资深业务拓展经理 Senior Business Development Manager

资深业务拓展经理负责管理客户及其档案，旨在生成酒店收益及市场份额并使其最大化。此职位的关键是与市场调查团队已分配给的客户建立并发展关系，以便增加收益并转化潜在客户。此职位也会参与管理并培训业务拓展主任及协调员。The Senior Business Development Manager will be responsible for managingan account portfolio with the aim to generate and maximise hotel revenue andmarket share. Key to this role is building relationships and developingnetworks within the accounts assigned to him by the Sales Research Team inorder to increase revenue and conversion. Where applicable, this role will alsoinvolve the management and coaching of a team of Business Development Executivesand Business Development Coordinators.
实现潜在客户转化并根据洲际酒店业务开发SOP制订个性计划。
Validate of the potential ofassigned accounts and create account plans as per the IHG hotels BusinessDevelopment standard operating procedures
开发已分配的客户以满足既定目标并使利润最大化。
Develop the assigned portfolio tomeet set goals and maximise profitability
收集现有的，及潜在的客户联系信息以生成额外增加的生意。
Gather information oncurrent and prospective clients / contacts to generate incremental business
保持有效控制销售费用。
Maintain effective control ofsales expenses
使用客户信息及公共工具来监测竞争者的行为，因为这与酒店及客户息息相关，并使用酒店流程与主要股东分享相关信息。
Use both account interactionand publicly available tools to monitor competitors' activities as it relatesto both the hotel and the portfolio of accounts and share relevant informationwith key stakeholders in line with hotel procedures
提供关于改变市场环境管理的反馈，包括市场竞争及市场趋势。
Provide feedback to managementon changing market conditions, including competition and market trends
参与必要的销售拜访和销售会议。
Involve Director of Sales whereappropriate on sales calls and sales meetings
与上级沟通工作中遇到的任何问题及相关信息。
Communicate to his/her superiorany issues encountered and other relevant information
出席并参与组织培训，每日简报及所需要参加的其他会议。
Attend and participate in andwhere appropriate, organise training sessions, daily briefings and othermeetings as required
监督，管理及培训业务拓展主任及业务发展协调员，旨在贯彻实旋他们各自职位的职责。
Where applicable, supervise, manageand train Business Development Executives and Business Development Coordinatorsin carrying out their responsibilities
当问题没有被合适的解决，要站在客户及商务发展团队的角度考虑，行事。
Where applicable, act asescalation point for client and members of the Business Development Team whenissues are not solved at a proper level
在某个客人的档案网络里与关键决策人和其他相关人员建立关系。
Network within one’s portfolioof accounts to build relationships with key decision makers and other relevantstaff
合理为客户计划协调安排现场考察体验。
Conduct client meetings as wellas planning and coordinating site introduction tours and inspections
处理及管理客户的询价或是问题。
Handle andmanage clients’ queries or issues
主动积极跟进新的会议信息，加深客户体验。
Be proactive and responsiblefor the follow up of new sales leads to enhance guest experience
开发并维持与商务统筹者（MICE 计划者，旅行社等）的联系。
Develop and maintain contactwith business generators (MICE Planner; travel agents; etc.)
使用特定的销售工具（如Delphi, Opera）确保精准及时的更新所有相关活动的记录供今后参考和控制。
Ensure accurate and timelyupdating of an accurate record of all relevant activities in the provided SalesSystem (i.e. Delphi; Opera; etc.) for future reference and control purposes
更新客户及联系文档，并附上客户计划，以确保今后活动使用信息的可用性。
Update Account and Contactprofiles, attach Account plans, ensure ‘live’ information for action
提高酒店在当地市场的认知度及声誉影响。
Develop awareness andreputation of the hotel and the brand in the local community.
履行所分配的其他职责。
Perform other duties asassigned.
这是一个在提供高端餐饮、宴会及/或会议设施等全面服务的奢华酒店，提供大型会务统筹方面的中级职位。
This is middle level sales and marketing position in a full orlimited service hotel and may include meeting space and/or catering facilities.
该职位的评估标准需遵循以下几个重要衡量标准：
每年确定一次关键工作考核指标（依据IHG政策规定）
针对性的客户计划
销售会议数量
新客户生意信息数量
老客户生意信息数量
新客户确定生意信息质量
老客户确定生意信息质量
程序要符合SOP
Performance of this role should be measured by the following keymetrics:
Key Performance Objectives setannually (as per IHG policy)
Individual Account Plans
No. of sales meetings
No. of leads from new accounts
No. of leads from existingaccounts
Value of definite leads fromnew accounts
Value of definite leads fromexisting accounts
Process compliance as theindicated compliance in the Standard Operating Procedures
市场，商务或酒店管理专业的证书或相关文凭，至少在酒店业或相关服务专业3年的销售经验。
Degree or Diploma in Marketing, Business or Hospitality Managementdesired, and at least 3 years of relevant Sales experience in Hospitality or arelated service industry.
需要具备以下技能：
深入了解销售准则及销售技巧
高效的沟通及谈判技巧
熟知酒店产品、价格，了解市场体系
熟练的电脑操作（包括微软）
开发与客户及其他股东良好关系的能力。
熟知销售工具的知识及经验
Expected to possess the following skills:
In-depth knowledge of salesprinciples and techniques
Effective communication andnegotiation skills
Strong knowledge of hotelproducts, rates and marketing programmes
Excellent PC skills (includingMS Office)
Ability to develop strongrelationships with customers and other stakeholders
Knowledge and experience ofSales Systems (i.e. Delphi; Opera; etc.) is advantageous