Старший менеджер по продажам 资深 销售 经理

FINANCIAL RETURNS

• Validate of the potential of assigned accounts and create account plans as per the IHG hotels Business Development standard operating procedures
• Develop the assigned portfolio to meet set goals and maximise profitability
• Gather information on current and prospective clients / contacts to generate incremental business
• Maintain effective control of sales expenses

PEOPLE

• 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
• Provide feedback to management on changing market conditions, including competition and market trends
• Involve Director of Sales where appropriate on sales calls and sales meetings
• Communicate to his/her superior any issues encountered and other relevant information
• Attend and participate in and where appropriate, organise training sessions, daily briefings and other meetings as requiredWhere applicable, supervise, manage and train Business Development Executives and Business Development Coordinators in carrying out their responsibilities
• Where applicable, act as escalation point for clients and members of the Business Development Team when issues are not solved at a proper level

GUEST EXPERIENCE

• Network within one’s portfolio of accounts to build relationships with key decision makers and other relevant staff
• Conduct client meetings as well as planning and coordinating site introduction tours and inspections
• Handle and manage clients’ queries or issues 
• Be proactive and responsible for the follow up of new sales leads to enhance guest experience
• Develop and maintain contact with business generators (MICE Planner; travel agents; etc.)

RESPONSIBLE BUSINESS

• 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
• Update Account and Contact profiles, attach Account plans, ensure ‘live’ information for action
• Develop awareness and reputation of the hotel and the brand in the local community.

Perform other duties as assigned.

财务回报：

• 根据洲际酒店业务发展标准操作程序，确认所分配客户的潜力并制定客户计划
• 开发指定的投资组合，以达到设定的目标和最大化的利润
• 收集现有和潜在客户/联系人的信息，以增加业务
• 有效控制销售费用

员工团队：

• 使用客户互动和公开可用的工具来监控与酒店和客户组合相关的竞争对手的活动，并按照酒店程序与主要利益相关者分享相关信息
• 向管理层反馈变化的市场情况，包括竞争和市场趋势
• 适当的时候，让销售总监参与销售拜访和销售会议
• 与上级沟通遇到的问题和其他相关信息
• 参加并在适当的情况下组织培训课程、每日简报和其他需要的会议
• 适用时，监督、管理和培训业务发展主管和业务发展协调员履行其职责
• 在适当的情况下，作为客户和业务发展团队成员的联络点，当问题没有在适当的水平上解决时

宾客体验：

• 在客户组合内建立关系网，与关键决策者和其他相关员工建立关系
• 组织客户会议，规划和协调现场参观和检查
• 处理和管理客户的查询或问题
• 积极主动并负责跟进新的销售线索，以提高客人的体验
• 发展并保持与商务人员的联系(会展策划师;旅行社;等等)。

企业责任：

• 确保准确及时地更新提供的销售系统中所有相关活动的准确记录(即Delphi;歌剧;等)，供日后参考及控制之用
• 更新公司和联系人档案，附加公司计划，确保“实时”信息的行动
• 在当地社区提高酒店和品牌的知名度和声誉。

完成分配的其他工作。