招聘KAD_洲际酒店集团招聘信息-最佳东方

1. KEY RESPONSIBILITIES

Job Summary – (Role Summary)

The Key Account Director (KAD) is responsible for developing and maintaining sales activities for the assigned account portfolio of top performing accounts with global IHG revenue impact within the assigned segments (e.g. MICE, Corporate, Tour/Leisure). Key activities include sales planning, account strategy development, inquiry handling, proposal preparation, contract negotiation, and other activities aimed at meeting client needs and maximizing revenue and market share.

Essential Duties and Responsibilities

Financial Returns

· Provide critical inputs and enable the Segment Director and sales leadership in the development of segment strategy

· Manage and develop portfolio of top performing accounts that have the global/cross-regional impact on IHG revenue and market share

o Assess accounts and their opportunities, as a result create account plans as per the IHG template and execute strategies and tactics to drive revenue and market share

o Network within the accounts to find those key decision makers and influencers across multiple regions that drive increased account penetration and cross-regional revenue delivery

o Lead client meetings as well as plan and coordinate familiarization tours and site inspections

o Manage clients’ queries or issues

o Gather information on current and prospective clients / contacts to generate incremental business

o Conduct prospective client meetings

o Keep an accurate record of all sales calls made for future reference and control purposes in IHG Javelin sales system

· Develop and review account plans and account profiles at least annually with such templates completed and posted to appropriate communication channels and sales systems

· Drive internal intelligence gathering and develop analytical capability to understand market share and drive IHG preference through the account base

· Lead the strategic development of existing business and identify new opportunities for the purpose of maximizing business and incremental revenue

· Work closely with other Regional Teams to enhance cooperation within the global and regional account portfolio

· Strategically drive system delivery through preferred distribution channels in line with IHG expectations

· Other duties and responsibilities

Negotiate and complete RFPs and tenders
Attend meetings as required
Exercises flexibility to perform other duties as required
Assist with familiarisations and entertaining as required
Act as a resource for on-property sales staff
Provides feedback to management on changing market conditions, including trends in competition
Be proactive and responsible for the follow up of new sales leads
Include hotel General Managers and sales staff where appropriate on sales calls
Develop and maintain contact with key business generators (TPIs, etc.)
Promote IHG portfolio through fairs and conferences, in professional and industry groups
Maintain effective control of sales expenses

People

· Lead team and account planning activities

· Be a role model for performance for the other members of the Regional Sales team and hotel sales staff

· Work in conjunction with relevant functions to execute IHG’s sales strategy

· Communicate to his/her superior any issues encountered and other relevant information

· Maintain close liaison with other Sub Regional Teams and WWS to ensure an effective implementation of new initiatives and programs

· Attend and participate in training sessions, daily briefings and other meetings as required

Guest Experience

· Process customer inquiries in accordance to specified IHG service standards

· Develop and deliver relevant documentation to the customer

Responsible Business

· Develop awareness and reputation of IHG in the local community

· Ensure accurate and timely updating of all relevant activities and customer information in relevant sales systems for future reference and control purposes

· Seek opportunities to communicate and closely align clients’ corporate priorities and IHG’s Corporate Responsibility framework

Perform other duties as assigned.

2. REQUIRED QUALIFICATIONS

Required Skills –

· Good communication and negotiation skills

· Ability to take initiative, keep deadlines and commitments, and complete tasks and projects as required

· Strong organisational skills required to maintain electronic and paper filing systems

· Strong knowledge of IHG products, rates and marketing programs

· Maintain a high level of knowledge pertaining to policy and procedure and communicate knowledge effectively to all personnel when necessary

· Demonstrate clear and effective verbal and written skills for the purpose of obtaining and conveying information to clients, management and team members as well as producing reports

· Excellent command of both English and Chinese (Mandarin), oral and written

· Excellent PC skills (including MS Office)

Qualifications –

· Degree or Diploma in Marketing, Business or Hospitality Management

Experience –

· 3-5 years of sales experience in an off-property role managing a portfolio of large accounts with global revenue contribution

· Experience in dealing with international and regional clients and promoting multi hotel brand and destinations is preferred

3. ACCOUNTABILITY

Number of employees supervised –

Direct: -

Indirect: -

Key Metrics –

· Sales goals as defined by the annual Sales Incentive Plan

· Key Performance Objectives set annually (as per IHG policy)

Decision Rights –

· Business Decisions within scope of roles

4. KEY RELATIONSHIPS

Key Internal Relationships –

· GC Fulfilment Centre Team

· GC Business Development Team

· Hotel Sales & Marketing Staff, all regions

· GC S&M Operations Team

· Revenue Management

· Worldwide Sales Team

Key External Relationships –

· Clients

· Industry Associations

· Key competitors

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