• Using the tools provided (ie IBP) and in compliance with the IHG standards, maintains, updates and shares information in the areas of a master calendar of external events, competitor rate intelligence, RevPar penetration (RGI), arrival and spending patterns of commercial accounts, denial reports, meeting space allocation, guest capture rates (with the F&B Mgr), Loyalty program penetration both overall and by account (and for bookers), system contribution and trends in rooms and non-rooms revenues by channel, segment and account. 利用提供的工具（即IBP）并依照洲际酒店集团的规范，以日历的形式对以下信息进行维持、更新和分享：外部活动、竞争对手价格情报、平均房价的渗透率（RGI）、商业客户的抵店和消费习惯、流失报告、会议空间分配、揽客率（与餐饮经理一起）、总体的和按帐户的（对于预订者而言）忠诚度计划渗透率，系统以及通过渠道、细分市场和客户得到的客房或非客房收益的趋势。 • Understand the composition of hotel profitability, and uses this to evaluate business from local accounts and groups so as to provide input to future rate setting and negotiation.  了解酒店效益的组成部分，并以此对来自当地客户和群体的业务进行评估，以便为将来的定价和谈判提供数据 • Monitor competitor pricing for all revenue generating departments, understands the dynamic of the local market and the demand generators, and recommends appropriate actions to the Revenue Room Taskforce in relation to the hotel’s pricing and market mix strategy. 监测竞争对手对所有创收部门的定价，了解当地市场动态和需求群体，并就酒店的定价和市场综合策略向客房收益工作组提供适当的建议 • Conduct weekly rate/sell strategy (yield) meetings with General Manager, DOSM, Reservations Manager, Front Office Manager, Catering Manager.  每周与总经理、市场销售总监、预订经理、前厅经理、餐饮经理一起开价格和销售策略（收益）会 • Facilitate the Revenue Room Meeting (which the GM chairs) and generates reports and analyses needed for these meetings, displaying key facts/trends etc., on the revenue room walls. 协助召开客房收益会议（由总经理主持），并撰写会议所需的报告和分析材料，在会议室的墙上展示主要数据和趋势等 • Monitor and determine demand periods for function space, rooms and catering through an analysis of historical data and current bookings.  Responsible for tracking and analyzing of booking pace, group wash, cut off enforcement for groups as well as denied and regretted business.  通过分析历史数据和当前文件，监测并决定功能厅、客房和餐饮场所的需求周期。负责跟踪和分析场所预订速度和团组入住情况，对团组入住以及客人不承认预订或改变主意的情况进行处理 • Approve and/or implement sell strategies for all group proposals above 9 rooms on any one night, and collaborates with the Director of Sales or Director of Catering on setting group and conference rates. 审批并执行一晚9间客房以上的团队销售策略，并与销售总监或餐饮总监就团组和会议的定价问题进行合作 • Manage use of revenue systems* on a daily basis. This includes the responsibility for any manipulation of the yield hurdle points and daily inventory balancing where appropriate. Where a yield management system is not installed this includes responsibility for opening or closing Holidex Plus.  每天对收入系统*的使用情况进行管理，包括负责收益底线的操作和每日清单结余。如果没有安装收入管理系统，则应负责开关假日预订系统。 • Train and support hotel teams on revenue system* functionality and enhancements. 为酒店团队提供收入系统的功能和升级的培训并予以支持。 • Manage all channels (CRO, GDS, Internet direct and indirect) including but not limited to room types and sell strategy.  Responsible for ensuring compliance with the Lowest Internet Rate Guarantee and managing third party distributors in compliance with IHG standards and rules. 管理所有渠道（中央预订系统、全球酒店预订系统、互联网直接和间接銷售系统），包括并不仅限于房间类型和销售策略。