中国区市场销售副总裁 Vice President - Sales & Marketing, China

A wholly-owned subsidiary of Great Eagle Holdings, Langham Hospitality Group (LHG) comprises a family of distinctive brands, including The Langham Hotels and Resorts, Cordis Hotels and Resorts, Eaton Workshop and Ying’nFlo. With over 40 hotels and residences in operation or development, LHG has a global footprint that extends across Asia, Europe, North America, Australasia and the Middle East.
LHG's approach to hospitality centres on open and genuine interactions with guests, colleagues and the world around us. With dedicated colleagues across four continents, we foster an engaging and respectful workplace to nurture careers, delight guests, and embrace the company's vision to building great memories together.
To deliver Hotels’ overall business objectives, including market share growth against competitors, budget attainment and brand positioning.
The job holder is a senior professional who can provide hands-on leadership and work cross-functionally with both internal and external stakeholders to identify and execute opportunities to further develop and to deliver Hotels’ overall business objectives, including market share growth against competitors, budget attainment and brand positioning.
Key priority
To achieve the Hotels' business objectives, including market share growth, budget attainment, and brand positioning. The job holder will provide hands-on leadership and work cross-functionally with internal and external stakeholders to identify and execute opportunities for business development and objective attainment.
1. Drive Sales & Marketing:
a. Analyze individual hotel performance and develop short and long-term marketing plans to drive business.
b. Assist hotels in developing strategic account plans for key accounts and new businesses.
c. Participate in the development and execution of the group's sales and distribution strategies.
d. Support channel shift and replacement strategies to grow direct channels.
e. Identify opportunities to increase RevPar to outperform competitors.
f. Review hotel performance regularly and provide support and advice on tactical strategies.
g. Align pricing and distribution strategies with customer needs and buying behavior.
h. Achieve yearly business plan targets and other agreed initiatives.
i. Provide strategic directions on pricing, channel profitability, and approve hotels.
j. Develop and approve cluster joint promotions and initiatives.
k. Approve changes to hotel sales organization structures.
2. Recruit, Staff Training, and Development:
a. Recruit DOSMs for China region hotels with Hotel GM/MD.
b. Identify training needs and work with LHG HR/Training on appropriate programs.
c. Approve hiring and promotion of sales division and department heads.
d. Coordinate transfers and movements of division and department heads.
e. Facilitate and approve taskforce needs and requests.
f. Provide feedback on DOSMs' PRIDE and career development needs.
g. Lead LHG training initiatives for Sales & Marketing executives.
h. Ensure effective succession planning and talent development.
3. Implement Corporate Programs:
a. Oversee the development and implementation of marketing and promotional programs.
b. Approve pricing structures, promotions, and packages for assigned hotels.
c. Assist with the implementation of new initiatives and marketing campaigns.
4. Solicit Partnerships:
a. Partner with VP - Marketing & Communications and VP - Loyalty to develop brand and loyalty partnerships.
b. Oversee the development and implementation of property marketing and promotional programs.
5. Establish Key Customer Relationships:
a. Develop strategic relationships with executives of top accounts.
b. Engage with external business partners and internal working partners.
c. Implement sales blitzes and coordinate tradeshows for China region hotels.
6. New Hotel Openings:
a. Support DOSM and GM in market surveys and pre-opening sales and marketing plans.
b. Approve room categorization, pricing philosophy, and other pre-opening strategies.
c. Engage property sales teams in key source markets.
d. Oversee sales and marketing strategies for new hotel openings.
7. Communication and Relationships:
a. Build excellent relationships with GMs and obtain their support.
b. Maintain relationships with Owners Representatives and keep them informed of LHG S&M initiatives.
8. Fulfill commitments alongside the SVP - Operations and take direction from the Senior Vice President S&M.
9. Drive Sales & Marketing to achieve revenue budget, market share and brand positioning
Key result Area
• Can collaborate with senior executives across the corporate office, other stakeholders and business partners to ensure that catering strategies and activities are integrated with each other to facilitate cost effective and operation efficiency.
• Can analyze hotel sales & marketing and catering business from a corporate perspective, developing trend analysis that will assist corporate executives better understand catering trends and identify opportunities.
• Can lead the strategic planning and decision making to develop and implement all business objectives and strategies that aligns the business with the overall LHG’s mission and targets;
• Can maintain and regularly evaluate customer service standards to ensure complaints are reduced and reoccurring trends do not emerge.
• Can ensure the accuracy and consistency of sales & marketing and catering business plans across LHG’s hotels.
• Can communicate goals and messages to other business partners to provide solutions to the company’s stakeholders covering a range of business needs in different markets worldwide;
• Can display creativity, initiatives and leadership skills in demonstrating working knowledge of all tasks within each responsibility.
• Can ensure the smooth progress of sales and catering solutions, through knowledge of emerging techniques to meet the planned catering and conference services and related revenue successfully.
Qualifications:
1. Education & Professional Qualification:
• Bachelor’s degree or equivalent in Hotel and Catering Management from a recognized university
2. Experience:
• Over 15 years of experience with considerable technical knowledge of operations on sales & marketing and catering in hotel industry best practices is required;
• Experience in hotel sales or related experience in travel or hospitality industry
• Possess management principles and practices including budgeting, procurement and supervision;
• Extensive experience in a Regional Director of Sales & Marketing role for major brand is a must;
• Must have excellent record of accomplishment of leading and driving sales and catering strategy and initiative across all levels in a diverse and multi-cultural environment with a variety of stakeholders where influencing skill is critical for adoption;
• Possess strong background in hotel operation of sales activities, catering and conference services with a framework of performance management to align and target goals;
• Working experience in Experience in Global Sales Office or similar capacity is preferred
• Have worked in China and experience in managing local staff in China
• Good knowledge of customer requirement and local culture
3. Other Attributes:
• Excellent strategic thinking and courageous innovation that reshape markets;
• Has ability to deliver constructive feedback on projects to all business partners;
• Excellent leadership skills by setting clear goals and expectations, tracking progress, providing feedback and coaching; actively participates in staff development and seeks continuous learning to improve personal and team performance;
• Ability to multi-task and successfully execute multiple projects, priorities and schedules simultaneously with high level of personal and professional integrity and trustworthiness with strong work ethics;
• Attention to detail producing high quality work products and can work with recent technologies and systems;
• Strong interpersonal skills to effectively manage a variety of personalities focus on accountability and exceeding expectation;
• Effective communicator, both in conveying sales operations and catering and conference services best practices and project details/ideas across all internal and external stakeholders
4. Soft Skills
➢ Result oriented, a good motivator and self-driver
➢ Prompt and systematic decision-making skills with analytical power
➢ Able to present and direct the team confidently
➢ Good team player & able to develop a positive working atmosphere
➢ Good communication and organizing skills with proven record of leading an office team
➢ Good knowledge of Employment Ordinance and general rules and regulations in China