Job overview 职位概述
The Director of MICE will manage and provide day-to-day leadership to the MICE Team, respectively. As such, the Director of MICE is responsible for an effective lead conversion process, including steps such as enquiry handling, preparation of proposals, quotations, checking product information and customer requirements, and for successful event execution, which includes steps such as meeting/event planning, co-ordination with hotel operations and clients before, during and after each meeting/event.
宴会销售总监要分别管理和带领宴会销售团队。同样的，宴会销售总监需负责有效率的获取生意的过程，例如询价处理、准备报价书、检查产品信息和客户需求，以及活动成功举行，包括会议/活动策划，活动前与酒店各部门和客人的协调工作，直到会议/活动结束。
Duties and Responsibilities 工作职责
FINANCIAL RETURNS 财务回报
Develop deep understanding and knowledge of key sectors targeted by hotel and ensure products and services are ahead of competition to maximise lead conversion rate and guest satisfaction.
深入了解和认识酒店的主要目标行业，确保产品和服务领先于竞争对手从而使生意转换率和客户满意度最大化。
Provide creative input into Meetings Product Development to maintain a point of differentiation by developing innovative product and revenue opportunities.
为会议产品开发提供创新想法，通过开发新产品和收益机会来保持差异化。
Ensure the timely follow-up and pursuit of strategic relationships with customers and stakeholders in order to drive the highest levels of conversion and guest experience.
确保及时跟进和追踪客户和酒店成员的战略关系，从而将生意转换率和宾客体验提高到最高等级。
Contribute actively to the compilation of annual business plan and strategic sales & marketing plans.
积极参与编制年度业务计划和战略销售计划。
Conduct and/or assist the sales team with customer negotiations.
指导或协助销售团队与客户进行谈判。
Manage contract signing process
管理合同签署过程。
Ensure timely delivery of Master Invoice to customers and help with facilitating payment.
确保及时提供总账单，促使客人结清费用。
Complete forecasts, plans, and productivity reports for management.
为酒店管理层准备各项预测、计划和生产效率报告。
Participate in the preparation of the annual departmental operating budget and financial plans. Monitor budget and up sell products and services while minimising waste to increase revenue.
参与制定部门年度预算和财务计划。监督预算，追加销售更多的产品和服务并避免浪费，从而提高收益。
Negotiate food and beverage prices, function space, and hotel services within approved departmental booking guidelines
在部门预定规则允许的范围内，就食品和饮料的价格、活动空间和酒店服务进行谈判。
PEOPLE 员工团队
Direct day to day conference/convention activities, plan and assign work, and establish performance and development goals for team members.
主管日常会议活动，计划并分配工作，为每个员工制定工作绩效和职业发展目标。
Provide effective leadership to fulfilment and events teams, including the ability to direct activities according to the relevant detailed SOPs.
为会务执行和会议销售团队提供有效的领导，包括根据相关的标准运营程序提供活动指导。
Enhance team performance through effective communication and coordination with other departments. Ensure appropriate staffing levels based on guest volume. Develop and sustain effective relationships with clients, maximizing satisfaction and on-sell opportunities.
通过其他部门的有效沟通以及与合作，提高团队的绩效。根据业务量合理安排人员编制。发展和维护与客户的关系，使客户满意度和销售机会最大化。
Communicate to his/her superior any issues encountered and other relevant information.
当遇到问题时与他/她的上司沟通和提供相关信息。
Ensure the team’s accurate and timely updating of all relevant record in the Sales and Catering System.
确保团队在销售和宴会系统中准确和及时的更新了所有活动的相关记录。
Organise training sessions, daily briefings and other meetings as required; ensure staff has the tools, training and equipment to carry out job duties.
按照要求组织培训课程，每日例会和其他会议，确保所有员工得到培训，并配备完成工作所需的工具和设备。
Conduct periodic formal reviews with the MICE Fulfillment Team and MICE Events Team on their targets and goals.
定期对会务执行团队和会议销售团队的目标与业绩进行审核
Conduct Annual Performance reviews, set Key Performance Objectives and Personal Development plans in line with IHG standards and brand standards for each member of the team.
进行年度绩效考核，根据洲际酒店标准和品牌标准为每一位团队成员设定关键绩效目标和个人发展计划。
Recommend and/or initiate salary, disciplinary, or other staffing/human resource-related actions in accordance with hotel or company rules and policies.
根据酒店或公司的规定和政策，对员工工资、工作规程或其他与人力资源相关的事务提出建议和初拟方案。
Act as escalation point for clients and members of the MICE Fulfillment Team and MICE Events Team and provide resolution to issues.
作为客人与会务执行团队和会议销售团队之间的协调人员，为他们提供解决问题的方法。
GUEST EXPERIENCE 宾客体验
Process customer inquiries in accordance to specified service standards.
根据特定的服务标准处理客户的询价。
Develop and deliver relevant documentation to the customer (e.g. proposal, contract, loyalty programmes, area attractions, restaurants, facility information).
