Director of Sales 销售总监

SPECIFIC DUTIES 工作任務:
1. Sales and Marketing 市场销售
· Oversees all day to day activities of direct reports.
了解管理所有每天直接下属的销售活动
· Provides positive and aggressive leadership to ensure maximum revenue potential; sets example with personal booking goals.
展示积极的，善战的领导才能以确保最大的收益机会；制定个人销售预定目标
· Works with sales leader to ensure understanding of sales strategy and effective implementation of this strategy for the segment.
与其他销售领导合作以确保销售策略被充分理解并有效的根据不同的市场类别被实施
· Recommends booking and conversion goals for sales team members.
向销售团队成员建议预订目标及转换预订至确认预订目标
· Works with F&B management to develop menus and packages that drive sales.
与餐饮管理部门合作不断开发菜单及套餐从而推动销售
· Proactively develops and manages relationships with key stakeholders, both internal and external.
主动发展和管理与重要内部的及外部的股东的关系
· Analyses market information by using sales systems and implements strategy to achieve hotel’s financial room and catering goals.
通过使用销售系统来分析市场信息， 实施销售策略从而实现酒店的客房及宴会收益目标
· Assists Revenue Management with completing weekly accurate catering and group projections by ensuring revenue is entered into Opera Sales & Catering
通过确保收益被正确输入Opera销售和宴会系统来帮助营收管理部门精确地完成每周宴会及团队收益预测
· Weekly audit of the Catering diary
每周编辑宴会日程
· In the absence of the sales or revenue leader, approves space release for catering to maximize revenue.
在销售总监或营收总监缺席的情况下，为宴会销售批准放场地以使收益最大化
· Develops implements and sustains aggressive solicitation program focused on increasing business.
发展，推广并坚持实施具有竞争力的吸引客源项目以不断扩大酒店生意
· Works with team to create and implement a sales intensity plan addressing revenue, customers and the market for the segment led by the DOM.
在销售总监的领导下，与团队合作制定并执行适用于所有市场分类的关于酒店营收，客户和市场方面的销售详细运作计划
· Works collaboratively with on-property sales channels (e.g., Proactive sales and Communications) and off-property sales channels (e.g., GSO & GSA and Cluster Teams) to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.
积极与酒店内部的销售渠道（例如，客房销售部和公关部）及酒店外部的销售渠道（例如，全球销售办公室和全球销售代理，万豪旗下其他酒店销售团队）合作，以确保达到酒店需求而且销售力量互补而不是重复浪费
· Participates in sales calls with members of sales team to acquire new business and/or close on business.
参与销售团队成员的客户拜访，以争取更多的新生意或使更多的预订转为确定预定
· Works with Human Resources, Engineering and Loss Prevention to ensure compliance with regulations.
与人事部，工程部和保安部合作以确保日常工作的顺利开展
· Participates in local travel to represent hotel at trade shows, sales missions, conferences etc.
代表酒店参与展会，销售代表团及相关会议
2. Guest Satisfaction 客户满意
· Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.
展示在对客服务中的领导能力，在对客服务中以身作则并演示如何创造积极正面的客户关系
· Participates in and practices daily service basics of the brand.
参与实践万豪的日常服务标准
· Interacts with guests to obtain feedback on product quality and service levels; effectively responds to and handles guest complaints.
积极与客户沟通交流以获取关于产品质量和服务水平的反馈意见；积极有效的回应处理客人投诉
· Meets with guests during pre- and post-convention meetings to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels, execution against contract and overall satisfaction.
在会前及会后积极与客人交流以获取关于产品质量的反馈意见（例如， 客房，会议设施设备，餐饮），服务水平，合同执行及总体满意度
· Empowers associates to provide excellent customer service. Establishes guidelines so associates understand expectations and parameters. Ensures associates receive on-going training to understand guest expectations.
授权员工提供完美的对客服务。制定相关指南以便员工理解应达到的标准并有据可依。确保对员工进行持续培训从而使他们理解客人的期望值。
· Observes service behaviours of associates and provides feedback to individuals and/or managers; continuously strives to improve service performance.
观察员工的服务表现并分别对每位员工/经理提出建议，持续努力不断提高服务质量
· Reviews sales and catering guest satisfaction results to identify areas of improvement. Reviews findings with Sales management team to develop appropriate corrective action and shares plans with property leadership.
