Senior Sales Manager 资深销售经理

岗位职责/职位描述

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
 根据洲际酒店集团业务发展标准操作流程，验证所分配客户的潜力，并制定客户计划。
·Develop
the assigned portfolio to meet set goals and maximise
profitability
 开发指定的投资组合，以满足设定的目标和最大化的盈利能力
·Gather
information on current and prospective clients / contacts to generate
incremental
business
 收集当前和潜在客户/联系人的信息，以产生增量业务
·Maintain
effective control of sales expenses
保持对销售费用的有效控制

PEOPLE 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
使用客户互动和公开可用的工具来监控竞争对手的活动，因为它涉及到酒店和客户组合，并根据酒店流程与关键利益相关者共享相关信息
·Provide
feedback to management on changing market conditions, including competition
and market trends
向管理层提供市场情况的反馈，包括竞争和市场趋势
·Involve
Director of Sales where appropriate on sales calls and sales
meetings
适当时让销售总监参与销售电话和销售会议
·Communicate to his/her
superior any issues encountered and other relevant
information
与他/她的上级沟通遇到的任何问题和其他相关信息
·Attend
and participate in and where appropriate, organise training sessions, daily
briefings and other meetings
as required
 根据需要参加和参与培训、每日简报和其他会议
·Where
applicable, supervise, manage and train Business Development Executives
and Business Development Coordinators in carrying out their
responsibilities
 在适当的情况下，监督、管理和培训业务开发主管和业务开发协调员，使其履行职责
·Where
applicable, act as escalation point for clients and members of the Business
Development Team when issues are not solved at a proper
level
 在适当的情况下，当问题没有在适当的级别得到解决时，作为客户和业务开发团队成员的上报点

GUEST EXPERIENCE 宾客体验
·Network within one’s portfolio
of accounts to build relationships with key decision makers and other relevant
staff
 在自己的客户组合中建立关系网，与关键决策者和其他相关人员建立关系
·Conduct
client meetings as well as planning and coordinating site introduction tours
and inspections
 组织客户会议，规划和协调现场介绍和检查
·Handle
and manage clients’ queries
or issues 
 处理和管理客户的查询或问题
·Be proactive
and responsible for the follow up of new sales leads to enhance guest
experience
 积极主动地跟进新的销售线索，提高客户体验
·Develop
and maintain contact with business generators (MICE Planner; travel agents;
etc.)
 开发并保持与业务生成器(会展策划师;旅行社;等等)
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
 确保所提供的销售系统中所有相关活动的准确记录(i.e, Delphi,
Opera; etc)，以供日后参考及管制之用
·Update Account and Contact
profiles, attach Account plans, ensure ‘live’ information
for action
 更新账户和联系人资料，附加账户计划，确保行动的“实时”信息
·Develop
awareness and reputation of the hotel and the brand in the local
community
 提高酒店和品牌在当地社区的知名度和声誉.
·Perform other
duties as assigned
 完成分配的其他任务