪ Plays an active role in the production of sales account plans for owned accounts, departmental sales plans and activities.
在自有客户，部门销售计划和活动的销售经营计划方面发挥积极作用。
Finance:
财务
▪ Ensure that the department achieves all budgeted revenue and room night targets.
确保该部门实现所有预算收入和房间夜间目标。
▪ Ensure that you achieve or exceed personal revenue targets.
确保您实现或超过个人业绩目标。
▪ All deposits are requested and recorded for all events using the Delphi System
所有活动及所有存款必须使用 Delphi 系统做记录。
▪ Ensure that all rates quoted are in line with the Yield Calendar as produced by the revenue department.
确保所有报价与收益管理部生成的收益报表一致。
▪ Ensure all paid deposit information is correctly entered into Delphi.
确保所有付费存款信息正确输入 Delphi 系统。
▪ Weekly attendance at the ‘Business on the Books’ meeting, ensuring that all follow ups and updates are given related to your portfolio of enquires. Particularly attention must be made to those events that ASH ‘Must Win’.
出席每周“已生成的订单”会议，确保所有跟进和更新都与询价组合档案相符。特别注意那些三亚亚特兰蒂斯必胜的活动。
Marketing:
市场
▪ Ensure that all databases are updated timely
确保所有数据库及时更新。
▪ All packages and promotions are communicated to your account portfolio
所有组合套餐和促销活动都传达到您的客户档案。
▪ Collect data and examples on competitor Resorts marketing initiatives 收集有关竞争对手的数据和实例。
▪ Make recommendations and suggestions regarding marketing campaigns for ASH
为 ASH 的营销活动提出建议。
Leadership:
领导能力
▪ To guide, advice coach and nurture Sales Executives and Sales Coordinator.
指导，训练和培训会务销售副经理和会务销售主任。
▪ To be actively involved in the recruitment, appraises performance management along with Assistant Manager and Sales Officer.
积极参与招聘，及会务销售副经理和会务销售主任的绩效评估管理。
General:
综述
▪ Co-ordinates with colleagues and representatives of other departments to ensure an efficient flow of communication
协调部门同事及其他部门的代表，确保高效沟通。
▪ Participates in all departmental weekly meetings
参加所有部门每周会议。
▪ Ensures departmental and personal objectives are being met, reviewed
确保部门和个人目标得到满足和评估。
▪ In conjunction with Director, MICE Sales, personal objectives and action plans are completed, reviewed and updated.
连同总监，会务销售人员，共同完成、审查、更新个人目标和销售计划。
▪ Any other reasonable duties and tasks as directed by Director, MICE and VP, Sales
销售副总裁和会务销售总监指导的任何其他合理的职责和任务。