Director of Sales 销售总监

Primary Responsibilities主要职责
· Propose most suitable rate and increase market share.
提供最合适的价格方案及提高市场占有率。
· Manages and keeps updated the guest database.
管理并更新客户数据。
· Follow up market intelligence.
跟进市场信息。
· At any time promote a positive image of the hotel in all forms of contact.
在任何时间，任何形式的联系中提高酒店的正面形象。
· Formulate marketing plan annually with the DOSM.
同市场销售总监一起制定分部的年销售计划。
· Conduct yield management for maximum revenue
建立与收益总监的横向销售管理沟通以争取最大利润。
· With consultation to Executive Committee members, outlines rate structures, discount policies, special promotional packages and activities; work closely with F& B Director in outlining Banquet and Meeting sales targets, rates and sales operational procedures.
对行政委员会制定价格策略、优惠政策、特别促销套价及活动提供建议。与餐饮总监紧密合作，确定宴会、会议的销售目标、价格及流程。
· Offer the suggestions to Public Relations to promote hotel effectively and efficiently both domestically or internationally and all productions do meet with the requirement of Accor standard and specifications.
给公关人员提供有效地在国内外推销符合雅高酒店集团标准的酒店产品的建议。
· Keep well informed about the operations especially in key departments (Front Office, Housekeeping, F&B, and Banqueting etc.).
留意配合酒店尤其是主要部门的运作（前厅部、客房部、餐饮部、宴会厅等）。
· Co-ordinate with the rooms division Director to implement a yield management and up selling program in the Front Office Department gaining maximum occupancy.
同房务部总监密切协调以实现房价管理，并促进前厅部的销售以获得最高的住房率。
· Propose yearly Sales & Marketing Budget outlining what trade shows we should attend countries and regions we should visit and why this would be beneficial to the hotel’s profit.
建议每年的销售市场预算，我们应该参加什么样的贸易展览会，访问哪些国家和地区，以及这对酒店利益有什么好处。
· Develop & foster close and positive rapport with the public, guests, clients and members of the trade.
鼓励和发展同公众、旅客、客户以及商界人士之间的积极紧密的关系。
· Source, interview and select talent for setting up of sales & marketing team, fulfilling specific jobs and provide job description for each post
寻找、面试、选择新成员以建立市场销售队伍，填充具体的工作岗位，并为每一位置提供工作职责概述。
· Provide training module, conducting comprehensive and on – going training to sales team for highest standard performance in the market. Drawing training plan on monthly and annual basis to ensure making the Sales and Marketing team the most competent.
提供培训素材，积极引导，继续培训销售队伍，创建市场上的最好业绩。在制定月销售计划及年销售计划的基础上确保销售队伍最具竞争力。
· Direct Reservations and sales team with training and prompt information on rates/packages/changes for proper and efficient services to ensure maximum bookings
指导并培训销售及预订人员，收集关于房价、套餐及市场变化的信息，为达到最广泛的预订系统提供完善与高效的服务。
· Organize and submit weekly sales report to the DOSM.
组织并提交每周销售报告给市场销售总监。
· Ensure that all new clients have no negative credit references.
确保所有新客户均无负面信用的记录。
· Closely observe matters pertaining to competition (sites, prices, services offered on a regular basis - quarterly or more often if need be).
密切关注涉及竞争的事宜（位置、常规价格、服务－偶尔或经常需要的）。
· Prepare and administers the hotel Sales Department section budget on a monthly basis.
制定并控制所负责的分部的每月预算。
· Ensure that all commercial reporting for Accor head offices is handled with efficiency and accuracy, meet all dealings without excuse
确保所有提交给雅高酒店集团总部的商业报告都按要求快速准确完成。
· The Director of Sales is familiar with the operation and application of the hotel's computer / data processing system. Ensure the implementation and utilization of the departmental use of the in-house software especially on “sales and catering” that computerized reporting system is established and maintained.
熟悉酒店电脑及数据系统的运作和应用程序。确保部门人员对“销售及餐饮”等酒店电脑系统软件的运用，以建立并保持电脑报告系统。
· Provide after-sales service and in particular to ensure all guests complaints brought to management’s attention and communicate with the respective departments if necessary for proper handling. Ensure that all complaints are reviewed; investigated and follow-up action is initiated.
提供销售后服务，特别要确保必要时客户所有的投诉都被有关部门认真接受、讨论。确定所有投诉都已经过调查，并开始实施补救行动。
· Must be an example of the Accorhotel Values, brand standards, and a champion of grooming and appearance guidelines.
