ADOS-Overseas 销售副总监-海外

MAJOR RESPONSIBILIES 主要职责: Supervise the day-to-day operation of the Sales Team ensuring all sales associates are carrying out their duties according to the set guidelines and standards. Participate in analyzing the market situation, planning of strategies and tactics and the set up of pricing for both rooms and catering. 管理销售团队日常运作，确保所有销售部同事根据规定和标准进行日常工作。参与分析市场形势，制定战略战术和客房，宴会的价格。 SPECIFIC DUTY特定职责: Conduct Sales Activities进行销售活动 Visit and entertain all key accounts regularly 定期拜访和宴请所有重要客户。 Oversee the planning of sales call of the proactive sales team. 监督管理销售团队的销售拜访计划。 Ensure all enquires are handled by the reactive sales team promptly and efficiently. 确保销售团队正确适当的处理所有来访咨询。 Meet with in-house guests to build relationship and to obtain guest comments. 与住店客人见面建立友好关系，并且取得客人的评价。 Meet with key banquet customers to build relationship. 与重要宴会客户见面建立友好关系。 Be proactive in obtaining sales leads from various sources such as newspaper, internet, TV etc. and assign sales associates to follow up on the leads. 主动从各种资源例如报纸，网络和电视上取得团队，分配销售部同事跟进工作。 Account Management客户管理 To ensure that all information related to all accounts are recorded in Fidelio S&C and filed accordingly, and to maintain the accuracy of information in the systems. 确保与所有客户有关的资料记录在销售和宴会系统，保持系统信息的准确性。 Assist all sales associates in the set up on strategies and tactics for each account and to ensure that the planned actions are followed up. 协助所有销售部同事为每个客户制定战略战术的计划，确保跟进所有的行动计划。 Conduct account review and account audit to check on the information obtained for each of the accounts. 进行客户回顾和查核，核实每个客户的信息。 Review Call Reports to ensure that all accounts are properly managed. 回顾拜访报告以确保适当管理了所有的客户。 Ensure that sales call plan is set up by all sales associates and the plan is efficiently used. 确保销售部员工自己制定销售拜访计划，并且有效的进行计划。 Participate in setting up sales targets for all sales associates. 参与所有销售部员工的销售目标的制定。 Sales Strategy Planning销售战略计划 Attend weekly Sales Strategy Meeting to share information on competitors’ activities, customer feedback and other market intelligence. 参加每周销售战略会议，分享竞争酒店的活动信息，客户反馈和其他市场情报。 Assist DOM in setting up pricing for all market segments and the pricing for catering. 协助市场总监制定不同的市场价格和宴会价格。 Regularly review the effectiveness of the Sales Strategy and make recommendations for changes if required. 定期回顾销售战略的预期效果，并且根据要求作出调整的提议。 Train and develop all sales associates培训和发展所有销售部员工 Coach and counsel all associates to ensure timely rectification of performance 指导和建议所有销售部员工确保及时纠正不良工作表现。 Derive SMART development plan for each associate to fortify strengths and overcome weaknesses. (SMART = Specific, Measurable, Achievable, Realistic and Timely) 本着具体的、有衡量的、可达到的、真实的和有时效的原则使每个员工发挥自己的长处，克服不足。 Set up clear guidelines and expectation for each associate and follow up on the progress 为每个员工制定清晰的准则和期望，并且跟进进程。 Conduct on the job training to all associates by arranging joint calls with sales associates and review with them their performance during the sales call. 根据安排参加拜访来对员工进行工作培训，并且回顾他们的销售拜访的表现。 Ensure that all sales associates are conducting business according to the Marriott set guidelines. 确保所有销售部员工根据万豪的方针准则进行销售工作。 Conduct regular performance review for sales associates and keep written record for future follow up.对销售部员工进行定期工作表现回顾，并且记录在案以便日后跟进。 To review and update all LSOPs related to sales operation whenever necessary. 回顾和更新所有与销售运作相关的酒店政策法规。 Fully utilize all Marriott Resources充分利用所有万豪资源。 Ensure all sales associates cross sell sister properties when the hotel product does not fit into customers’

or when customers have potential for other properties. 确保所有销售部员工都能当酒店的服务不能满足客人或者客人有可能作其他选择时，销售集团内的其 他酒店。 Constant communication with market sales, alliance account team and GSOs to discuss on needs of the hotel and to ensure full coverage of all accounts. 保持与市场销售部的联系，和全球销售组织联合商榷客户对酒店的需要，并且确保覆盖所有客户。 Make good use of Marriott Rewards as a key sales tool. 充分利用万豪礼赏作为一个重要销售工具。 Work closely with the other sales teams in the cluster to share marketing information, discuss on account servicing issues and cooperation. 与集团内的其他酒店的销售部密切合作，分享市场信息，讨论客户服务事项与合作事宜。 Prepare periodic reports准备定期报告 Assist DOM and Revenue Manager in preparing periodic reports for record of sales activities and market analysis. 协助市场总监和营运收益总监对销售活动记录和市场分析做定期报告。 Business / Marketing Plan商务/市场计划 Participate in the preparation of Business / Marketing Plan and to ensure that all strategies are backed up with appropriate tactics. 参与商务/市场计划的准备，确保所有战略用适当的方法备份。 Produce periodic action plan based on the Business Plan and ensure that the sales team is conducting business according to the set objectives. 根据工作计划制定定期行动计划，确保销售团队根据目标进行工作。 Office Etiquette & Business Ethics办公室礼仪和商务道德 Ensure that all sales associates are properly dressed in uniform or business attire and the general appearance are according to the hotel standard. 确保所有销售部员工根据酒店标准正确穿着制服或者商务正装。 Make certain that all sales associates are conducting business accordingly to the Marriott guidelines and local law. 确保所有销售员工根据万豪的方针准则和当地的法律进行工作。 In charge of the overall conduct of the sales team such as telephone handling, punctuality, compliance to the hotel rules, regulations and LSOPs. 遵守销售运作的规则，包括电话处理，酒店规章制度和政策法规。 Coordination with other departments and session 与其他部门合作 To ensure a smooth liaison between the sales team with other departments. 确保销售团队和其他部门的良好沟通。 To take the initiative to act on any conflict or problems in a constructive manner. 对于任何矛盾和问题都采取主动的有建设性的行动。 JOB SPECIFICATION职位要求 : Profile of Competency 工作能力: · Minimum 5 years work experience in the sales & marketing from a sizeable international organization with at least 2 years at supervisory position.至少五年相当规模的跨国企业市场销售经验，并且至少两年高级管理经验。

• Knowledge of local market and business practice.充分了解当地市场和贸易活动 · Be proactive in identifying leads and covert them into business opportunities.积极主动区分团队并且创造商机。

• Ability to compile reports as required using appropriate computer software.根据要求使用适当的计算机软件的能力。

• Good interpersonal skills and listening skills.良好的人际交往能力和沟通技巧。

• Ability to analysis different business situations and act on problems according to the set guidelines.分析不同市场形势的能力和按照规定处理问题的能力。

• Ability to communicate effectively with various level of management and associates和各种不同级别的管理者及员工的有效交流的能力。

• Ability to provide direction and training to associates and evaluate their performance.提供建议和培训员工、评价其表现的能力。 Language 语言能力: · High proficiency in written and spoken English and Mandarin. 良好的英语说写和普通话。 Education 教育: · Good general education, preferably University graduates.良好的教育，本科优先 Job License 资格 / 等级证: · N/A 无