JOB OVERVIEW职位描述
The Senior Business Development Manager will be responsible for managing an account portfolio with the aim to generate and maximise hotel revenue and market share. Key to this role is building relationships and developing networks within the accounts assigned to him by the Sales Research Team in order to increase revenue and conversion. Where applicable, this role will also involve the management and coaching of a team of Business Development Executives and Business Development Coordinators.
资深业务拓展经理将负责管理一类客户群，目标是最大程度的为酒店创收并使市场分额最大化。这一职位的关键是与市场调研团队分派的客户建立关系，并在客户中拓展关系网，从而增加收益和业务转化。适用时，该职位还负责管理和指导包括业务拓展主任和业务拓展协调员在内的团队。
FINANCIAL RETURNS财务回报
•Validate of the potential of assigned accounts and create account plans as per the IHG hotels Business Development standard operating procedures
•确定所分配的客户潜力，依照IHG酒店业务拓展标准操作程序制定客户计划。
•Develop the assigned portfolio to meet set goals and maximise profitability
•发展分配给的客户群，完成设定的目标并使收益最大化。
•Gather information on current and prospective clients / contacts to generate incremental business
•收集当前和预期客户/联系人的信息，以获得更多的业务。
•Maintain effective control of sales expenses
•有效控制销售支出。
PEOPLE员工团队
•Use both account interaction and publicly available tools to monitor competitors' activities as it relates to both the hotel and the portfolio of accounts and share relevant information with key stakeholders in line with hotel procedures
•同时使用客户互动和公共可用工具来监督与酒店和客户行业相关的竞争对手活动，并按照酒店程序与重要相关部门分享相关信息。
•Provide feedback to management on changing market conditions, including competition and market trends
•向管理层提供市场状况变化的反馈，包括竞争和市场动向。
•Involve Director of Sales where appropriate on sales calls and sales meetings
•适当时使销售经理参与销售拜访和销售会议。
•Communicate to his/her superior any issues encountered and other relevant information
•与上级领导交流他/她所遇到的问题及其它相关信息。
•Attend and participate in and where appropriate, organise training sessions, daily briefings and other meetings as required
•出席并参与培训课程、每日例会及要求的其它会议。
•Where applicable, supervise, manage and train Business Development Executives and Business Development Coordinators in carrying out their responsibilities
•适用时，监督、指导和培训业务拓展主任和业务拓展协调员执行其职责。
•Where applicable, act as escalation point for clients and members of the Business Development Team when issues are not solved at a proper level
•如果问题不能在适当级别得到解决时，必要时作为客户和业务拓展团队成员的升级点来解决问题。
GUEST EXPERIENCE宾客体验
•Network within one’s portfolio of accounts to build relationships with key decision makers and other relevant staff
•在自己的客户群内建立关系网，发展与重点决策人和其他相关人员的关系。
•Conduct client meetings as well as planning and coordinating site introduction tours and inspections
•组织客户会议并计划和协调酒店现场考察。
•Handle and manage clients’ queries or issues
•处理并管理客户的询价或问题。
•Be proactive and responsible for the follow up of new sales leads to enhance guest experience
•积极主动负责跟进新销售线索，提升宾客体验。
•Develop and maintain contact with business generators (MICE Planner; travel agents; etc.)
•发展并维护与业务供应方的联系（MICE策划公司；旅行社等）。
RESPONSIBLE BUSINESS企业责任
•Ensure accurate and timely updating of an accurate record of all relevant activities in the provided Sales System (i.e. Delphi; Opera; etc.) for future reference and control purposes
•确保在所提供的销售系统中（即Delphi，Opera 等）及时准确的更新所有活动的准确记录，以便将来参考与管理。
•Update Account and Contact profiles, attach Account plans, ensure ‘live’ information for action
•更新客户和联系档案，附有客户计划，确保信息‘实时有效’以供行动。
•Develop awareness and reputation of the hotel and the brand in the local community.
•为酒店和品牌在当地社区中打造认知度和知名度。
