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.
MAJOR RESPONSIBILIES 責任概要 :
Oversee the operation of Sales, 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 :
1. Sales Activities
a. 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.
b. Oversee the planning of all sales activities to make sure that there is appropriate sales coverage and effective customer service at all times.
c. Ensure all enquires received at sales office are handled promptly and efficiently.
d. 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.
e. 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.
2. Account Management
a. 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.
b. Assist in the set up on strategies and tactics for each account and ensure that all Marriott resources are appropriately used.
c. Conduct account review and account audit to check on the information obtained for each of the accounts.
d. Review Call Reports to ensure that all accounts are properly managed.
e. Ensure that sales call plan is set up by all sales associates and the plan is efficiently used.
f. To ensure that sales targets are set up for all sales associates.
3. Sales Strategy Planning
a. Conduct weekly Sales Strategy Meeting to ensure all participants are sharing information on competitors’ activities, customer feedback and other market intelligence.
b. To lead the Sales Strategy team in setting up pricing and positioning for all market segments and the pricing and positioning for catering.
c. Regularly review the effectiveness of the Sales Strategy and make recommendations for changes if required.
4. Train and develop all sales associates
a. 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.
b. 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)
c. To ensure that there are guidelines and expectation set up for each associate and follow up on the progress
d. 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.
e. To monitor the sales activities and make certain that all sales associates are conducting business according to the Marriott set guidelines.
f. Conduct regular performance review for all managers and keep written record for future follow up.
g. To review and update all LSOPs related to Sales and Marketing whenever necessary.
5. Fully utilize all Marriott Resources
a. 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.
b. 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.
c. Make good use of Marriott Rewards as a key sales tool.
d. Work closely with the other sales teams in the cluster to share marketing information, discuss on account servicing issues and cooperation.
6. Prepare periodic reports
a. Prepare periodic reports for record of sales activities and market analysis.
b. Prepare monthly reports and ad hoc reports as required by General Manager and Regional Office.
7. Revenue Management
a. 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.
b. Review reports prepared by Revenue Manager to analysis market situation and make recommendations on sales strategies and tactics.
c. To make certain that all revenue management tools are properly used aim to maximize the hotel revenue at all times.
d. Regular check on the rate control procedures to avoid any abuse of discount.
e. Ensure that all commission payment is handled accurately and efficiently.
f. Assist in conducting periodical rate audit in Fidelio & Marsha.
8. Public Relations
a. Oversee the Public Relations operation and be sure that the day-to-day operation is managed efficiently.
b. Assist PR Manager in planning and executing all hotel promotions, advertising, database management, hotel collaterals production.
c. Ensure that exposure of the hotel is maximized at all times through working closely with media and making good use of all Marriott Resources.
d. Conduct media calls to build relationship with the editors and reporters.
e. To monitor the preparation and distribution of all press release.
f. Ensure all promotional materials and advertising are done according to the corporate guidelines.
g. To plan and participate in Charity Activities to serve the community and to obtain press coverage.
9. Business / Marketing Plan
a. Preparation of Business / Marketing Plan and to ensure that all strategies are backed up with appropriate tactics.
b. Produce periodic action plan based on the Business Plan and ensure that the sales team is conducting business according to the set objectives.
10. Office Etiquette & Business Ethics
a. Ensure that all sales associates are properly dressed in uniform or business attire and the general appearance are according to the hotel standard.
b. Make certain that all sales associates are conducting business accordingly to the Marriott guidelines and local law.
c. In charge of the overall conduct of the sales team such as telephone handling, punctuality, compliance to the hotel rules, regulations and LSOPs.
11. Coordination with other departments and session
a. To ensure a smooth liaison between Sales and Marketing with all other departments.
b. To 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 level 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
