经理，区域销售广州办事处Manager, Regional Sales Office - Guangzhou

职位介绍：

作为经理， 华南区域销售，您将成为广州地区的业务主管，负责推动销售策略的制定和执行，并为上海迪士尼度假区所有旅游业销售渠道在广州和华南地区的度假和休闲业务进行客户管理，优化和开发。

向资深经理，旅游业销售汇报，这个职位对于区域内签约渠道合作伙伴和其他非签约渠道合作伙伴的可持续业务增长至关重要，他们为上海迪士尼度假区的门票和酒店业务销量做出较大的贡献。该职位将管理的团队是非常有活力的，团队成员遍布广州和华南地区的所有主要客源市场。

您负责领导广州团队实现既定的绩效考核目标，包括华南市场的门票、酒店业务、销售营销活动以及其他相关业务指标。 您的职责包括维护和优化现有和新渠道合作伙伴的关系。

该职位必须有能力分析并向资深经理，旅游业销售提供建议，并与整合平台、市场营销、收益管理与分析部门密切合作，开发针对市场的营销和销售活动，以推动转换率。

经理， 华南区域销售和其团队需要提出建议，终止非生产性客户，并与新兴企业建立新的业务伙伴关系。 能够拥有销售驱动力，强大的客户管理能力，销售业务伙伴管理经验和影响力。

该职位还将负责制定和执行华南地区的销售营销战略。 与资深经理，旅游业销售紧密合作，任职者需要确定广州和华南地区的最新趋势，推动旅游销售业务和整合平台渠道优化，确保我们的第三方渠道发展符合不断变化的中国消费者行为的需求。需要帮助和指导团队成员，跟踪进度并实现项目交付。

工作内容：

• 您将负责华南地区的战略实施和计划执行，以实现年度业务目标；
• 您将进行业务演示和审查，向公司展示战略和愿景，目标是实现华南地区旅游业销售和部分电子商务销售目标；
• 您将与跨职能的业务部门合作，包括收益管理和分析，市场营销和整合平台，在华南市场制定有效的旅游销售战略， 包括产品/报价/平台；
• 您将制定、计划并推动战略性促销活动的执行，与主要的旅游业伙伴一起开展旅游展会策略或广告活动，以最大限度地提高所有主要市场的收入和曝光率；
• 您将寻找适当的促销机会，以达到销售目标的最大效果；
• 您将严格评估和分配旅游渠道合作伙伴的资源（即合作营销预算），以确保成本效益合理化和收益最大化（量化为门票和酒店业务销量和促销曝光率）。

我们希望您：

• 业务专长
  • 需要对中国的旅游行业和线上旅游平台的市场情况有深刻的理解。
  • 拥有中国旅游业销售和线上旅游平台战略规划和执行平台运营方面的知识或经验。
  • 具有很强的销售能力和谈判技巧，以促进和实现销售转化，使上海迪士尼度假区的市场曝光率和销售转化收益最大化。
  • 熟悉中国旅游业，包括线上和线下，线上旅游平台以及生活方式社交平台的电子商务销售。
• 精通市场：华南区域销售经理需要制定广州和华南地区的战略框架，这需要强大的项目管理和影响能力。 您需要确定明确的目标、责任、时间表和项目计划；并与所有相关的职能团队和外部销售业务伙伴进行沟通和合作，推动战略的有效执行。
• 性质和影响范围：华南区域销售经理与资深经理密切合作，负责拓展华南区域市场发展战略伙伴关系和业务发展机会，包括中国旅游销售和第三方线上旅游平台和附属公司，以提高业务转换率和销售收入。
• 互动/人际交往技巧：与本地和外部合作伙伴合作，通过识别新兴趋势并提出战略来引领上海迪士尼度假区华南区域的业务发展。您将专注于推动上海迪士尼度假区在中国旅游行业的知名度、转换率、忠诚度和销售收入。
• 其他技能：
  • 强大的商业、项目规划、预算管理、演讲、领导和团队管理技能。
  • 良好的业务发展和（内部和外部）沟通能力。
  • 有能力制定商业案例，利用研究数据来确定销售机会。
  • 具有较强的分析能力和关系建立的敏感性。
  • 有能力将想法转化为行动，有积极的态度，愿意承担个人责任。
  • 对中国旅游行业，包括线上和线下，以及整合平台有充分的了解。
• 决策：在负责华南区域战略的同时，华南区域销售办事处经理需要明确界定业务目标，并根据目标确定交付的优先次序。 您还需要识别所有可能影响交付时间或交付质量的潜在问题，并在适当的时候上报给高管以获得指示。 您将对旅游销售收益的增长承担责任。

Job Summary:

As a Manager, South China, you will be a functional business head leader in Guangzhou, in driving the formulation and execution of sales strategy, and account optimization for all Shanghai Disney Resort (SHDR) indirect sales channels for vacation and leisure business in Guangzhou and South-West China regions. 

