岗位职责:
Responsible for key account management on an assigned account (base or geographic area), ensuring revenue maximization, achievement of personal targets and increasing fair market share versus competitor set.
负责管理指定的重要客户,从而保证最大收益,完成个人的销售目标和增加竞争群的市场份额。
Responsible for prospecting new accounts.
负责勘探新客户。
Responsible for all segments of assigned geographical markets, which may include, but not be exclusively limited to China markets.
其中包括负责所有市场被指定划分的区域,但不是只局限于中国市场。
Conduct site inspections.
实地视察。
Adhere to the Corporate SOP’s.
坚持企业的标准程序。
Follow up of tentative bookings in the assigned markets.
跟进在指定市场的初步预定。
Detailed knowledge of competitor set.
熟知竞争对手信息。
Detailed knowledge of all services provided by the Hotel and all relevant facts and figures of hotel.
熟知酒店所提供的产品及酒店相关的事实和数据状况。
Responsible for timely contracting from the client base responsible for.
负责及时与客户方沟通。
SMART contracting to ensure optimum yielding during annual rate negotiations.
运用SMART原则来保证年度最佳谈判价价格。
Attend trade shows, sales blitz, workshops, etc. in the assigned markets.
在指定的市场中参加展览、旋风式销售拜访、研讨会等活动。
Assist the Assistant Director of Sales & Marketing / Director of Sales & Marketing in defining an annual sales action plan and execute set actions accordingly.
协助助理市场销售总监/市场销售总监制定销售计划和执行销售行动。
Assist the Director of Sales / Director of Sales & Marketing with the preparation of the annual budget by providing statistics and forecasts of account productions.
参与及协助市场销售总监/助理市场销售总监策划年度预算和预测客户的产量。
Execute sales actions within set cost budget structure.
在成本预算的结构设置内执行销售行动。
Cross sell other Kempinski Hotels.
交叉销售其他凯宾斯基酒店。
Document all sales actions in SFA (S&C).
在SFA (S&C) 中记录所有的销售活动。
Update OPERA contact database at all times.
随时更新OPERA数据库。
Understand, and follow the Company Sales Vision.
理解并执行酒店的销售愿景。
Participation in Duty Manager rota.
参与安排值班。
Understand and strictly adhere to the Rules & Regulations established in the Employees Handbook and the Hotel’s policy on Fire, Hygiene, Health & Safety.
理解和严格遵守员工手册中酒店对消防,卫生,健康和安全的管理规章制度。
Ensure that all potential and real hazards are reported and rectified immediately.
确保所有潜在和现有的危机都立即报告与纠正。
岗位要求:五年销售部门的经验,5星级酒店工作的经验优先。- 5 years experience in Sales Department, preferably in a 5 star hotel
● Responsible for key accountmanagement on an assigned account base or geographic area, ensuring revenuemaximization, achievement of personal targets and increasing fair market shareversus competitor set.
负责管理指定的重要客户,从而保证最大收益,完成个人的销售目标和增加竞争群的市场份额。
● Responsible for prospecting newaccounts.
负责勘探新客户。
● Responsible for all segments ofassigned geographical markets, which may include, but not be exclusivelylimited to European markets.
其中包括负责所有市场被指定划分的区域,但不是只局限于中国市场。
● Conduct site inspections.
实地视察。
● Adhere to the Corporate SOP’s.
坚持企业的标准程序。
● Follow up of tentative bookingsin the assigned markets.
跟进在指定市场的初步预定。
● Detailed knowledge ofcompetitor set.
熟知竞争对手信息。
● Detailed knowledge of allservices provided by the Hotel and all relevant facts and figures of hotel.
熟知酒店所提供的产品及酒店相关的事实和数据状况。
● Responsible for timelycontracting from the client base responsible for.
负责及时与客户方沟通。
● SMART contracting to ensureoptimum yielding during annual rate negotiations.
运用SMART原则来保证年度最佳谈判价价格。
● Attend trade shows, salesblitz, workshops, etc. in the assigned markets.
