市场销售总监Director of Sales & Marketing

Major Functions责任概要 :
Responsible for business transient and Group Sales, Account Servicing, Departmental and Intradepartmental Relations, Advertising and Public Relations, Budget Administration and Projections, and co-ordination and developing Marketing Plans.
对散客和团队销售，客户服务，部门和跨部门的关系，广告，公共关系，预算管理和公布，以及协调发展市场计划。
MAJOR RESPONSIBILIES 責任概要 :
1. Plan, develop, coordinate and write the property marketing/business plan.
计划，发展，协调和撰写酒店市场营销/营业计划。
2. Research the need areas of consumers and hotels and translate that into an effective marketing plan
对所需领域的顾客和宾馆进行调研并将其转变为有用的市场营销计划。
3. Conduct effective competitive shopping studies.
对竞争者做出有效的研究。
4. Apply problem-solving skills and make decisions in market segments.
提出问题坚决的技巧和在市场分段中做出决策。
5. Implement the marketing plan using proper marketing vehicles.
用准确的市场工具执行市场营销计划。
6. Delegate inter and intradepartmental responsibilities.
对部门内部和跨部门起责任代表。
7. Monitor the marketing plan by evaluating the effectiveness of the results against forecasted goals.
通过对预算目标和实际的结果进行评估来监控市场计划的有效性。
SPECIFIC DUTIES 工作任务 :
1. Budget Administration 预算管理:
a. Be responsible for sales and reservations department expenses.
对销售部和预定部的部门支出负责。
b. Be able to operate sales and reservations statements within the budget.
在预算范围内，能对销售部和预定部的现状做出调节。
c. Have a working knowledge of all the hotel departments’ priorities.
对这个酒店各部门的优势有整体的工作认识。
d. Monitor the sales production for all areas of the hotel.
对酒店所有区域的销售产品进行监控。
e. Analyze statistics and make appropriate decisions.
对数据进行分析并做出适当的决策。
f. Analyze profit effectiveness of the marketing programs.
对营销计划做利润率的分析。
g. Critique past marketing programs.
对过去的营销计划进行批判。
h. Accurately budget projection for future group and individual room business.
对将来的团队和散客业务做准确的预算发布
2. Departamental and Interdepartamental Relations 部门内和跨部门的关系:
a. Supervise departmental activities.
监督部门内的行为。
b. Determine needs, promo ability and training of department staff.
决定部门员工的需求，推销能力和培训。
c. Have a working knowledge of all departmental reports.
对所有部门报告有工作认识。
d. Have a working knowledge of International Sales Offices and BTS functions and procedures.
对国际销售部和BTS功能和程序有工作认识。
e. Coordinate information exchange concerning property needs and accounts with International Sales Offices and BTS.
和国际销售部和BTS就公司需求和客户进行信息交换协调。
f. Have a working knowledge of DFS and others.
对DFS和其他有工作认识。
3. Administration 行政:
a. Serve as member of the hotel Executive Committee
起酒店执行委员会一员的职责。
b. Have a working knowledge of all hotels, divisional and corporate policies.
对所有酒店以及区域和公司政策有工作认识。
4. Account Servicing 客户服务:
Monitor Hotel performance standards of account servicing and provide feedback to department heads.
对酒店客户服务业绩标准进行监督，并对部门上级做回馈报告。
5. Advertising and Public Relations 广告和公共关系:
a. Develop and administer hotel public relations and advertising activities.
发展并管理酒店公共关系和广告行为。
b. Have a working knowledge of divisional standards for national and local media exposure.
就在全国范围内和地方范围内的媒体曝光的区域标准有工作认识。
6. Time Management考勤管理:
a. Prepare daily/weekly schedule and set priorities.
准备每日/每周日程表，并设定先后顺序。
b. Delegate Responsibility.
委托责任。
7. Personnel 人事:
a. Be able to interview effectively.
能够有效的进行面试。
b. Be able to recruit sales personnel.
