执行总监，销售 Executive Director, Sales

职位介绍

职位概述

该职位负责领导销售团队实现年度销售目标，为上海迪士尼度假区的整体业绩做出贡献。 以下是所需条件：

• 计划、制定、执行和实施销售和贸易营销战略和计划，与上海迪士尼度假区年度运营计划和沟通方案整合，以优化业务成果。
• 领导销售团队，确保销售计划和交易营销计划的有效执行，并确保销售团队在进行日常销售活动时能专业地呈现上海迪士尼度假区和迪士尼品牌。
• 与上海迪士尼度假区各业务部门合作，为整体目标和优先事项作出贡献，包括创收、成本管理、演职人员发展和其他商业目标。
• 与市场部、数字业务部和企业联盟部门以及其他业务部门合作，为上海迪士尼度假区和华特迪士尼乐园及度假区寻求新的商机。

主要职责

• 制定商业计划和策略：通过制定销售和贸易营销策略，实现销售目标；预测未来的业务挑战并及时制定计划以确保实现年度目标。
• 领导能力和销售管理：确保所有的计划和行动得到有效的执行。为销售团队提供支持和监督，确保日常运作的有效进行；与其他业务部门紧密合作，确保运营效率和游客体验。
• 演职人员发展：开发和管理销售专业人员团队，以实现销售目标和卓越表现；与人力资源和其他业务部门合作，以建立短期和长期的人员配备需求；管理日常运营，并为员工提供指导，以发展他们的职能和领导能力。
• 对外伙伴关系：发展和加强与贸易伙伴和相关行业领导者的关系，以探索商机和获取市场情报。

资格要求

• 业务专长
  • 任职者必须具备敏锐的商业头脑和良好的商业意识，具有警惕性并勤于分析，拥有丰富旅游服务行业从业经验者优先，胜任此职位的关键是：对产品分销，特别是旅游渠道有全面且实时的了解；具有广博的商业知识，涉及不断变化的消费者行为、旅游行业动态、调研方法、财务预测、需求/差距分析、最新销售和分销技术等领域；从产品和服务交付的角度充分了解上海迪士尼度假区的内部运作规范。
  • 有较强的销售和市场经验以及项目管理能力；需要拥有领导一个多样化和规模庞大的销售或市场团队的记录，以实现商业目标。
• 解决问题
  • 在贸易伙伴使用不同商业模式的情况下，任职者将需要扩大、管理和推动多样化的旅游贸易伙伴业务组合；任职者将需要使用强有力的谈判技巧以及创造性的销售和市场理念或合作模式来激励这些合作伙伴，同时寻求部门内部支持及其他业务部门的支持，以合作的方式实现既定的销售目标。
• 影响的性质和范围
  • 这一职位对于增加公司的收入至关重要；这个角色需要及时了解全球、区域和细分市场的消费者、旅游贸易和商业趋势，以便在不断变化的业务规则、合同模型、销售和分销技术以及连接和支付解决方案中做出合理的判断和建议，从而使上海迪士尼度假区的销售组织处于领先地位。
  • 这一职位对于引进流行的和有利于贸易发展的商业规则、模型和系统来说也很重要，以支持上海迪士尼度假区的市场竞争力，并为中长期的可持续业务发展奠定有效的推动力和坚实的基础。
• 人际交往技巧
  • 任职者必须具有优秀的人际关系处理和沟通技巧，并管理自己的团队内部及与外部的关系；良好的表达和谈判技巧是关键，你经常需要提出新的商业理念，并在贸易伙伴和内部不同业务部门之间发展互利的关系；这一职位还要求在适当的时候代表公司参加不同的销售活动或贸易活动，因此需要具有足够的表达能力和社交能力。
• 决策
  • 任职者会做出许多不仅对销售团队而且对整个公司都有影响的高层次战略决策，例如业务重点、优先级和组织结构等等。
  • 对于具有长期业务影响并受特定工作组支持的战略项目，工作人员在参加项目会议时，必须处理大量信息，并查阅相关文件，收集内部和外部利益相关者对相关领域的反馈和建议；任职者必须决定哪些领域与销售团队和贸易伙伴相关，以及何时提出关注和建议。
• 其他技能
  • 须具备流利的英语和普通话口语和书写能力，也需了解文化和贸易惯例/协议。

Position Overview

This position is responsible for leading the sales team to achieve the annual targets and contributing to the Shanghai Disney Resort’s overall business results.  The individual is required:

• To plan, develop, execute and implement sales and trade marketing strategies and plans, integrating with the SHDR AOP and Integrated Communication Plan to optimize business results.
• To provide leadership to the sales team to ensure effective execution of the sales plans and trade marketing plans, and to ensure that the sales team are professionally representing the Shanghai Disney Resort and the Disney brand when conducting day to day sales activities.
• To collaborate with other LOBs of Shanghai Disney Resort in contributing to the overall goals and priorities including revenue generation, cost management, Cast Members development and other business objectives.
• To partner with Marketing, Digital Business and Corporate Alliance and other LOBs to pursue new business opportunities for Shanghai Disney Resort and Walt Disney Parks and Resorts.

