Senior Sales Manager in the Management of the Sales Team especially in the absence ofthe Director of Sales and occasionally the Director of Sales & Marketing. 高级销售经理尤其是在没有销售总监的情况下来管理销售的整个团队的，也是帮助助理市场销售总监来管理整个团队的 Responsible for key accountmanagement on an assigned account  (baseor geographic area), ensuring revenue maximization, achievement of personaltargets and increasing fair market share versus competitor set. 做好自己行业客户管理，实现个人目标，并发现新客户，做好竞争对手的信息分享。 Responsible for prospecting newaccounts. 负责寻找新客户。 Responsible for all segments ofassigned geographical markets, which may include, but not be exclusivelylimited to European markets. 负责所有指定区域的行业，但不完全仅限于欧洲市场。 Conduct site inspections. 实地勘察。 Adhere to the Corporate SOP’s. 遵守企业的标准操作流程。 Follow up of tentative bookingsin the assigned markets. 跟进自己行业系统里暂定的预定信息。 Detailed knowledge ofcompetitor set. 详细的了解竞争对手。 Detailed knowledge of allservices provided by the Hotel and all relevant facts and figures of hotel. 提供所有的服务知识和相关事实数据。 Responsible for timelycontracting from the client base responsible for. 负责及时签订合同，从最基础的客户做起  Attend trade shows, salesblitz, workshops, etc. in the assigned markets. 参加市场上的贸易展览会，销售旺季，研讨课等等。  Assist the Asst. Directorof Sales & Marketing in defining an annual sales action plan and executeset actions accordingly. 协助助理市场销售总监或者市场销售总监确定每年的销售行动计划和相应地计划执行。  Assist the Director of Sales& Marketing with the preparation of the annual budget by providingstatistics and forecasts of account productions. 协助助理市场销售总监通过每年的预算统计做好预算和统计。 Execute sales actions withinset cost budget structure. 做好销售行动内设置的成本预算结构 Cross Sell other KempinskiHotels 和其他凯宾斯基酒店的销售互通信息 Aim to achieve the CompanySales Vision 实现企业销售的愿景 Document all sales actions in SFA(S&C). 记录所有的销售行动在SFA(S&C) Update OPERA contact databaseat all times. 及时更新Opera系统里的合同数据 Understand, and follow theCompany Sales Vision. 理解并遵循公司销售愿景 Participation in Duty Managerrota. 积极参与值班 Understand and strictly adhereto the Rules & Regulations established in the Employees Handbook and theHotel’s policy on Fire, Hygiene, Health & Safety. 了解并严格遵守《员工手册 》 和酒店的消防，卫生，健康与安全等政策 Ensure that all potential andreal hazards are reported and rectified immediately. 确保所有的潜在和实际危害报告，并立即纠正 Additional responsibilities andtasks can be added at any time according to the needs of the business and ofthe hotel. 根据酒店业务需要及时完成在任何时间安排的额外职责和任务

The Hotel achieves its Financial Objectives. 完成酒店财务目标 The Sales team that the person is responsible for achieves their Revenue Objectives. 帮助销售团队完成收益目标 The person achieves their Personal Objectives. 完成个人目标 The TTTT is carried out to the satisfaction of both Director of Sales & Marketing / Director of Sales and Assistant Director of Sales. 协助市场销售总监及销售总监完成TTTT At Kempinski, Talent Development is a management responsibility and consequently an integral and important part of our Managers’ daily activities. The Senior Sales Manager fulfils their role as a Talent Development Ambassador when: 凯宾斯基酒店，人才发展是一种管理责任，因此也是我们经理日常活动重要的组成部分，当高级销售经理的角色变为人才发展的大使时：  They actively support and implement Talent Development initiatives as a part of their daily activities. 积极支持和落实人才发展倡议作为日常活动的一部 They identify Training talents in their department and throughout the hotel as per below definition and actively support their career development. 