1、Novotel Atlantis Shanghai 1 - 04/24/11 Novotel Atlantis Shanghai Job Descriptions Opening 2000 NOVOTEL诺富特酒店销售部岗位职责目录销售总监 DIRECTOR OF SALES AND MARKETING 销售副总监 ASSISTANT DIRECTOR OF SALES 销售经理 SALES MANAGER 销售副经理 ASST. SALES MANAGER 销售主任 SALES EXECUTIVE 秘书 SECRETARY TO DOS&M 公关经理 PUBLIC RELATIONS MAN
2、AGER 公关副经理 ASSISTANT PUBLIC RELATIONS MANAGER公关主任 PUBLIC RELATIONS EXECUTIVE 电脑设计师 COMPUTER GRAPHIC DESIGNER 美工 ARTIST / PHOTOGRAPHER 秘书 P.R. SECRETARY 宴会销售经理 / 宴会销售副经理 BANQUET SALES MANAGER/ASSTANT BANQUET SALES MANAGER 宴会销售主任 BANQUET SALES EXECUTIVE 宴会销售秘书 BANQUET SECRETARY Novotel Atlantis Shangh
3、ai 2 - 04/24/11 JOB DESCRIPTION JOB TITLE : DIRECTOR OF SALES AND MARKETING 职务职务 销售总监销售总监 DIVISION : SALES & MARKETING 工作分类工作分类 市场营销部市场营销部 JOB CODE : S&M01 代码代码 REPORTS TO : GENERAL MANAGER 上级主管上级主管 总经理总经理 GENERAL MISSION 职责概述 The Director of Sales and Marketings mission is to primarily promote the
4、hotel and where possible, hotels belonging to the chain in your area/region. This position is accountable for managing the total sales effort within a hotel including the integrity of the customer base of key accounts /key prospects the generation of revenue consistent with hotel objectives. 销售总监的任务
5、主要是尽力在所属地区推广本酒店。其职责是负责酒店销售，包括建立良好的客户联系网以及完成酒店制定的营业指标。 RESPONSIBILITIES & MEANS责任和方法 The Director of Sales and Marketing performs his/her duties within the framework defined by the chain and hotel norms and by internal regulations as specified by General Manager or Resident Manager. 遵循集团和下属酒店所列的各项规定及
6、本酒店的规章制度，在总经理获驻店经理具体指导 下，履行自己的职责。 ADMINISTRATIVE RESPONSIBILITIES行政职责 Assist in drawing up the marketing plan annually with the Asst. Director of Sales or Sales Manager. 协助销售副总监制定年销售计划。 Keeps a record on former, existing, potential clients and a profile of each of them. 妥善保存有关以前和现有的具有潜力的客户的资料以及档案。 O
7、rganizes regular sales visits in accordance to a predetermined plan. 按计划定期组织销售拜访。 Novotel Atlantis Shanghai 3 - 04/24/11 Prepares a tentative monthly schedule to record all sales and other related activities for the preceding month. 每月制定临时时间表，用以记录上月所有的销售活动或其他相关活动。 Presents a summary of your sales vi
8、sits to the General Manager on a weekly basis (Weekly Sales Plan) prior and after the week is completed. 以周销售计划为基础，每周前或每周后向总经理提交一份有关销售拜访概况的报告。 Ensures that all new clients have no negative credit references. 确保所有新客户均无没有信用的记录。 Records all daily sales. 每天记录所有的销售活动。 Provides ongoing sales direction to
9、subordinate staff by implementing the joint call program and providing guidance and direction on the development and execution of customer interviews and action plans. 通过执行销售拜访计划、对客户拜访及实施计划提出建议，为下属提供指导。 Records the statistics of his/her sales accounts. 记录自己的销售客户的统计数据。 Submits production reports on h
10、is/her list of accounts on a monthly basis. 每月提交客户客房使用量的总结报告。 Prepares and administers the hotel Sales Department budget on a monthly basis. 制定并控制销售部的每月预算。 TECHNICAL RESPONSIBILITIES 技术职责 The Director of Sales and Marketing is familiar with the operation and application of the hotels computer / data
11、 processing system. 熟悉饭店电脑及数据系统的运作和应用程序。 COMMERCIAL RESPONSIBILITIES 商业责任 Keeps yourself well informed about the operations especially in key departments (Front Office, Housekeeping, F&B, Banqueting etc.). 注意饭店尤其是主要部门的运作。（前厅部、客房部、餐饮部、宴会厅等） Novotel Atlantis Shanghai 4 - 04/24/11 Closely observes matt
12、ers pertaining to competition (sites, prices, services offered on a regular basis - quarterly or more often if need be). 密切关注涉及竞争的事宜。（位置、常规价格、服务偶然或经常需要的） Promotes the hotel as often as possible through entertaining, conducting, site inspections, presentations etc. of the hotel. 通过经常宴请、参观、展示等活动，推广饭店。
13、 SALES RESPONSIBILITIES销售职责 Pays visits to former, existing and potential clients in view of entering contracts with them, especially commercial accounts. 拜访以前的、现有的和有潜力的客户尤其是商业客户，与其保持联系。 Achieves (a) budgeted revenues on key accounts and (b) conversion of key prospects through the preparation and ex
