MAJOR RESPONSIBILIES：
主要工作职责：
Ø Responsible for identifying, developing, and managing accounts within
specific segments, markets, or geographical territories on behalf of one or more hotels. 代表一家或多家酒店负责确立、发展及管理不同区域、市场及地域的客户。
Ø Maintains or increases current account production for group, transient, and catering business.
维持及增长客户团队、散客及宴会的产量。
Ø Manages larger accounts or special markets.
管理重要大客户或指定市场。
Ø Provide leadership to overall proactive sales team.
领导整个销售团队。
SPECIFIC DUTIES
特别工作要求 :
1. Manages larger, focus accounts or special segments.
管理重要客户或者重点区域。
2. Identifies new or existing markets/accounts that meet property sales strategy.
开发适合酒店战略需要的新客户或市场。
3. Understands or is familiar with the fundamentals of assigned accounts.
了解熟悉客户的背景。
4. Develops a sales plan to generate business from identified markets/accounts
制定销售计划 ，从所负责客户及市场中获得生意。
5. Determines the account’s needs, Marriott’s objectives, and marketing activities of each assigned market/account.
确认客户的需求、万豪的目标，以及细分市场/客户的战略。
6. Continuously communicates the benefits of the hotel to the customer.
将酒店所提供所拥有的价值传达给客户。
7. Drives/manages account transient, group and catering production through improved customer loyalty by excellent account management.
通过有效的客户管理，提高客户忠诚度及散客、团队及会议的产量。
8. Negotiates transient rates for assigned accounts.
与客户商讨公司散客价。
9. Prospects new business through phone solicitation, outside sales calls, customer visits to the hotel, trade shows, sales blitzes, direct mail, newspaper/journal research and other customer interaction or research.
通过电话咨询、销售拜访、接待客户来访、旅游展会、新闻媒体、市场调查等多种手段拓展新客户。
10. Develops marketing intelligence: new product ideas, competition activities, new customer trends and performance.
获取市场情报：如新的项目、竞争对手的活动、市场动向及表现。
11. Spends majority of time in face-to-face customer interaction outside of the hotel.
分配大部分的工作时间拜访客户。
12. Sells the benefits of the Sales Centre/property sales and event management.
向客户推销宴会销售及服务所带来的价值。
13. Strives to meet measurable targets and goals, as assigned for individual and
team.
努力达成个人及团队的目标（可测量）。
14. Implements training programs to improve sales efficiency and staff development.
参加培训课程，提高销售业绩及技能。
15. Directs the activities of the proactive team.
管理销售团队日常工作。
16. Tracks and measures the performance of Sales Executive on a monthly or period basis.
定期或月度考察销售主任工作表现。
17. Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
了解整个市场的情况汇报- 竞争对手的优势及缺点， 经济趋势，供需关系以及如何去应对以上情况。
JOB SPECIFICATION职位要求 :
Profile of Competency
工作能力:
l Strong overall sales skills
出色的销售技巧。
l Understanding of hotel(s) business mix needs of transient, group and catering business
理解适合酒店需要的散客、团队及宴会的生意。
l Self-confidence, energy and enthusiasm
自信、精力旺盛及热情
l Ability to present ideas, expectations and information in a concise, well-organized manner
良好的表达及组织能力
l Excellent interpersonal conflict management skills
出色的人际交往能力
l Software knowledge
电脑软件应用知识
l Sales systems knowledge
销售系统知识
l Understanding and achievement of team and individual goals
清楚及达成个人及团体目标。
l Effective time management skills
高效的时间管理能力
l Understanding of sales strategies and account profitability
清楚销售策略及客户利润最大化。
l Demonstrated leadership skills
领导能力
l Demonstrated customer development and relationship management skills
l 发展与管理客户的能力
Language 语言能力:
l Eexcellence Skills in English Spoken & Written
英语说写能力良好
Education 教育:
l College/University degree above
大专以上
