job overview 职位概述 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，目标是更大程度的为酒店创收并使市场分额更大化。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。 At InterContinental Hotels & Resorts we want our guests to feel special, cosmopolitan and In the Know which means we need you to: 在洲际酒店及度假村，我们想要宾客感受到风格独特，时尚现代及In the Know （融入本地，发现更多），这意味着我们需要你： · Be charming by being approachable, having confidence and showing respect. 亲切、充满自信、体现尊重来展现你的人格魅力。 · Stay in the moment by understanding and anticipating guests’ needs, being attentive and taking ownership of getting things done. 理解和预测宾客的需要、做到细心周到、具有主人翁精神、把事情办好,保持专注。 · Make it memorable by being knowledgeable, sharing stories and showing your style to create moments that make people feel special. 见多识广、分享阅历、展现你的风格来创造令人感觉特别的时刻，做到令人难忘。 Duties and Responsibilities工作职责 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 client 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。 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。 Perform other duties as assigned. 执行分配的其它工作。 aCCOUNTABILITY责任意识 This is middle level sales and marketing position in a full or limited service hotel and may include meeting space and/or catering facilities. 这一中层市场销售职位是为可能包括会议场地和/或宴会餐饮设施的全服务或有限服务酒店设置的。 Performance of this role should be measured by the following key metrics: 该职位的表现应由以下主要衡量标准来监测： · Key Performance Objectives set annually (as per IHG policy) 每年制定的KPO (依照IHG 政策) · Individual Account Plans 独立的客户计划 · No. of sales meetings 销售会议次数 · No. of leads from new accounts 新客户的业务线索数 · No. of leads from existing accounts 现有客户的业务线索数 · Value of definite leads from new accounts 确认的新客户业务线索的价值 · Value of definite leads from existing accounts 确认的老客户业务线索的价值 · Process compliance as the indicated compliance in the Standard Operating Procedures 遵循标准操作程序中列出的流程 QUALIFICATIONS AND REQUIREMENTS任职要求 Degree or Diploma in Marketing, Business or Hospitality Management desired, and at least 3 years of relevant Sales experience in Hospitality or a related service industry. 最好拥有市场、商业或酒店管理的大本或大专学历，至少3年酒店或相关服务业的销售经验。 Expected to possess the following skills: 应具备以下技能： · In-depth knowledge of sales principles and techniques 对销售原理和技巧有深刻认识。 · Effective communication and negotiation skills 具备有效的沟通和谈判技能。 · Strong knowledge of hotel products, rates and marketing programmes 拥有酒店产品、价格和市场计划的全面知识。 · Excellent PC skills (including MS Office) 出色的电脑操作技能（包括微软办公软件）。 · Ability to develop strong relationships with customers and other stakeholders 具备与客户和其他相关部门发展牢固关系的能力。 · Knowledge and experience of Sales Systems (i.e. Delphi; Opera; etc.) is advantageous 拥有销售系统（即Delphi，Opera等）的知识和经验者优先考虑。