Position Summary
职位概述
Under the general guidance and
supervision of the Director of Business Development and in keeping with the
delegation of authority, oversees day to day Sales efforts of Senior Sales
Managers, Sales Managers, Sales Executives, with specific responsibilities
for directing sales, training, and implementing action plans set forth in the
Marketing Plan.
在业务发展总监的监督知道下，去检查每一个销售部员工的工作情况和他们的培训情况。
1.Marketing Planning
— Participate in the development and execution of
the hotel marketing plan.
销售计划 ——参与酒店销售计划的执行和发展。
2.Identify sources of group
business for the hotel and establish solicitation programs to maximize sales.
确定消息的来源，使酒店的生意取得最好效益。
3.Help identify sources of
individual business and allocate the resources to develop relationships with
them.
发展酒店的客户和他们建立良好的关系。
4.To supervise and monitor the
compilation of accurate account information and to ensure this information is
kept up to date.
监督和指导正确重要的信息，并保证这些信息的可施性。
5.Maintain accurate forecasting
for all group/FIT segments and identify valley periods for sales emphasis.
维持团队和散客的正确预测，确定销售在特定时期的销售重点。
6.Sales Administration — Director and administer the sales program of the
hotel.
销售行政部——总监管理酒店的销售流程。
7.Establish programs and direct
efforts to achieve group and FIT room night goals and to develop ongoing
relationships with customers.
建立计划和指导，使团队和散客努力达到计划的目标，并发展和建立良好的客户群。
8.Monitor sales production and
adjust sales activities, account coverage and sales priorities as necessary
to achieve plan goals.
监管销售的产值并且调整销售的行动，争取完成计划的目标。
9.Establish travel schedules and
monitor travel expenses to optimize sale productivity.
组织出差的计划表并且管理出差的经费，优化市场销售力度。
10.Develop active communication and close rapport with Convention &
Incentive Bureau, National Tourist Offices, Airlines, Hilton Regional Sales
Offices and other sources of sales information and support.
与会展公司，航空公司，旅行社 和希尔顿区域销售办公室建立良好的联系。
11.Plan, establish goals for, and administer outbound sales function to
deliver qualified leads to other Hilton Hotels.
计划，制定，实施异地销售功能以便传递生意到其他兄弟酒店。
12.Develop annual sales department budget and execute the sales programs
and activities within it.
增进年销售额的预算和执行销售计划。
13.Take full responsibility for representing and managing the Hilton account
management system (cardex).
管理希尔顿酒店所有客户体系。
14.Sales Personnel Development —Lead and develop sales personnel.
销售人员的个人发展——带领和发展销售人员。
15.Recruit, select, train and motivate Sales Department personnel to
realize their potential to develop individuals for advancement within Hilton Hotels
and Resorts.
培训，挑选使销售人员意识到他们的发展前途，为希尔顿酒店作出贡献。
16.Assure understanding of
Position Description, goals, and Standards of Performance for Sales
Department personnel; and conduct formal bi-annual evaluations and ongoing
coaching and counseling.
使销售部的每一位员工了解自己的职责，目标，成绩，一年两次对员工进行评估。
17.Selling —Manage Key Accounts.
销售——管理重要的客户。
18.Establish personal sales goals, and be responsible for a
representative selection of key accounts.
建立个人销售的目标，并且挑选重要的客户。
19.In conjunction with the DBD and
other department heads, maximize rooms’ inventory and catering space,
identify opportunities for focused sales programs.
与业务发展总监，其他部门的领导齐心协力争取更多的生意。
20.Coordinate group room forecasts and prospects with the Banquet Sales and
Revenue department so as to help hotel achieve maximum capacity room use.
与宴会销售部和收益管理部共同调整团队定房，完成酒店内部最大生产力。
21.Assess margin contribution of group business to maximize contribution
form available public space.
估定团队生意，利用酒店的公共空间做出最大化贡献。
22.Communications — Development and maintain effective communication
channels.
联系——发展和主张有效的沟通渠道。
23.Maintain close, frequent, open
communication with the Director of Business development and other Marketing
department heads.
与业务发展总监和其他部门的总监时常做好密切的联系。
24.Maintain supportive, timely
communications with Regional Sales Offices and other Hilton Hotels.
主张与区域销售办公室及其他希尔顿酒店进行密切的联系。
25.Coordinate communication
between Sales Department and operating departments of the hotel. To update operating departments of the
hotel to ensure awareness of bookings and sales programs.
调整销售部和酒店内部的其他运营部门的沟通，及时更新酒店内部运营部门的信息和销售部门的流程。
26.Maintain timely and responsive communication with accounts and
prospects.
对公司的前景积极地做出相应的反应。
27.The management reserves the right to change / extend this job
description if necessary at any point of time during her / his employment.
如有必要 ，该部门有权更改或补充该职位描述。
28.Carries out any other reasonable
duties and responsibilities as assigned.
完成任何其他合理的职责和被指派的职责。
Specific Job Knowledge, Skill and Ability
工作技能技巧要求：
1.Determines overallBusiness
Development objectives and initiatives best suit the hotel.
具备设立最适合酒店的总体营业目标及行动方案的能力。
2.Produces and executesBusiness
Development budgets and business plans.
具备制订和执行营业预算及经营计划的能力。
3.Effectively promotes and positions the brand and
the hotel at its desirous level.
具备高效地推广和将品牌定位在理想的水平的能力。
4.Manages and administrates theBusiness
Development department.
具备管理营业部的能力。
5.Assists the General Manager and the Excom in
achieving the hotel’s business objectives and revenue goals.
具备协助总经理和管理层达到酒店总体经营目标的能力。
6.Knowledge of market trends and behavior including
political, economical and social issues.
掌握政治，经济和社会方面的知识及市场趋势。
7.Sound communication skills.
具有良好的沟通技巧。
8.Ability to lead, to provide guidance and to dev
elop team
member.
具有领导，指导和发展员工的能力。
9. Knowledge and skill in crisis management.
具备处理危机的知识和能力。
10.Good skills of organization and
presentation.
良好组织及展示技巧。
11.Ability to manage by example.
具有以身作则的能力。
Preferred Qualifications
更高的资历要求：
1.Very good management skill.
良好的管理技巧。
2.Very
familiar with local market and good at marketing trend anlysis.
了解本地客户的情况并具有很强的市场分析能力。
3.Ability
to be resourceful, creative and maintain flexibility.
具有策略性、创造性及灵活性。
