销售副总监 Assistance Director of Sales

JOB OVERVIEW

The Assistant Director of Business Development will assist in providing day-to-day leadership to the Business Development team and managing an assigned account portfolio with the aim to generate and maximise hotel revenue and market share. Key to this role is building relationships and developing networks within the accounts assigned by the Sales Research Team in order to increase conversion and revenues. This role will also involve the active coaching of the Business Development team and will also serve as the acting Director of Sales when so appointed in his/her absence.


DUTIES AND RESPONSIBILITIES

•Validate of the potential of assigned accounts and create account plans as per the IHG hotels Business Development standard operating procedures
•Develop the assigned portfolio to meet set goals and maximise profitability
•Gather information on current and prospective clients / contacts to generate incremental business
•Maintain effective control of sales expenses
•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
•Provide feedback to management on changing market conditions, including competition and market trends
•Involve Director of Sales where appropriate on sales calls and sales meetings
•Communicate to his/her superior any issues encountered and other relevant information
•Organise training sessions, daily briefings and other meetings as required
•Conduct periodic formal reviews with the Business Development team on their targets and goals
•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
•Through the regular reviews with team members assess performance in line with metrics and expectations from IHG and the hotel and take action as appropriate
•Act as escalation point for clients and members of the Business Development Team when issues are not solved at a proper level
•Network within one’s portfolio of accounts to build relationships with key decision makers and other relevant staff
•Conduct client meetings as well as planning and coordinating site introduction tours and inspections
•Handle and manage clients’ queries or issues
•Be proactive and responsible for the follow up of new sales leads to enhance guest experience
•Develop and maintain contact with business generators (MICE Planner; travel agents; etc.)
•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
•Update Account and Contact profiles, attach Account plans, ensure ‘live’ information for action
•Develop awareness and reputation of the hotel and the brand in the local community.


QUALIFICATIONS AND REQUIREMENTS

Degree or Diploma in Marketing, Business or Hospitality Management desired. A minimum of one year of relevant experience or equivalent work experience in team management, and at least 2 years of relevant Sales experience in Hospitality or a related service industry.

Expected to possess the following skills:
•Experience and knowledge of establishing and mentoring a sales team
•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