Reporting to Senior Manager, Regional Sales Offices - Other China (OC), this role is instrumental to the sustainable business growth from contracted distribution partners within the region, and other non-contracted distributors, who altogether contribute a significant portion of SHDR attendance and room night production.   The team of four+ that the jobholder manages can be extremely dynamic, with team members positioning in all key source markets in the Guangzhou and South-West China regions.

You are responsible to lead the Guangzhou team to achieve the stated KPI(s) including admission, room nights, trade marketing activities as well as other related indicators for Guangzhou and South-West markets.  The role involves fostering relationship and optimizing the travel trade partners.

The candidate must have the ability to analyze and advise the Senior Manager, Regional Sales –OC, and work closely with the Integrated Platforms, Marketing, and Revenue Management & Analytics to develop market specific Marketing & Sales campaigns that drive conversion rate. 

The Manager, South China and his/her team have to make recommendations to terminate non-productive accounts and establish new partnerships with emerging players.  Expectations includes sales driven, strong account management responsibilities and business partner management experience and influencing skills. 

The jobholder will also task to develop and execute the South-West China region engagement strategy.  Working closely with Senior Manager, Regional Sales Office - OC, the jobholder will need to identify the latest trends on Guangzhou and South-West China regions, to drive the travel trade and Integrated Platforms channels optimization strategy to ensure that our third-party channel development matches the needs of the evolving Chinese consumer behavior.  Frequent guidance and mentorship of team members are expected, in tracking progress updates and project deliverables.

Key Responsibilities:

• Responsible for the Guangzhou and South-West China region strategies and implementation/execution of plans to achieve annual business goals.
• Conduct business presentations and reviews to demonstrate strategy and vision to the company, with the objective to achieve Guangzhou and South-West China Travel Trade and a portion of eCommerce Sales targets.
• Collaborate with cross-functional LOBs including Revenue Management & Analytics, Marketing, and Integrated Platforms to develop effective Travel Trade strategies (product/offer/platform) in Guangzhou and South-West China markets.
• Develop, plan and drive tactical promotions execution, travel fair tactics or advertising campaigns with key Travel Trade partners, to maximize revenue and exposure from all key markets.
• Identify the appropriate timing for promotion to maximize effectiveness in reaching sales targets.
• Critically assess and allocate resources (i.e. co-op marketing budget) for each individual account under Travel Trade with an objective to assure cost effectiveness to yield and best return (quantified in attendance, room-nights and promotion exposure).

Desired Qualifications:

• Business Expertise:

• Deep understanding of the travel and tourism industry and OTA market landscape in China is necessary.
• Knowledge and/or experience in China Travel Trade and OTA strategy planning, execution and China OTA platform operations.
• Strong sales savvy and strong negotiation skills in order to facilitate and deliver business deals that maximize SHDR’s marketing exposure and commercial value gains.
• Familiarity with China Travel Trade, both online and offline, OTA, and eCommerce Sales in the lifestyle platforms.

• Market Savvy

The Manager, South China is expected to develop a Guangzhou and South-West China regions strategy framework, which requires strong project management and influencing skills.  You need to define clear objectives, roles and responsibilities, timeline and project plans; and communicate and collaborate with all relevant functional teams, and external business partners, to manage the execution of the strategy effectively.

• Nature & Area of Impact

The Manager, South China is responsible for identifying and work closely with Senior Manager, Regional Sales Office – OC in developing strategic partnerships and business development opportunities in the Guangzhou and China South-West marketplace, including China Travel Trade and third party OTA platforms and affiliates, to grow conversion rate and revenue.

• Interactions / Interpersonal Skills

In partnership with local and external partners, lead the strategic direction set forth by identifying emerging trends and proposing strategies that allow SHDR to capitalize on Guangzhou and China South-West regions opportunities.  You will focus on initiatives to drive SHDR’s China Travel Trade awareness, conversion rate, loyalty and revenue.

• Others:
• Strong commercial, project planning, budget management, presentation, leadership and team management skills.
• Good liaison skills for business development and building partnerships (internal and external).
• Ability to develop business cases and use research and data to identify business opportunities.
• Strong analytical skills and sensitive to relationship building.
• Ability to drive ideas into action, with a positive outlook and willingness to take personal responsibility.
• Solid knowledge of China Travel Trade industry, both online and offline, and Integrated Platforms.

• Decision Making

While responsible for the Guangzhou and China South-West regions strategy, the Manager, South China needs to clearly define business objectives and prioritize the delivery in alignment with the objectives.  You also need to identify all potential issues that may affect the delivery timeline or quality of the deliverables, and escalate to executives for directions when applicable.  You will have day-to day responsibility for growing Travel Trade Sales revenue.