MAJOR FUNCTION 主要功能 :
Drive the hotel
revenue through setting up of marketing and sales strategies and follow through
on the execution of such strategies.
MAIN RESPONSIBILITIES 責任概要 :
Oversee the
operation of Sales, Catering, Public Relations and Reservations. Set up overall strategies for sales,
promotions and advertising. Ensure that
all strategies are set up in line with the positioning of the hotel and are
according to Marriott corporate guidelines.
SPECIFIC
DUTIES 工作任務 :
Sales Activities
Participate in sales activities by conducting sales calls and
meeting with in house customers to strengthen relationship with customers, obtain market
information and customers’ feedback.
Oversee the planning of all sales activities to make sure that
there is appropriate sales coverage and effective customer service at all
times.
Ensure all enquiries
received at sales office are handled promptly and efficiently.
Make certain
that the sales team is constantly soliciting new business opportunities
and obtaining sales leads through various sources such as newspaper,
internet, TV etc.
Monitor the
quantity of sales activities to make sure that all sales associates are
conducting sales activities according to the set guidelines in a number
of sales activities per day and call volume etc.
Account
Management
Ensure that
all information related to all accounts are recorded in Opera and filed
accordingly, and the accuracy of information in the systems is maintained
at all times.
Assist the
setting up of strategies and tactics for each account and ensure that all
Marriott resources are appropriately used.
Conduct
account review and account audit to check on the information obtained for
each of the accounts.
Review Call
Reports to ensure that all accounts are properly managed.
Ensure that
sales call plan is set up by all sales associates and the plan is
efficiently used.
Ensure that sales
targets are set up for all sales associates.
Sales
Strategy Planning
Conduct
weekly Sales Strategy Meeting to ensure all participants are sharing
information on competitors’ activities, customer feedback and other
market intelligence.
Lead the
Sales Strategy team in setting up pricing and positioning for all market
segments and the pricing and positioning for catering.
Regularly
review the effectiveness of the Sales Strategies and make recommendations
for changes if required.
Train and develop all sales associates
Coach and counsel all associates to ensure timely rectification of performance. Make sure of disciplinary actions if required. Aim to assist associates in improving their
performance.
Make sure that there is a SMART development
plan for each associate to fortify strengths and overcome weaknesses. (SMART =
Specific, Measurable, Achievable, Realistic and Timely)
Ensure that
there are guidelines and expectation set up for each associate and follow
up on the progress
Ensure that
Director of Sales and Sales Manager conduct on the job training to all
associates by arranging joint calls with sales associates and review with
them their performance regularly.
Monitor the
sales activities and make certain that all sales associates are
conducting business according to the Marriott set guidelines.
Conduct
regular performance review for all managers and keep a written record for
future follow up.
Review and
update all LSOPs related to Sales and Marketing whenever necessary.
Fully utilize all Marriott Resources
Ensure all
sales associates cross sell sister properties when the hotel product does
not fit into customers’ requirements or when customers have potential for
other properties.
Constant
communication with market sales, alliance account team and GSOs to
discuss on needs of the hotel and to ensure full coverage of all
accounts.
Make good
use of Marriott Rewards as a key sales tool.
Work closely
with the other sales teams in the cluster to share marketing information,
discuss on account servicing issues and cooperation.
Prepare periodic reports
Prepare periodic
reports for record of sales activities and market analysis.
Prepare monthly reports and ad hoc reports as required by General
Manager and Regional Office.
Revenue
Management
Ensure that
the Reservations Office is properly managed with all phone calls handled
efficiently and courteously, all input in Marsha and Opera are done
according to standards set up.
Review
reports prepared by Revenue Manager to analyse market situation and make
recommendations on sales strategies and tactics.
Make certain
that all revenue management tools are properly used aiming to maximize
the hotel revenue at all times.
Regular
check on the rate control procedures to avoid any abuse of discount.
Ensure that
all commission payment is handled accurately and efficiently.
Assist in
conducting periodic rate audit in Opera & Marsha.
Public Relations
Oversee the
Public Relations operation and be sure that the day-to-day operation is
managed efficiently.
Assist PR
Manager in planning and executing all hotel promotions, advertising,
database management, hotel collaterals production.
Ensure that exposure
of the hotel is maximized at all times through working closely with media
and making good use of all Marriott Resources.
Conduct
media calls to build relationship with the editors and reporters.
Monitor the
preparation and distribution of all press release.
Ensure all
promotional materials and advertising are done according to the corporate
guidelines.
Plan and participate in Charity Activities to
serve the community and to obtain press coverage.
Business /
Marketing Plan
Preparation
of Business / Marketing Plan and to ensure that all strategies are backed
up with appropriate tactics.
Produce
periodic action plan based on the Business Plan and ensure that the sales
team is conducting business according to the set objectives.
Office Etiquette & Business Ethics
Ensure that
all sales associates are properly dressed in uniforms or business attire
and the general appearance is according to the hotel standard.
Make certain
that all sales associates are conducting business according to the
Marriott guidelines and local law.
In charge of
the overall conduct of the sales team such as telephone handling, punctuality,
compliance to the hotel rules, regulations and LSOPs.
Coordination with other departments and
session
Ensure a
smooth liaison between Sales and Marketing with all other departments.
Take the
initiative to act on any conflict or problems in a constructive manner.
JOB SPECIFICATION職位要求 :
Profile of
Competency
工作能力:
·
Minimum 8 years
work experience in the sales & marketing from a sizeable international organization with at least 3 years at
Director of Sales position or above.
·
Capable in managing several teams and to
drive results through effective supervision and motivation.
·
Ability to set up
sales strategies and tactics and make adjustment according to different
business situations.
·
Good interpersonal skills and listening
skills.
·
Ability to handle
and manage different business situations and act on problems according to the set
guidelines.
·
Ability to
communicate effectively with various levels of management and associates.
·
Ability to provide
direction and training to associates and evaluate their performance.
·
Able to develop
associates and maximize the performance of the team.
Language 語言能力:
·
High proficiency in
written and spoken English and Mandarin.
Education 教育:
·
Good general
education, preferably University graduates.
Job License
資格 / 等級証:
·
N/A