14、ecution of acting plans. 首先完成主要客户的预计营业指标，其次通过准备和实施计划，发展有潜力的客户。 Defines precisely guest requirements and ensures that the guest services offered corresponds effectively to their requests. 明确客户需求，确保客户的要求得到满足。 Provides after-sales service and in particular to ensure all guests complaints are taken seri
15、ously and discussed with the respective departments if necessary. 提供销售后服务，确保所有的客户投诉都被认真受理， 必要时与有关部门进行研究。 Receives in the hotel any important guests whom he has approached. 在饭店接待重要客户。 Negotiates prices with the clients. 与客户商讨价格。 Confirms verbal proposals in writing. 将口头建议以书面的形式确认。 Ensures that all co
16、mplaints are reviewed, investigated and follow-up action is initiated. 确保所有投诉都已经过调查，并采取了补救措施。 RESPONSIBILITIES 公共关系责任 At all times to promote a positive image of the hotel in all forms of contact. Novotel Atlantis Shanghai 5 - 04/24/11 在各种形式的社交活动中提高饭店的正面形象。 To develop & foster close and positive rap
17、port with the public, guests, clients and members of the trade. 鼓励和发展同公众、旅客、客户以及商界人士之间的积极紧密的关系。 The Director of Sales and Marketing maintains and ensures the smooth running operation of all his/her accounts within the Commercial Section. 保证其所有客户在商业范围内业务运作顺利。 EXTERNAL LIAISONS 外部联络 The Director of Sa
18、les and Marketing maintains a close working rapport with professional people, the press, media, staff, clients/guests and companies who are potential existing and current supporters of the hotel. 与专业人士、新闻媒体、客户和对饭店有帮助及存在潜力的公司保持紧密的工作关系。 REPLACEMENT AND TEMPORARY MISSION 替代和临时责任 In his or her absence,
19、the Director of Sales and Marketing may be replaced first by the Resident Manager with the support of the General Manager. 销售总监缺席时，由驻店经理在总经理协助下代行职责。 Novotel Atlantis Shanghai 6 - 04/24/11 JOB DESCRIPTION JOB TITLE : ASSISTANT DIRECTOR OF SALES 职务职务 销售副总监销售副总监 DIVISION : SALES & MARKETING 部门部门 市场营销部市
20、场营销部 JOB CODE : S&M02 代码代码 REPORTS TO : DIRECTOR OF SALES AND MARKETING 上级主管上级主管 销售总监销售总监 GENERAL MISSION 职责概述 The Assistant Director of Saless mission is to primarily promote the hotel and where possible, hotels belonging to the chain in his/her area/region. This position is to assist Director of S
21、ales & Marketing to manage the Sales Team and to represent Director of Sales & Marketing during his/her absence, and is accountable for booking individual and/or group business on an established base of the top producing key accounts and for managing / converting high potential key prospects. 销售副总监的
22、任务主要是在所属地区尽力推广饭店。其职责是协助销售总监管理销售部，负责在总监缺席时重要签约客户的个人或团体预定，以及发展有潜力的客户。 RESPONSIBILITIES & MEANS 主要职责 The Assistant Director of Sales performs his/her duties within the framework defined by the chain and hotel norms and by internal regulations as specified by the Director of Sales and Marketing. 遵循集团和下属
23、酒店所列的各项规定及本酒店的规章制度，在销售总监具体指导下，履行自己的职责。 ADMINISTRATIVE RESPONSIBILITIES行政职责 Assist in drawing up the marketing plan annually with the Director of Sales and Marketing. 协助销售总监制定年度计划。 Keeps a record on former, existing, potential clients and a profile of each of them. 妥善保存有关以前、现在及有潜力客户的资料及档案。 Organizes
24、regular visits in accordance to a predetermined plan. 按计划定期组织销售拜访。 Prepares a tentative monthly schedule to record all sales and other related actives for the preceding month. Novotel Atlantis Shanghai 7 - 04/24/11 每月制定临时时间表，用以记录上月所有的销售活动或其它相关活动。 Presents a summary of his/her visits to the Director
25、of Sales and Marketing on a weekly basis (Weekly Sales Plan) prior and after the week is completed. 以周销售计划为基础，每周前或每周后向销售总监提交一份有关销售拜访概况的报告。 Ensures that all new clients have no negative credit references. 确保所有新客户均无没有信用的记录。 Records all daily sales. 每天记录所有的销售活动。 Records the statistics of his/her sales
