北京招聘

职位描述：

Primary Objectives of Position

• Lead and execute the strategy for Corporate MICE China, including delivering on sales goals (Gross Margin), implementations and product development
• Develop, own and drive annual commercial plan for business unit
• Responsible and accountable for the retention, growth and development of nominated customer accounts, forging relationships with key stakeholders across the designated account base & imparting best in class knowledge relevant to meet & exceed the clients' key objectives.

Commercial & Sales

• Lead and own Strategic Meeting Management Sales for China and contribute to regional SMMP RFP's as required
• Develops innovative value proposition and strategy to win, ensures best use of existing marketing resources
• Leads and presents for Best and Final presentations, client negotiations, site visits
• Ensures necessary internal approval and buy-in. Presents strategy to win to Senior stakeholders
• Designs and responsible for financial proposal to customers
• Responsible for contracting and implementation kick-off to handover to Program Managers (SMMP accounts)
• To be continually aware of client targets for TTV & GM and report on any variances to forecast.
• Monitor and report monthly on M&E clients key income drivers and where required implement corrective measures or improvement plans, including reviewing P&L / Commercials.
• Monitor and report upwards on identified M&E clients key performance indicators
• (KPIs) and communicate performance improvement plans as appropriate.

Product & Operations

• To develop and manage relationships with all identified business influencers and stakeholders to ensure product awareness at all times and maximize sales opportunities
• Develop, implement, monitor and maintain processes and procedures
• Ensure SOPs are created, updated and followed to maximize service levels and minimize risk
• Create an engaging environment to include continuous development and training of direct reports and employees
• Point of contact for complex programs or high profile events, monitor requestor satisfaction
• Manage and coordinate compliance data requirements. Audit and consolidate financial, satisfaction information
• Assess skill and overall readiness levels of team members and candidates
• Implementation: oversee implementation timelines and compliance to regional standards
• Process optimization: evolve process definition and documents in coordination with the client team and oversee implementation in countries
• Supplier programs: coordinate preferred supplier program development
• Technology roll out: lead the technology implementation as agreed with the client (Cvent, StarCite)

Team management

• Manages a team based primarily in China: Program Managers, Account Managers etc.
• Provide direction and leadership to operations team, checking deadlines and anticipating risks
• Engage and motivate team through regular communication and development initiatives
• Ensure team members are recognized (distribute congratulations notes, organize teambuilding)
• Appoint and coach deputies within the team
• Distribute objectives and provide support and coaching to reach them
• Ensure all the members of its team are updated on the achievement of the financial objectives, at least monthly
• Organize training courses (Be safe) to grow staff knowledge and skills
• Promote a culture of teamwork and open communication across the team and with the other teams across the regions
• Organize roles and responsibilities within the team: job descriptions, organization chart, grading, salary bands, bonuses, in line within Pacific World global and Regional guidelines
• Recruit team as necessary together with Human Resources business partners

Develop marketing and sales tools related to China Corporate M&E

• Design and select a series of key marketing actions to position Pacific World as the leader in the Corporate M&E space in China in both on SMMP and Events
• Coordinate with the Management in charge of Global Marketing to obtain necessary budgets
• Design, prioritize the development of Corporate M&E sales tools, for example:
• RFP database
• Commercial presentation
• Movies, Websites...
• Multinational frame agreement

Strategic Meetings Management Programme (SMMP) optimisation

• Be seen as a MICE product subject expert internally and externally
• Partner with regional leadership to define the strategy at a business and client level
• Attendance at relevant industry events to support the position of the brand(s) as market leader(s) for M&E services
• Build relationships with venues that support supplier relations strategy, maximises commercial opportunities and aligns the product value proposition to clients.
• Input on new to the market venue presentations and, when required, input to client and group communications

Client Activity

• To undertake face to face meetings with clients as and when required including (but not limited to) monthly operational reviews, quarterly & annual business reviews
• Ensure all client meetings are preceded by an agenda and that timely and consistent follow up of all minutes and actions are distributed with 48 hours
• Ensure a regular flow of client intelligence back into the business, in particular, customer service teams.
• Act as an advisor: Proactively propose enhancements to client program during the various phases of the contract lifecycle, at country level and on a Asian scope as a key leader of the client management team. This includes Marketing strategy, Procurement strategy, organization of processes, compliance to regulations and risk management.
• Own and build strong communication and exchanges with all Meetings stakeholders across China and the region: Meetings directors in country and centrally, Marketing Directors and other Business leaders, Procurement teams, Compliance Directors, Country General Managers.
• Business planning: Develop business plan over contract period
• Financial management: Oversee settlements as per contracts and fee adjustments

Experience/Knowledge

• Must have at least 5 years' experience within the M&E sector
• Understanding of the hotel industry in general and the Meeting & Events industry specifically.
• Experience of achieving challenging targets whilst managing multiple tasks and projects.
• Experience of customer implementations and special projects on a day-to-day basis.
• Experience of delivering presentations and performance reviews.
• Experience of working as part of a team and also on own initiative.
• Experience of working in a flexible and adaptable environment with changing priorities.
• Experience of producing accurate work demonstrating attention to detail.
• Experience of program management and rate negotiations.
• Knowledge of the event specific regulations (Pharmaceutical, Banking industries) is a plus
• Ability to deal with senior stakeholders

Skills/Qualifications

• Excellent IT Skills, including Word, Excel & PowerPoint
• Able to act proactively, to anticipate potential problems and come up with proactive solutions.
• Manage change at all levels of the organisation in a positive and productive manner
• Ability to analyse booking data, evaluate usage and produce accurate trend analysis / results.
• An excellent communicator, both verbally and in writing.
• Ability to produce customer presentations and Performance Reviews.
• Ability to maintain confidentiality and professional boundaries in the workplace.
• Seeks and accepts personal responsibility for own actions.
• Fluent in oral and written business English
• Multi-cultural, international mind-set
• Relevant education, University or equivalent in relation to tourism, marketing or business.

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Hotelbeds Group is a leading provider of services to the global travel trade with key positions in some of the fastest growing segments in the industry.

- Distributing accommodation, transfers & activities in more than 180 countries.
- Active in +120 source markets worldwide.
- The NO.1 global B2B bedbank.
- Local destination management operations in +40 countries.

Our vision is to a play a leading role in reshaping travel with our industry partners.

Our key business units are:

# Bedbank: The No1 global B2B bedbank, including the brands Hotelbeds, Bedsonline and Hotelopia.

# Transfer & Activity Bank: An integrated worldwide portfolio of transfers, activities and experiences distributed online through the brands of Activities, isango! and Hotelextras.

# Destination Management: A global leader in inbound services, operating the brands Destination Services (destination management), Intercruises (cruise handling) and Pacific World (meetings and incentives).

# New Ventures: High-growth potential businesses, including TT Services (visa outsourcing), ROIBACK (online project & promotion management for hotels) and Carnect (car rental distribution).

By joining Hotelbeds Group you will be working for a leading global travel organisation at the forefront of the industry. With a clear strategy and business structure, we know what we want and how we want to get there, and this is evident across everything we do. You will experience an innovative, engaging and multicultural environment where you will learn the tricks of the trade from the best travel professionals around. You will also build strong and lasting business relationships across the globe.

We actively encourage international mobility, so once you have joined us you will have lots of opportunities to develop your career across our multiple locations around the world and in our different units and brands. People have always been at the heart of our business and we actively encourage a culture that enables people to work together creatively. In summary, we offer a great environment in which to develop your future career.