市场销售部总监

Job Summary岗位概述：
Develop effective hotel sales plan, and ensure that the plan is continuous and reasonable. Maintain good communication with global sales center, market sales and customer service alliance. Lead the whole sales team to continuously develop new customers through newspapers, magazines, Internet and other media. Ensure that each sales person performs a certain number of effective sales activities every day through effective supervision and management; Oversee the operation of public relations departments to ensure effective management of daily work processes.
制定有效的酒店销售活动计划，并且确保计划能够持续不断，合理有效；不间断的与全球销售中心，市场销售，以及客服联盟保持良好的沟通；带领整个销售团队通过报刊，杂志，网络等媒介持续不断的开发新的客；通过有效的监督和管理，保证每个销售人员每天执行一定数量的有效销售活动；全面监督公共关系部门的运作，确保每天的工作流程得到有效的管理。
Key Responsibilities 主要工作职责
1. ADMINISTRATIVE RESPONSABILITIES行政职责
· Assist in drawing up the annual marketing plan with the Manager, Assistant Sales or Manager, Sales. 指导销售副经理或销售经理制定年度计划。
· Keeps a record on former, existing, potential clients and a profile of each of them. 妥善保存有关以前、现在及有潜力客户的资料及档案。
· Organizes regular sales visits in accordance to a predetermined plan. 按计划定期组织销售拜访。
· Prepares a tentative monthly schedule to record all sales and other related activities for the preceding month. 每月制定临时时间表，用以记录上月所有的销售活动或其它相关活动。
· Ensures that all new clients have no negative credit references. 确保所有新客户均无没有信用的记录。
· Records all daily sales. 每天记录所有的销售活动。
· Provides ongoing sales direction to subordinate staff by implementing the joint call program and providing guidance and direction on the development and execution of customer interviews and action plans.
通过执行销售拜访计划、对客户拜访及实施计划提出建议，为下属提供指导。
· Records the statistics of his/her sales accounts. 记录客户的统计数据。
· Submits production reports on his/her list of accounts on a monthly basis.每月提交其客户的客房使用量报告。
· Prepares and administers the hotel Sales Department budget on a monthly basis.制定并控制销售部的每月预算。
2. COMMERCIAL RESPONSIBILITIES财务和收益责任
· Assist financial department to retrieve charge from guests. 协助财务部门跟进客人的账务。
3. HUMAN RESPONSIBILITIES 培训和人事职责
· Ensure wherever possible that employees are provided with a work place free of discrimination, harassment and victimisation. 确保无论何时都应提供给职员一个没有歧视、骚扰和迫害的工作环境。
· Treat complaints of harassment and discrimination promptly and confidentially.快速和保密地处理有关骚扰和歧视的投诉。
· Treat customers and colleagues from all cultural groups with respect and sensitivity.对待来自不同文化背景的客人和同事都应给予尊重和体贴。
· Identify and deal with issues which may cause cross cultural conflict or misunderstanding.辨认并处理可能由不同文化引起的矛盾和误解事件。
· Develop and foster a good working rapport with all guests, clients, department colleagues, other departments and members of the public.发展与所有客户、部门同事、其他部门和公众的良好工作关系。
· Training employees so they can be familiar with the specific acknowledge.给员工做培训，以便让他们掌握相关专业知识。
4. GUEST SERVICE RESPONSIBILITIES 对客服务职责
· Keep good relationship with guest, and try to satisfy their needs and wants.与客户保持良好关系，尽最大努力满足客户的要求。
5. TECHNICAL RESPONSIBILITIES 技术职责
· The Director, Sales & Marketing is familiar with the operation and application of the hotel's computer / data processing system.熟悉饭店电脑及数据系统的运作和应用程序。保持对竞争酒店目前和未来的产品、定价和市场营销活动的敏感度，能主动应对市场条件。
6. COMMERCIAL RESPONSIBILITIES 商业职责
· Keeps himself/herself well informed about the operations especially in essential departments (Front Office, Housekeeping, F&B, Banqueting etc.).注意饭店尤其是主要部门的运作。（前厅部、客房部、餐饮部、宴会厅等）。
· Closely observes matters pertaining to competition (sites, prices, services offered on a regular basis - quarterly or more often if need be).密切关注涉及竞争的事宜。（位置、常规价格、服务－偶然或经常需要的）。
· Promotes the hotel as often as possible through entertaining, conducting, site inspections, and presentations etc. of the hotel. 通过经常宴请、参观、展示等活动，推广酒店。
7. SALES RESPONSIBILITIES 销售职责
· Pays visits to former, existing and potential clients in view of entering contracts with them, especially corporate accounts. 拜访以前的、现有的和有潜力的客户尤其是商业客户，与其保持联系。
· Achieves (a) budgeted revenues on key accounts and (b) conversion of key prospects through the preparation and execution of acting plans. 首先完成主要客户的预计营业指标，其次通过准备和实施计划，发展有潜力的客户。
· Defines precisely guest requirements and ensures that the guest services offered corresponds effectively to their requests.明确客户需求，确保客户的要求得到满足。
· Provides after-sales service and in particular to ensure all guests complaints are taken seriously and discussed with the respective departments if necessary. 提供销售后服务，确保所有的客户投诉都被认真受理， 必要时与有关部门进行研究。
