Dir-Sales & Marketing-B
7 months ago
职位概述
针对预订高峰超过 300 间客房且拥有当地重要餐饮收入的酒店,发挥酒店销售部主管的职责。管理酒店的被动和主动式销售工作。为销售人员提供日常领导,实现酒店的销售目标,并全面负责实现预订目标和酒店收入。在销售流程的各个方面实施品牌的服务策略和适用的品牌举措,并专注于建立基于价值的长期客户关系,以实现酒店的销售目标。评估酒店在各种销售渠道(例如,区域销售、销售办事处团队销售、电子渠道等)中的参与度,并建立强有力的工作关系,以主动定位和推销酒店。管理营销预算,以便开发酒店特定的活动、促销和附属活动,以推动收入并实现酒店目标。与地区营销传播配合,推进地区和全国促销活动。开发和实施全酒店战略,提供能满足或超越品牌的目标客户和酒店员工之需求和期望的产品和服务,并为业主和万豪国际提供投资回报。
求职者个人资料
教育和经验要求
必备:
• 在经认可的大学取得工商管理、营销、酒店和餐厅管理或相关专业的两年制学位;4 年销售与营销或相关专业领域工作经验。
或者
• 工商管理、营销、酒店和餐厅管理或相关专业四年制学士学位;2 年销售与营销或相关专业领域工作经验。
优先:
• 四年制大学学位。
• 表现出团队监督技能。
• 具备销售经验。
• 酒店业工作经验,展现出渐进式职业发展和卓越绩效的模式。
核心工作活动
管理销售活动
• 针对市场需求触发因素,管理战略客户计划的制定。
• 管理酒店的被动和主动式销售工作。
• 结合区域营销传播,确定和开发营销传播活动。
• 为评估可能导致销售策略变化的市场和经济趋势,提供客户情报,以满足或超越客户的期望。
• 审查战略一致性评估 (STAR) 报告和竞争性购物报告,并使用其他资源来保持对酒店市场地位的认识。
• 研究竞争对手的销售团队策略,以确定如何提高入住率和每间可销售房收入 (RevPAR),并提高市场份额。
• 参加销售策略会议,并提供有关每周和总体销售策略的信息。
• 提出创新的营销理念并制定部署战略,从而继续提高市场份额。
• 评估和支持区域销售和销售办事处团队销售的参与和客户部署。
• 担任总经理、酒店领导团队、团队销售和区域销售主管的销售联系人。
• 担任客户的销售联系人;担任客户的倡导者。
• 担任销售流程和销售合同的酒店授权人。
• 在合适的情况下担任区域销售、团队销售、收入管理、活动管理、区域营销传播和其他酒店部门的酒店销售联络人。
• 参加与销售和营销团队成员的销售拜访沟通,以获取新业务和/或结算业务。
• 识别公关机会并协调开展活动,以强化整体营销传播战略。
• 通过协调危机沟通,为总经理提供支持。
• 执行和支持万豪客户服务标准和酒店品牌标准。
• 执行和支持预订业务的运营方面(例如,生成提案,撰写合同,客户信函)。
• 参与和实践品牌的日常服务基本原则(例如,万豪酒店及度假村 (MHR) 服务社群日常基本原则、万丽酒店及度假村 (RHR) 有悟性的服务基本原则,万怡酒店、SpringHill Suites、Fairfield Inn 日常基本原则,Residence Inn 每日小会,或者 TownePlace Suites 早会)。
• 实现从销售到运营并返回到销售的无缝衔接,同时始终如一地提供高水准的服务。
• 通过建立将问题传达给酒店领导和/或其他适当利益相关者的机制,管理因销售流程所导致客户问题的有效解决方案。
• 通过增加收入,控制开支并为业主和万豪国际提供投资回报,保持成功的业绩。
• 在销售流程的各个方面实施品牌的服务策略和适用的品牌举措,并专注于建立基于价值的长期客户关系,以实现酒店的销售目标。
• 与地区营销传播配合,推进地区和全国促销活动。
• 履行指派的其他职责,以满足业务需求。
建立成功的关系
• 与当地组织建立强有力的合作伙伴关系,进一步提高品牌/产品认知度。
• 建立和管理内部主要利益相关者关系。
• 通过让酒店坚持参与当地、地区和全国展会及客户活动,建立强大的社区和公共关系。
• 通过在客户的计划/活动之前和期间,协助客户并监测其满意度,执行示范性的客户服务以提升客户满意度和忠诚度。
• 通过了解客户的需求,并推荐最能满足其需求并超越其预期的相应特色和服务,同时建立关系和维护对万豪的忠诚度,为客户提供服务。
• 了解酒店的主要目标客户和服务预期;通过了解客户的业务、业务问题和顾虑,服务他们并在计划//活动之前和期间提供更好的业务解决方案。
领导力
• 针对预订高峰超过 300 间客房且拥有当地重要餐饮收入的酒店,发挥酒店销售部主管的职责。
• 制定销售目标和战略,并验证与品牌业务战略的一致性。
• 执行销售策略,以实现自己和员工的个人预订目标。
• 指导创收部门的领导者制定有效的收入策略,并设定能推动酒店财务绩效的积极目标。
• 核实销售团队了解并充分利用万豪国际 (MI) 需求引擎。
• 与人力资源部、工程部和防损部协作,以监督是否符合当地、州和联邦法规和/或工会要求。
• 与人力资源部合作,吸引、培养和留住合适的人才,以支持市场的战略重点。
• 建立有效的结构、流程、工作和绩效管理体系。
• 运用领导绩效流程 (LPP) 为直属下属设定目标和期望;调整绩效和奖励;解决绩效问题并让员工对取得成功的业绩负责。
• 与人力资源部 (HR) 预测人才需求并管理人才招聘策略,以最大限度地减少因人员流失造成的时间损失。
• 保留竞争对手最佳销售人员的在职名单,并与人力资源部门执行招募与聘用计划。
• 为工具和培训资源提供支持,以指导销售人员取得餐饮解决方案。
• 通过评估、选拔、保留和培养目前能够领导公司,且未来能够强化领导平台的多元化、高素质人才,支持领导力培养和员工队伍规划优先事项;不断提升销售和营销人才的业务技能;与人力资源部合作,根据业务增长计划预测未来的人才需求。
• 识别、培训和辅导团队销售人员;利用员工可用的所有在职培训工具。
• 传递职能知识并培养其他专业管理人员的团队销售技巧。
• 为销售人员提供日常领导,实现酒店的销售目标,并全面负责实现预订目标和酒店收入。
• 评估酒店在各种销售渠道(例如,区域销售、销售办公室内部团队销售、电子渠道等)中的参与度,并建立强有力的工作关系,以主动定位和推销酒店。
• 管理营销预算,以便开发酒店特定的活动、促销和附属活动,以推动收入并实现酒店目标。
万豪国际给予所有应聘者公平机会。我们始终坚持打造多元化的员工团队,秉承包容、以人为本的文化。我们绝不歧视任何受保护人群,例如残疾和退伍军人,或适用法律规定的任何其他群体。
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