市场销售部总监 Director of Sales and Marketing

Job Summary:
Oversees and directs all aspects of the Sales and Marketing activities. Responsibilities include overseeing the planning and development of promotional strategies and marketing plans; oversee and assist with the development and implementation of the sales and marketing plan; management of the sales and marketing team and reporting on effectiveness of the plan. Responsibilities also require direct and routine interaction with Regional Sales and Marketing office.
MAJOR FUNCTION:
Drive the hotel revenue through setting up of marketing and sales strategies and follow through on the execution of such strategies.
MAJOR RESPONSIBILIES:
Oversee the operation of Sales, Catering, Public Relations and Reservations. Set up overall strategies for sales, promotions and advertising. Ensure that all strategies are set up in line with the positioning of the hotel and are according to Accor corporate guidelines.
Sales Activities:
a) Participate in sales activities by conducting sales calls and meeting with in house customers to strengthen relationship with customers, obtain market information and customers’ feedback.
b) Oversee the planning of all sales activities to make sure that there is appropriate sales coverage and effective customer service at all times.
c) Ensure all enquires received at sales offices are handled promptly and efficiently.
d) To make certain that the sales team is constantly soliciting new business opportunities and obtaining sales leads through various sources such as newspaper, internet, TV etc.
e) To monitor the quantity of sales activities to make sure that all sales associates are conducting sales activities according the set guidelines in number of sales activities per day and call volume etc.
Coordination with other departments and session:
a) To ensure a smooth liaison between Sales and Marketing with all other departments.
b) To take the initiative to act on any conflict or problems in a constructive manner.
Account Management:
a) To ensure that all information related to all accounts are recorded in system and filed accordingly, and the accuracy of information in the systems is maintained at all times.
b) Assist in the set up on strategies and tactics for each account and ensure that all Accor resources are appropriately used.
c) Conduct account review and account audit to check on the information obtained for each of the accounts.
d) Review Call Reports to ensure that all accounts are properly managed.
e) Ensure that sales call plan is set up by all sales associates and the plan is efficiently used.
f) To ensure that sales targets are set up for all sales associates.
Sales Strategy Planning:
a) Conduct weekly Sales Strategy Meeting to ensure all participants are sharing information on competitors’ activities, customer feedback and other market intelligence.
b) To lead the Sales Strategy team in setting up pricing and positioning for all market segments and the pricing and positioning for catering.
c) Regularly review the effectiveness of the Sales Strategy and make recommendations for changes if required.
Train and develop all sales associates:
a) Coach and counsel all associates to ensure timely rectification of performance. To make sure of disciplinary actions if required aim to assist associates in improving their performance.
b) To make sure that there is a SMART development plan for each associate to fortify strengths and overcome weaknesses. (SMART = Specific, Measurable, Achievable, Realistic and Timely)
c) To ensure that there are guidelines and expectation set up for each associate and follow up on the progress
d) Ensure that Director of Sales and Sales Manager conduct on the job training to all associates by arranging joint calls with sales associates and review with them their performance regularly.
e) To monitor the sales activities and make certain that all sales associates are conducting business according to the Accor set guidelines.
f) Conduct regular performance review for all managers and keep written record for future follow up.
g) To review and update all LSOPs related to Sales and marketing whenever necessary.
Fully utilize all Accor Resources:
a) Ensure all sales associate cross sell sister properties when the hotel product does not fit into customers’ requirements or when customers have potential for other properties.
b) Constant communication with market sales, alliance account team and GSOs to discuss on needs of the hotel and to ensure full coverage of all accounts.
c) Make good use of Accor Le-Club as a key sales tool.
d) Work closely with the other sales teams in the cluster to share marketing information, discuss on account servicing issues and cooperation.
Prepare periodic reports:
a) Prepare periodic reports for record of sales activities and market analysis.
b) Prepare monthly reports and ad hoc reports as required by General Manager and Regional Office.
Revenue Management:
a) Review reports prepared by Revenue Manager to analysis market situation and make recommendations on sales strategies and tactics.
b) To make certain that all revenue management tools are properly used aim to maximize the hotel revenue at all times.
c) Regular check on the rate control procedures to avoid any abuse of discount.
d) Ensure that all commission payment is handled accurately and efficiently.
e) Assist in conducting periodical rate audit in Opera System.
Business / Marketing Plan:
a) Preparation of Business / Marketing Plan and to ensure that all strategies are backed up with appropriate tactics.
b) Produce periodic action plan based on the Business Plan and ensure that the sales team is conducting business according to the set objectives.