市场销售总监Director of Sales & Marketing

工作范围
SCOPE :
负责执行并实现市场计划中设定的目标。负责跟进现有的客户和潜在的重要客户，员工的工作效率， 资源管理，和酒店外形的管理，以取得收入的最大化。
Executive， in charge of reaching the targeted goals as defined in the Marketing Plan. Responsible for orienting and following up to materialize the budgeted revenues of respective segments through existing clientele and key prospects, focusing on revenue maximization, staff productivity, resource management and the Hotel’s image building.
职责
DUTIES/ RESPONSIBILITIES: 
编制年度营销计划和手册，并设立政策，程序和目标。
Prepare the annual marketing plan and manual for the department and participates in setting up the marketing policies, procedures and objectives.
通过配合酒店的年度预算来决定市场销售的策略。
Determines the marketing and sales strategies in all related areas required to meet the annual budgets of the hotel.
在满足酒店的需要与符合市场的趋势的情况下设定定期的价格策略报告。
Set up pricing strategies in all areas, with regular reviews in keeping with the hotel needs and market trends.
跟踪所有部门的报告，包括会计的收入，向上销售收入， 促销宣传等，以确保完成必要的改进措施。
Follows the departmental results in all areas (accounts’ productivity, up-selling revenues, promotional tracking, etc.) and ensure corrective actions are implemented as necessary.
与收入经理和预订部经理紧密合作，以确保团队与个人的自动销售与预定系统的利用最大化。
Work closely with revenue and reservations managers to maximizes the utilization of all automated sales and reservations systems involved with both group and individual business.
监督对商务和长期客户合作关系。
Supervises the existence of an efficient follow-up on all leads towards business materialization and long term customer relationship.
为所有公司，团队与旅游团的帐户保持永久的文件更新以取得潜在的房间销售。
Ensure permanent updated files are maintained for all corporate, group and travel trade accounts with strong room/night potential.
保持预定中心，RSOs and GSOs 的信息，促销与价格随时更新，实现商业目标和效率的提高。
Keep reservation centers, RSOs and GSOs updated on current information, promotions and pricing to facilitate efficiency and realization of business objectives.
通过各种工具 （例如媒体、 社交活动、 集会与竞争等)，探索了某些公司的结构、 新分配、 工业配合物、 新的商务中心、 新项目，都可能带给酒店的效益，并分发信息给相关的人员。
Through various tools (e.g. media, social events, gatherings with competition etc.), explores economical data, new developments in certain companies’ structures, new assignments, industrial complexes, new business centers, new projects which all could be of interest and benefit of the hotel and distributes this information to relevant staff.
不断跟踪酒店竞争者的发展（入住率，结构改动，改造，特别活动，价格推广，市场活动，主题宴会等）
Keeps close follow up on developments of the competitor hotels (occupancy, structural alterations, renovation, special campaigns, rate promotions, marketing efforts, theme events etc.).
确保系统随时更新，确保在销售与促销活动中酒店有足够的房间库存。
Ensure collaterals are kept updated, with fresh new ideas as necessary, ensuring sufficient stock are readily available for sales and promotional activities.
保持密切的关注团队产量和跟进，确保最小的商业损失和提高会议价格。
Keep a close watch on group productivity/activities and follow-ups, ensuring minimal business loss, and higher conversion rate of all leads.
与销售总监与销售经理设定每年当地或者国际公司，旅游，商务客户的价格，制定明确的谈判策略。
Work with DOS and Sales Managers to set up the annual rates for local/international companies, both travel trade and commercial accounts, devising clear understanding of strategies in the rates negotiation process.
每年最少2次做销售拜访客户以取得更大的联系。
Make personal sales visitations to top key accounts at least twice a year to broaden customer contact base.
确保更新客户文档 和数据，能够识别销售拜访报告和活动。
Ensure updated customer profiles (FIDELIO) and database, capable of identifying sales calls report and activities.
分配好销售员工管理他们自己的客户信息包括拜访，投诉，更新数据。
Ensure fair account distribution amongst the sales employees who will be responsible to manage (visit, handling complaints, update information and follow up) their own account group.
确保一个有效的双向沟通，保持与客户更新对酒店及旅馆管理中客户配置文件和市场趋势的所有更改的最新发展
Ensure an efficient two-way communication to keep customers updated on latest development in the hotel and hotel management of all changes in the customer profile and market trends.
与餐饮部门和相关部门合作为酒店的房间，餐饮的推广做计划，确保信息及时和详细的被关注。
Work with F&B and other departments to plan promotional campaigns for rooms and banquets, ensuring information are distributed in a timely and detailed manner to all concerned.
为了保证达到客户的期望与满意度提供优质的服务，要与其他部门之间处理反馈。
Feedback and work with the other department heads to ensure delivery of quality services to customers’ expectation and satisfaction.
计划并准备在商品参与显示展览会、 展览、 工作坊、 巡回展的工作。
Plan and prepares for the participation at trade shows, fairs, exhibitions, workshops, road show, sales blitzes etc.
准备每个月的相关报告并分发给管理办公室，总公司，RSOs and GSOs
Prepare relevant monthly reports for distribution to Admin. Office, Corporate Office, RSOs and GSOs.
为公司的员工发展提供市场销售的培训和强化培训。
Provide on-going marketing and sales directions and training program for staff development and business enhancement.
在保持酒店的标准下计划和执行本地与国际传媒的媒体广告。
Plan and execute the advertising needs of the hotel, both local and international medias, in keeping with corporate standards and hotel image.
确保定期通信和免费宣传进行维护的公关活动，并定期发布。
Ensure regular communications and free publicity is maintained with PR activities and regular releases.
执行任管理层交办的其他工作。
Performs any other duties assigned by management.