Job Summary
职责概述
To manage sales team work effectively and plan team and individual sales goals, sales strategies and the related activities appropriately in order to achieve team sales goal and support the overall goal of S&M. Establish the strategic partnership with global and national customer organization, meeting organizer, travel agencies in order to introduce and present Poly Hotels Management Company to stakeholders, partners, and the management team on properties properly. To work closely with DOS on properties to understand the hotel business needs and offer appropriate strategy and action plan to support. To establish SOP and systematic prospecting program for the team to track business. To manage the sales Team to achieve sales goal and maximize business volume and revenue for all hotels within Poly Portfolio especially own branded hotels by Poly effectively.
有效管理销售团队，计划适合于团队和个人的销售目标，销售策略和行动计划，从而能实现销售目标并支持市场销售的大目标的实现。通过和全球全国的客户，企业，会议组织者和旅行社建立战略合作关系，准确的介绍并展现保利酒管公司给业主，合作伙伴和各个酒店管理层。和酒店销售总监们密切沟通，了解酒店生意的需求，提供正确的策略和行动计划的支持。建立完善的标准流程和系统化的生意追踪体系，确保销售团队跟进生意线索。有效地管理销售团队去实现对保利旗下所有酒店特别是自营品牌酒店的销售目标，以及生意体量和收入的最大化。
Essential Duties and Responsibilities
主要职责和责任
1. Responsible for acquisition, retention and development of different types of accounts and lead generation.
负责挖掘，维护并开发所有类型的客户和新的生意线索。
2. Responsible to track for accurate and timely lead turnover from group sales team to hotel-based sales team
负责跟踪精准并及时的将生意线索从集团销售团队到单体酒店销售的跟进并落实。
3. Ensure all the business information is complete and up-to-date in the sales system to ensure accurate reporting and track sales performance properly.
确保所有的客户，生意信息完整更新到销售管理系统，确保系统报表的准确性以及准确的跟踪销售业绩表现。
4. Plan Poly Hotels’ sales initiatives/promotions and manage the sales team actively to utilize them converting cold leads into warm leads
计划保利酒店的销售主题倡议和促销活动并管理销售团队充分利用本级的资源，把进展缓慢的生意线索转化成交。
5.Effectively leverage other sales & marketing resources and admin support to achieve personal and team related revenue goals
有效利用市场销售中心资源以及行政支持实现个人以及团队的销售额目标
6. Maintain product knowledge of all Poly hotels and thorough understanding of comp set.
掌握保利酒店的产品知识，并深入了解竞争对手的情况。
7. Deal with the problems in the process of cooperation between group customers and hotels, and promote business.
处理集团客户和酒店合作过程中的问题，促进生意。
8.Develop top 500 enterprises to sign contracts with poly hotels, increase the popularity of poly hotels in top 500 enterprises and increase business.
开发500强企业与保利旗下酒店签约，增加保利酒店在500强企业的知名度，增加生意。
9. Develop third-party channels, including cooperation between travel agencies, PCO companies and poly hotels to expand sales channels.
开发第三方渠道，包括旅行社、会务公司与保利旗下酒店建立合作，拓宽酒店销售渠道。
10. Provide professional training to the sales team to implement effective sales skills to well understand the customer needs and provide appropriate recommendation of Poly hotels to increase the conversion ratio of business leads.
提供销售团队专业培训，运用有效的销售技巧很好地理解客户的生意需求并推荐给合适的保利旗下酒店，提高生意线索的成交率。
11. Keep close communication with DOS of Poly hotels, understand market changes and situations in different regions, and help the hotels to increase appropriate business opportunities in combination with the situation of group customers.
与保利旗下酒店销售总监们保持密切沟通，了解不同区域的市场变化及行情，结合集团客户的情况，帮助酒店增加合适的生意机会。
12. Pay close attention to the progress of cooperation between Poly hotels and group customers to ensure the smooth progress of cooperation and increase hotel revenue.
密切关注旗下酒店与集团客户的合作进度，确保合作顺利进行，增加酒店收入。
13. Analyze the sales data and understand business environment to propose and submit annual sales target.
分析相关的销售数据，了解商务环境，制定并提交年度销售目标。
14. Clearly understand the gap between the real sales figures and the target, analyze the market situation in time and implement effective action plans to reduce the gap.
清楚了解真实销售数字与销售指标的差距，及时分析市场行情并执行有效的行动计划以减少差距。
15. Develop feasible and efficient sales activities to cover more new potential business areas and customers.
制定可行的、高效的销售行动以覆盖更多的潜在生意区域及客户。
16. Pay close attention to the change and development of the market, make proposal on solutions and plans and report to Director of Sales & Marketing with the corresponding sales strategy and action plan in time.
密切关注市场变化动态及发展，及时向市场销售总监汇报并沟通相应的销售策略和行动方案。
17. Budget and Organize Poly hotels to participate in the big scale fair and industry exhibition to expand the hotel exposure and the popularity of poly Hotel, and increase business opportunities.
制定预算并组织旗下酒店参加展会，扩大酒店曝光率和保利酒店知名度，增加生意机会。
18. Budget and organizing road shows with hotels to maintain the customer relationship, business partnership and increase business opportunities of hotels.
制定预算并组织保利酒管路演活动，维护客户以及商务伙伴关系并增加酒店的生意机会。
19. Budget and Organize customer appreciation event and invite key and potential customers of Poly Hotels to attend the annual event to increase cooperation depth and new opportunities with partners.
制定客户答谢会预算并组织邀请集团重点客户参加年度客户答谢会，增加与合作伙伴的合作深度及新的合作机会。
20. Budget and organize Poly Hotels to participate in the sales blitz week, expand the coverage of sales area and customers and achieve mission targets.
制定销售拜访周活动预算，组织保利酒店参加，扩大销售区域覆盖面及客户并实现任务目标。
21. Provide orientation to new DOSM/DOS to help them adapt into new working environment quickly and be part of contributors to achieve the company goals.
为新入职的市场销售总监/销售总监提供入职培训，帮助他们很快的适应新的工作环境，成为实现酒管公司目标的贡献者。
22. Produce effective sales SOP, documentation, presentation and writing materials.
制定有效的销售工作流程标准，文档，演讲和书面材料。
23. To undertake any other tasks assigned by or deemed necessary by Director of Sales & Marketing.
接受来自市场销售总监的工作。
Equirement of Qualifications and Experience
资格与经历要求
1. With 5 years management experience in Sales field.
5年销售领域的管理经验
2. With the experience working in International hotel management company
具有在国际酒店管理公司工作的经验
3. Bachelor degree and above.
大学本科或以上学历。
4. Strong selling skills and techniques.
有实力的销售技巧。
5. Ability to identify needs with the twin acts of probing and listening.
兼明细听的识别需求的能力。
6. Strength of character coupled with determination and self-discipline.
拥有强烈的决心及自律的性格。
7. High level of self-confidence, enthusiasm and initiative.
拥有高度执行、热情及主动性。
8. Fine art of communication excellence.
拥有高效的沟通技巧。
9. Ability to deal with different types of people.
拥有与不同性格类型人交往的能力。
10. Effective use of psychology.
灵活运用心理学。
11. Proficient in English listening, speaking, reading and writing.
英文听说读写精通。
12. Master and be familiar with common office software.
熟悉掌握常见办公软件。
13. Healthy and energetic.
身体健康，精力充沛。
14. Received revenue management and marketing management training.
接受过收益管理、营销管理的专业培训。