在指定的市场中参加展览、旋风式销售拜访、研讨会等活动。
● Assist the Director of Sales /Director of Sales & Marketing in defining an annual sales action plan andexecute set actions accordingly.
协助销售总监/市场销售总监制定销售计划和执行销售行动。
● Assist the Director of Sales /Director of Sales & Marketing with the preparation of the annual budget byproviding statistics and forecasts of account productions.
参与销售总监/市场销售总监策划年度预算和预测客户的产量。
● Execute sales actions withinset cost budget structure.
在成本预算的结构设置内执行销售行动。
● Document all sales actions inSFA (S&C).
在SFA (S&C) 中记录所有的销售活动
● Update OPERA contact databaseat all times.
随时更新OPERA数据库。
● Cross sell other KempinskiHotels.
交叉销售其他凯宾斯基酒店
● Understand, and follow theCompany Sales Vision.
理解并执行酒店的销售愿景。
● Participation in Duty Managerrota.
参与安排值班。
● Understand and strictly adhereto the Rules & Regulations established in the Employees Handbook and theHotel’s policy on Fire, Hygiene, Health & Safety.
理解和严格遵守员工手册中酒店对消防,卫生,健康和安全的管理规章制度。
● Ensure that all potential andreal hazards are reported and rectified immediately.
确保所有潜在和现有的危机都立即报告与纠正。
● Direct receipt, qualificationand coordination of event & group requests (incl. leads, RFPs, etc.)defined by their direct supervisor.
直接接收、评定和协调来自直接上级的订单(包括信息,RFPs,等。)
● Handle requests according tothe relevant standards within a maximum of 5 (business) hours of its receipt.
在接到订单后5(工作)小时内按章相关标准处理请求。
● Apply the Kempinski MICE SOP’sfrom group enquiry to contracting.
将凯宾斯基MICE执行标准从集团要求落实在合同中。
● Ensure the ideal and mosteffective utilisation of the meeting and conference rooms.
确保最理想和有效的利用会议室。
● Carry out site inspections withpotential MICE clients in coordination with the Field Sales department.
配合销售团队发掘潜在MICE客户。
● Realise up sell possibilitiesto meet and surpass Group & Event budget goals.
有意识的提升销售可能性,以达到并超出宴会收益目标。
● Thoroughly input, supervise andmaintain the requests in the Opera S&C System according to the data inputstandards.
根据相关数据输入标准,完成、监督并维护Opera S&C系统中的输入。
● Create activities to ensureongoing maintenance of bookings.
创造活动以确保后续持续的预定。
● Generate proper proposals andcontracts.
创建恰当的报价书及合同。
● Follow up on sent out proposalswithin 24 hours (1 working day) to ensure the client has received theinformation and to clarify possible questions and issues.
24小时内(一工作日)追踪已发出的报价书,以确保客户已收到并清楚细节。
● Handle the enquiries untilconversion to definite bookings including negotiation, contracting, and siteinspection before handing over to the Event Manager (or to the Group &Event Coordinator).
处理客人的疑问包括谈判、签约和视察直到确定。
● Ensure a proper handover of theconverted business to the Event Manager / Group & Event Coordinator withall relevant information forwarded.
保证相关信息全部转交至宴会协调员。
● Introduction of the EventManager / Group & Event Coordinator to the client.
将团队宴会销售总监引见给客户。
● Conduct exit interview withimportant customer after their event – asking for future business.
宴会后回访客户,以求日后合作。
● Cross-sell to other hotelswithin the Kempinski Group (and GHA).
交叉销售至其他凯宾斯基酒店(或GHA集团酒店)。
● Conduct regular competitionchecks.
常规竞争检查。
● Review monthly results andforecasts to recommend and execute activities required to ensure the hotelincreases the market share and maximises its revenue.
审核每月的真实收益和预期目标,推荐并执行相关活动以确保酒店市场的增长,并最大化收益。
● Proper maintenance of LOS/CANand UNC business.
维持丢失、却小 和 无法确定的客户。
● Further administrative tasksand other possible assigned duties.
其它管理任务及可能被分配到的工作。
● Performs any other duties asassigned to them by management.
执行分配给他的任何其它管理职责。