市场销售部岗位体系全指南(岗位模板系列5️⃣)

         

高星级酒店的岗位设置早已有成熟的国际通用标准，从组织架构到层级关系，从职责描述到中英文术语，都经过了几十年的行业实践检验。今天把市场销售部的完整岗位体系整理出来和大家分享，中英文对照，不仅可以用于招聘时筛选候选人，更是员工绩效考核的标准参照、新员工了解岗位要求的入门指南、培训体系建设的核心内容，希望能对大家的工作有一点帮助。

01

市场销售部组织架构说明

市场销售部向市场销售总监（DOSM）汇报，整体采用“策略层-执行层-操作层”三级架构，独立运营且与前厅、餐饮、财务等部门平级协作。部门按职能划分为销售板块、收益管理板块、市场营销板块三大模块，岗位层级遵循国际酒店集团通行标准，从高到低依次为总监级、经理级、主管级、员工级，各层级权责清晰，避免职责交叉。

02

岗位详解

1. 总监级

1.1 市场销售总监 Director of Sales & Marketing (DOSM)

直接上级: 总经理/GM | 直接下属: 销售经理/Sales Manager、收益经理/Revenue Manager、市场经理/Marketing Manager、宴会销售经理/Banquet Sales Manager

【工作职责】Key Responsibilities:

1. Develop and implement sales & marketing strategy to achieve revenue targets / 制定并执行市场销售战略，完成营收目标
2. Oversee overall operations of sales, revenue management, marketing and banquet sales teams / 统筹销售、收益、市场、宴会销售团队的整体运营
3. Build and maintain relationships with key clients, industry partners and media / 建立并维护重点客户、行业合作伙伴及媒体关系
4. Monitor market trends, competitor activities and adjust strategies accordingly / 监控市场趋势、竞品动态并相应调整策略
5. Work closely with revenue team to optimize pricing and inventory management / 与收益团队紧密协作，优化定价及库存管理【技能要求】Skills & Competencies:
6. Strategic thinking and business acumen / 战略思维及商业敏感度
7. Team leadership and cross-department coordination / 团队领导及跨部门协调能力
8. Client relationship management and negotiation skills / 客户关系管理及谈判能力

【任职资格】Job Requirements:

• 学历 Education: 本科及以上 / Bachelor degree or above

• 经验 Experience: 5年以上高星级酒店销售管理经验，至少2年同岗位经验 / 5+ years of sales management experience in high-star hotels, minimum 2 years in the same position

• 语言 Language: 英语流利 / Fluent in English

• 其他 Others: 具备国际酒店集团工作经验者优先 / International hotel group work experience preferred

1.2 销售总监 Director of Sales (DOS)

直接上级: 市场销售总监/DOSM | 直接下属: 销售经理/Sales Manager、销售主管/Sales Supervisor

【工作职责】Key Responsibilities:

1. Lead sales team to achieve individual and group room sales targets / 带领销售团队完成散客及团队客房销售目标
2. Develop corporate, travel agency and MICE client portfolios / 拓展企业、旅行社及会奖客户资源
3. Monitor sales team performance and provide coaching and training / 监控销售团队业绩，提供辅导与培训
4. Attend key client meetings and negotiate high-value contracts / 参与重点客户会谈，谈判高价值合作合同
5. Coordinate with operations departments to ensure client satisfaction / 与运营部门协调，确保客户满意度【技能要求】Skills & Competencies:
6. Proven sales track record and target achievement capability / 出色的销售业绩及目标达成能力
7. Client development and relationship maintenance skills / 客户开发及关系维护能力
8. Team management and motivation skills / 团队管理及激励能力

【任职资格】Job Requirements:

• 学历 Education: 大专及以上 / College degree or above

• 经验 Experience: 4年以上高星级酒店销售经验，至少1年管理经验 / 4+ years of sales experience in high-star hotels, minimum 1 year of management experience