确定培养人才，部门和整个酒店根据以下目标积极支持他们的职业发展 They support and initiate transfer, cross exposure and task force assignments for their team. 支持和启动传输，交叉接触和工作分配，作为自己的团队 They personally conduct TTTTs with their team on a regular basis and take personal interest for their talents’ development plans. 亲自与团队定期进行交流，并采取个人利益为其人才发展计划 They recruit and select potential talent according to current and future department, hotel and Kempinski’s needs including conducting interviews for positions in their department. 招聘和选择潜在的人才，根据当前和未来的部门和酒店、 凯宾斯基的需求，包括对其部门的职位进行面试 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. 酒店人才是有能力做现在的工作，在酒店可以提升到一个新的水平。凯宾斯基人才是可以流动的 Assist the Director of Sales in the Management of the Sales Team especially in the absence of the Director of Sales and occasionally the Director of Sales & Marketing. 助理销售总监尤其是在没有销售总监的情况下来管理销售的整个团队的，也是帮助市场销售总监来管理整个团队的 Attend internal Meetings and Conference Calls, and Client Appointments and Client Events in the absence primarily of the Director of Sales but also the Director of Sales & Marketing. 在没有市场销售总监的情况下，需要参加内部会议，电话会议，客户预约、没有主 Responsible for key account management on an assigned account  (base or geographic area), ensuring revenue maximization, achievement of personal targets and increasing fair market share versus competitor set. 与竞争对手负责关键客户管理分配帐户 （基地或地理区域），确保收益最大化，实现个人目标和增加市场公平分享 Responsible for prospecting new accounts. 负责寻找新客户 Responsible for all segments of assigned geographical markets, which may include, but not be exclusively limited to European markets. 负责分配地域市场，其中可能包括但不完全只限于欧洲市场各阶层 Conduct site inspections. 实地勘察 Adhere to the Corporate SOP’s. 坚持企业的服务程序 Follow up of tentative bookings in the assigned markets. 跟进暂定预订量分配市场 Detailed knowledge of competitor set. 详细的了解竞争对手 Detailed knowledge of all services provided by the Hotel and all relevant facts and figures of hotel. 详细的了解酒店和所有相关事实数字为客人提供所有服务 Responsible for timely contracting from the client base responsible for. 负责及时签订合同，从最基础的客户做起 SMART contracting to ensure optimum yielding during annual rate negotiations. 智能承包，确保最佳年度谈判期间的收益率 Attend trade shows, sales blitz, workshops, etc. in the assigned markets. 参加市场上的贸易展览会，销售旺季，研讨课等等。 Assist the Director of Sales / Director of Sales & Marketing in defining an annual sales action plan and execute set actions accordingly. 助理销售总监或者市场销售总监确定每年的销售行动计划和相应地计划执行 Assist the Director of Sales / Director of Sales & Marketing with the preparation of the annual budget by providing statistics and forecasts of account productions. 助理销售总监或者市场销售总监通过每年的预算统计做好预算和统计 Execute sales actions within set cost budget structure. 做好销售行动内设置的成本预算结构 Cross Sell other Kempinski Hotels  和其他凯宾斯基酒店的销售互通信息 Aim to achieve the Company Sales Vision 实现企业销售的愿景 Document all sales actions in SFA (S&C). 记录所有的销售行动在SFA(S&C) Update OPERA contact database at all times. 及时更新Opera系统里的 合同数据 Understand, and follow the Company Sales Vision. 理解并遵循公司销售愿景 Participation in Duty Manager rota. 积极参与值班 Understand and strictly adhere to the Rules & Regulations established in the Employees Handbook and the Hotel’s policy on Fire, Hygiene, Health & Safety. 了解并严格遵守《员工手册 》 和酒店的消防，卫生，健康与安全等政策 Ensure that all potential and real hazards are reported and rectified immediately. 确保所有的潜在和实际危害报告，并立即纠正 Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.  根据酒店业务需要及时完成在任何时间安排的额外职责和任务