回顾研究客房及宴会客人的满意度汇总以确认还需改进的方面。与销售管理团队一起探讨所发现的不足之处从而制定切合实际的改正计划并与酒店管理层分享相关计划
· Incorporates guest satisfaction as a component of department meetings with a focus on continuous improvement.
将客户满意度作为部门会议的一部分， 确保对客服务得到持续发展
· Ensures that a customer recognition program is in effect throughout Sales.
确保客户认可活动在销售部全面开展
3. Human Resources 人事管理
· Interviews and hires management and hourly associates with the appropriate skills to meet the business needs of the operation.
面试并聘用合格的经理及短期员工以满足酒店运营需求
· Develops implements and maintains a departmental orientation program for associates to receive the appropriate new hire training to successfully perform their job.
发展，实施并维护部门入职计划以确保新员工得到正确的入职培训以便顺利开展工作
· Uses all available on the job training tools for associates; implements and manages training initiatives and conducts training when appropriate; ensures self and direct report managers attend appropriate core training classes.
竭尽所能利用所有可用工具资源为员工提供培训；开展并管理主要的培训活动并在适当的时候指导培训；确保本人及下属经理参加核心培训课程
· Communicates performance expectations in accordance with job descriptions for each position and monitors progress.
根据不同职位的工作职责描述与员工沟通相关的工作表现期望，并监督员工达到要求
· Administers the performance appraisal process for direct report managers. Develops business goals and creates appropriate development plans. Assists associates based on their individual strengths, development needs, career aspirations and abilities.
对直接下属经理的工作表现进行管理和评估。制定商业目标并创造适当的发展计划。根据每位员工的优点，发展需求，职业渴望及能力来帮助员工发展
· Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team.
与员工建立保持开放，合作的工作关系并确保团队成员之间也保持这种关系
· Actively solicits feedback, utilities an “open door” policy and reviews associate satisfaction results to identify and address associate problems and concerns. Ensures associates are treated fairly and equitably. Constantly strives to improve associate retention. Brings issues to the attention of Human Resources as necessary.
主动收集反馈意见，通过使用“敞开大门”政策及研究员工满意度汇总来确定员工所面临的问题和关心的事项。确保每位员工得到公平公正的对待。持续努力提高员工忠诚度。在需要时及时地把问题反馈到酒店人事部
· Manages associate progressive discipline procedures for areas of responsibility. Ensures hotel policies are administered fairly and consistently. Ensures disciplinary procedures and documentation are completed according to Standard and Local Operating Procedures (SOPs and LSOPs).
对员工在职责范围内的纪律遵守情况进行管理。确保每位员工公平坚定地执行酒店规章制度。确保根据万豪的标准运营程序和本地标准运营程序来制定相酒店纪律制度的程序及文件
· Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.
在职责范围内与员工及各部门确保进行日常持续的沟通交流以确保商业目标得到充分认识，沟通期望值，及时认可工作表现并创造优异的营收效益
· Celebrates successes and publicly recognizes the contributions of team members; ensures recognition is taking place across areas of responsibility. Maintains an on-going associate recognition program.
对团队成员的成功及贡献表示祝贺及给予公开的认可；确保认可每位员工的杰出表现。持续开展员工认可计划
· Ensures departmental participation in community service events sponsored by Marriott International to build teamwork and enhance community relationships – Spirit to Serve.
确保部门员工参与万豪集团赞助的社区服务活动以建立团队合作精神并促进与社区的关系 – 服务精神
4. Financial Management 财务管理
· Participates in the yearly business planning process.
参与年度商业计划进程
· Participates in the budget development process for sales.
参与销售部预算制定进程
· Manages department’s controllable expenses to achieve or exceed budgeted goals.
管理部门的可控开支来达到或超过预算目标
· Monitors and manages the payroll function.
监督并管理员工薪水程序
· Prepares monthly P&L critiques.
准备月度盈亏鉴定
· Understands the impact of department’s operation on the overall financial goals; educates staff on details as appropriate.
理解酒店的全面财务目标对部门营运的要求和影响；正确地教导员工相关细节
5. Other
· Performs other duties as assigned to meet business needs.
根据商业需求来灵活完成其他任务
· Complies with Marriott International Hotels Limited Regional Office policies and procedures.
遵守万豪国际酒店集团区域总部的规章制度和程序