负责确保遵守互联网最低价格保证规定，并按照洲际酒店集团的标准和规定对第三方分销商进行管理 • Guardian of IBP. Ensure compliance with all IBP rules and standard processes. Provide input to the annual budget process on all revenue aspects of the business. Provides medium-term revenue-based forecasts of required staffing levels to all departments.  对IBP实施监控，确保遵守所有IBP规则和标准程序。為年度预算提供所有与业务的收益相关的建议。在收入基础上对各部门的人员需求水平进行中期预测。 • Conduct annual revenue management audits with the Regional Revenue Manager for all revenue generating departments. 与区域收益经理一起对所有创收部门进行年度收益管理审计。 • Provides technical support to Reservations and Front Office on up-selling and negotiating techniques. 向预订部和前厅部就向上销售和谈判技巧提供技术支持 • Champion all special projects relating to market research and operational optimization (resource planning, costing, Key Performance Indicators and etc.).  *Revenue systems include the central reservations systems Holidex Plus, the yield mgmt system (HIRO /IDEAS) and portions of the Property management system) 支持所有与市场调研和运营最佳化相关的特殊项目（资源策划、成本核算、关键绩效指标等）收益系统包括中央预订系统即假日预订系统、收益管理系统（HIRO/IDEAS）和一部分酒店管理系统 • Works with Human Resources on manpower planning and management needs 和人力资源部一起进行人力规划和管理需求。 • Works with Director of Finance in the preparation and management of the Department’s budget 和财务总监一起编制和管理部门预算。

Position Summary职位概述         This position is responsible for meeting, exceeding and maximizing the revenue potential goal of the hotel.  Maximizing occupancy/room rate at all times, implementing an effective rate structure and maintaining a consistently high standard of operation customer service within the group and individual reservations department, has a direct line of authority over all reservations sales agents within the hotel and a liaison role with sales and all other departments.         此职位主要负责酒店达到，超过和最大化酒店的潜在收益目标。实现最大程度的市场占有率，执行最有效的价格机制，在个人和团队预定中始终坚持高标准的客服理念，直接领导所有酒店预定销售人员，并在销售部与其它部门间起到联络作用。 1.      Ensure successful commercial strategy in laid out in terms of space (rooms, banquet, restaurants) availability 根据空间（房间、宴会和餐饮）的可用性确保有效的战略。 2.      Controls are applied to achieve a maximization of rooms’ sales and revenue for the hotel. Ensure availability is reviewed as per required standards and all restrictions are recorded. 适当调节以保证酒店房间销售和收益的最大化，按照必需的标准执行并记录所有的规定。 3.      Supervise the taking of reservations and operate systems in accordance with company standards. 监督客房预订，并确保操作系统与公司标准相一致。 4.      Ensure the department operates with a sales attitude and all personnel are aware of Sales opportunities within the hotel that will assist with the maximization of revenue. 保证部门运营一直保持良好的销售态度，所有人员都掌握酒店范围内的任何销售机会，以确 保收益的最大化。 5.      Develop the reservations and group & tour teams to maximize revenue on every all/enquiry. 发展酒店散客及团队预定团队，并且确保每次的电话查询，保证最大收益。 6.      Apply an aggressive overbooking policy and educate team to accept through benefits of results achieved. Yield overbooking decisions must be adhered to or escalated to Regional Revenue Manager if too soft or aggressive. 使用具有侵略性的超额预定政策，并且通过所实现的业绩培养团队。受益超额预定决策必须遵守区域收益经理制定的相关政策。    7.      Maintain a consistent selling strategy across IDeaS Yield, Fidelio Front Office, Delphi and HILSTAR, ensuring maximum use of availability controls in all systems. 通过IDeaS Yield，Fidelio Front Office, Delphi和HILSTAR系统保证稳定的销售战略，保证对所有系统有效性控制的最大化控制；保证所有正在进行中的控制系统的准确记录。 8.      Maintain accurate ongoing records of controls applied to all systems. 保持所有应用控制系统记录的准确性。 9.      