北京招聘

Role Description
Job Summary – (Role Summary)
The Market Segment Director is responsible for leading the sales function of the assigned Regional Sales Team in Greater China. Develop and implement the IHG Way of Sales for the key accounts under his/her leadership. Lead the strategic development and direction of the assigned segments. Ensure the Regional Sales Team delivers incremental revenue and outperforms the market. Be responsible for developing and maintaining sales activities for the assigned segments and accounts. Key activities include sales planning, segment strategy development, team management, management and supervision of inquiry handling, proposal preparation, and other activities aimed at meeting client needs and maximizing revenue and market share.
Essential Duties and Responsibilities
Financial Returns –
• Lead the strategy development effort for the assigned segments
• Provide leadership to the assigned Greater China Regional Sales team
• Allocate accounts and monitor the successful development of the team’s account portfolio
• Lead the strategic development of existing business and identify new opportunities for the purpose of maximizing business and incremental revenue
• Strategically drive system delivery through preferred distribution channels in line with IHG expectations
• Manage and develop a portfolio of accounts to maximize market share and revenues
o Ensure the assessment of accounts and their opportunities, as a result ensure that account plans are created as per the IHG template and are aligned to drive revenue and market share
o Network within the accounts to find those key decision makers, their support staff and other relationship opportunities
o Conduct strategic client meetings as well as ensure that necessary tours and site inspections are conducted at a high standard of quality
o Ensure clients’ queries or issues are handled professionally
o Ensure that information on current and prospective clients / contacts is gathered in order to generate incremental business
o Lead strategic prospective clients’ interviews
o Ensure accurate records of all sales calls made are kept for future reference and control purposes in the relevant sales systems
• Ensure accurate Account Profiles and Account planning are undertaken at least annually with such templates completed and posted to appropriate communication channels and sales systems
• Lead the effort to gather internal intelligence and market insight in order to drive IHG market share and incremental revenue
• Drive initiatives to enhance cooperation with other Regional Teams to increase delivery within the global and regional account portfolio
• Manage budget of the assigned segment team
• Other duties and responsibilities, as necessary
o Supervise the negotiation and completion of RFPs and tenders
o Organize and attend meetings as required
o Exercises flexibility to perform other duties as required
o Proactively gather and provide feedback to management on changing market conditions, including trends in competition
o Develop and maintain contact with strategic business generators (TPIs, etc.)
o Maintain effective control of sales expenses
o Drive property engagement by regularly engaging on-property leadership (GM, DOSM, etc) in the engagement and development of strategic accounts with cross-regional revenue impact

Role Qualifications and Technical Skills
Required Skills –
• Experience and knowledge of leading and mentoring a sales team
• Strong communication and negotiation skills
• Ability to take initiative, keep deadlines and commitments, and complete tasks and projects as required
• Strong organisational skills required to maintain electronic and paper filing systems
• Strong knowledge of IHG products, rates and marketing programs
• Deep market knowledge of IHG positioning and opportunities to gain market share and generate incremental revenue
• Maintain a high level of knowledge pertaining to policy and procedure and communicate knowledge effectively to all personnel when applicable
• Demonstrate clear and effective verbal and written skills for the purpose of obtaining and conveying information to clients, management and team members as well as producing reports
• Excellent command of both English and Chinese (Mandarin), oral and written
• Excellent PC skills (including MS Office)
Qualifications –
• Degree or Diploma in Marketing, Business or Hospitality Management
Experience –
• 5-10 years sales experience in both hotel and off-property role
• Strong experience in driving performance in China and global markets
3. ACCOUNTABILITY
Number of employees supervised –
Direct: 7/8
Indirect: -
Key Metrics –
• Sales goals as defined by the annual Sales Incentive Plan
• Key Performance Objectives set annually (as per IHG policy)
• Team’s productivity and revenue incrementality
Decision Rights –
• Business Decisions within scope of roles
4. KEY RELATIONSHIPS
Key Internal Relationships – change
• GC Fulfilment Centre Team
• GC Business Development Team
• GC S&M Operations Team
• GC Revenue Management Team
• Off-property Senior Leadership
• On-property leadership (e.g. GM, Hotel Sales Director, etc.)
• Hotel Sales & Marketing Staff, all regions
• Other Regional Segment directors
• Worldwide Sales Team
Key External Relationships –
• Clients
• Industry Associations
• Key competitors

我们的工作不同并且喜好不同，但是我们都同样对生活充满着激情。因此，我们承诺为所有激情澎湃的员工提供“尽炫自我”的空间，将把洲际酒店集团建成一个员工们愿意投身于工作之中的地方，就如同他们乐于将精力、热情和执着专注于他们的喜好那样。

现在就递上你的简历，申请你在洲际的职业生涯！