遵循雅高酒店集团价值观、品牌标准的榜样，酒店人才仪容仪表和行为标准的指导人。
· Perform other related duties & special projects as assigned by the supervisor
随时执行上级分配的其他相关任务或特殊项目
Main Complexity/Critical Issues In The Job主要复杂/关键工作事项
· To assist the Director of Marketing in administration and overall sales activity planning of the sales office.
协助市场销售总监管理所有销售活动计划。
· Supervise the sales managers and sales executives as well as sales office Clerical talent’s daily work. Responsible for the hotel’s sales activities.
督导销售经理和销售人员以及销售办公室文员的日常工作。
· Able to handle guest request and feedback in a professional manner
妥善处理及回复客人的需求。
· Able Ability to interact with all level of people
能和各级员工互动交流
· Responsible for the hotel’s sales activities:
负责酒店的销售任务包括：
- Selling the hotel to Business and Leisure individual traveler, Business and Leisure group, Business meeting etc.
商务及休闲散客、商务及休闲团队、商务会议等的销售工作。
- Assist the Director of Marketing on development and implementation of the annual marketing plan and sales target.
协助市场总监发展完成年度销售计划及销售目标。
- Make joint sales calls with the sales talent to understand their training needs.
了解销售人员的培训需要并制定销售拜访。
- Planning and development of an organized sales effort, such as sales blitzes, partnership in excellence … to solicit appropriate business which achieves the goals and objective of the hotel.
- 计划及发展有组织的销售工作，如销售战，伙伴关系，征求适当的业务，以达到酒店的目标。
· Develop an effective sales plan in plans and action format for all segments of the marketing mix with full input and commitment from your managers.
制定一份有效的销售计划，以计划和行动的形式针对市场营销组合的所有部分，并得到经理的充分支持和承诺。
· Ensure that individual sales manager’s goals are set and monitored as well as ensure performance on a monthly basis.
确保设定销售管理目标同时确保每月工作情况。
· Administer the sales department through:
通过以下方面管理销售部门：
- Recruit, select and prepare orientation and training of Sales Department personnel.
负责本部门销售人员的招聘，制定部门入职培训。
- Ensure that procedures as specified in the S.O.P. are implemented and adhered to.
确保实施和遵守指定的S.O.P.。
- Hold daily sales briefings.
保持每天的销售简报。
· Establish sales goals, both current and futures, for all personnel carrying direct sales solicitation responsibility.
建立当前和未来的销售的目标，对所有销售人员进行直接的任务给予。
· Supervise office talent and implement sales procedures to ensure proper and prompt handling of all correspondence, maintenance of files and follow through with the worldwide sales offices.
监督办公室工作人员和销售程序，以确保实施适当和及时处理各种信函，文件维护及系统的存档并与世界各地的销售办公室保持联系。
· Coordination of sales activities with other departments, emphasizing a good rapport and good working relationship with the rooms and food and beverage departments.
协调与其他部门的销售活动，并强调与客房和餐饮部门保持良好的工作和合作关系。
· Preparation of the monthly and the six month forecasts.
准备月度和半年的预测。
· Develop an annual training plan and distribute to all sales talent for proper scheduling.
制订年度培训计划，并分发到所有销售人员进行适当的安排。
· Work closely with the Director of Sales and Marketing and the revenue team in formulating strategies to optimize sales and revenues.
密切与市场销售总监合作，制订战略，优化酒店的销售和收入。
· Chair by-weekly sales meetings.
组织每周的销售会议。
Knowledge and Experience知识和经验
· University Graduates
大学本科毕业
· Minimum of 5 years Sales management experience
至少五年的酒店销售及管理经验
· A strong understanding of overall hotel business.
有很强的星级酒店市场及生意拓展理念
· Ability to study, analyze and interpret complex activities and/or information in order to improve new practices or develop new approaches
具有很强的学习能力，分析和解释复杂的活动和/或信息，以提高新的实践和发展的新方法
· Must have strong decision making skills
必须有较强的决策能力
· Strong oral and written communication skills
较强的口头和书面沟通能力。
· Ability to train and develop team members
能力的培养和发展团队成员
· Ability to work effectively in a team environment and take initiative
在团队中发挥主动性使工作更有效
· Excellent organizational skills
优秀的组织能力。
· Computer skills (word processing, spreadsheet, and presentation software)
计算机技能（文字处理，电子表格和演示软件）
· Language skills: English and Mandarin Chinese
语言技能：英语和普通话