Director of Sales销售总监

职责概述
GENERAL MISSION
- 尽己之能完成酒店客房及宴会方面的销售目标。
Responsible in achieving room and catering sales target objectives of the hotel.
- 监督本部门，确保及时有效完成每日工作。
Supervisors the Sales & Marketing department to ensure daily task are completed in a timely fashion.
- 实施监督销售经理，销售主任及协调员的工作。
Overseas day to day sales efforts of Sales Managers, Account Executives and Coordinators, with specific responsibilities for directing sales, training and implementing action plans set forth in the Marketing plan.
- 通过保持与市场及国内外客户的联系来进一步提高酒店的知名度。
Represents and promotes the hotel by maintaining constant contact with the market and the customer base locally and internationally through Customer Relationship Management.
- 在市场销售总监因故缺席时承担其职责
To act as the deputy of the Director of Sales & Marketing in his/her absence.
工作职责
RESPONSIBILITIES AND MEANS
- 在市场销售总监的监督下，履行酒店赋予的职责。
To perform duties within the framework defined by the hotel as supervised by the Director of Sales & Marketing.
- 协助市场销售总监监督整个部门的运作。
To assist the Director of Sales & Marketing in overseeing the sales department’s functioned.
- 清楚地了解酒店目标和销售目标的设置。
To know clearly the hotel objectives and sales target set.
- 为年度预算和营销计划的制定及筹备提供意见和协助。
To provide input and assist in the formulation and preparation of annual budget and marketing plan.
- 协助销售团队开展销售活动，确保其达成酒店及营销计划的目标。
Support sales activities of the Sales Teams to ensure that they meet the goals of the hotel and marketing plan.
- 协助实施有效的销售体系和流程，以确保所有潜在业务的顺利开展、跟进以及潜在客户的追踪工作能够高效完成。
Assist in implementation of effective sales system and procedures that ensure efficient execution of all potential coverage, follow-up and tracing of leads.
- 对所有客户的销售活动记录进行审查并确保其保持最佳状态（包括更新的数据库、生产跟踪、各客户的趋势及动向）。
To review and ensure upkeep of updated record of all sales activities for each accounts (including updated database, production tracking, trends and movement of each accounts).
- 向市场销售总监提交每周和每月报告。
To prepare and submit weekly and monthly reports required to be submitted to the Director of Sales & marketing.
- 确保销售团队能按照政策及程序规定的时限内，对所有潜在客户的咨询做出回应。
To ensure the Sales Teams responds to all correspondence and inquiries of leads within the time limit set according to the policy & procedure
- 确保销售团队始终对竞争对手的活动有全面的了解。每月更新相关信息，包括对手的价格策略、促销活动、入住率以及销售策略等方面的全面调查报告。
Ensures complete awareness by sales team on competitor’s activities at all times. Updates on monthly basis, a full competitors’ survey on rates, promotions, and occupancy and sales strategies.
- 协助并协调销售团队，接待重要客户的酒店参观和考察行程。
Assist and coordinate with Sales Team in the execution of familiarization/site inspection trips to hotels by major clients.
- 指导销售团队的合同谈判。
To guide the Sales Team in contract negotiation.
- 负责对指定客户进行每日的销售拜访，通过有效的客户关系管理来为酒店争取客房和餐饮业务。
To conduct daily sales visit to assigned accounts to solicit business for the hotel for both rooms and food & beverage through effective client account management.
- 代表酒店参加国内外各种销售活动。
Represents the hotel and participates in domestic and international sales activities.
- 与所有具有影响力的大客户见面，了解他们的需求，了解会议前后客户的需要，并与相关部门沟通反馈给客户。
Meets with all influential clients and ensures that pre and post conference meetings are conducted by the Director of Catering to provide effective communications and feedback in regard to client needs.
- 向市场销售总监就针对细分市场的促销活动提出建议。
Recommends to the Director of Sales & Marketing on promotions and campaign to reach specific markets.
- 与潜在客人保持良好的关系以期将来为酒店带来更多业务。
Entertain to build rapport with potential customers and to obtain future leads for the Hotel.
- 与酒店各部门员工及所有客户保持良好的相互沟通和合作关系。
Maintain good inter communication and good working relations with all departments and all external contacts.
- 以专业的方式与客人互动，关注他们的需求及反馈。
Interact and attend to guest request, concerns and feedback in a professional manner.
- 向客人提供最精确最更新的信息。
Provide guests with the most accurate and up to date information at all times.
- 完成上级交待的其它任务。
Carry out other tasks as directed by supervisor.
职位要求
JOB SPECIFICATION
- 具备酒店市场销售相关岗位三年及以上工作经验。
Minimum 3 years of experience in similar capacity with international chain hotels.
- 40 周岁及以下，条件优秀者年龄可酌情放宽。
Under 40 years old (inclusive). The age limit may be appropriately adjusted for outstanding candidates.
- 大专及以上学历，市场营销等相关专业优先；
Education Requirements: College degree or above; majors such as Marketing are preferred;
- 熟知销售系统并具有良好的沟通能力
Fully versed in Sales System with high level of interpersonal skills.
- 卓越的领导能力，善于管理并激励员工
Excellent Leadership skills with ability to motivate and coach staff.
- 了解，旅游产业和宴会销售
Knowledge in Corporate, Travel Industry and Catering Sales.
- 妥善处理及回复客人需求
Able to handle guest request and feedback in a professional manner.
- 具有分析员工不同需要为其制订有效培训计划的能力
Ability to conduct training needs analysis for the department, and prepare effective training plans.
- 良好的交流沟通能力
Good interpersonal and communication skills
- 良好的团队合作精神
Team Player