建立和传递相关的文件给客户（例如报价书、合同、忠实客户计划、本地景点、餐厅、设施信息）。
Prepare and guide the team onsite inspections, entertainment, familiarisations and other events for potential customers (when necessary); ensure all details of meetings and conventions are in compliance with hotel standards, including room set-ups, staging, lighting, audio-visual, traffic flow, menus, décor, entertainment, group room blocks, transportation, billing instructions and VIP services.
准备和带领潜在客户参观酒店，环境，以及其他活动设施，确保会议的所有细节都符合酒店标准，包括会议室布置，舞台，灯光，视听设备，客流，菜单，装饰，环境，团体住宿预订，交通，收费条款和贵宾服务。
Assign appropriate designated Event personnel based on the event requirement.
根据活动要求分配合理的会务人员跟进。
In the pre-event planning process, consult with the meeting planners to identify optimal meeting room configuration, recommendation on meeting/break flow, menu planning, food & beverage coordination, table arrangements, decoration options, etc. to improve meeting efficiency and productivity.
在活动策划阶段，与会议策划人协商确定最佳的会议室配置，推荐茶歇时间，菜单制定，食物与饮品的搭配，会议摆桌安排及会场布置等，从而提高会议效率和生产力。
Ensure the team meets with each meeting planner daily to debrief on daily events, review consumption, bill and any exceptions to contracted billing and review estimates of final billing.
确保团队会见每一位会议策划人，汇报当日的活动情况，回顾活动的消费，账单和合同外的消费，从而审核最终的账单。
Plan and conduct pre-event meetings with clients and catering staff to determine potential enhancements to the guest experience.
在活动前策划并召开客户与员工会议，发掘提升宾客体验的潜在机会。
Analyse and action against client satisfaction surveys to improve services and identify further business opportunities.
进行客户满意度调查与分析，从而提高服务质量并获得更多合作机会。
RESPONSIBLE BUSINESS 企业责任
Identify operational problems that reduce the effectiveness of marketing activities and overall hotel sales performance and work with appropriate department on solutions.
确保降低影响营销活动有效性和酒店整体销售业绩的运营问题发生几率，并与相关部门商量解决方案。
Develop awareness and reputation of the hotel and the brand in the local community.
提高酒店和品牌在当地的知名度与声誉。
Perform other duties as assigned.
完成其他分配的工作。
ACCOUNTABILITY 责任
This is a top level position in a full service luxury, resort, or major flagship hotel with high volume catering, banquet, and/or convention facilities. May manage professional level and administrative MICE Fulfillment and Events team members.
这是在一个拥有多数的宴席、宴会和会议设备，提供全方位服务奢侈的及度假型的或重要的旗舰酒店的高级的职位。需管理专业级别人员、会务执行和宴会团队人员。
Performance of this role should be measured by the following key metrics:
根据以下指标衡量此职位的表现：
Key Performance Objectives set annually (as per IHG policy).
每年制定的工作目标（根据洲际酒店的政策）。
Process compliance as indicated in the hotel’s Standard Operating Procedures.
工作流程符合酒店的标准运营程序。
Lead service standards.
询价服务标准。
Proposal quality.
报价书准确性。
Lead handover quality.
活动交接准确性。
Lead conversion rates.
询价活动成功率。
Customer feedback/satisfaction.
客户反馈/满意度。
Repeat sales and upsale.
回头客销售和提高业绩。
QUALIFICATIONS AND REQUIREMENTS 任职要求
1.Degree or Diploma. A minimum of one year of relevant experience or equivalent work experience in team management, and 2 - 5 years of relevant experience in customer relations and/or event management in Hospitality or a related service industry, F&B /Banquet Operations experience preferred.
大专及以上学历。至少1年团队管理的相关工作经验或同等工作经验，2-5年的酒店业或相关服务业的与客户沟通的相关经验或者活动管理经验，有餐饮或宴会运营经验更佳。
2.Expected to possess the following skills:
期望具备以下技能：
Experience and knowledge of establishing and mentoring an office based sales team.
有建立和管理销售部门的经验和知识。
Good communication and negotiation skills.
良好的沟通与谈判能力。
Ability to take initiative, adapt to change, meet deadlines and commitments, and complete tasks and projects as required.
能够积极的在所给期限内完成各项要求的工作，适应性强。
Strong organizing skills and planning skills.
较强的组织和策划能力。
A high level of knowledge pertaining to policy and procedure and communicates knowledge effectively to all personnel when applicable.
熟知酒店的政策与程序并且能够有效的与各部门沟通。
Demonstrates clear and effective verbal and written skills for the purpose of obtaining and conveying information to clients, technicians, management and team members as well as producing reports.
有较强的语言表达与书写能力，能够清晰准确地获取和传达信息给客人、技术人员、管理层以及团队成员，并能将信息整理成报告
Excellent PC skills (including MS Office).
出色的电脑操作能力（包括微软办公软件）。
