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• 管理规范
• 帅哥多
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• 包吃包住
• 人性化管理
• 员工生日礼物

MAJOR FUNCTION 主要职能 :
Drive the hotel revenue through setting up of marketing and sales strategies and follow through on the execution of such strategies.
通过制定有效的市场销售策略，加以贯彻执行来实现酒店的营销目标。

MAJOR RESPONSIBILIES 责任概要 :
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.
根据万豪国际集团的公司准则，全面负责制定酒店销售，宴会销售，公共关系以及预定部的推广销售策略，宣传计划，同时确保行之有效的执行。

SPECIFIC DUTIES 工作任务 :
1、Sales Activities 销售活动

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.
通过拜访客人，会见住店客人，及时取得客人的意见和反馈，最终加强酒店与客人之间的关系。

Oversee the planning of all sales activities to make sure that there is appropriate sales coverage and effective customer service at all times.
制定有效的酒店销售活动计划，并且确保计划能够持续不断，合理有效的贯彻到客人的服务中。

Ensure all enquire received at sales offices are handled promptly and efficiently.
确保销售部门快速，高效地处理解决客人所有的要求以及询问。

To 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.
带领整个销售团队通过报刊，杂志，网络等媒介持续不断的开发新的客源。

To monitor the quantity of sales activities to make sure that all       sales associates are conducting sales activities according the set guidelines in number of sales activities per day and call volume etc.
通过有效的监督和管理，保证每个销售人员能够根据指定的销售计划和指示，每天执行一定数量的有效销售活动。

2、Account Management 客户管理

To ensure that all information related to all accounts are recorded in Fidelio S&C and filed accordingly, and the accuracy of information in the systems is maintained at all times.
确保所有与客人有关的信息，能够准确的输入相关的Fidelio S&C系统和文件并且一直加以维护信息的准确度。

Assist in the set up on strategies and tactics for each account and ensure that all Marriott resources are appropriately used.
通过合理的运用万豪全球资源，为系统中的每一个客人制定合理有效策略。

Conduct account review and account audit to check on the information obtained for each of the accounts.
不断的回顾，审核每条新获得的客人信息。

Review Call Reports to ensure that all accounts are properly managed.
审核所有的客户访问报告以确保所有的客户被合理的管理。

Ensure that sales call plan is set up by all sales associates and the plan is efficiently used.
确保销售人员能够有效的制定并且执行销售访客计划。

To ensure that sales targets are set up for all sales associates.
为销售人员制定销售目标。

3、Sales Strategy Planning 销售策略计划制定

Conduct weekly Sales Strategy Meeting to ensure all participants are sharing information on competitors’ activities, customer feedback and other market intelligence.
主持每周的销售策略会议，带领整个团队分享竞争对手酒店的动态，客人的反馈以及市场的信息。

To lead the Sales Strategy team in setting up pricing and positioning for all market segments and the pricing and positioning for catering.
针对市场的不同划分，进行市场定位并制定价格， 同时为宴会销售定位定价。

Regularly review the effectiveness of the Sales Strategy and make recommendations for changes if required.  
有规律的回顾销售策略的有效性，及时的做出有必要的更改。

4、Train and develop all sales associates 培养销售团队

Coach and counsel all associates to ensure timely rectification of performance.  To make sure of disciplinary actions if required aim to assist associates in improving their performance.
定期的指导评估销售人员以确保及时地提高工作表现，并帮助销售人员能够不断的自我提高，发展。

To 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)
为每个销售人员根据“SMART”制定个人发展的计划，帮助每个销售人员的扬长避短 （SMART = 特殊的，可量的， 可达的，可实现的和时效的） 。

To ensure that there are guidelines and expectation set up for each associate and follow up on the progress
为每个销售人员建立工作指导方针以及期望达到的表现水平，鼓励员工不断进步。

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.
确保销售总监和经理通过参与客人拜访，让销售人员获得工作上的培训，同时有规律的评估销售人员的工作表现。

To monitor the sales activities and make certain that all sales associates are conducting business according to the Marriott set guidelines.
确保所有的销售人员依照万豪设定的指导方针进行销售活动。

Conduct regular performance review for all managers and keep written record for future follow up.
定期的评估销售经理的工作表现，并书面记录存档。

To review and update all LSOPs related to Sales and marketing whenever necessary.
回顾和更新所有与市场销售有关的LSOPs.

