Sales Manager 銷售經理

FINANCIAL RETURNS

-Validate of the potential of assigned accounts and create account plans as per the IHG hotels Business Development standard operating procedures 

-Develop the assigned account portfolio to meet set goals and maximize profitability

-Gather information on current and prospective clients / contacts to generate incremental business

-Maintain effective control of sales expenses

PEOPLE

-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

-Attend and participate in and where appropriate, organize training sessions, daily briefings and other meetings as required

-Where applicable, supervise, manage and train Business Development Executives and Business Development Coordinators in carrying out their responsibilities

GUEST EXPERIENCE

-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 Planners; travel agents; etc.)

RESPONSIBLE BUSINESS

-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.

-Perform other duties as assigned.

ACCOUNTABILITY

This is middle level sales and marketing position in a full or limited service hotel and may include meeting space and/or catering facilities.

Performance of this role should be measured by the following key metrics:

-Key Performance Objectives set annually (as per IHG policy)

-Individual Account Plans

-No. of sales meetings

-No. of leads from new accounts

-No. of leads from existing accounts

-Value of definite leads from new accounts

-Value of definite leads from existing accounts

Process compliance as the indicated compliance in the Standard Operating Procedures

QUALIFICATIONS AND REQUIREMENTS

Degree or Diploma in Marketing, Business or Hospitality Management desired, and 4 years or more 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 programmers

-Excellent PC skills (including MS Office)

- Able to read, write and speak Cantonese, Mandarin and English.

-Ability to develop strong relationships with customers and other stakeholders

-Knowledge and experience of Sales Systems (i.e. Delphi; Opera; etc.) is advantageous

How do I deliver this?

 We genuinely care about people and we show this through living out our promise of True Hospitality each and every day. It’s what connects every colleague in all IHG^® hotels

• True Attitude: being caring, wanting to make a positive difference, and building genuine connections with guests 
• True Confidence: having the knowledge and skills to perform your role, and giving guests the confidence that they can trust you, to help and support them during their stay
• True Listening: focusing on what your guest is saying, picking up on body language that is often overlooked, and understanding what the guest wants and needs
• True Responsiveness: is about providing guests with what they need, and doing so in a timely and caring manner

There’s so much more to the job than we can capture here. It’s simply about creating great experiences, doing the right thing and understanding people.

What we offer:

We’ll reward all your hard work with a great salary and benefits – including a uniform, great room discount and superb training. 

Join us and you’ll become part of the family – and like all families, all our individual team members share some winning characteristics. As a team, we work better together – we trust and support each other, we do the right thing and we welcome different perspectives. You need to show us you care: that you notice the little things that make a difference to guests as well as always looking for ways to improve - visit https://careers.ihg.com/en/ to find out more about us.