26、accounts. 记录自己客户的统计数据。 Submits production reports on his/her list of accounts on a monthly basis. 每月提交其客户的客房使用量报告。 TECHNICAL RESPONSIBILITIES 技术职责 The Assistant Director of Sales is familiar with the operation and application of the hotels computer / data processing system. 熟悉饭店电脑及数据系统的运作和应用程序。 COMM
27、ERCIAL RESPONSIBILITIES 商业职责 Keeps himself/herself well informed about the operations especially in essential departments (Front Office, Housekeeping, F&B, Banqueting etc.). 注意饭店尤其是主要部门的运作。（前厅部、客房部、餐饮部、宴会厅等） Closely observes matters pertaining to competition (sites, prices, services offered on a reg
28、ular basis - quarterly or more often if need be). 密切关注涉及竞争的事宜。（位置、常规价格、服务偶然或经常需要的） Promotes the hotel as often as possible through entertaining, conducting, site inspections, presentations etc. of the hotel. 通过经常宴请、参观、展示等活动，推销饭店。 SALES RESPONSIBILITIES 销售职责 Pays visits to former, existing and potent
29、ial clients in view of entering contracts with them, especially commercial accounts. 拜访以前的、现有的和有潜力的客户尤其是商业客户，与其保持联系。 Novotel Atlantis Shanghai 8 - 04/24/11 Determine and recommend prospecting customers by analyzing historical and other statistical information, participation in conducting customer in
30、terview and preparing customer call analysis reports. 通过分析客户资料，参与客户会面和准备客户拜访分析报告，判断和推荐有潜力的客户. Defines precisely guest requirements and ensures that the guest services offered corresponds effectively to their requests. 明确客户需求，确保客户需要得到及时满足。 Solicits group, individual, banquet and other function busine
31、ss directly and jointly with others through the execution of the action plan. 通过执行计划，直接或与他人合作，争取团体、个人、宴会和其它业务。 Provides after-sales service and in particular to ensure all guests complaints are taken seriously and discussed with the respective departments if necessary. 提供售后服务，特别要确保客户所有的投诉都已被认真受理并在必要
32、时与有关部门进行研 究。 Receives in the hotel any important guests whom he has approached. 在饭店接待重要客户。 Negotiates prices with the clients. 与客户商讨价格。 Confirms verbal proposals in writing. 将口头建议以书面形式确认。 Ensures that all complaints are reviewed, investigated and follow-up action is initiated. 确定所有投诉都已被受理、调查，并已采取补救措
33、施。 As directed, compile and input market intelligence information. 在指导下，收集和输入市场信息。 PUBLIC RELATIONS RESPONSIBILITIES 公共关系职责 At all times to promote a positive image of the hotel in all forms of contact. 在各种形式的社交活动中随时推广饭店的正面形象。 To develop & foster close and positive rapport with the public, guests, c
34、lients and members of the trade. 鼓励和发展同公众、旅客、客户以及商界人士之间的积极紧密的关系。 Novotel Atlantis Shanghai 9 - 04/24/11 The Assistant Director of Sales maintains and ensures the smooth running operation of all his/her accounts within the Commercial Section. 保证其所有客户在商业范围内业务运作顺利。 EXTERNAL LIAISONS 外部联络 The Assistant
35、Director of Sales maintains a close working rapport with professional people, the press, media, and staff, clients/guests and companies who are potential existing and current supporters of the hotel. 与专业人事、新闻媒体、客户和对饭店有帮助及存在潜力的公司保持紧密的工作关系。 REPLACEMENT AND TEMPORARY MISSION 替代和临时责任 In his or her absen
36、ce, the Asstistant Director of Sales may be replaced first by a Sales Manager appointed by the Director of Sales & Marketing or another Assistant Sales Manager. 销售副经理缺席时，由销售总监任命其他销售经理或销售副经理代行职责。 The Assistant Director of Sales may be called upon the undertake: 销售副总监可能承担以下责任： Activities outside his/h
37、er own area and to publicize hotels other than his/her own for specific projects and/or programs. 在其职责范围外为其他酒店作特别项目的宣传。 To assist another Director of Sales in the opening or general sales effort of any other of the chains hotels. 为同集团下其他酒店的销售总监在开业时或日后日常操作中提供信息和帮助。 Novotel Atlantis Shanghai 10 - 04/2
38、4/11 JOB DESCRIPTION JOB TITLE : SALES MANAGER 职务职务 销售经理销售经理 DIVISION : SALES & MARKETING 部门部门 市场营销部市场营销部 JOB CODE : S&M03 代码代码 REPORTS TO : DIRECTOR OF SALES AND MARKETING 上级主管上级主管 销售总监销售总监 GENERAL MISSION 职责概述 The Sales Managers mission is to primarily promote the hotel and where possible, hotels
