宴会销售总监

JOB OVERVIEW职位概述
The Director of MICE will manage and provide day-to-day leadership to the MICE Team, respectively. As such, the Director of MICE is responsible for an effective lead conversion process, including steps such as enquiry handling, preparation of proposals, quotations, checking product information and customer requirements, and for successful event execution, which includes steps such as meeting/event planning, co-ordination with hotel operations and clients before, during and after each meeting/event.
会务销售总监将管理会务销售团队并领导该团队的日常工作。会务销售总监职位对有效的线索转化程序负责，步骤包括处理询价、报价准备工作、报价、检查产品信息与客户要求，以及成功执行会务。成功执行会务的步骤包括每一会议/活动策划、会议/活动之前，期间和之后与酒店运营部门及客户的协调工作。
This role also involves working closely with the Business Development Team to develop expertise in understanding sectorial/customer needs, as well as Revenue Management to maximize lead conversion and drive incremental revenue.
该职位还要与业务拓展团队密切合作，加强对各类/宾客需求的专业知识的了解，并与收益管理团队密切合作，最大可能的转化线索，驱动收益增长。
At InterContinental Hotels & Resorts® we want our guests to feel special, cosmopolitan and In the Know which means we need you to:
在洲际酒店及度假村，我们想要宾客感受到风格独特，时尚现代及In the Know （融入本地，发现更多），这意味着我们需要你：
• Be charming by being approachable, having confidence and showing respect.
亲切、充满自信、体现尊重来展现你的人格魅力。
• Stay in the moment by understanding and anticipating guests’ needs, being attentive and taking ownership of getting things done.
理解和预测宾客的需要、做到细心周到、具有主人翁精神、把事情办好,保持专注。
• Make it memorable by being knowledgeable, sharing stories and showing your style to create moments that make people feel special.
见多识广、分享阅历、展现你的风格来创造令人感觉特别的时刻，做到令人难忘。
DUTIES AND RESPONSIBILITIES工作职责
FINANCIAL RETURNS财务回报
• Develop deep understanding and knowledge of key sectors targeted by hotel and ensure products and services are ahead of competition to maximise lead conversion rate and guest satisfaction
加强对酒店主要目标部门领域的深度了解和知识，确保产品及服务领先于竞争对手，最大化线索转化率和宾客满意度。
• Provide creative input into Meetings Product Development to maintain a point of differentiation by developing innovative product and revenue opportunities
为会务产品开发提供有创意的见解，通过开发富有创新思想的产品和创收机会来保持与众不同。
• Ensure the timely follow-up and pursuit of strategic relationships with customers and stakeholders in order to drive the highest levels of conversion and guest experience
确保及时的跟进并争取与客户和相关部门的战略伙伴关系，以推动极致的转率化和宾客体验。
• Contribute actively to the compilation of annual business plan and strategic sales & marketing plans
积极的参与年度业务计划和策略市场销售计划的汇编工作。
• Conduct and/or assist the sales team with customer negotiations
组织和/或协助销售团队与客户的谈判。
• Manage contract signing process
管理合同签订程序。
• Ensure timely delivery of Master Invoice to customers and help with facilitating payment
确保及时为客户提供总帐单并协助付款。
• Complete forecasts, plans, and productivity reports for management
为管理层提供预测、计划及业务量报告。
• Participate in the preparation of the annual departmental operating budget and financial plans. Monitor budget and up sell products and services while minimising waste to increase revenue
参与年度部门运营预算和财务计划的准备工作。在使浪费最少化的同时，监测预算和追加销售的产品与服务，增加收益。
• Negotiate food and beverage prices, function space, and hotel services within approved departmental booking guidelines
在批准的部门预订指南范围内，协商餐饮价格，会务场地及酒店服务。
PEOPLE员工团队
• Direct day to day conference/convention activities, plan and assign work, and establish performance and development goals for team members
主持日常会务活动、计划及分配工作，为团队成员制定绩效目标。
• Provide effective leadership to fulfilment and events teams, including the ability to direct activities according to the relevant detailed SOPs
有效的领导会务销售和会务运营团队，包括按照相关的具体SOP组织活动。
• Enhance team performance through effective communication and coordination with other departments. Ensure appropriate staffing levels based on guest volume. Develop and sustain effective relationships with clients, maximizing satisfaction and on-sell opportunities
通过有效的沟通和配合其它部门的工作来提升团队绩效。在接待量的基础上确保合适的员工配置。与客户发展并保持良好的关系，最大化满意度及销售机会。
• Communicate to his/her superior any issues encountered and other relevant information
与上级领导交流他/她所遇到的问题及其它相关信息。
• Ensure the team’s accurate and timely updating of all relevant record in the Sales and Catering System确保团队在宴会销售系统中准确而及时的更新所有相关记录。
• Organise training sessions, daily briefings and other meetings as required; ensure staff has the tools, training and equipment to carry out job duties
组织培训课程、每日例会和要求的其它会议；确保员工拥有开展工作的工具、培训和设备。
• Conduct periodic formal reviews with the MICE Fulfillment Team and MICE Events Team on their targets and goals
主持对会务销售团队和会务运营团队目标的阶段性正式审核。
• Conduct Annual Performance reviews, set Key Performance Objectives and Personal Development plans in line with IHG standards and brand standards for each member of the team
主持年度业绩审核，按照IHG标准和品牌规范为团队的每位成员制定主要绩效目标和个人发展计划。
• Recommend and/or initiate salary, disciplinary, or other staffing/human resource-related actions in accordance with hotel or company rules and policies
建议和/或提出工资、奖惩制度或符合酒店或公司规章制度的其它与员工/人力资源相关的活动。
• Act as escalation point for clients and members of the MICE Fulfillment Team and MICE Events Team and provide resolution to issues
解决客户、会务销售团队和会务运营团队成员所有需要升级的问题并为问题提供解决方案。
GUEST EXPERIENCE宾客体验
• Process customer inquiries in accordance to specified service standards
依照具体的服务标准处理客户询价。
• Develop and deliver relevant documentation to the customer (e.g. proposal, contract, loyalty programmes, area attractions, restaurants, facility information)
为客户编制并提供相关文件（例如报价、合同、忠诚计划、地区景点、餐厅、设施的信息）。
• Prepare and guide the team on site inspections, entertainment, familiarisations and other events for potential customers (when necessary); ensure all details of meetings and conventions are in compliance with hotel standards, including room set-ups, staging, lighting, audio-visual, traffic flow, menus, décor, entertainment, group room blocks, transportation, billing instructions and VIP services
使团队准备好现场考察、宴请、体验之旅及可能性客户的其它活动（必要时）并为团队提供指导；确保会务的所有细节符合酒店标准，包括会议室布置、讲台、灯光、视听设备、客流、菜单、装饰、娱乐、团队房锁定、交通、结账说明及贵宾服务。
• Assign appropriate designated Event personnel based on the event requirement
根据会务的要求选派适合的会务人员。
• In the pre-event planning process, consult with the meeting planners to identify optimal meeting room configuration, recommendation on meeting/break flow, menu planning, food & beverage coordination, table arrangements, decoration options, etc. to improve meeting efficiency and productivity
在会前计划程序中，向会务组织者咨询以确定最佳的会议室布置，会议/茶歇流程的建议，菜单策划，餐饮协调，餐台布置，装饰选择等等，以提高会务的效果与效率。
• Ensure the team meets with each meeting planner daily to debrief on daily events, review consumption, bill and any exceptions to contracted billing and review estimates of final billing
确保团队每天与每位会务组织者会面，总结当日会务，审查消费情况、账单及协议结算之外的开支，并审核预计的最终账单。
• Plan and conduct pre-event meetings with clients and catering staff to determine potential enhancements to the guest experience
计划并与客户和餐饮服务员工召开会前准备会，确定有可能提升宾客体验的地方。
• Analyse and action against client satisfaction surveys to improve services and identify further business opportunities
对照客户满意度调查分析并采取行动，以提高服务质量，争取更多的业务机会。
RESPONSIBLE BUSINESS企业责任
• Identify operational problems that reduce the effectiveness of marketing activities and overall hotel sales performance and work with appropriate department on solutions
确定降低市场活动效果和酒店总体销售业绩的运营问题，与相应部门合作制定解决方案。
• Develop awareness and reputation of the hotel and the brand in the local community
在当地社区中打造酒店和品牌的认知度和知名度。

