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崗位職責/職位描述

工作職責：
What is the job?職位簡介
Develop and implement sales and marketing strategies for the hotel to ensure revenue and room night sales goals are achieved, sales and marketing strategies are set, tactical plans are created and implemented, and results are monitored and achieved. ?
為酒店開發并執行營銷戰略，確保達成營收與客房銷售目標，調整并協助制定營銷戰略，實施具體行動，監控并完成各項目標。

How is this to be delivered 如何履行職責
Establish and optimize continually way of working for commercial area, including but not limited in Revenue, MICE and Business Development, etc.
建立并不斷優化商務團隊的工作方式，包括但不僅限于收益板塊、會務團隊板塊及協議公司開發板塊等。

Responsible for setting pricing strategies for the hotel all rooms segments, including produce daily selling calendar of best flexible rate and group pricing for let sales team to respond quotation to client as soon as possible. And make necessary changes according to the market situation and hotel business trend for ensuring to maximize hotel room revenue.
負責制定酒店客房的各個渠道定價策略，包括制定散客及團隊價格日歷以供銷售團隊進行快速報價相應；并根據市場情況和酒店生意趨勢及時進行必要調整，以確保酒店的客房收益最大化。

Assist Director of Sales and Marketing to set up the annual room revenue budget and C&E revenue budget for hotel, and adjust room revenue and C&E revenue forecast based on the market situation and hotel business trend, also assist Director of Sales and Marketing and Director of Food and Beverage to review the rationality of food and beverage revenue budget and forecast, and conduct total revenue budget.
協助市場銷售總監制定酒店的年度客房預算，以及根據市場情況和酒店生意趨勢調整客房預測；并協助市場銷售總監和餐飲總監審核餐飲預算及預測的合理性，統籌全酒店收入板塊預算的匯總。

Conduct regular audit for sales and revenue sections. This includes but not limited to sales behavior, team and individual performance and procedure compliance, etc.
針對銷售及收益團隊的各方面表現進行定期審計；包括并不僅限于銷售行為、團隊及個人表現及流程合規化等方面。

Conduct the Monthly Revenue Room Meeting and generates reports and analyses data for these meetings, displaying key facts/trends etc., on the revenue room walls.
組織召開月度收益會議，并撰寫會議所需的報告和分析材料，在會議室的墻上展示主要數據和趨勢等。

Monitor the system usage on daily basis, ensure the data input meets the standard requirement. It includes but not limited Opera PMS system, and Delphi system, etc. And all MICE inquiry bookings input into Delphi system would be checked daily, and take fully control of inquiry status changing.
監管酒店的各系統每日使用情況，確保系統錄入的信息符合標準要求；其中包括單不僅限于酒店運營PMS系統，及宴會管理Delphi系統等。其中每日檢查會務團隊詢價的錄入情況，并完全管控其在宴會管理Delphi系統的狀態變更。

Maximize all revenues for the hotels, including but not limited to Room and Banquet/Catering Revenues. Lead cross functional decision making of all revenue generating departments including Sales and Marketing, Rooms, Catering and Food and Beverage departments. Manage all aspects of competitor intelligence; pricing; management of room inventory, and/or the yield hurdle points; distribution channels, market segment mix; acceptance/denial of major group bookings.
使酒店的所有收益最大化，包括并不僅限于客房和宴會和餐飲收入。領導由所有創收部門參與的跨部門決策工作，這些部門包括銷售和市場部、客房部、餐飲服務部。管理競爭情報工作的各個方面；定價；管理可出租客房和收益底線；分銷渠道；市場細分組合；接受或拒絕較大團隊的預訂。

Understand the separate composition of the hotels profitability, and uses this to evaluate business from local accounts and groups so as to provide input to future rate setting and negotiation.
了解酒店分別的效益組成部分，并以此對來自當地客戶和群體的業務進行評估，以便為將來的定價和談判提供數據。

Assist Marketing team to optimize the OTA channels’ performance for the hotel. This includes but not limited to assist for optimizing display content and pictures on OTA channels, improving the OTA quantity score, increasing the hotel exposure and booking conversion ratio and making sure the rate parity on all platforms, etc.
協助營銷團隊對酒店線上旅行社銷售平臺的表現進行優化；包括并不僅限于協助優化平臺展示內容、提升平臺質量分數、提高平臺上的酒店曝光率及轉化率，并確保各平臺之間的價格一致性等。