39、belonging to the chain in his/her area/region. This position is accountable for booking individual and/or group business on an established base of the top producing key accounts and for managing / converting high potential key prospects. 销售经理的任务主要是在集团/本地区推广饭店。其职责是负责已签约的重要个人或团体的定房，以及发展有潜力的客户。 RESPONS
40、IBILITIES & MEANS 主要职责 The Sales Manager performs his/her duties within the framework defined by the chain and hotel norms and by internal regulations as specified by the Director of Sales and Marketing. 遵循集团和下属酒店所列的各项规定及本酒店的规章制度，在销售总监具体指导下，履行自己的职责。 ADMINISTRATIVE RESPONSIBILITIES行政职责 Assist in draw
41、ing up the marketing plan annually with the Director of Sales and Marketing. 协助销售总监制定年度计划。 Keeps a record on former, existing, potential clients and a profile of each of them. 妥善保存有关以前和现有的具有潜力的客户资料及档案。 Organizes regular visits in accordance to a predetermined plan. 按计划定期组织销售拜访。 Prepares a tentative
42、monthly schedule to record all sales and other related actives for the preceding month. Novotel Atlantis Shanghai 11 - 04/24/11 每月制定临时时间表，用以记录上月所有的销售活动或其它相关活动。 Presents a summary of his/her visits to the Director of Sales and Marketing on a weekly basis (Weekly Sales Plan) prior and after the week i
43、s completed. 以周销售计划为基础，每周前或每周后向销售总监提交一份有关销售拜访概况的报告。 Ensures that all new clients have no negative credit references. 确保所有新客户均无没有信用的记录。 Records all daily sales. 每天记录所有的销售活动。 Records the statistics of his/her sales accounts. 记录其客户数据。 Submits production reports on his/her list of accounts on a monthly
44、basis. 每月提交客户客房使用量的总结报告。 TECHNICAL RESPONSIBILITIES 技术职责 The Sales Manager is familiar with the operation and application of the hotels computer / data processing system. 熟悉饭店电脑及数据系统的运作和应用程序。 COMMERCIAL RESPONSIBILITIES 商业职责 Keeps himself/herself well informed about the operations especially in esse
45、ntial departments (Front Office, Housekeeping, F&B, Banqueting etc.). 注意饭店尤其是主要部门的运作。（前厅部、客房部、餐饮部、宴会厅等） Closely observes matters pertaining to competition (sites, prices, services offered on a regular basis - quarterly or more often if need be). 密切关注涉及竞争的事宜。（位置、常规价格、服务偶然或经常需要的） Promotes the hotel as
46、 often as possible through entertaining, conducting, site inspections, presentations etc. of the hotel. 通过经常宴请、参观、展示等活动，推广饭店。 SALES RESPONSIBILITIES 销售职责 Pays visits to former, existing and potential clients in view of entering contracts with them, especially commercial accounts. Novotel Atlantis Sh
47、anghai 12 - 04/24/11 拜访以前、现在和有潜力的客户尤其是商业客户，与其保持联系。 Determine and recommend prospecting customers by analyzing historical and other statistical information, participation in conducting customer interview and preparing customer call analysis reports. 通过分析客户资料，参与客户会面和准备客户拜访分析报告，判断和推荐有潜力的客户。 Defines pre
48、cisely guest requirements and ensures that the guest services offered corresponds effectively to their requests. 明确客户需求，确定客户的需要得到了满足。 Solicits group, individual, banquet and other function business directly and jointly with others through the execution of the action plan. 通过执行计划，直接或与他人合作，争取团体、个人、宴会和
49、其它业务。 Provides after-sales service and in particular to ensure all guests complaints are taken seriously and discussed with the respective departments if necessary. 提供售后服务，确保所有的客户投诉都已被认真受理，并在必要时与有关部门进行研究。 Receives in the hotel any important guests whom he has approached. 在饭店接待重要客户。 Negotiates prices
50、 with the clients. 与客户商讨价格。 Confirms verbal proposals in writing. 将口头建议以书面形式确认。 Ensures that all complaints are reviewed, investigated and follow-up action is initiated. 确保所有投诉都已经过仔细调查，并已采取补救措施。 As directed, compile and input market intelligence information. 在指导下，收集和输入市场信息。 PUBLIC RELATIONS RESPONSI
