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崗位職責/職位描述

Primary Responsibilities主要職責

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·???????? Propose most suitable rate and increase market share.

提供最合適的價格方案及提高市場占有率。

·???????? Manages and keeps updated the guest database.

管理并更新客戶數據。

·???????? Follow up market intelligence.

跟進市場信息。

·???????? At any time promote a positive image of the hotel in all forms of contact.

在任何時間，任何形式的聯系中提高酒店的正面形象。

·???????? Formulate marketing plan annually with the DOSM.

同市場銷售總監一起制定分部的年銷售計劃。

·???????? Conduct yield management for maximum revenue

建立與收益總監的橫向銷售管理溝通以爭取最大利潤。

·???????? With consultation to Executive Committee members, outlines rate structures, discount policies, special promotional packages and activities; work closely with F& B Director in outlining Banquet and Meeting sales targets, rates and sales operational procedures.

對行政委員會制定價格策略、優惠政策、特別促銷套價及活動提供建議。與餐飲總監緊密合作，確定宴會、會議的銷售目標、價格及流程。

·???????? Offer the suggestions to Public Relations to promote hotel effectively and efficiently both domestically or internationally and all productions do meet with the requirement of Accor standard and specifications.

給公關人員提供有效地在國內外推銷符合雅高酒店集團標準的酒店產品的建議。

·???????? Keep well informed about the operations especially in key departments (Front Office, Housekeeping, F&B, and Banqueting etc.).

留意配合酒店尤其是主要部門的運作（前廳部、客房部、餐飲部、宴會廳等）。

·???????? Co-ordinate with the rooms division Director to implement a yield management and up selling program in the Front Office Department gaining maximum occupancy.

同房務部總監密切協調以實現房價管理，并促進前廳部的銷售以獲得最高的住房率。

·???????? Propose yearly Sales & Marketing Budget outlining what trade shows we should attend countries and regions we should visit and why this would be beneficial to the hotel’s profit.

建議每年的銷售市場預算，我們應該參加什么樣的貿易展覽會，訪問哪些國家和地區，以及這對酒店利益有什么好處。

·???????? Develop & foster close and positive rapport with the public, guests, clients and members of the trade.

鼓勵和發展同公眾、旅客、客戶以及商界人士之間的積極緊密的關系。

·???????? Source, interview and select talent for setting up of sales & marketing team, fulfilling specific jobs and provide job description for each post

尋找、面試、選擇新成員以建立市場銷售隊伍，填充具體的工作崗位，并為每一位置提供工作職責概述。

·???????? Provide training module, conducting comprehensive and on – going training to sales team for highest standard performance in the market.? Drawing training plan on monthly and annual basis to ensure making the Sales and Marketing team the most competent.

提供培訓素材，積極引導，繼續培訓銷售隊伍，創建市場上的最好業績。在制定月銷售計劃及年銷售計劃的基礎上確保銷售隊伍最具競爭力。

·???????? Direct Reservations and sales team with training and prompt information on rates/packages/changes for proper and efficient services to ensure maximum bookings

指導并培訓銷售及預訂人員，收集關于房價、套餐及市場變化的信息，為達到最廣泛的預訂系統提供完善與高效的服務。

·???????? Organize and submit weekly sales report to the DOSM.

組織并提交每周銷售報告給市場銷售總監。

·???????? Ensure that all new clients have no negative credit references.

確保所有新客戶均無負面信用的記錄。

·???????? Closely observe matters pertaining to competition (sites, prices, services offered on a regular basis - quarterly or more often if need be).

密切關注涉及競爭的事宜（位置、常規價格、服務－偶爾或經常需要的）。

·???????? Prepare and administers the hotel Sales Department section budget on a monthly basis.

制定并控制所負責的分部的每月預算。

·???????? Ensure that all commercial reporting for Accor head offices is handled with efficiency and accuracy, meet all dealings without excuse

確保所有提交給雅高酒店集團總部的商業報告都按要求快速準確完成。

·???????? The Director of Sales is familiar with the operation and application of the hotel's computer / data processing system. Ensure the implementation and utilization of the departmental use of the in-house software especially on “sales and catering” that computerized reporting system is established and maintained.

熟悉酒店電腦及數據系統的運作和應用程序。確保部門人員對“銷售及餐飲”等酒店電腦系統軟件的運用，以建立并保持電腦報告系統。

·???????? Provide after-sales service and in particular to ensure all guests complaints brought to management’s attention and communicate with the respective departments if necessary for proper handling. Ensure that all complaints are reviewed; investigated and follow-up action is initiated.

提供銷售后服務，特別要確保必要時客戶所有的投訴都被有關部門認真接受、討論。確定所有投訴都已經過調查，并開始實施補救行動。

·???????? Must be an example of the Accorhotel Values, brand standards, and a champion of grooming and appearance guidelines.