Pro-active evaluation of availability controls, recommending necessary strategy changes. 积极进行有效性控制的评估，并就战略改革向商务总监提出建议。 10.   Chair weekly revenue meeting. 主持每周的收益会议。 11.   Ensure all revenue opportunities in Fidelio Front Office & MICROS, Hilstar, HRW & GDS etc are exploited by developing and maintaining knowledge of the systems and the commercial application of them. 确保在Fidelio Front Office, MICROS, Hilstar，HRW&GDS等系统中所有的收益机会得以利用开发和维护及他们相关的商务应用。 12.   Remain fully conversant with the uses & applications of all systems relating to revenue management.  对于与收益管理有关的应用软件，要保证有充分的熟悉度。 13.   Audit operating standards & procedures in the reservations and group & tour department to ensure they comply with company practices. 对散客及团队预定部的操作标准和程序进行审计，确保其与公司政策相一致，并及时向上级汇报任何相违背的情况。 14.   Ensure accurate advance booking count and forecasting is carried out. 确保预定统计的正确性及预测的执行。 15.   Prepare 12- month business outlook by market segment and monitor actual versus forecast for plan achievement. 根据市场情况准备12个月的业务预测，并监测未来计划的实现。 16.   Ensure effective rate structure and that all the rates are loaded by accurate completion of all rate databases. 保证有效的房价机制，并且确保所有房价数据库的准确性。 17.   Carry out all interviews for prospective candidate, ensure departmental orientation is carried out for new members of the team and supervise training, training schedules, records and corrective/re-training. 对可能的候选人进行面试，确保部门入职培训能够向新的成员充分体现，并且监督培训、培训进程、记录以及矫正和再培训。        18.   Ensure the well being of all reservations department personnel, compile departmental working schedule and ensure departmental meetings are held daily. 保证所有部门人员的福利，编辑部门的工作进度表，确保每天的部门会议。 19.   Implement a full training plan within the Reservations team to develop all personnel to their full potential. 在收益部门执行全面的培训计划，以激发员工的潜力。 20.   Ensure Job Skills Training Programme (JSP) is followed for all new team members. 保证每一位新进员工的工作技能培训项目。 21.   Training records must be kept updated and planned training completed. 随时更新培训记录以保证培训的完整性。 22.   Conduct Annual Appraisals with all team members as means of development. 对员工进行年度评估，以促进其职业发展。 23.   Actively develop team members’ skills and performance through coaching and training. 通过培训积极地培养员工的技能。 24.    Compile departmental work schedules and manage departmental payroll in line with budgets. 编辑部门的工作进程表，在预算范围内管理部门的薪资册。 25.   Schedule annual leave during low demand periods to maximize payroll savings. 在低需求期间，制定年假的日程表以最大程度地节约工资开支。 26.   Develop and maintain a high level of communication within the hotel, all major sources of business and all national sales offices and advise the DBD for any feedback. 对于所有商业交易的资源和任何国内销售部门以及酒店内部部门都发展和维持良好的关系，并就任何反馈提醒收益经理。 27.   Develop and maintain a high level of communication with competitors. 与竞争对手保持良好的合作关系。 28.   Monitor manual or automated yield system and validate that the yield actions are consistent with both property and market conditions and escalate any concerns to the Regional Revenue Manager. 监控任何手动或自动收益系统，证实收益管理行为与酒店与市场情况相一致，并将问题汇报给区域收益经理。 29.   Analyze production statistics and yield information to identify potential new business, markets, trends and highlight findings to DBD / Sales. 分析产量统计和收益信息，为收益经理确定潜在商机、市场、趋势并将重要发现汇报收益经理。 30.   Check competitor strategy on a regular basis reviewing rates and availability. 