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Candidate's Name
Mt. Juliet, TN 37122 PHONE NUMBER AVAILABLE EMAIL AVAILABLEPROFESSIONAL SUMMARYAccomplished Director of Sales with 15 plus years of experience, specializing in penetrating new markets and major market expansion. Proven ability to build territories implement and execute winning sales strategies while managing key accounts and leading dynamic teams. The entrepreneurial mindset that drives revenue contributing to long-term financial goals and organizations profitability. Continuously identify, develop, negotiate, and close accounts.SKILLS New Business Development Multi-tasking and Negotiation Strategic Planning Time Management Communication Rapport and Relationship Building Documentation and Reporting Profit and revenue-generating strategies Market intelligence Pricing strategyWORK HISTORYDirector of Sales and Marketing, 09/2023 - Current Holiday Inn Nashville Downtown-Stadium Nashville, Tn Created IHG website for hotel through Hotel Content and re-branded hotel from a Clarion to a Holiday Inn Developed comprehensive sales plans for business growth, resulting in significant market share expansion Lead, train & mentor sales staff including hiring, coaching development, performance evaluations, disciplinary actions and terminations Analyzed sales and marketing data for improved strategies Ensure hotel participation in all brand revenue management initiatives Assist in the production of annual hotel business plan Develop and maintain departmental budget Conducted market research to identify potential areas of growth for future product development initiatives Aligned Sales and Marketing teams under common goals to ensure consistent messaging throughout all materials and touchpoints with customers Develop sales action plans and forecast and evaluate trends to modify strategies that will enhance revenues effectivelyDIRECTOR OF SALES AND MARKETING, 01/2021 - 09/2023 Holiday Inn Express Nashville Airport Nashville, TN Proven track record in developing and implementing successful sales strategies that have consistently exceeded revenue goals. Solicit, negotiate and book new and repeat business through various efforts, including outside sales calls, telemarketing, mailings, referrals, networking, etc Meets and exceeds budgeted REVPAR for the hotel. Prepares departmental budget that correctly reflects the hotels business plan. To maximize room revenue; develop relationships with corporate, business, travel industry, community organizations, professional associations, media, etc To identify potential clients and increase market share Assist in the development of team sales action plans, forecasting and evaluate trends to modify strategies that will enhance revenues effectively Accurately produce and/or review all sales contracts, rate agreements, and/or banquet/catering event orders Arrange and conduct special events, property tours, site inspections, and off-site presentations for potential clients Produce monthly sales-related reports and sales forecasts for assigned area of responsibility Developed comprehensive sales plans for business growth, resulting in significant market share expansion. Director of Sales (Task Force), 08/2022 - 11/2022Homewood Suites Louisville, KY Achieved regional sales targets through effective territory management and relationship building with key clients Increased sales revenue by developing and implementing strategic plans and setting performance goals for the sales team Launched new products successfully into the market, coordinating marketing initiatives and comprehensive sales campaigns Established strong partnerships with industry influencers to expand brand recognition and drive business growth Developed high-performing sales teams through targeted recruitment, training, mentoring, and coaching activities Streamlined sales processes by identifying inefficiencies, implementing new tools, and providing training to the teamDIRECTOR OF SALES AND MARKETING, 10/2019 - 01/2021 Holiday Inn Memphis-Downtown Beale St. Memphis, TN Direct the day-to-day activities of the sales department; plan, organize, and assign work as needed, develop and communicate strategies and goals, train and advise team of policies and procedures Develops and implements the total sales and marketing effort of the hotel, including securing new accounts, maintaining existing accounts Develops and maintains marketing plan and sale budget with General Manager Develop business through direct sales solicitation; secure new clients; maintain existing clients while executing sales plans strategy to maximize profitability of the hotel Ensure all pertinent aspects of solicitation, closing, and client communications are complete and documented Develops and implements annual sales goals for sales team which are aligned with the hotel's overall revenue goals Develop and assist with the hotel's marketing and sales strategy based on the hotel's state and strengths within each market segment Implement hotel's marketing and sales plan; become familiar with the hotel's demand segment and takes advantage of hotel's strengths against competitors while analyzing the competitors' strengths and weaknesses Conduct ongoing competitor pricing and product analysis to ensure proper rate positioning and product offering relative to the competitionDIRECTOR OF SALES AND MARKETING, 07/2014 - 10/2019 Hyatt Place Memphis Wolfchase Memphis, TN Develop new strategies and tactics to drive revenue in assigned markets Oversees the coordination of various department's activities related to booked business to ensure customer satisfaction and hotel profitability Manage the departmental budget and monitors sales activities/performance to ensure actual sales meet or exceed established revenue plan; accurately reports variances/projections Execute hotel-level tactical sales and marketing plans to support overall system-wide sales plans/strategies and programs Prepares reports and forecast as requested to develop a more informative data base for improved management decision making and critical evaluation of work activities Negotiate hotel rates for LNR accounts based upon room night volume and stay pattern Direct the scheduling of conventions and group activities at the hotel and coordinates with other hotel- level departments to facilitate services agreed upon by the sales office and prospective clients Establishes and directs the development of annual sales goals; ensures they are fully understood and implemented in the hotelDIRECTOR OF SALES, 12/2011 - 07/2014Crowne Plaza East-Memphis Memphis, TN Direct sales activities of the hotel to achieve budgeted goals Negotiates with clients and achieve maximum revenue/profit potential while satisfying client's need. Development and execution of the marketing plan, sales presentations, developing new accounts and maintain existing clients, group sales, meeting planning, event planning and revenue management. Rapid RFP responses to capture more Corporate business and completed compelling business cases for new accounts Develop brand sales strategies for brands top and target National Accounts Preparation of required reports in a timely manner Monitor production of all top accounts and evaluate trend within the market Assist in the development of the property level sales training to ensure hotel sales team effectively sells the brand Follow-up with Sales Managers on progress of groups booked such as room night pick-up, function space ratios, consortia agreements, catering coordination, etc. DIRECTOR OF SALES, 04/2004 - 12/2011Hampton Inn Columbus, GA Development/solicitation of new accounts for new hotel in market through strategic sales planning Outside Sales Calls/Cold Calling Maximize the profitability of the hotel while maintaining customer satisfaction Development and execution of the marketing plan, sales presentations, developing new accounts and maintain existing clients, group sales, meeting planning, event planning and revenue management Direct oversight of the sales operation for the hotel; sales and marketing budget, forecast, advertising, marketing business plans and supervision of Sales Assistant Monitor production of all top accounts and evaluate trends within my market Manages transient and group room commitments to ensure proper market mix Participate in pre-planning meeting with clients, advising and making suggestions for event setup Ensures communication of Sales Managers between other Department Heads in maintained to maximize the guest experience and hotel profitability Prepares reports and forecasts as requested to develop a more informative data base for improved management decision making and critical evaluation of work activities EDUCATIONBachelor of Arts: Business Management, 12/1994Memphis State University - Memphis, TNACCOMPLISHMENTS Top Sales Director Region 1 for Interstate Crossroads Division Exceeded Sales Goals for 5 quarters with Interstate Hotels and Resorts Increased top line revenue with new sales strategies DOS of the year 2017 (Crestline Hotels and Resorts) Achieved 200% of quarterly goals for 2017 and 2018 |