• 语言 Language: 英语良好 / Good English

• 其他 Others: 拥有本地客户资源者优先 / Local client resources preferred

2. 经理级

2.1 销售经理 Sales Manager

直接上级: 销售总监/DOS | 直接下属: 销售主管/Sales Supervisor、销售主任/Sales Executive

【工作职责】Key Responsibilities:

1. Develop assigned market segments and achieve personal sales targets / 开发负责的细分市场，完成个人销售目标
2. Conduct client visits, presentations and follow up on sales leads / 开展客户拜访、产品推介并跟进销售线索
3. Prepare sales proposals, contracts and coordinate client requirements / 准备销售方案、合同并协调客户需求
4. Maintain regular communication with existing clients to ensure repeat business / 与现有客户保持定期沟通，确保复购
5. Submit regular sales reports and market intelligence to superior / 向上级提交定期销售报告及市场情报【技能要求】Skills & Competencies:
6. Strong communication and presentation skills / 出色的沟通及表达能力
7. Sales negotiation and closing skills / 销售谈判及成交能力
8. Time management and priority setting skills / 时间管理及优先级排序能力

【任职资格】Job Requirements:

• 学历 Education: 大专及以上 / College degree or above

• 经验 Experience: 3年以上酒店销售经验 / 3+ years of hotel sales experience

• 语言 Language: 英语良好 / Good English

• 其他 Others: 熟悉本地市场者优先 / Familiar with local market preferred

2.2 收益经理 Revenue Manager (RM)

直接上级: 市场销售总监/DOSM | 直接下属: 收益主管/Revenue Supervisor

【工作职责】Key Responsibilities:

1. Develop and implement revenue management strategies to maximize rooms revenue / 制定并执行收益管理策略，最大化客房收入
2. Monitor demand, market trends and competitor pricing to adjust pricing dynamically / 监控需求、市场趋势及竞品定价，动态调整价格
3. Manage inventory allocation across all distribution channels / 管理所有分销渠道的库存分配
4. Prepare regular revenue forecasts and reports for management team / 为管理团队准备定期收益预测及报告
5. Work closely with sales, front office and reservation teams to ensure strategy execution / 与销售、前厅及预订团队紧密协作，确保策略落地【技能要求】Skills & Competencies:
6. Strong analytical and data interpretation skills / 出色的数据分析及解读能力
7. Proficiency in revenue management systems and Excel / 熟练使用收益管理系统及Excel
8. Strategic thinking and decision-making ability / 战略思维及决策能力

【任职资格】Job Requirements:

• 学历 Education: 本科及以上 / Bachelor degree or above

• 经验 Experience: 3年以上酒店收益管理或相关经验 / 3+ years of hotel revenue management or related experience

• 语言 Language: 英语良好 / Good English

• 其他 Others: 持有收益管理相关证书者优先 / Revenue management related certification preferred

2.3 市场经理 Marketing Manager

直接上级: 市场销售总监/DOSM | 直接下属: 市场主管/Marketing Supervisor、市场专员/Marketing Specialist

【工作职责】Key Responsibilities:

1. Develop and implement overall marketing, branding and promotion strategies / 制定并执行整体营销、品牌及推广策略
2. Manage hotel's official social media accounts, website and online reputation / 管理酒店官方社交媒体账号、网站及线上口碑
3. Plan and execute offline and online marketing campaigns to drive awareness and revenue / 策划并执行线上线下营销活动，提升品牌知名度及营收
4. Coordinate with media partners and handle public relations activities / 协调媒体合作伙伴，开展公共关系活动
5. Prepare marketing budget and measure campaign ROI / 制定营销预算并评估活动投资回报率【技能要求】Skills & Competencies:
6. Digital marketing and content creation skills / 数字营销及内容创作能力
7. Brand management and public relations awareness / 品牌管理及公共关系意识
8. Creativity and campaign planning ability / 创新能力及活动策划能力

【任职资格】Job Requirements:

• 学历 Education: 本科及以上 / Bachelor degree or above

• 经验 Experience: 3年以上酒店或文旅行业营销经验 / 3+ years of marketing experience in hotel or cultural tourism industry

• 语言 Language: 英语良好 / Good English

• 其他 Others: 熟悉新媒体运营者优先 / Familiar with new media operation preferred

2.4 宴会销售经理 Banquet Sales Manager

直接上级: 市场销售总监/DOSM | 直接下属: 宴会销售主管/Banquet Sales Supervisor

【工作职责】Key Responsibilities:

1. Lead banquet sales team to achieve banquet revenue targets (meetings, weddings, social events) / 带领宴会销售团队完成宴会营收目标（会议、婚礼、社交活动）
2. Develop MICE, wedding and social event client resources / 拓展会奖、婚礼及社交活动客户资源
3. Coordinate with catering and service teams to deliver customized event solutions / 与餐饮及服务团队协调，提供定制化活动方案
4. Conduct site visits, negotiate contracts and coordinate event details with clients / 带客户参观场地、谈判合同并协调活动细节
5. Ensure client satisfaction during events and handle post-event follow up / 确保活动期间客户满意度并开展活动后跟进【技能要求】Skills & Competencies:
6. Event planning and problem-solving skills / 活动策划及问题解决能力
7. Client communication and coordination skills / 客户沟通及协调能力
8. Multi-tasking and pressure resistance ability / 多任务处理及抗压能力

【任职资格】Job Requirements:

• 学历 Education: 大专及以上 / College degree or above

• 经验 Experience: 3年以上酒店宴会销售或相关经验 / 3+ years of hotel banquet sales or related experience

• 语言 Language: 英语良好 / Good English

• 其他 Others: 拥有本地活动资源者优先 / Local event resources preferred

3. 主管级

3.1 销售主管 Sales Supervisor

直接上级: 销售经理/Sales Manager | 直接下属: 销售主任/Sales Executive

【工作职责】Key Responsibilities:

1. Assist sales manager in managing sales team and achieving team targets / 协助销售经理管理销售团队，完成团队目标
2. Coach and train junior sales staff on sales skills and product knowledge / 辅导培训初级销售人员的销售技巧及产品知识
3. Handle mid-sized client accounts and support sales team in client negotiations / 负责中型客户账户，支持销售团队的客户谈判
4. Monitor sales team daily activities and report progress to sales manager / 监控销售团队日常工作，向销售经理汇报进度
5. Assist in organizing sales activities and client events / 协助组织销售活动及客户答谢会【技能要求】Skills & Competencies:
6. Basic team management and coaching skills / 基础团队管理及辅导能力
7. Good sales skills and client relationship management ability / 良好的销售技巧及客户关系管理能力
8. Execution and communication skills / 执行力及沟通能力

【任职资格】Job Requirements:

• 学历 Education: 大专及以上 / College degree or above

• 经验 Experience: 2年以上酒店销售经验 / 2+ years of hotel sales experience

• 语言 Language: 英语基础 / Basic English

• 其他 Others: 有销售团队管理经验者优先 / Sales team management experience preferred

3.2 收益主管 Revenue Supervisor

直接上级: 收益经理/Revenue Manager | 直接下属: 预订员/Reservation Agent

【工作职责】Key Responsibilities:

1. Assist revenue manager in daily revenue management operations / 协助收益经理开展日常收益管理工作
2. Monitor daily pricing, inventory and channel performance / 监控日常定价、库存及渠道表现
3. Analyze daily, weekly and monthly revenue data and prepare reports / 分析日、周、月收益数据并准备报告
4. Coordinate with reservation and front office teams to ensure pricing accuracy / 与预订及前厅团队协调，确保定价准确
5. Conduct regular competitor price checks and market intelligence collection / 定期开展竞品价格核查及市场情报收集【技能要求】Skills & Competencies:
6. Data analysis and Excel proficiency / 数据分析能力及熟练使用Excel
7. Attention to detail and accuracy / 注重细节及准确性
8. Basic understanding of revenue management principles / 对收益管理原则有基础认知