经常性地回顾检查竞争者策略的有效性。 31.   Keep up to date with global, local and environmental issues impacting your city and hotel. 时刻关注对所在的城市和酒店造成冲击性影响的全球性、地区性和环境性因素。 32.   Using knowledge, aid decision making real ternate business both strategically and on a tactical basis. 使用知识和援助政策在战略和战术基础上制定交替型的商务战略。 33.   Ensure yield exemptions are investigated & analyzed and new business opportunities identified. 调查和分析减免收益情况，确定新的商机。 34.   Prepare and analyze all appropriate reports to present at the weekly revenue meeting. 为每周的收益会议上准备和分析所有的可行性报告。 35.   Complete and analyze the month end reports. 完成并分析月末报告。 36.    Analyze and supply data to the Commercial Director to assist in the preparation of the annual plan and rate reviews. 为商务总监提供和分析数据以帮助准备年度计划和价格。 37.    Ensure the revenue team is aware of all revenue targets and are kept informed of performance results. 保证收益部门员工明了所有的收益目标，并确保通知所有人完成的业绩。 38.    Communicate with the Director of Business Development all key developments of the reservations/revenue department and make recommendations for planning and implementation of new and better working practices into revenue management incl group, sales and front office. 向业务发展总监传达预定/收益部所有关键性的发展，并且在包括客房部、餐饮部和C&B收益管理中提出新的工作计划和实施建议。 39.    Ensure regular communication meetings are held within the reservations team. 保证收益部的例会的正常举行。 40.    Attend the head of department meeting 参加部门经理会议。 41.    Adhere to departmental operating expenses as laid out in the plan / forecast. 严格按照计划使用经费。 42.    Comply with all company policies relating to rate and space decisions. 遵守公司有关于价格和空间使用决策的相关政策。 43.    Comply with all systems and procedures as laid down by the DOSM/ DBD. 遵循由业务拓展总监提出的所有制度和程序。 44.    The management reserves the right to change / extend this job description if necessary at any point of time during her / his employment. 如有必要 ，该部门有权更改或补充该职位描述。 44.    Carries out any other reasonable duties and responsibilities as assigned. 完成任何其他合理的职责和被指派的职责。 Specific Job Knowledge, Skill and Ability工作技能技巧要求： 1.      Determines overall BusinessDevelopment objectives and initiatives bestsuit the hotel. 具备设立最适合酒店的总体营业目标及行动方案的能力。 2.      Produces and executes BusinessDevelopment budgets and business plans. 具备制订和执行营业预算及经营计划的能力。 3.      Effectively promotes and positions the brand andthe hotel at its desirous level. 具备高效地推广和将品牌定位在理想的水平的能力。 4.      Manages and administrates the BusinessDevelopment department. 具备管理营业部的能力。 5.      Assists the General Manager and the Excom inachieving the hotel’s business objectives and revenue goals. 具备协助总经理和管理层达到酒店总体经营目标的能力。 6.      Knowledge of market trends and behavior includingpolitical, economical and social issues. 掌握政治，经济和社会方面的知识及市场趋势。 7.      Sound communication skills. 具有良好的沟通技巧。 8.      Ability to lead, to provide guidance and to developteam member. 具有领导，指导和发展员工的能力。 9.      Knowledge and skill in crisis management. 具备处理危机的知识和能力。 10.    Good skills of organization and presentation. 良好组织及展示技巧。 11.   Abilityto manage by example. 具有以身作则的能力。

【岗位职责】 1、深入了解业务，对平台酒店大数据进行分析，寻找潜在的收益机会，并实现新增收益。 2、负责监测、分析、挖掘平台经营和销售业务数据，并定期形成分析报告，帮助决策层及时准确了解经营状况 3、对数据进行监控、分析，建立日常监控和预警机制，提供决策支持。 4、负责外部信息采集，熟悉各项目上下游产业，就行业发展趋势、竞争对手进行分析研究，为公司经营决策提供参考 5、基于对用户数据的分析及用户行为的深入理解，结合业务，建立数据挖掘、最优化线上的价格和促销以及相关收益产品。 6、负责平台酒店各项目产品的收益风险管理，保证收益最大化 【岗位要求】 1、5年以上数据分析/收益管理工作经验，OTA 行业及高星酒店项目经验优先； 2、英语口语及书面表达能力优秀，英语可作为工作语言； 3、具备较强的经营分析能力，熟练掌握数据挖掘与经营分析的相关知识，精通多种数据分析工具； 4、具备较强的统计分析能力、沟通能力、分析与解决问题的能力。