· Ensures that all complaints are reviewed, investigated and follow-up action is initiated. 确保所有投诉都已经过调查，并采取了补救措施。
· Receives in the hotel any key accounts guests whom he has approached. 在饭店接待重要客户。
· Negotiates prices with the clients. 与客户商讨价格。
· Confirms verbal proposals in writing. 将口头建议以书面的形式确认。
8. MARCOM RESPONSIBILITIES 公共关系责任
· At all times to promote a positive image of the hotel in all forms of contact. 在各种形式的社交活动中提高饭店的正面形象。
· To develop & foster close and positive rapport with the public, guests, clients and members of the trade.鼓励和发展同公众、旅客、客户以及商界人士之间的积极紧密的关系。
· The Director of Sales & Marketing maintains and ensures the smooth running operation of all his/her accounts within the Commercial Section. 保证其所有客户在商业范围内业务运作顺利。
9. OTHER RESPONSIBILITIES
· Builds positive working relationships with all divisions/departments of the hotel, ensuring the understanding of Marketing programs and the wants, needs, and expectations of customers / guests. 与酒店所有部门建立积极的工作关系，确保了解营销项目和客户/宾客的需求和期望。
· As the brand guardian, communicates and ensures the understanding of the Hotel Brand Philosophy both internally and externally.作为品牌守护者，传播并确保内部和外部对酒店品牌理念的理解。
· Maintain positive communication and teamwork between sales, banquet management, online marketing and distribution, media and booking teams, so as to achieve commitment to the overall Marketing objective of the hotel, and their role in achieving them. 在销售、宴会活动管理，在线营销和分销、传媒和预订团队间保持积极的交流和建立团队合作，致力于完成酒店整体的营销目标和他们各自在团队中的工作职责。
· Develops open communication and close rapport with the General Manager and VPM. 促进开放交流并与总经理和市场营销副总裁建立紧密联系。
· Your JD would be updated base on needs. We would acknowledge the latest JD signed. 根据工作需要或工作调动您的岗位职责将会被调整，以最新版本为准。
JOB SPECIFICATIONS 岗位要求
Job Knowledge / Skill:
a) Well spoken and written English and Mandarin,
b) Willingness and enthusiastic to learn. Good client contacts and able to swing business over,
c) Requires minimum supervision. Good forecasting. Adapt well to change of market trends and environment,
d) Be able to formulate and organize strategic planning for the company in market planning, sales management, customer service and property management,
e) Be responsible for the design of market research, customer analysis, market positioning and marketing promotion plan of the project feasibility,
f) Responsible for supervision and assessment of the company's marketing promotion, sales progress, sales return and customer service, etc., support and guarantee the implementation of the project,
g) Responsible for organizing marketing promotion, sales execution, customer service and other professional training.
h)
专业及技能 :
1) 流利的英语及普通话会话、书写能力。
2) 充满热情的工作状态和学习态度，能够与客户建立良好的销售关系并拉动销售业绩。
3) 对市场敏锐的观察和预测能力，并能够根据市场的变化趋势作出果断的决定和准确的调整。
4) 能够制定和组织实施公司在市场策划、销售管理、客户服务和物业管理的战略规划。
5) 负责项目可行性比选阶段的市场研究、客户分析、市场定位和营销推广方案设计。
6) 负责监督和考核公司各项目的营销推广、销售进度、销售回款和客户服务等，支持和保障项目实施。
7) 负责组织营销推广、销售执行、客户服务等方面专业人员的培训。
Education:College degree or above.
教育水平：大学以上文化程度
Experience:
a) Minimum 8 years of sales and/or customer service experience at an international hotel; 3 years related position experience,
b) Be able to set business strategy and adjust timely according to market changes,
c) Be able to handle different market conditions and solve problems timely and effectively under the conditions set by the hotel,
d) Proficient in English and Chinese,
e) Good education background, bachelor degree preferred.
工作经验：
1) 至少8年大型国际企业销售工作经验，并至少3年担任销售总监职位；
2) 能够设定商业战略，并根据市场的变化加以及时的调整；
3) 能够掌控不同的市场情况，并在酒店设定的条件下及时有效解决问题；
4) 具备熟练的英文、中文口语书写能力；
5) 良好的教育背景，本科学历优先。
Additional Skill required:
a) Adaptability to new culture, good at changing concept and understanding,
b) Good marketing skills,
c) Good communication skills,
d) Sharp observation,
e) Strong team work spirit,
f) Result oriented, strain capacity,
g) Optimistic attitude,
h) Gentle behavior,
i) Perfectionism,
j) Detail oriented,
k) Respect internal team member and external guest equally,
l) Willingness to help others,
m) Grace and elegant presentation,
n) Sincere and consideration,
o) Problem solving skills,
p) Excellent interpersonal skills,
其它技能要求：
1) 善于接纳新文化观念和理解变化；
2) 优良的销售技巧；
3) 优良的沟通技巧；
4) 敏锐的观察力；
5) 极强的团队合作能力；
6) 以追求完美结果为行为导向；
7) 迅速的应变能力；
8) 心态好；
9) 行为沉稳；
10) 追求完美；
11) 注重细节；
12) 同等尊重外部客人与内部伙伴；
13) 乐于助人；
14) 优雅端庄；
15) 真诚体贴；
16) 独特的处事能力；
17) 处理人际关系的技巧；