Key Responsibilities

• Business Planning and Strategies: to achieve the annual sale target through developing sales and trade marketing strategies and tactics. Anticipate business challenges ahead and evolve plans promptly to ensure the delivery of annual targets.
• Leadership and Sales Management: to ensure that all plans and actions are well executed in an efficient manner. Provide support and supervision to sales team to ensure that the day-to-day operation is conducted effectively. Work closely with other LOBs to ensure operation efficiency and delivery of guest experience.
• Cast Member Development: develop and manage a team of sales professionals to achieve sales goals and cast excellence. Partner with HR and other LOBs to establish short and long term staffing needs; Manage the day-to-day operation and provide guidance to the Cast Members to develop their functional and leadership capabilities.
• External Partnership:  to develop and strengthen relationship with trade partners and relevant industry leaders to explore business opportunities and to obtain market intelligence.

Required Qualifications

• Business Expertise

• The incumbent has to have sharp business acumen and excellent business sense, be alert and analytical. Experience in travel trade is preferred but not essential. The key to success of this job holder is: thorough up-to-date understanding of product distribution especially in tourism; a broad business knowledge base that spans across evolving guest behaviors, industry dynamics, research methodology, financial projection, needs and gaps analysis, latest sales and distribution technologies, etc.; understanding on how Shanghai Disney Resort LOBs operate from a product fulfillment and service delivery standpoint.
• Strong sales, marketing experiences, and project management skills are required.  The person needs to possess a proven track record in leading a diverse and sizable sales or marketing team to achieve high business goals. 

• Problem Solving
  • The incumbent will need to expand, manage and drive business from a diverse portfolio of travel trade partners, with trade partners operating with different business models. The incumbent will require strong negotiation skills and creative sales and marketing ideas or co-op models to motivate these partners, at the same time solicit internal and other LOBs support to achieve defined sales goals in a collaborative manner.
• Nature an Area of Impact
  • This job is pivotal to growing revenue from all third party channels and corporate.  Secondly, this role needs to keep abreast of the consumer, travel trade and business trends at global, regional and segment level so as to make sound judgment and recommendations in changing business rules, contracting models, sales and distribution technologies, connectivity and payment solutions to make Shanghai Disney Resort sales organization ahead of competition. 
  • This role is also important to introduce in-trend and trade-friendly business rules, models and systems to uphold SHDR’s market competitiveness and to lay down effective enablers and solid foundation for sustainable business growth in medium and long term.
• Interpersonal Skills 
  • The incumbent has to possess excellent interpersonal and communication skills and to manage your own team, other internal and external relationships. Good presentation and negotiation skills are key, as you often needs to present new business ideas and develop mutually beneficial relationship with trade and internal partners. The job also requires you to represent the company at different sales events or trade functions when and where appropriate, and hence you need to be adequately presentable and sociable.
• Decision Making
  • The incumbent makes a lot of high level strategic decisions that has impact not just on the Sales team but also on the entire company, such as business focus and priority, organizational structure, etc.
  • For strategic projects, which imply long-term business impact and championed by specific task forces, the jobholder will have to process an enormous amount of information when you take part project meetings, go through related documents, and collect feedback and recommendations on the concerned areas from both internal and external stakeholders. The jobholder will have to make decision on which areas are relevant to sales team and trade partners, and when to voice out concerns and suggestions.
• Other Skills
  • Fluent English and Chinese is necessary to perform this job and the jobholder needs have a deep understanding the culture and trade practices and protocol.

关于 Shanghai Disney Resort:

上海迪士尼度假区是中国大陆的第一个迪士尼度假区，在这里，亲朋好友们可以尽情体验和畅享一个充满奇幻、想象、创意和探险的全新世界。该度假区是上海迪士尼主题乐园的所在地，内设两座主题酒店，一个大型购物、餐饮和娱乐区——迪士尼小镇，一座百老汇风格的剧院，星愿公园和其他户外休闲区域。上海迪士尼度假区的演职人员为游客提供世界一流的服务，该度假区专为中国人量身打造了正宗地道的文化氛围和主题，淋漓尽致地展现了经典的迪士尼故事和人物角色。上海迪士尼度假区能够迎合各类人的需求，包括惊险刺激的探险之旅以及郁郁葱葱的花园。在这里，游客们可以尽情放松，畅享丰富的互动体验。

关于 华特迪士尼公司 (公司):

华特迪士尼公司连同其子公司和关联公司，是一家领先的多元化国际家庭娱乐和媒体公司，拥有以下业务板块：媒体网络、乐园和度假区、影视娱乐、消费产品和互动媒体。它从 20 世纪 20 年代的一家小型卡通工作室，一跃发展成为当今娱乐业中的翘楚，可谓是家喻户晓。迪士尼公司非常荣幸地继续秉承其传统，为每位家庭成员打造世界一流的故事和体验。迪士尼的故事、人物和经历吸引了世界各地的消费者和游客。我们在 40 多个国家及地区经营业务，我们的员工和演职人员携手努力，打造在全世界和当地都备受钟爱的娱乐体验。

此职位隶属于 Shanghai Intl Theme Park Company, Ltd., 即我们称为 Shanghai Disney Resort 业务的一部分。

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。

公司规定，向所有员工和候选人提供同等就业机会，无论种族、宗教、肤色、性别、家庭状况、性取向、原国籍、年龄、婚姻状况、退伍军人身份、智力或肢体残疾、怀孕、民族/种族、外来务工人员身份、传染病原携带者身份或法律规定的其他类别。此“平等就业机会”涵盖但不限于员工聘任和雇佣、升职、降职、调动、解除/终止雇佣、工资水平和其他薪酬形式、教育和培训等方面。