Human Resources Management

Name : Putu Rian Arde Surya

NIM : 1815854007

CHAPTER III
JOB AND POSITION ANALYSIS

JOB DESCRIPTION
Department Sales & Marketing – Dekuta Report to GM / Owner
Boutique Hotel
Job Title Sales Executive & E- Updated January 2019
commerce

Main Scope and General Purpose of Job:

 The Sales Executive's mission is to primarily promote the hotel and where possible,
hotels 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.
Ecommerce’s mission is to maintain the distribution of parity rate and availability on
B2B and B2C system with keep online hotel brand awareness, positive review and
optimize online booking conversion in each channels.

Direct Responsibilities:
 The Sales Executive performs his / her duties within the framework defined by the
chain and hotel norms and by internal regulations
 Assist in drawing up the marketing plan annually with related department, General
Manager and Owner (including section on Corporate Accounts).
 Keeps a record on former, existing, potential clients and a profile of each of them.
 Organizes regular visits in accordance to a predetermined plan.
 Prepares a tentative monthly schedule to record all sales and other related activities
for the preceding month.
 Presents a summary of his / her visits to the Sales Supervisor on a weekly basis
(Weekly Sales Plan) prior and after the week are completed.
 Ensures that all new clients have no negative credit references.
 Records the statistics of his / her sales accounts. Records all daily sales.
 Human Resources Management

Name : Putu Rian Arde Surya

NIM : 1815854007
 Submits production reports on his/her list of accounts on a monthly basis.
 The Sales Executive is familiar with the operation and application of the hotel's
computer / data processing system.
 Keeps himself / herself well informed about the operations especially in key
departments (Front Office, Housekeeping, F&B, Banqueting, etc.).
 Closely observes matters pertaining to competition (sites, prices, services offered on a
regular basis - quarterly or more often if need be).
 Promotes the hotel as often as possible through entertaining, conducting, site
inspections, and presentations etc. of the hotel.
 Pays visits to former, existing and potential clients in view of entering into contracts
with them, especially commercial accounts.
 Determines and recommends prospective customers by analyzing historical and other
statistical information, participation in conducting customer interviews, and preparing
customer call analysis reports.
 Defines precisely guest requirements and ensures that the guest services offered
corresponds effectively to their requests.
 Provides after-sales service and in particular to ensure all guests complaints are taken
seriously and discussed with the respective departments if necessary.
 Receives in the hotel any important guests whom he has approached.
 Negotiates prices with the clients.
 Confirms verbal proposals in writing.
 Ensures that all complaints are reviewed, investigated and follow-up action is
initiated.
 Solicit group, individual, banquet and other function business directly and jointly with
other through the preparation and executive of action plans.
 Ecommerce keep update hotel content in each channels
 Maintain parity distribution on Business to Business (B2B) and Business to Customer
(B2C) by dynamic pricing structure
 Monitoring brand awareness through join campaign or flyer blast and social media
activities / engagement
 Response positive and negative of guest reviews on channel distribution, metasearch,
social media and website / email and reported by weekly basis
 Optimize online booking with dynamic rate structure and responsibility for each
channel production including website
 Human Resources Management

Name : Putu Rian Arde Surya

NIM : 1815854007

Human Responsibilities:
 At all times to promote a positive image of the hotel in all forms of contact.
 To develop & foster close and positive rapport with the public, guests, clients and
members of the trade.
 The Sales Executive maintains and ensures the smooth running operation of all his /
her accounts within the Commercial Section.
 The Ecommerce maintains and ensures online reputation and relationship with market
manager from each channels

Relations:
 The Sales Executive & E-commerce 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.

Replacement and Temporary Mission:

 The Sales Executive & E-commerce may be called upon undertake:
Activities outside his / her own area and to publicize hotels other than his / her own
for specific projects and / or programs.

This job description is not intended to be an exhaustive list of all responsibilities skill, effort or
working condition associates with the position. It is intended to provide a description of the
principle elements essential for the performance of the job. All job descriptions are subject to
change.

Kuta,

Ainun Perangin-Angin Erik Fatono Putu Rian Arde Surya

Human Resources Coordinator Chief Operating Officer Sales Executive & Ecommerce
 Human Resources Management

Name : Putu Rian Arde Surya

NIM : 1815854007

CHAPTER IV
HUMAN RESOURCES RECRUITMENT

CASE STUDY
In this globalisation era, competition really tight from one company to the others one
company including in the hospitality industry. Therefore, any company need employee with
multi-talent skill and knowledge for to fill the company requirement to efficient the budget in
the tight competition. For example, Sales & Marketing Department required sales persons,
however the company needs e-commerce persons as well who. Hence, with the reason of
effectivity and efficiency concerning to the job and budget, company decide to find one
person who can do sales and e-ecommerce in the same time. From this reason, company will
find the person who can do this two job and responsibility in the same time during daily
activities. He / She will responsible for promote the hotel and where possible, hotels
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 and maintain the distribution of
parity rate and availability on B2B and B2C system with keep online hotel brand awareness,
positive review and optimize online booking conversion in each channels.

Q & A:
 If you would like to apply this opportunity, how to ensure the company that
you are the right person in related to your SWAT and background?

 If you are the company, could this way will be refered to effectivity and
efficiency mission in related to job desk and budget?

- Suksma -