经理，旅游业销售Manager, Travel Trade Sales

职位概述：

该职位担任上海的职能业务负责人，负责推动销售策略的制定和执行，以及上海迪士尼度假区 (SHDR) 所有旅游业三方销售渠道客户的优化。

该职位向总监，旅游业销售汇报，对签约分销合作伙伴的可持续业务增长至关重要，这些合作伙伴共同为 SHDR 的入园人数和客房间夜产量做出贡献。

他/她负责带领团队实现绩效目标，包括入园人数、客房间夜量、渠道营销活动以及其他相关指标。该职位需要培养和优化与旅游业销售合作伙伴的关系。

候选人必须能够向总监，旅游业销售提供分析和建议，并与整合平台、市场、和收入管理与分析部门密切合作，制定特定市场的营销和销售活动并推动转化。

经理，旅游业销售及其团队需要就终止低产客户和与新兴伙伴建立新的合作伙伴关系提出建议。期望拥有销售驱动、强大的客户管理责任、业务合作伙伴管理和谈判经验。

该职位需要识别旅游业渠道的最新趋势，推动客户优化战略，以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，并制定有坚实衡量标准的行动计划。需要向团队成员提供经常性的指导和辅导，以跟踪进度更新和项目交付成果。

主要职责：

• 负责关键客户的战略计划的实施与执行，实现年度业务目标。
• 进行业务演示和评估，向公司展示合作伙伴战略和愿景。
• 与收入管理和分析、市场和整合平台等跨职能部门合作，制定有效的旅游业战​​略（产品/优惠/平台）。
• 制定、计划并推动与关键合作伙伴的营销战略和广告活动，最大限度地提高所有主要市场的收入和曝光。
• 确定合适的营销时机，最大化实现销售目标。
• 严格评估并分配每个客户的资源（例如合作营销预算），确保成本效益和最佳回报（以入园人数、客房间夜数和营销曝光量化）。

资格要求：

业务能力：

• 必须对中国的旅游和旅游业，OTA 市场格局有深入了解。
• 在中国旅游业及 OTA 的战略规划与执行，中国 OTA 平台运营方面具有知识和经验。
• 强大的销售思维和谈判技巧，能促进并达成业务交易，最大化提高 SHDR 的市场曝光度和商业价值回报。
• 熟悉中国的线上和线下的旅游业、OTA 和生活方式平台的电子商务。

问题解决：

经理，旅游业销售需要具备强大的项目管理能力和影响力。他/她需要明确目标、角色和职责、时间规划和项目计划；并与所有相关职能团队和外部业务合作伙伴进行沟通和协作，有效管理战略的执行。

特殊技能：

• 强大的商业思维、项目规划、预算管理、演示、领导能力和团队管理技能。
• 对业务发展和建立合作关系有良好的协调技能，包括内部和外部。
• 能够制定业务方案并使用研究和数据来识别业务机会。
• 强大的分析能力和对建立关系的敏感度。
• 保持积极的态度，愿意承担个人责任，并将想法付诸行动。
• 对中国旅游业行业（包括线上和线下）以及整合平台有扎实的了解。

关于上海迪士尼度假区：

作为全球家庭娱乐业的领军企业之一，上海迪士尼度假区为我们的游客带来独具一格的服务和珍藏一生的记忆。加入我们，在这个充满奇幻、想象、创意和探险的全新世界里，为度假区游客创造欢乐。无论您的迪士尼旅程走向台前还是幕后，您都拥有无限机遇。

* 我们致力于提供平等的就业机会。

* 具体的福利基于职位有所不同，可能根据公司政策进行调整。

* 上海迪士尼度假区不会委托任何人或第三方机构向求职者收取费用。候选人请务必通过度假区官方招聘渠道获取度假区招聘的相关资讯。

Job Summary:

The job holder is a functional business head leader in Shanghai, 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.

Reporting to Director, Travel Trade Sales, this role is instrumental to the sustainable business growth of contracted distribution partners, who altogether contribute a significant portion of SHDR attendance and room night production.

He/She is responsible to lead the team to achieve the stated KPI(s) including admission, room nights, trade marketing activities as well as other related indicators.  The role involves fostering relationships and optimizing travel trade partners.

The candidate must have the ability to analyze and advise the Director, Travel Trade Sales work closely with the Integrated Platforms, Marketing, and Revenue Management & Analytics to develop market-specific Marketing & Sales campaigns that drive conversion rate. 

The Manager, Travel Trade Sales, and his/her team has to make recommendations to terminate non-productive accounts and establish new partnerships with emerging players.  Expectations include sales-driven, strong account management responsibilities and business partner management experience and influencing skills. 

The job holder will need to identify the latest trends for travel trade channel, to drive accounts optimization strategy to ensure that our third-party channel development matches the needs of the evolving Chinese consumer behavior as well as create action plan with solid measurement.  Frequent guidance and mentorship of team members are expected, in tracking progress updates and project deliverables.

Key Responsibilities:

• Responsible for the key accounts strategies and implementation/execution of plans to achieve annual business goals.
• Conduct business presentations and reviews to demonstrate strategy and vision to the company
• Collaborate with cross-functional LOBs including Revenue Management & Analytics, Marketing, and Integrated Platforms to develop effective Travel Trade strategies (product/offer/platform).
• Develop, plan and drive tactical promotions execution, 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 account under Travel Trade 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 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.

Problem Solving:

The Manager, Travel Trade Sales is requires strong project management and influencing skills.  He/she needs 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.

Special Skills

• 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 sensitivity to relationship building.
• Ability to drive ideas into action, with a positive outlook and willingness to take personal responsibility.
• Solid knowledge of China’s Travel Trade industry, both online and offline, and Integrated Platforms.

About Shanghai Disney Resort:

As one of the worldwide leaders in family entertainment, Shanghai Disney Resort delivers legendary service and a lifetime of memories for our guests.  Joining us in a new world of fantasy, imagination, creativity, and adventure involve creating happiness for the millions of guests who visit our Resort each year.  Whether your career journey here is onstage or backstage, there are almost unlimited opportunities for growth and personal development at Shanghai Disney.

• We are committed to providing equal employment opportunities and welcome applications from candidates with disabilities.

• Specific benefits vary between different roles and may be adjusted according to company policy.

• Shanghai Disney Resort does not charge a fee to submit job applications and has not authorized any individual or company to charge to do so.  Please always check our official channels or platforms for the most relevant recruitment information.