Director of Sales 销售总监

Job Overview
The Director of Sales will provide day-to-day leadership to the Sales team and managing an assigned account portfolio with the aim to generate and maximise hotel revenue and market share. Key to this role is building relationships and developing networks within the accounts assigned by the Sales Research Team in order to increase conversion and revenues. This role will also involve the active coaching of the Sales team.
Duties and Responsibilities
FINANCIAL RETURNS
· Validate of the potential of assigned accounts and create account plans as per the IHG hotels Business Development standard operating procedures
· Develop the assigned portfolio to meet set goals and maximise profitability
· Gather information on current and prospective clients / contacts to generate incremental business
· Maintain effective control of sales expenses
PEOPLE
· Use both account interaction and publicly available tools to monitor competitors' activities as it relates to both the hotel and the portfolio of accounts and share relevant information with key stakeholders in line with hotel procedures
· Provide feedback to management on changing market conditions, including competition and market trends
· Communicate to his/her superior any issues encountered and other relevant information
· Organise training sessions, daily briefings and other meetings as required
· Conduct periodic formal reviews with the Sales team on their targets and goals
· Conduct Annual Performance reviews, set Key Performance Objectives and Personal Development plans in line with IHG standards and brand standards for each member of the team
· Through the regular reviews with team members assess performance in line with metrics and expectations from IHG and the hotel and take action as appropriate
· Act as escalation point for clients and members of the Sales Team when issues are not solved at a proper level
GUEST EXPERIENCE
· Network within one’s portfolio of accounts to build relationships with key decision makers and other relevant staff
· Conduct client meetings as well as planning and coordinating site introduction tours and inspections
· Handle and manage clients’ queries or issues
· Be proactive and responsible for the follow up of new sales leads to enhance guest experience
· Develop and maintain contact with business generators (MICE Planner; travel agents; etc.)
RESPONSIBLE BUSINESS
· Ensure accurate and timely updating of an accurate record of all relevant activities in the provided Sales System (i.e. Delphi; Opera; etc.) for future reference and control purposes
· Update Account and Contact profiles, attach Account plans, ensure ‘live’ information for action
· Develop awareness and reputation of the hotel and the brand in the local community.
Perform other duties as assigned.
aCCOUNTABILITY
This is a senior level sales and marketing position in a full or limited service hotel and may include meeting space and/or catering facilities. May manage professional level and administrative Business Development team members.
Performance of this role should be measured by the following key metrics:
· Key Performance Objectives set annually (as per IHG policy)
· Sales Team total no. of sales meetings
· Sales Team total no. of leads from new accounts
· Sales Team total no. of leads from existing accounts
· Value of Sales Team total definite leads from new accounts
· Value of Sales Team total definite leads from existing accounts
· Process compliance as the indicated compliance in the Standard Operating Procedures