Director of S&M 市场销售总监

职位概述 / Job Summary
全面负责酒店所有产品（客房、餐饮、宴会等）的销售与市场推广，制定销售战略，带领团队完成业绩目标，维护核心客户关系，并优化销售流程以实现收益最大化。
Responsible for the overall sales and marketing of all hotel products (rooms, F&B, banquets, etc.), developing sales strategies, leading the team to achieve targets, maintaining key client relationships, and optimizing sales processes to maximize revenue.
核心职责 / Key Responsibilities
1. 销售战略与目标管理 / Sales Strategy & Target Management
· 制定并执行年度/季度销售计划，确保团队目标清晰并高效执行。
Develop and implement annual/quarterly sales plans, ensuring clear team objectives and execution.
·分析市场趋势及竞争对手动态（价格、客户结构、促销策略等），及时调整销售策略。
Analyze market trends and competitor activities (pricing, client mix, promotions, etc.) to adjust sales strategies.
·参与酒店收益管理，制定销售预算及市场拓展计划。
Participate in revenue management, sales budgeting, and market expansion planning.
2. 团队管理与培训 / Team Leadership & Development
· 组建高效销售团队，设定明确的KPI并定期进行绩效评估。
Build a high-performing sales team, set clear KPIs, and conduct bi-annual performance reviews.
· 组织产品知识、销售技巧及流程培训，提升团队专业能力。
· Conduct training on product knowledge, sales techniques, and operational processes.
· 监督团队日常销售活动（电话拜访、客户跟进、合同签订等），确保目标达成。
· Monitor daily sales activities (calls, client follow-ups, contract signing) to ensure target achievement.
3. 客户开发与维护 / Client Acquisition & Relationship Management
·亲自维护高价值客户（企业、会展公司、旅行社等），定期拜访并接待VIP客户。
Manage key accounts (corporates, MICE agencies, travel agencies) through visits and VIP hosting.
·开发新客户资源，建立客户数据库并分析贡献率。
Identify new business opportunities, build a client database, and analyze revenue contribution.
·协调宴会、收益及运营部门，优化团队预订及活动执行流程。
Collaborate with Banquet, Revenue, and Operations teams to streamline group bookings and events.
4. 销售运营与流程优化 / Sales Operations & Process Improvement
·确保报价、合同、团队订单及宴会订单的准确性和及时性。
Ensure accuracy and timeliness in proposals, contracts, and event orders.
· 定期召开销售与运营协调会议，解决跨部门协作问题。
Lead regular sales-ops meetings to resolve cross-departmental issues.
·优化差旅计划及销售费用管理，提高市场投入回报率。
Optimize travel plans and sales budgets to maximize ROI.
5. 市场协作与行业合作 / Market Collaboration & Partnerships
·与会展公司、航空公司、旅行社及希尔顿区域销售办公室保持战略合作。
Maintain partnerships with MICE firms, airlines, travel agencies, and Hilton regional sales offices.
·收集行业信息，挖掘潜在商机并转化为实际业务。
Gather market intelligence to identify and convert business opportunities.
任职要求 / Qualifications
· 学历：大专及以上、酒店管理、市场营销或相关专业优先。
Education: Diploma or above, preferably in Hospitality, Marketing, or related fields.
· 经验：5年以上酒店销售管理经验，熟悉高端酒店市场及客户需求。
Experience: 5+ years in hotel sales management, with expertise in luxury markets.
· 技能：出色的谈判、领导力及数据分析能力，熟练使用Opera、SEP等系统。
Skills: Strong negotiation, leadership, and analytical skills; proficiency in Opera/SEP .
· 语言：流利中英文（书面及口语），能撰写专业报告及合同。
Language: Fluent in English & Chinese (written/spoken), with contract drafting skills.