5、Fully utilize all Marriott Resources 充分利用万豪全球资源

Ensure all sales associate cross sell sister properties when the hotel product does not fit into customers’ requirements or when customers have potential for other properties.
当本酒店自身的设施无法满足客人的需要或客人对万豪旗下其他酒店有潜在需求时，确保销售人员能够为客人推荐其他姐妹酒店。

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.
持续不断的与全球销售中心，市场销售，以及客服联盟保持良好的沟通以确保所有客户得到完善的服务。

Make good use of Marriott Rewards as a key sales tool.
充分利用万豪礼赏作为销售工具。

Work closely with the other sales teams in the cluster to share marketing information, discuss on account servicing issues and cooperation.
与万豪旗下所有的销售团队紧密联系，分享市场信息，讨论客服动态，充分合作。

6、Prepare periodic reports 准备周期报告

Prepare periodic reports for record of sales activities and market analysis.
准备销售活动和市场分析的周期报告。

Prepare monthly reports and ad hoc reports as required by General Manager and Regional Office.
为总经理和区域办公室准备月度的报告和适时的报告。

7、Revenue Management 赢利管理

Ensure that the Reservations Office is properly managed with all phone calls handled efficiently and courteously, all input in Marsha and Fidelio are done accordingly to standards set up.
确保预定部门的人员能够礼貌，有效的接听电话，并且根据标准将信息准确的输入Marsha和Fidelio系统。

Review reports prepared by Revenue Manager to analysis market   situation and make recommendations on sales strategies and tactics.
评估收益经理的报告，分析市场情况，给予销售策略建议。

To make certain that all revenue management tools are properly used aim to maximize the hotel revenue at all times.
持续不断的合理运用营收管理工具，以期能够最大化酒店的收益。

Regular check on the rate control procedures to avoid any abuse of discount.
定期检查酒店的价格控制程序，避免任何滥用折扣的情况发生。

Ensure that all commission payment is handled accurately and efficiently.
确保所有的佣金准确，有效地发放。

Assist in conducting periodical rate audit in Fidelio & Marsha.
在Marsha和Fidelio系统中，帮助进行定期的价格审计。

8、Public Relations 公共关系

Oversee the Public Relations operation and be sure that the day-to-day operation is managed efficiently.
全面监督公共关系部门的运作，确保每天的工作流程得到有效的管理。

Assist PR Manager in planning and executing all hotel promotions,advertising, database management, hotel collaterals production.
协助公共关系经理计划执行所有酒店的营销，广告，数据库管理和宣传资料制作。

Ensure that exposure of the hotel is maximized at all times through working closely with media and making good use of all Marriott Resources.
充分合理运用万豪全球资源，通过与媒体保持良好的合作关系使酒店得到充分的宣传。

Conduct media calls to build relationship with the editors and reporters.
通过拜访媒体与媒介记者，报刊编辑建立保持良好的合作关系。

To monitor the preparation and distribution of all press release.
监督所有新闻稿的准备与发行工作。

Ensure all promotional materials and advertising are done according to the corporate guidelines.
确保所有的促销及广告推广内容符合酒店的指导方针。

To plan and participate in Charity Activities to serve the community and to obtain press coverage.
积极参与慈善公益活动，致力于社区服务为酒店赢得媒体宣传。

9、Business / Marketing Plan 商业/市场计划

Preparation of Business / Marketing Plan and to ensure that all strategies are backed up with appropriate tactics.
准备有效的商业/市场计划，并确保所有的商业战略采用了适用的策略。

Produce periodic action plan based on the Business Plan and ensure that the sales team is conducting business according to the set objectives.
根据既定的商业计划，制定定期的销售活动，确保整个团队致力于完成销售目标。

10、Office Etiquette & Business Ethics 办公室礼仪与商业道德

Ensure that all sales associates are properly dressed in uniform or business attire and the general appearance are according to the hotel standard.
确保所有销售人员的仪容仪表，着装都符合酒店的标准。

Make certain that all sales associates are conducting business accordingly to the Marriott guidelines and local law.
确保所有销售人员都能够按照万豪的方针以及本地法律来执行商业销售活动。

In charge of the overall conduct of the sales team such as telephone handling, punctuality, compliance to the hotel rules, regulations and LSOPs.
负责管理销售团队的全面工作，例如电话礼仪，是否按时到岗，遵守酒店的规章制度以及LSOPs.

11、Coordination with other departments and session 与其他部门的协调

To ensure a smooth liaison between Sales and Marketing with all other departments.
确保市场销售团队和其他部门的协调。

To take the initiative to act on any conflict or problems in a constructive manner.
主动解决矛盾或问题，给予建设性的建议。

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