Job overview职位概述 The Director of Sales will manage and providing day-to-day leadership to the sales team and managing an assigned 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 by the Sales Research Team in order to increase conversion and revenues. 为酒店开发和制定营收销售和营销战略，保证营销战略的实施，并达到预期的销售目标。定期联络客户并直接向客户销售酒店客房、会议室和餐饮服务。  Duties and Responsibilities工作职责 FINANCIAL RETURNS · Validate of the potential of assigned accounts and create account plans as per the IHG hotels Business Development standard operating procedures · Develop the assigned portfolio to meet set goals and maximise profitability · Gather information on current and prospective clients / contacts to generate incremental business · Maintain effective control of sales expenses 财务回报  · 在预算内达成营收目标和员工销售目标，使利润率最大化。参与制定部门年度预算、酒店的营销计划、经营及财务计划。  · 拟定并执行销售计划，推动客房入住率明显上升，提高平均房价，提升业务量，增加餐饮和宴会销售。  · 准备每月报表和销售预测，分析当前和潜在的营销趋势，规划各种活动增加营收与市场份额，并监督员工工作绩效，确保业绩超出原先制定的营收计划。 PEOPLE · 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 · Provide feedback to management on changing market conditions, including competition and market trends · Involve Director of Sales where appropriate on sales calls and sales meetings · Communicate to his/her superior any issues encountered and other relevant information · Organise training sessions, daily briefings and other meetings as required · Conduct periodic formal reviews with the Business Development team on their targets and goals · Conduct Annual Performance reviews, set Key Performance Objectives and Personal Development plans in line with IHG standards and brand standards for each member of the team · Through the regular reviews with team members assess performance in line with metrics and expectations from IHG and the hotel and take action as appropriate · Act as escalation point for clients and members of the Business Development Team when issues are not solved at a proper level 员工团队  · 处理员工日常销售事务，计划并分配工作，为团队成员设立工作绩效目标。为员工提供教导、辅导并给予定期反馈，帮助解决各种员工矛盾，提升员工绩效，并对员工表现优异之处予以认可。  · 对负责开发新客户、维护现有客户并执行各项销售策略的整个销售团队进行教育与培训。确保为员工提供适当的培训，保证为他们配备完成工作所需的各种工具和设备。  · 同其他部门经理协作，确保员工配备情况符合酒店客流量。  GUEST EXPERIENCE · Network within one’s portfolio of accounts to build relationships with key decision makers and other relevant staff · Conduct client meetings as well as planning and coordinating site introduction tours and inspections · Handle and manage clients’ queries or issues · Be proactive and responsible for the follow up of new sales leads to enhance guest experience · Develop and maintain contact with business generators (MICE Planner; travel agents; etc.) 宾客体验：  · 为宾客提供各种信息（如：忠实计划、本地景点、餐厅、设备信息），以提升宾客体验。  · 同主要客户和外部相关人员建立联系并保持联络，借此增加团体及会议业务量，包括客房销售、餐饮销售和宴会服务等。  · 安排酒店会议及业务团队活动，同其它酒店级部门协调，共同完成销售部门同潜在客户达成的协议中所规定的各项服务。  RESPONSIBLE BUSINESS · 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 · Update Account and Contact profiles, attach Account plans, ensure ‘live‘ information for action. · Develop awareness and reputation of the hotel and the brand in the local community. 企业责任  · 发现降低营销效果和酒店整体销售情况的运营问题，同相关部门协作共同解决。  · 提升酒店与品牌在本地的知名度。  · 可能需对酒店的安全负责，确保将偷窃、犯罪和其它风险降至最低。完成其它分配的任务，可能需要担任值班经理。 ACCOUNTABILITY责任范围 This is a senior level sales and marketing position in a full or limited service hotel and may include meeting space and/or catering facilities. May manage professional level and administrative Business Development team members. 此岗位是可能带有会议场所及餐饮设备、可提供综合服务或部分服务的酒店销售部的最高职位。可能需要管理专职人员及行政员工。 QUALIFICATIONS AND REQUIREMENTS任职要求 Degree or Diploma in Marketing, Business or Hospitality Management desired. A minimum of one year of relevant experience or equivalent work experience in team management, and at least 2-5 years of relevant Sales experience in Hospitality or a related service industry. 市场营销或相关专业学士及以上学历或同等学历，2至5年服务业或酒店业市场营销相关经验。