【岗位职责】 1.根据酒店产品（房间、宴会和餐饮）的情况制定有效的价格及售卖策略。 2.根据市场趋势实时调整策略以保证酒店房间及宴会销售和收益的最大化。 3.协助市场销售总监完成酒店所有部门的收入预算。 4.根据酒店生意预定情况及市场趋势完成每周每月的滚动预测。 5.组织并主持每周收益分析会，确保所有销售策略得以执行，督促市场销售行动落实。 6.保证部门运营一直保持良好的销售态度，所有人员都掌握酒店范围内的任何销售机会，以确保收益的最大化。 7.在酒店高出租率时使用具有侵略性的超额预定政策，并执行收益超额预定决策必须遵守区域收益经理制定的相关政策。    8.保持所有应用控制系统记录的准确性。 【岗位要求】 1.具有至少三年以上酒店相关管理经验。 2.良好的中英文读写能力。 3.较强的人际交往和组织能力，具有良好的沟通技巧。 4.能在强压下胜任工作。 5.具备处理危机的知识和能力。 6.创新及自我激励。 7.较好的组织能力

进行每周预测；设置散客/团队库存策略和定价策略；平衡出租率和房价以最大化收益。 确保酒店有最佳客源比例以最大化收入和利润。 保证各个市场的最优定价，特别关注企业、团队和散客 。 执行永乐华住定价政策。 保证价格策略在各个渠道的正确执行，特别是品牌网站、 第三方网站、和GDS。 推动当地酒店市场信息的获取，收集市场状况、区域规划、竞争对手和其他主要需求和供给推动因素。 战略性地思考当地酒店市场过去、 现在和未来的情况，并作为酒店收益管理策略的基础。 针对团队的价格/库存提供独立意见。 管理团队客房活动，保证截止日期、 客房清单、团队变化（增加、流失）妥善管理。 领导每周的客源审核（针对大型团队酒店）。 根据永乐华住标准推动每周收益策略会议。 如果酒店安装了自动化收益系统，领导自动化系统的实施以提升酒店收入。  从利润角度主动发现和分析商业机，并进行适宜的商业决策，如比较婚宴生意和有客房的会议团队。 监控酒店客房策略，保证和永乐华住最优价格理念一致。 分析永乐华住和第三方渠道业绩。  汇报关键战略数据，如渠道分析、促销的投资回报等， 保证永乐华住各系统的数据输入和输出的准确。

Primary Responsibilities主要职责 ·To supervise and manage reservation and revenue work. ·Monitor the daily operations of reservations and revenue, control rooms inventory including allocation and reservations to areas of maximum yield and black out dates. Develop and conduct rooms based marketing activities. Monitor front office tracking of guest history data. ·Track sales programs and provide feedback as necessary to relevant departments. Track and establish pick up trends, occupancy history and market segment development to facilitate forecasting. Create and maintain allotments. Maintain rate in Website. ·Questionnaires on a monthly basis. Ensure accuracy of guest history and client profiles in Data Base. Track market codes. Collate, maintain and distribute relevant information and data obtained from both existing sources (consultants, economic forecasters) and external sources. ·Works with superior on manpower planning and management needs. Works with superior in the preparation and management of the Department’s budget. According to integrated Management System requirements to complete the daily work. ·Ensures well-being of all reservations staff and distribute workload fairly. ·Ensures that the department is sufficiently and appropriately staffed.  Recruit experienced staff that can contribute to customer satisfaction and revenue delivery. Carry out departmental orientation for all new team members. ·监督和管理预订收益工作。 ·监督日常预订收益业务，开展和实施以客房为基础的市场活动。监督前厅部对客人档案的记录工作。 ·跟踪销售计划并向相关部门提供必要的反馈。记录散客趋势，入住率记录和市场细分发展情况来协助预测工作。建立并维护客房分配方案。维护网上房价。 ·每月对客户问卷调查表进行记录和分析。确保数据库中客人记录和客户资料的准确性。记录市场代码。编写、保管和发放从现有信息来源和外部信息来源获得的相关信息和资料。 ·和上级一起进行人力规划和管理需求。和市场销售总监一起编制和管理部门预算。按照综合管理体系的要求完成工作。 ·确保善待所有预订部员工并公平分配工作。 ·确保部门人员的充足及合理，新员工得到了有效的对客服务及部门培训。 Knowledge and Experience知识和经验 ·More than 3 years experience in the same field ·Good mandarin and English language skills  ·Good communication skills  ·Good knowledge of Front Office, OPERA Reservation Systems and Microsoft Office are essential ·Ability to cope with pressure  ·Excellent organized and systematic   ·Able to lead, motivate, develop and train the team ·3年以上同岗位工作经验 ·良好的中英文语言技能 ·良好的沟通能力 ·酒店运营，尤其在前厅、预定系统和软件使用等方面实践知识丰富 ·抗压力强 ·出色的分析组织能力 ·有能力领导，激励，培训部门员工