Perform other duties as assigned.
执行分配的其它工作。
ACCOUNTABILITY责任意识
This is a top level position in a full service luxury, resort, or major flagship hotel with high volume catering, banquet, and/or convention facilities. May manage professional level and administrative MICE Fulfillment and Events team members.
该最高级别职位是为全服务式豪华度假村或设有大量的会务餐饮、宴会和/或会议设施的大型旗舰酒店设置的。该职位需要管理专业级别和行政级别的会务销售和会务运营团队的成员。
Performance of this role should be measured by the following key metrics:
该职位的表现应由以下主要衡量标准来监测：
• Key Performance Objectives set annually (as per IHG policy)
每年制定的KPO (依照IHG 政策)
• Process compliance as indicated in the hotel’s Standard Operating Procedures
遵循标准操作程序中列出的流程
• Lead service standards
线索服务标准
• Proposal quality
报价质量
• Lead handover quality
线索移交质量
• Lead conversion rates
线索转换率
• Customer feedback/satisfaction
客户反馈/满意度
• Repeat sales and upsale
反复销售和追加销售

.QUALIFICATIONS AND REQUIREMENTS任职要求
Degree or Diploma. A minimum of one year of relevant experience or equivalent work experience in team management, and 2 - 5 years of relevant experience in customer relations and/or event management in Hospitality or a related service industry, F&B /Banquet Operations experience preferred.
具有大专或大本学历。最少拥有一年团队管理相关经验或同等工作经验，2-5年酒店业或相关服务行业客户关系和/或与会务运营相关的经验，具有餐饮/宴会运营经验者优先考虑。
Expected to possess the following skills:
应具备以下技能：
• Experience and knowledge of establishing and mentoring an office based sales team
具备组建和指导销售办公室的经验和知识。
• Experience to Room Division function
具有房务部门的经验。
• Good communication and negotiation skills
良好的沟通和谈判技能。
• Ability to take initiative, adapt to change, meet deadlines and commitments, and complete tasks and projects as required.
能够身先士卒，适应变革，遵守时间和承诺，并按照要求完成任务和项目。
• Strong organizing skills and planning skills
具有较强的组织技能和计划技能。
• A high level of knowledge pertaining to policy and procedure and communicates knowledge effectively to all personnel when applicable.
对制度和程序有高度认识，在必要时能和所有人有效的交流知识。
• Demonstrates clear and effective verbal and written skills for the purpose of obtaining and conveying information to clients, technicians, management and team members as well as producing reports
具备清楚而有效的口头和书面表达能力，能从客户、技术人员、管理层和团队成员获取并向他们传达信息，以及编制报告。
• Excellent PC skills (including MS Office)
出色的电脑操作技能（包括微软办公软件）