MAJOR RESPONSIBILIES：?
主要工作職責：
??Responsible for identifying, developing, and managing accounts within?
specific segments, markets, or geographical territories on behalf of one or more hotels. 代表一家或多家酒店負責確立、發(fā)展及管理不同區(qū)域、市場及地域的客戶。?
??Maintains or increases current account production for group, transient, and catering business.?
維持及增長客戶團隊、散客及宴會的產量。
??Manages larger accounts or special markets.
管理重要大客戶或指定市場。
??Provide leadership to overall proactive sales team.
領導整個銷售團隊。
SPECIFIC DUTIES?
特別工作要求?:
1.?Manages larger, focus accounts or special segments.
管理重要客戶或者重點區(qū)域。
2.?Identifies new or existing markets/accounts that meet property sales strategy.
開發(fā)適合酒店戰(zhàn)略需要的新客戶或市場。?
3.?Understands or is familiar with the fundamentals of assigned accounts.
了解熟悉客戶的背景。
4.?Develops a sales plan to generate business from identified markets/accounts
制定銷售計劃?，從所負責客戶及市場中獲得生意。
5.?Determines the account’s needs, Marriott’s objectives, and marketing activities of each assigned market/account.
確認客戶的需求、萬豪的目標，以及細分市場/客戶的戰(zhàn)略。
6.?Continuously communicates the benefits of the hotel to the customer.
將酒店所提供所擁有的價值傳達給客戶。
7.?Drives/manages account transient, group and catering production through improved customer loyalty by excellent account management.
通過有效的客戶管理，提高客戶忠誠度及散客、團隊及會議的產量。
8.?Negotiates transient rates for assigned accounts.
與客戶商討公司散客價。
9.?Prospects new business through phone solicitation, outside sales calls, customer visits to the hotel, trade shows, sales blitzes, direct mail, newspaper/journal research and other customer interaction or research.
???通過電話咨詢、銷售拜訪、接待客戶來訪、旅游展會、新聞媒體、市場調查等多種手段拓展新客戶。
10.?Develops marketing intelligence: new product ideas, competition activities, new customer trends and performance.
獲取市場情報：如新的項目、競爭對手的活動、市場動向及表現。
11.?Spends majority of time in face-to-face customer interaction outside of the hotel.
分配大部分的工作時間拜訪客戶。
12.?Sells the benefits of the Sales Centre/property sales and event management.
向客戶推銷宴會銷售及服務所帶來的價值。
13.?Strives to meet measurable targets and goals, as assigned for individual and
team.
努力達成個人及團隊的目標（可測量）。
14.?Implements training programs to improve sales efficiency and staff development.
參加培訓課程，提高銷售業(yè)績及技能。
15. Directs the activities of the proactive team.
管理銷售團隊日常工作。
16. Tracks and measures the performance of Sales Executive on a monthly or period basis.
???????定期或月度考察銷售主任工作表現。
17. Understands the overall market - competitors’ strengths and weaknesses, ???????????????economic trends, supply and demand etc. and knows how to sell against them.
了解整個市場的情況匯報- 競爭對手的優(yōu)勢及缺點，?經濟趨勢，供需關系以及如何去應對以上情況。
JOB SPECIFICATION職位要求?:
Profile of Competency
工作能力:
l?Strong overall sales skills
???????出色的銷售技巧。
l?Understanding of hotel(s) business mix needs of transient, group and catering business
???????理解適合酒店需要的散客、團隊及宴會的生意。
l?Self-confidence, energy and enthusiasm
???????自信、精力旺盛及熱情
l?Ability to present ideas, expectations and information in a concise, well-organized manner
???????良好的表達及組織能力
l?Excellent interpersonal conflict management skills
???????出色的人際交往能力
l?Software knowledge
???????電腦軟件應用知識
l?Sales systems knowledge
????????銷售系統(tǒng)知識
l?Understanding and achievement of team and individual goals
???????清楚及達成個人及團體目標。
l?Effective time management skills
???????高效的時間管理能力
l?Understanding of sales strategies and account profitability
???????清楚銷售策略及客戶利潤最大化。
l?Demonstrated leadership skills
???????領導能力
l?Demonstrated customer development and relationship management skills
l?發(fā)展與管理客戶的能力
Language 語言能力:
l?Eexcellence Skills in English Spoken & Written ?
英語說寫能力良好
Education 教育:
l?College/University degree above
大專以上
