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Click here or scroll down to respond to this candidateCandidate's Name
PHONE NUMBER AVAILABLE EMAIL AVAILABLE linkedin_michaelpericasjrSALES DIRECTOR / BUSINESS DEVELOPMENTStrategic and analytic minded hospitality business development professional with an expertise in networking, brand positioning and driving sales growth. A natural leader who rejuvenates underperforming sales teams by providing guidance, expertise and providing renewed focus to sales efforts. A persuasive and articulate communicator who is able to collaborate across organizations to meet business objectives. A strategic planner who balances sales budgets and expenses while using flow through analysis and recovery concepts to formulate business plans and establish goals. Client Relationship Management Branding/Positioning Sales Strategy International Hospitality Sales Active CVB/ASAE/MPI Member Contract Management Presentation and Negotiating Skills Leadership & Talent Development Budgeting/Forecasting PROFESSIONAL EXPERIENCEDIRECTOR OF SALES & MARKETING CARVER HOTEL GROUP ATLANTA, GA 2015 PRESENT Senior Task Force Director of Sales and Marketing assigned to represent a variety of hotel brands on short term assignments and breathe life into underperforming sales teams. Most recent assignment has been with Far Horizon Tourism as Director of Business Development for Central and South American groups.Represents and promotes a portfolio of brands such as; Wingate Hotels, Hyatt Place Hotels, Homewood Suites and Hampton Inn Suites. Determines developmental and educational needs of sales teams and assists in coaching, development and formal training to give team members tools for success while providing guidance and expertise.Reviews production reports and other sales metrics, evaluates the potential and expectations for each account. Sets individual and group sales goals to maximize profitability and employee retention.Works in conjunction with incentive houses, travel agencies and DMCs and larger corporate clients. Leverages relationships within organizations such as Chamber of Commerce, CVB and other trade organizations to cultivate network sales and generate leads for new business. DIRECTOR OF SALES & MARKETING WINGATE BY WYNDHAM HOTEL COLUMBUS, GA 2010 2014 Provided day to day leadership and focus to sales team to achieve property sales objectives with overall responsibility for achieving booking goals. Began with Wingate on a short-term 3-week assignment and quickly distinguished myself as a valuable asset and offered a full-time role to lead the team.Identified opportunities to have a presence in the local market by joining local organizations and creating opportunities to host events for industry organizations such as the Atlanta Chamber of Commerce.Managed key accounts and acted as a business partner, consulting with and listening to key accounts about their business challenges and partnering to find ways to solve the clients business problems.Recruited the new General Manager from a competing property and hired them away to run the Wingate property before my tenure was completed.REGIONAL SALES DIRECTOR LAQUINTA INN & SUITES LONG ISLAND, NY 2009 2010 Overall sales responsibility for 2 properties and direct group and incentive corporate sales bookings.Through backyard direct solicitation, developed profitable LNR business by monitoring the accounts arrival/departure patterns resulting in sales increase 38% YoY.Actively participated in local Convention Bureau and Chamber of Commerce, handling all RFP and meeting planner requests.ContinuedCandidate's Name
Page 2 678.860.2555 EMAIL AVAILABLE linkedin_Candidate's Name REGIONAL DIR. OF MEETING & INCENTIVE SALES BARCELO HOTEL RESORTS ATLANTA, GA 2008 2009 Actively managed and directed the focus of the Incentive Group Sales Team covering the Northeast United States and Canada, marketing world-wide Barcelo and AM Resorts 5-star, all-inclusive properties. Worked closely with local hotel management to set price points and develop sales strategies. Coordinated all final site inspections and closed sales.Increased regional booking production by more than 21% at Mexican and Caribbean company properties by focusing on large corporate incentive group sales.Developed annual programs with local tour operators throughout the region to drive repeat sales and increase customer brand loyalty.Participated in key industry organizations as an active board or committee member for MPI Georgia Chapter and SITE. Pursued opportunities to host events to drive additional business to our properties. DIRECTOR OF SALES INTERCONTINENTAL HOTEL GROUP COLLEGE PARK, GA 2007 2008 Provided leadership to a team of Sales Managers including catering and banquet sales responsible for all key local and global accounts with a particular focus on the development of new local volume accounts. Led the production and implementation of the annual sales marketing plan.Leveraged existing personal business contacts in the Mexican market obtaining group and transient business to the hotel and bringing the first international conference to the property.Conducted formal and on-the-job training to sales team with an emphasis on market segments and key account growth increasing team booking production by 13% in the first 6 months.Personally, managed key volume airline contracts and large corporate producers resulting in an 11% increase in this segments definite business bookings. DIRECTOR OF SALES HYATT PLACE PERIMETER HOTEL ATLANTA, GA 2006 2007 Key member of the team participating in the grand re-opening and re-branding of this AmeriSuite Hotel to the very first Hyatt Place property. Requalification of all accounts for the introduction of the new Hyatt Place product and pricing structure.Successfully re-negotiated higher price points with 98% of existing clientele while bringing a personal book of business.DIRECTOR OF SALES & MARKETING SHERATON HOTEL OLD SAN JUAN SAN JUAN, PR 2004 2006 Consulted and mentored existing sales staff for the re-branding this former Wyndham Hotel property. Developed a dependable pipeline of stateside business in the group conference and meeting business segments.Worked closely with the PR Convention Bureau through sales missions and trade shows. Collaborated with the GM to develop the sports and casino group markets while continuing to leverage existing contacts in the Mexico and Central America market. ASSOCIATIONS & AFFILIATIONSChamber of Commerce Membership New York City (former), Atlanta (current) Meeting Planners International Active Member & Former President of the Mexico City Chapter Convention Visitors Bureau Active MemberAmerican Society of Association Executives Active Member |
