销售经理-宴会及会议活动

SCOPE 岗位概述
Comprehensive consultation and mentoring of the Group & Event
organiser under consideration of the client’s detailed needs & expectations
with the goal to ensure optimal utilisation and selling of the hotel’s
conference & sleeping rooms and revenue maximisation in compliance with
Kempinski standards.
在充分考虑过客户需求和期望值后，全面的商议和辅导宴会会议活动组织者从而确保提出最优方案以达到会议客房最大的使用率与此同时也使得酒店和顾客达到双赢。
The consolidation and advancement of the hotels market position is
guaranteed by setting and meeting new standards in response and follow up time
and focusing on the conversion of the enquiries to definite bookings.
通过设定和迎合新的会议需求回复标准，跟进直至转化至确认状态，从而达到巩固和引领本酒店在市场的定位。
OVERALL OBJECTIVES 整体目标
The job of Groups & Events Manager is
executed satisfactorily when:
会议宴会销售经理工作的执行需要满足一下几点：
The hotel achieves its financial
objectives.
完成酒店整体财务目标
The Group and Events Sales team
that the person works with achieves their revenue objectives.
宴会会议部门的成员有责任去完成达到自己的个人收益目标
The person achieves their
personal objectives.
达到自己的个人目标。
The TTTT is carried out to the
satisfaction of the Director of Groups and Events and Director of
Sales & Marketing.
通过评估，从而得到宴会及会议销售总监与市场销售总监对其工作表现的认可和满意。
At Kempinski, Talent Development is a
management responsibility and consequently an integral and important part of
our Managers’ daily activities. The Groups & Events Manager fulfils their
role as a Talent Development Ambassador when:
在凯宾斯基，对于宴会会议销售经理的日常工作来说，人才的发展对于经理来说是必要的责任，与此同时也在宴会会议销售经理的工作中扮演了一个非常重要的角色。
They actively support and implement Talent Development
initiatives as a part of their daily activities.
积极参与和实施人才的发展并将其列入到自己的日常工作中
They identify Training talents in their department and
throughout the hotel as per below definition* and actively support their
career development.
通过定义培训部门人才并且帮助其发展未来职业
A Hotel Talent is an employee, who has the
ability to do the current job in their hotel and can be promoted to the next
level. Mobility is what makes this person a Kempinski Talent.
对可以胜任自身本职工作并且有提职潜力的员工酒店会将其规划为酒店人才。而岗位之间的流动是成为一名凯宾人才的基石。
MAIN
RESPONSIBILITIES 主要职责
Direct receipt, qualification
and coordination of event & group requests (incl. leads, RFPs, etc.)
defined by their direct supervisor.
通过上级定义，直接接收，量化和协调宴会及会议询价（包含询价，团队报价等）
Handle requests according to the
relevant standards within a maximum of 5 (business) hours of its receipt.
在集团规定的时间内（5小时）及时回复客户的询价
Apply the Kempinski MICESOP’s from
group enquiry to contracting.
根据凯宾斯基的MICE标准提供客户的宴会会议询价直至确认合同
Ensure the ideal and most
effective utilisation of the meeting and conference rooms.
确定所有的宴会厅被完美高效合理的使用。
Dealing with TOP VIP events
within the team
安排处理高端重要的活动
Realise up sell possibilities to
meet and surpass Group & Event budget goals.
努力提高销售目标从而达到出色完成预算的任务
Thoroughly input, supervise and
maintain the requests in the Delphi System according to the data input
standards.
根据数据输入标准，对Delphi系统的要求进行全面的输入、监控和维护。
Create activities to ensure
ongoing maintenance of bookings.
创建每日工作跟进记录以确保生意的跟进及确认 。
Generate proper proposals and
contracts according to the Kempinski corporate identity.
根据凯宾斯基集团标准制定事宜的报价以及合同。
Follow up on sent out proposals
within 24 hours (1 working day) to ensure the client has received the
information and to clarify possible questions and issues.
跟进在24小时内发出的报价（1个工作日），以确保客户已收到的信息，并澄清 可能的问题 。
Handle the enquiries until
conversion to definite bookings including negotiation, contracting, and
site inspection before handing over to the Banquet Manager.
处理询价直到转换到确认状态，其中包括谈判，合同及在现场考察直至移交给宴会运营部门。
Check BEO monthly within the
team and make sure it’s distributed timely
每月检查宴会会议组的BEO以确保其及时发布
Conduct exit interview with
important customer after their event – asking for future business.
与客户一同分析回顾会议及宴会的完成情况，得到反馈并询问探讨未来的合作。
Cross-sell to
other hotels within the Kempinski Group (and GHA).
在凯宾斯基集团（和全球酒店联盟）内的酒店进行交叉销售。
Review and familiar MICE report as competition checks.
掌握竞争对手的境况
Review monthly
results and forecasts to recommend and execute activities required to
ensure the hotel increases the market share and maximises its revenue.
审核每月结果和预测并且给予建议和相对应的执行，从而以确保酒店的市场份额增大和活动最大的收益。
Proper
maintenance of LOS/CAN and UNC business.
定期反馈及跟进失去的客户及生意。
Further
administrative tasks and other possible assigned duties.
进一步的行政任务和其他可能的分配的职责 。
Performs any
other duties as assigned to them by management.
执行管理层分配给的其他职责。
Carry out mystery monthly check and
achieved goal.
严格执行及完成月度的暗访检查达到部门目标。
Additional responsibilities and tasks can be added
at any time according to the needs of the business and of the hotel.
根据业务和酒店的需要，可以随时增加额外的责任和任务。