Monitor and Manage the use of revenue systems for the hotel on a daily basis. This includes the responsibility for any manipulation of the yield hurdle points and monitoring daily inventory balancing by Reservation team where appropriate.
每天對酒店的收入系統的使用情況進行監測和管理，包括負責收益底線的操作和監測預訂部進行每日庫存平衡的調整。

Using the tools provided （ie IBP） and in compliance with the IHG standards, maintains, updates and shares information of the cluster hotels 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 Manager）, 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）并依照洲際酒店集團的規范，以日歷的形式對集群酒店的以下信息進行維持、更新和分享：外部活動、競爭對手價格情報、平均可售房收益的滲透率（RGI）、商業客戶的抵店和消費習慣、流失報告、會議空間分配、攬客率（與餐飲經理一起）、總體的和按帳戶的（對于預訂者而言）忠誠度計劃滲透率，系統以及通過渠道、細分市場和客戶得到的客房或非客房收益的趨勢。

Monitor and determine demand periods for function space, rooms and catering of the hotel 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.
通過分析歷史數據和當前文件，監測并確定酒店的功能廳、客房和餐飲場所的需求周期。負責跟蹤和分析場所預訂進度和團組取消情況，對團組確認具體使用情況以及客人不承認預訂或改變主意的情況進行處理。

Conduct annual revenue management audits with the Regional Revenue Manager for all revenue generating departments.
與收益經理一起對所有創收部門進行年度收益管理審計。

Perform other duties as assigned.
完成其它分配的任務。

Operational Support 運營支持
Provide data analysis support for the cluster hotels operational and commercial departments while making decision. For commercial, provide current status and forecast trending, and give suggestion of development direction.
為集群酒店運營及商務部門的決策提供數據分析支持，針對商務版塊分析關注點現狀及趨勢走向，并提出發展方向的建議。

Provide operational guidance and support for sister hotel leader where required to achieve required results. Support in development and succession planning activities for sister hotel leader and line manager.
根據需要為姐妹酒店領導提供業務指導和支持，以實現目標。支持姐妹酒店有關人才發展及繼任計劃方面的活動。

Accountability 責任板塊
Accountable for the hotel RGI performance, ensure to achieve target. RGI presents the rooms business performance of the hotel within their market competitors.
對酒店的間房收益指數表現負責，確保達到目標值；其體現了酒店在競爭組群中的客房生意表現優劣。

You will be required to report monthly at the review meeting on activities carried out, results achieved and produce future proposals for further improvements.
你需要在月度溝通會議上報告開展的活動和取得的成果，并提出改進建議。

The statements in this job description are intended to describe the essential nature and level of work being performed. They are not intended to be ALL responsibilities or qualifications of the job.
此職位描述所陳述的只是該項工作的核心內容和主要層面，并非所有職責或資歷要求。

任職資格：
Requirements 職位要求

Bachelor’s degree / higher education qualification / equivalent in hotel management or marketing or related field, and four or more years of experience in a hospitality or hotel revenue management or hotel sales and marketing setting with direct supervisory experience over a revenue / reservation team or sales team. Strong knowledge of local businesses and business trends required. Must speak local language（s）, proficient in English &/or Mandarin. Previous Revenue Management or Pricing experience is preferred.
酒店管理或市場營銷或相關專業學士及以上學歷或同等學歷，4 年及以上服務業或酒店業收益管理或酒店業市場營銷或相關工作經驗，需具備直接管理收益/預訂團隊或銷售團隊經驗，需要熟知本地業務及業務趨勢。必須掌握本地語言，熟練的英語或者普通話。曾擁從事收入管理或報價工作者優先考慮。

Communication skills are utilized for a significant amount of time when interacting with others; demonstrated ability to interact with customers, employees and third parties that reflects highly on the hotel, the brand and the Company.
擁有在與他人交往時大多數時間所使用的溝通技能；完全代表酒店，品牌和公司與顧客，員工和第三方交往的能力。

Demonstrated knowledge of effective hotel pricing concepts, yield management optimization and selling strategies, and ability to determine which concepts to apply in given market conditions.
擁有有效的酒店報價概念，優化收益管理和銷售策略的知識，并具有在給定的市場條件下決定使用哪種概念的能力。

Problem solving, analytical, reasoning, motivating, organizational and training abilities.
具有解決問題，推理，號召，組織和培訓能力。