【任职资格】Job Requirements:

• 学历 Education: 大专及以上 / College degree or above

• 经验 Experience: 2年以上酒店预订或收益相关经验 / 2+ years of hotel reservation or revenue related experience

• 语言 Language: 英语基础 / Basic English

• 其他 Others: 有收益管理系统使用经验者优先 / Experience with revenue management systems preferred

3.3 市场主管 Marketing Supervisor

直接上级: 市场经理/Marketing Manager | 直接下属: 市场专员/Marketing Specialist

【工作职责】Key Responsibilities:

1. Assist market manager in executing marketing campaigns and activities / 协助市场经理执行营销活动
2. Manage daily operation of hotel social media accounts and content creation / 管理酒店社交媒体账号日常运营及内容创作
3. Monitor online reputation and respond to guest reviews across all platforms / 监控线上口碑，回复所有平台的宾客评价
4. Coordinate with design and third-party vendors to produce marketing materials / 与设计方及第三方供应商协调，制作营销物料
5. Collect marketing data and measure campaign performance / 收集营销数据，评估活动表现【技能要求】Skills & Competencies:
6. Content creation and social media operation skills / 内容创作及社交媒体运营能力
7. Basic graphic design and video editing skills / 基础平面设计及视频剪辑能力
8. Good writing and communication skills / 良好的文案及沟通能力

【任职资格】Job Requirements:

• 学历 Education: 大专及以上 / College degree or above

• 经验 Experience: 2年以上营销相关经验 / 2+ years of marketing related experience

• 语言 Language: 英语基础 / Basic English

• 其他 Others: 熟悉短视频平台运营者优先 / Familiar with short video platform operation preferred

4. 员工级

• 销售主任 Sales Executive：协助销售主管开发客户、跟进销售线索、准备销售资料，完成个人销售指标 / Assist sales supervisor in client development, sales lead follow-up, sales material preparation, and achieve personal sales targets

• 预订员 Reservation Agent：处理客房预订咨询、修改及取消订单，确保预订信息准确，与前厅及销售团队协调客人需求 / Handle room reservation inquiries, modify and cancel orders, ensure accurate reservation information, coordinate guest needs with front office and sales teams

• 市场专员 Marketing Specialist：协助市场主管进行内容创作、线上平台运营、活动执行，收集市场信息及竞品动态 / Assist marketing supervisor in content creation, online platform operation, event execution, and collect market information and competitor trends

03

布博士管理实务建议

在市场销售部日常管理中，以下几点经验供大家参考：

1. 建立“营收目标分层拆解机制”，将年度总目标按季度、月度拆解到每个销售小组、每个销售员，同时配套“过程+结果”双重考核，避免只看业绩数字忽略客户积累
2. 每周组织1次跨部门营收协调会，销售、收益、前厅、餐饮核心岗共同参会，同步未来1-2周的团队预订、宴会活动安排，提前协调运营资源，减少临期冲突
3. 新销售入职前3个月，实行“师徒制”绑定，由资深销售带教客户拜访、方案制作、谈判技巧，同时配套“前3个月保护期”政策，降低新人业绩压力，降低流失率
4. 每月组织1次“市场情报复盘会”，所有销售、收益人员同步各自收集的竞品动态、客户反馈、行业政策变化，共同调整下月度的价格策略、推广方向
5. 建立“销售-运营双向反馈通道”，销售团队接到的客户投诉、需求第一时间同步给对应的运营部门，运营部门将活动、服务的调整情况及时反馈给销售，避免信息差导致的客户不满

今天整理的这套岗位体系参考了万豪、洲际、希尔顿等国际集团的通行标准，同时结合了国内高星级酒店的实际运营特点，大家可以根据自己酒店的规模、定位灵活调整，比如100间房以下的中端酒店可以将销售经理、市场经理的职责合并，收益管理的工作可由前厅经理兼管。如果有补充或调整的地方，欢迎一起交流。

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