遵循雅高酒店集團價值觀、品牌標準的榜樣，酒店人才儀容儀表和行為標準的指導人。

·???????? Perform other related duties & special projects as assigned by the supervisor

隨時執行上級分配的其他相關任務或特殊項目

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Main Complexity/Critical Issues In The Job主要復雜/關鍵工作事項

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·???????? To assist the Director of Marketing in administration and overall sales activity planning of the sales office.

協助市場銷售總監管理所有銷售活動計劃。

·???????? Supervise the sales managers and sales executives as well as sales office Clerical talent’s daily work.? Responsible for the hotel’s sales activities.

督導銷售經理和銷售人員以及銷售辦公室文員的日常工作。

·???????? ?Able to handle guest request and feedback in a professional manner

妥善處理及回復客人的需求。

·???????? Able Ability to interact with all level of people

能和各級員工互動交流

·???????? Responsible for the hotel’s sales activities:?

負責酒店的銷售任務包括：

-?????? Selling the hotel to Business and Leisure individual traveler, Business and Leisure group, Business meeting etc.

商務及休閑散客、商務及休閑團隊、商務會議等的銷售工作。

-?????? Assist the Director of Marketing on development and implementation of the annual marketing plan and sales target.

協助市場總監發展完成年度銷售計劃及銷售目標。

-?????? Make joint sales calls with the sales talent to understand their training needs.

了解銷售人員的培訓需要并制定銷售拜訪。

-?????? Planning and development of an organized sales effort, such as sales blitzes, partnership in excellence … to solicit appropriate business which achieves the goals and objective of the hotel.

-?????? 計劃及發展有組織的銷售工作，如銷售戰，伙伴關系，征求適當的業務，以達到酒店的目標。

·???????? Develop an effective sales plan in plans and action format for all segments of the marketing mix with full input and commitment from your managers.

制定一份有效的銷售計劃，以計劃和行動的形式針對市場營銷組合的所有部分，并得到經理的充分支持和承諾。

·???????? Ensure that individual sales manager’s goals are set and monitored as well as ensure performance on a monthly basis.

確保設定銷售管理目標同時確保每月工作情況。

·???????? Administer the sales department through:

通過以下方面管理銷售部門：

-?????? Recruit, select and prepare orientation and training of Sales Department personnel.

負責本部門銷售人員的招聘，制定部門入職培訓。

-?????? Ensure that procedures as specified in the S.O.P. are implemented and adhered to.

確保實施和遵守指定的S.O.P.。

-?????? Hold daily sales briefings.

保持每天的銷售簡報。

·???????? Establish sales goals, both current and futures, for all personnel carrying direct sales solicitation responsibility.

建立當前和未來的銷售的目標，對所有銷售人員進行直接的任務給予。

·???????? Supervise office talent and implement sales procedures to ensure proper and prompt handling of all correspondence, maintenance of files and follow through with the worldwide sales offices.

監督辦公室工作人員和銷售程序，以確保實施適當和及時處理各種信函，文件維護及系統的存檔并與世界各地的銷售辦公室保持聯系。

·???????? Coordination of sales activities with other departments, emphasizing a good rapport and good working relationship with the rooms and food and beverage departments.

協調與其他部門的銷售活動，并強調與客房和餐飲部門保持良好的工作和合作關系。

·???????? Preparation of the monthly and the six month forecasts.

準備月度和半年的預測。

·???????? Develop an annual training plan and distribute to all sales talent for proper scheduling.

制訂年度培訓計劃，并分發到所有銷售人員進行適當的安排。

·???????? Work closely with the Director of Sales and Marketing and the revenue team in formulating strategies to optimize sales and revenues.

密切與市場銷售總監合作，制訂戰略，優化酒店的銷售和收入。

·???????? Chair by-weekly sales meetings.

組織每周的銷售會議。

Knowledge and Experience知識和經驗

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·???????? University Graduates

大學本科畢業

·???????? Minimum of 5 years Sales management experience

至少五年的酒店銷售及管理經驗

·???????? A strong understanding of overall hotel business.

有很強的星級酒店市場及生意拓展理念

·???????? Ability to study, analyze and interpret complex activities and/or information in order to improve new practices or develop new approaches

具有很強的學習能力，分析和解釋復雜的活動和/或信息，以提高新的實踐和發展的新方法

·???????? Must have strong decision making skills

必須有較強的決策能力

·???????? Strong oral and written communication skills

較強的口頭和書面溝通能力。

·???????? Ability to train and develop team members

能力的培養和發展團隊成員

·???????? Ability to work effectively in a team environment and take initiative

在團隊中發揮主動性使工作更有效

·???????? Excellent organizational skills

優秀的組織能力。

·???????? Computer skills (word processing, spreadsheet, and presentation software)

計算機技能（文字處理，電子表格和演示軟件）

·???????? Language skills: English and Mandarin Chinese

語言技能：英語和普通話

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