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崗位職責/職位描述

SCOPE 崗位概述

Responsible for managing corporate accounts and the area of coverage assigned to him/her which includes conducting regular sales calls to assigned accounts, developing new accounts. negotiating contracts and maintaining good working relations with actual clients in order to meet and exceed the minimal targets set as well as the overall hotel budget.
負責管理公司客戶及所分配的客戶范圍，包括對所分配客戶進行定期的銷售拜訪，開發潛力新客戶，談判合同并與實際客戶保持良好工作關系，達到并超過最低目標和酒店預算。

MAIN RESPONSIBILITIES 主要職責

The job of Sales Executive is executed satisfactorily when:
銷售代表工作職責:
The Hotel achieves its Financial Objectives.
酒店完成財務目標。
The Sales team that the person works with achieves team Objectives.
通過團隊協作完成銷售團隊收益目標。

The person achieves Personal Objectives.
完成個人目標。
The TTTT is carried out to the satisfaction of both Director of Sales / Director of Sales &
Marketing and Sales Executive.
通過個人評估，從而得到市場銷售總監和銷售總監以及銷售代表本人都滿意。
Solicit existing and potential customers and follow up established accounts on regular
basis by phone,by correspondence or by personal contact.
通過定期拜訪的方式如:電話、信函或個人聯系發展潛力客戶及維護現有客戶建立良好的合作關系。
Set up appointments and make personal sales calls, telemarketing, entertainments and
site inspections to all existing and potential accounts from corporate commercial accounts.
對現有與潛力客戶，制定約見、電話營銷、酒店視察及酒店宴請。
Follow up on lost business and bring information about them to the knowledge of the
department superior.
跟進所流失生意，隨時與上級反饋各種信息和客戶背景知識。
Negotiate with all customers and send out offers/contracts regarding individual and group
business.
與所有客戶談判關于散客和團組的業務，并協商制定合同。
Follow the sales and marketing results and propose corrective actions if needed.
根據銷售及營銷結果來及時采取效行動。
Explore industry related data, new developments in certain agencies’ structures, new
assignments, industrial complexes, new business centers, new projects which all could be
interest and benefit of the hotel and to distribute this information to their colleagues.
探索行業相關數據,挖掘新發展新客戶，比如在公司及旅行社新結構、新任務、工業園區、新商業中心、新項目以及所有與酒店的利益和興趣相關的信息與團隊分享。
Entertain decision makers of the Clients in the F & B outlets of the hotel and to take part
in promotional activities with them, To enhance business relationship and conversion ratio.
招待宴請客戶決策者到酒店餐廳，或請他們參與到酒店媒體、促銷活動。從中加強合作關系及生意轉換率。
Keep close follow up on developments of the competitor hotels (occupancy, structural
alterations, renovation, special campaigns, rate promotions, marketing efforts, theme
events etc.) Also explore and compare FIT and Group traffic (who is accommodating
guests in which hotel) amongst the competitors.
密切關注競爭對手酒店動態(入住率、結構改變、革新、特殊活動,促銷.營銷手段,主題活動等)探索競爭酒店的散客和團隊流量(什么團放在什么酒店)競爭對手酒店。
Bring ideas and participate in the preparations of the promotional theme events, other
promotional activities and invitation lists.
參與促銷主題活動準備工作，其他促銷活動與邀請重要客戶活動，積極表達個人想法。

When necessary, handle the group and individual reservation requests personally.
必要時，親自處理團隊及散客預訂需求。
Maintain the existence of an efficient customer database system (Salesforce) which will be
capable of identifying report sales calls and other sales activities and carry out updating
exercise in certain periods of time.
保持維護有效客戶數據庫系統存在(Salesforce),從而在一定時間內可以將能夠記錄并跟進銷售拜訪與其他銷售活動及執行。
Update customers with the latest developments in the hotel and informs hotel management
of all changes in the customer profile.
更新客戶最新的酒店入住情況，并在客戶檔案有所更改時候通知酒店管理層。
Participate preparing the sales action plans, attending sales meetings, developing new
ideas such as special packages, programs, promotional activities undertaken by sales
department and/or F&B.
參與準備銷售行動計劃,參加銷售會議,開發新想法等，比如由銷售部門/或餐飲部門實施的特別的會議包價,計劃,促銷活動。
Take part in sales training?programs, trade fairs / shows, sales blitzes and fam trips

assigned by the Director of Sales /Director of Sales & Marketing.
參加市場銷售總監或銷售總監分配的各種銷售培訓項目,交易會/路演/掃樓及考察團等促銷計劃及出差。
Keep themselves updated with the latest developments in the hotel including all activities.
promotions, rates of the Hotel and the other chain hotels.
悉知最新酒店一切新發展，包括所有活動、促銷、酒店及其他連鎖酒店同類信息。
Keep department superiors informed of all changes in the customer profile.
保持部門上級知曉客戶公司一切動向。
Prepare reports of each sales calls covering information about the company, their
comments,requirements,complaints,of their customers etc.
每次銷售拜訪后更新該公司的信息,銷售報告包括客戶需求,反饋及客戶投訴等。
Cover assigned accounts in a designated Segment or geographic area and visit them at
least twice annually.
簽訂合同的公司需每年至少完成兩次銷售拜訪。
On weekly basis, prepare an activity report which will cover sales call reports, site
inspections, fam trips, new agencies, meetings, entertainment and other functions they
participated in during the week and presents to Sales Director.
將每周活動諸如銷售拜訪，酒店視察，商務旅行，新公司(旅行社、會議、娛樂和其他參與其中的活動，并報告給銷售總監。
Accomplish any additional work assigned by Department head or Division head in the
time frame required.
在規定時間內，完成部門主管交辦的任何額外的工作。

Cross selling other Kempinski Hotels in the Area and Globally.
交叉銷售其他在該地區和全球的凱賓斯基酒店。
Additional responsibilities and tasks can be added at any time according to the needs of
the business and of the hotel.
在任何時候，可以根據業務的需要添加額外的責任和任務。
Strictly adhere the kPI's
嚴格遵行主要表現指標。
Keep grooming match with standard.
根據飯店及品牌標準保持個人儀容儀表。
Conduct health regulation, safety policy
執行健康及安全法規、政策及程序。
Settle danger situation and inform potential danger.
采取行動排除危險情況，并及時通知危險隱患。
Carry out all the process of safety emergency.
執行酒店安全緊急情況政策及程序。
Ensure heart ofhouse clean, safe and hygiene.
保證酒店后場區域與前場區域保持同樣干凈、安全、衛生。
Keep analysis,evaluate,improve self-behaviour.
不斷分析、評估、改進個人工作表現。
Comply with code ofconduct.
遵守道德行為規范。
Comply with StaffHandbook and related policies.
遵守《員工手冊》的相關規定。
Complete the temporary job assigned by the reporting leader.
完成上級安排的臨時性工作。