业务拓展经理 BD Manager

FINANCIAL RETURNS
财务回报
• Validate of the potential of assigned accounts and create account plans as per the IHG hotels Business Development standard operating procedures.
• 根据洲际酒店业务发展标准操作程序，验证所分配客户的潜力并制定客户计划。
• Develop the assigned portfolio to meet set goals and maximise profitability.
• 开发指定的投资组合，以满足设定的目标并实现盈利最大化。
• Gather information on current and prospective clients / contacts to generate incremental business.
• 收集当前和潜在客户/联系人的信息，以产生增量业务。
• Maintain effective control of sales expenses.
• 有效控制销售费用。

PEOPLE
员工团队
• Use both account interaction and publicly available tools to monitor competitors' activities as it relates to both the hotel and the portfolio of accounts and share relevant information with key stakeholders in line with hotel procedures.
• 使用客户互动和公开工具来监控竞争对手的活动，因为这涉及到酒店和客户组合，并根据酒店程序与主要利益相关者共享相关信息。
• Provide feedback to management on changing market conditions, including competition and market trends.
• 向管理层反馈不断变化的市场状况，包括竞争和市场趋势。
• Involve Director of Sales where appropriate on sales calls and sales meetings.
• 在适当的情况下让销售总监参与销售电话和销售会议。
• Communicate to his/her superior any issues encountered and other relevant information.
• 向他/她的上级沟通遇到的任何问题和其他相关信息。
• Attend and participate in and where appropriate, organise training sessions, daily briefings and other meetings as required.
• 参加并在适当的情况下，组织培训课程，每日简报和其他需要的会议。
• Where applicable, supervise, manage and train Business Development Executives and Business Development Coordinators in carrying out their responsibilities.
• 在适用的情况下，监督、管理和培训业务发展主管和业务发展协调员履行其职责。

GUEST EXPERIENCE
宾客体验
• Network within one’s portfolio of accounts to build relationships with key decision makers and other relevant staff.
• 在客户组合中建立网络，与关键决策者和其他相关人员建立关系。
• Conduct client meetings as well as planning and coordinating site introduction tours and inspections.
• 主持客户会议，规划和协调场地介绍和考察。
• Handle and manage clients’ queries or issues .
• 处理和管理客户的查询或问题。
• Be proactive and responsible for the follow up of new sales leads to enhance guest experience.
• 积极主动并负责跟进新的销售线索，以提高客人的体验。
• Develop and maintain contact with business generators (MICE Planner; travel agents; etc.)
• 开发并保持与业务发起人的联系(会展策划;旅行社;等等)。


RESPONSIBLE BUSINESS
企业责任
• Ensure accurate and timely updating of an accurate record of all relevant activities in the provided Sales System (i.e. Delphi; Opera; etc.) for future reference and control purposes.
• 确保在所提供的销售系统(即德尔福;歌剧;等)作日后参考及管制之用。
• Update Account and Contact profiles, attach Account plans, ensure ‘live’ information for action.
• 更新帐户和联系人配置文件，附上帐户计划，确保“实时”的行动信息。
• Develop awareness and reputation of the hotel and the brand in the local community.
• 提高酒店和品牌在当地社区的知名度和声誉。
• Perform other duties as assigned.
• 完成分配的其他工作。

Degree or Diploma in Marketing, Business or Hospitality Management desired, and 2 - 4 years of relevant Sales experience in Hospitality or a related service industry.
Expected to possess the following skills:
• In-depth knowledge of sales principles and techniques
• Effective communication and negotiation skills
• Strong knowledge of hotel products, rates and marketing programmes
• Excellent PC skills (including MS Office)
• Ability to develop strong relationships with customers and other stakeholders
• Knowledge and experience of Sales Systems (i.e. Delphi; Opera; etc.) is advantageous
市场营销、商务或酒店管理专业本科或以上学历，2 - 4年酒店或相关服务行业销售经验。
期望具备以下技能:
• 深入了解销售原则和技巧
• 有效的沟通和谈判技巧
• 熟悉酒店产品、价格和市场营销方案
• 优秀的电脑操作能力(包括MS Office)
• 与客户和其他利益相关者建立良好关系的能力
• 具备销售系统知识和经验(如Delphi; Opera;等等)是有利的
The statements in this job description are intended to describe the essential nature and level of work being performed. They are not intended to be ALL responsibilities or qualifications of the job.
此职位描述所陈述的只是该项工作的核心内容和主要层面，并非所有职责或资历要求。