職位概述 / Job Summary
全面負責酒店所有產品(客房、餐飲、宴會等)的銷售與市場推廣,制定銷售戰略,帶領團隊完成業績目標,維護核心客戶關系,并優化銷售流程以實現收益最大化。
Responsible for the overall sales and marketing of all hotel products (rooms, F&B, banquets, etc.), developing sales strategies, leading the team to achieve targets, maintaining key client relationships, and optimizing sales processes to maximize revenue.
核心職責 / Key Responsibilities
1. 銷售戰略與目標管理 / Sales Strategy & Target Management
·?制定并執行年度/季度銷售計劃,確保團隊目標清晰并高效執行。
? Develop and implement annual/quarterly sales plans, ensuring clear team objectives and execution.
·分析市場趨勢及競爭對手動態(價格、客戶結構、促銷策略等),及時調整銷售策略。
? Analyze market trends and competitor activities (pricing, client mix, promotions, etc.) to adjust sales strategies.?
·參與酒店收益管理,制定銷售預算及市場拓展計劃。
Participate in revenue management, sales budgeting, and market expansion planning.
2. 團隊管理與培訓 / Team Leadership & Development
·?組建高效銷售團隊,設定明確的KPI并定期進行績效評估。
? Build a high-performing sales team, set clear KPIs, and conduct bi-annual performance reviews.
·?組織產品知識、銷售技巧及流程培訓,提升團隊專業能力。?
·?Conduct training on product knowledge, sales techniques, and operational processes.
·?監督團隊日常銷售活動(電話拜訪、客戶跟進、合同簽訂等),確保目標達成。
·?Monitor daily sales activities (calls, client follow-ups, contract signing) to ensure target achievement.
3. 客戶開發與維護 / Client Acquisition & Relationship Management
·親自維護高價值客戶(企業、會展公司、旅行社等),定期拜訪并接待VIP客戶。
? Manage key accounts (corporates, MICE agencies, travel agencies) through visits and VIP hosting.
·開發新客戶資源,建立客戶數據庫并分析貢獻率。
??Identify new business opportunities, build a client database, and analyze revenue contribution.
·協調宴會、收益及運營部門,優化團隊預訂及活動執行流程。
? Collaborate with Banquet, Revenue, and Operations teams to streamline group bookings and events.
4. 銷售運營與流程優化 / Sales Operations & Process Improvement
·確保報價、合同、團隊訂單及宴會訂單的準確性和及時性。
? Ensure accuracy and timeliness in proposals, contracts, and event orders.
·?定期召開銷售與運營協調會議,解決跨部門協作問題。?
? Lead regular sales-ops meetings to resolve cross-departmental issues.
·優化差旅計劃及銷售費用管理,提高市場投入回報率。?
? Optimize travel plans and sales budgets to maximize ROI.
?
5. 市場協作與行業合作 / Market Collaboration & Partnerships
·與會展公司、航空公司、旅行社及希爾頓區域銷售辦公室保持戰略合作。
? Maintain partnerships with MICE firms, airlines, travel agencies, and Hilton regional sales offices.
·收集行業信息,挖掘潛在商機并轉化為實際業務。
? Gather market intelligence to identify and convert business opportunities.
任職要求 / Qualifications
·?學歷:大專及以上、酒店管理、市場營銷或相關專業優先。?
? Education: Diploma or above, preferably in Hospitality, Marketing, or related fields.
· 經驗:5年以上酒店銷售管理經驗,熟悉高端酒店市場及客戶需求。?
? Experience: 5+ years in hotel sales management, with expertise in luxury markets.
· 技能:出色的談判、領導力及數據分析能力,熟練使用Opera、SEP等系統。?
? Skills: Strong negotiation, leadership, and analytical skills; proficiency in Opera/SEP .
· 語言:流利中英文(書面及口語),能撰寫專業報告及合同。
? Language: Fluent in English & Chinese (written/spoken), with contract drafting skills.