能够有效招聘销售人员。
c. Have knowledge of divisional hiring programs and projected needs.
对分区招聘计划和计划内的需求有工作认识。
d. Have knowledge of competitors hiring programs.
对竞争者的招聘计划有工作认识。
8. Training & Development 培训和发展:
a. Be able to identify training needs.
能够区别培训需求。
b. Have knowledge of training programs in the hotel divisions.
对酒店内的各区培训计划有工作认识。
c. Develop training skills and conduct departmental training sessions.
发展培训技巧并执行部门内培训会议。
d. Coach and counsel department managers and hourly staff.
指导和忠告部门经理和其他职员。
9. Sales 销售:
Manage a team, enabling them to conduct effective sales programs in established group and transient markets for team and self by.
管理一个团队，并使他们能为整个团队和自己在已建立的团客和散客中进行有效的销售计划。
a. Respond to customer inquires and request for pricing and group rates effectively and within department time guidelines.
对客户的要求最出反映，根据部门的时间流程有效给出定价和团队折扣。
b. Prospect for new transient and group business. Perform and motivate sales managers to perform and effective outside/inside sales call programs. Track all leads. Participate in transient, group and catering lead referral.
对新的散客和团客业务进行预计。鼓舞销售经理执行任务并有效的进行外出的或者在办公室的销售电话计划。跟踪所有引导。对潜在的散客团客餐饮业务进行引导。
c. Plan and execute inside/outside sales calls with corporate travel and meeting managers, travel and conference agencies and other intermediaries.
对旅游公司或者会展经理，旅游或者会展中介以及其他中介进行计划并执行外出或者在办公室的销售电话。
d. Conduct research on client room night/revenue performance, prepare Account Performance Report and conduct semi-annual account review meeting internally and with clients.
对客户房晚数和收入进行调查，准备客户业绩报告和进行部门内部的以及和与客户的每半年一次的客户回顾会议。
e. Develop and implement specific account end-user marketing plans for appropriate local and BTs accounts. Monitor production compliance.
为适当的当地和BTs客户发展执行特别客户的最终用户市场计划。
f. Maintain in-depth account files.
坚持做完善的客户文件。
g. Maintain regular communication with all special corporate accounts. Send quarterly production report to all clients. Develop repeat group customers.
坚持和所有特别公司客户的有规则的交流。向所有客户发放每季的产品报告。开发团队常客。
h. Negotiate rates for special corporate and group accounts.
和特别的公司和团队客户进行价格谈判。
i. Maintain price integrity of property rate quotes with the Depth of Sales chart.
保持公司报价的价格完整行并做好完整的销售表格。
j. Conduct Market research and understand transient and group strategies of competitors.
完成市场调查，并对竞争者的散客和团队策略有深层了解。
k. Understand and manage complex sales
理解并管理综合销售。
JOB SPECIFICATION 职位要求 :
Profile of Competency
工作能力:
Expertise in menu planning, food presentation, meeting room set ups, audio visual, and banquet service standards
对菜单统筹，菜肴展示，会议室准备，音频设备和宴会服务标准有专业知识。
Ability to understand and manage room related requirements, such as room blocks, resumes, VIP’s, and master billing
有能力了解并管理房间相关的要求，比如房间锁定情况，房间确认，VIP的和管理帐单。
Familiarity and knowledge of all departments within the hotel, understanding operational challenges
对酒店内所有部门熟悉并认识，了解操作上的挑战性。
Understanding of group and catering forecasting
了解团队和餐饮的预报。
Excellent verbal and written communication skills
良好的口头和书写沟通能力。
Effective interpersonal conflict management skills
有效的交际和处理争议的能力。
Effective time management skills
有效的时间管理技巧。
Language 语言能力:
· Good command of Written and Spoken Mandarin
良好的中文书写口语表达能力
· Good knowledge of Conversational English
良好的英语会话能力
Education 教育:
· College/University degree or equivalent
专科/本科学历或者相等学历。
Job License
资格 / 等级证:
· N/A