DUTIES
AND RESPONSIBILITIES
工作职责
Validate of the potential of
assigned accounts and create account plans as per the IHG hotels Business
Development standard operating procedures
根据洲际酒店酒店商务发展标准操作流程，确认潜在客户并制定客户计划
Develop the assigned account
portfolio to meet set goals and maximise profitability
发展客户，制定目标，最大限度地提高盈利
Gather information on
current and prospective clients / contacts to generate incremental business
收集当前和潜在客户
/
联系人的信息以增加生意
Maintain effective control of
sales expenses
有效控制销售费用
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
拜访和公开了解这些方法来得到关于竞争对手的信息，因为它涉及到酒店客户和相关信息共享与重要利益相关者且包括酒店程序
Provide feedback to management
on changing market conditions, including competition and market trends
向管理层提供反馈，以适应不断变化的市场状况，包括竞争和市场趋势
Involve Director of Sales where
appropriate on sales calls and sales meetings
参与销售总监在销售电话和会议上的工作
Communicate to his/her superior
any issues encountered and other relevant information
遇到的任何问题及其他相关信息及时与上级沟通
Attend and participate in and
where appropriate, organise training sessions, daily briefings and other
meetings as required
参加并参与适当的培训、会议和其他会议
Where applicable, supervise,
manage and train Business Development Executives and Business Development
Coordinators in carrying out their responsibilities
适当的监督，管理和培训商务发展主管和商务发展协调员履行职责
Network within one’s portfolio
of accounts to build relationships with key decision makers and other relevant
staff
与重要决策者或其它相关人员建立客户关系
Conduct client meetings as well
as planning and coordinating site introduction tours and inspections
进
行客户会议以及规划和协调旅行团
Handle and manage clients’
queries or issues
处理和管理客户的疑问或问题
Be proactive and responsible
for the follow up of new sales leads to enhance guest experience
积极主动并负责跟进新的销售信息以提升客人体验
Develop and maintain contact
with business generators (MICE Planners; travel agents; etc.)
开发和维护与开发生意者（团队工作人员；旅行社等）的联系
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
确保准确及时地更新销售系统（如
Delphi
、
Opera
等）的相关记录，以备将来参考
Update Account and Contact
profiles, attach Account plans, ensure ‘live’ information for action
更新帐户和联系概况，附加客户计划，确认都是有用的信息
Develop awareness and
reputation of the hotel and the brand in the local community.
在当地社区发展酒店和品牌的知名度和美誉度。
Perform other duties as
assigned by superior.
履行上级分派的其他职责。
QUALIFICATIONS
AND REQUIREMENTS
任职要求
Degree or Diploma in Marketing, Business or Hospitality Management
desired, and 2 - 4 years of relevant Sales experience in Hospitality or a
related service industry.
本科学历或市场营销、商务和酒店管理专业，并有
2
年以上酒店或相关服务行业销售经验。
In-depth knowledge of sales
principles and techniques
对销售知识和技巧有深入的研究
Effective communication and
negotiation skills
有效的沟通和谈判技巧
Strong knowledge of hotel
products, rates and marketing programmes
熟悉酒店产品，价格和销售方案
Excellent PC skills (including
MS Office)
熟练运用电脑的能力（包括微软办公室软件）
Ability to develop strong
relationships with customers and other stakeholders
与客户及其它利益相关者建立良好关系
Knowledge and experience of
Sales Systems (i.e. Delphi; Opera; etc.) is advantageous
熟练运用销售系统（如
Delphi, Opera
等）
