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Experience:

Mar 2014Present

Director, Global Group Sales

Starwood Hotels & Resorts Worldwide
  • Identify customer requirements and expectations within territory and defined accounts.
  • Develop strategic plan (SMART PLAN) to guide segment sales and increase market share.  Increased revenue by 12% year over year since 2014.
  • Maintain communication with key accounts to understand brand performance and trends. Resolve customer issues, increase customer satisfaction and account revenue. 
  • Execute sales tactics supporting strategic plan. Monitor achievement of objectives set forth in SMART PLAN taking action against any shortfall versus plan.
  • Closely work with hotel DOS & DOSM's to identify need periods, developing short and long term plans to drive incremental revenue opportunities into these periods.
  • Effectively articulate value propositions for each brand and points of differentiation, to educate key accounts on new products and initiatives to increase market share.
  • Use professional sales techniques to negotiate best possible terms and conditions that satisfy internal and external customer requirements. 
  • Prepare annual travel/entertainment budget and other business expenses. 
  • Create "in-market" networking event bringing 150 internal and external customers together in elite VIP setting. 
  • Primary customer liaison to hotels managing customer relationship, expectations and decision process. 
  • Deliver effective presentations written and orally clearly articulating goals and expectations for Starwood Hotels.  
Jul 2010Mar 2014

Associate Director of Sales

Walt Disney World Swan & Dolphin Resort
  • Oversaw all day to day activities of direct reports.
  • Created competitive and collaborative culture prompting direct reports to aggressively solicit, pursue and close business. 
  • Recruit, train and motivate team of sales professionals and sales support team. Grew team's revenue by 18% from 2012 to 2014. 
  • Conduct performance reviews, coach and counsel, assist associates in overcoming obstacles to close business.
  • Proactively developed and managed relationships with key stakeholders both internal and external. 
  • Developed team's annual budget and deliver strategic sales & marketing plans to executive leadership and ownership group.
  • Achieved 107% to team's goal of $30 Million in group room and catering revenue. 
  • Analyze and leverage historical data, current market trends and customer feedback to increase hotel revenues and exceed sales targets.
  • Manage hotel’s sales process to include RFP response, proposals, site inspections, customer entertainment, organizing FAM trips, new business development, contract negotiation and closing techniques. 
  • Manage territory which included HelmsBriscoe vertical and South/Central US as geographical territory.
  • Formed strategic alliances with property leadership team to execute flawlessly and deliver unmatched value to customers saving them time and financial resources.
Sep 2008Jul 2010

Sr. Sales Manager

Hilton located in the Walt Disney World Resort
  • Grew HelmsBriscoe market share for hotel from $1 million  to over $3 million annually in two years. 
  • Management and knowledge of the hotel’s sales process to include lead generation, negotiation and closing techniques
  • Assisted in the development and execution of strategic sales and marketing plans to maximize profitability, with focus on exceeding hotel budget. 
  • Create brand awareness with customers through use of targeted marketing initiatives, social media, travel and customer events.
  • Responsible for determining and documenting strengths and weaknesses from competitors (SWOT Analysis) to develop and increase market share within my designated Markets
May 2007Sep 2008

Sr. Sales Manager

Doubletree Hotel Houston Downtown
  • Managed all lead inquiries,  prospecting, qualifying potential leads, soliciting viable leads, preparing & presenting written proposals/contracts and oral presentations
  • Facilitated customer on property visits and offsite visits via outside sales calls. Developed new relationships through attending trade shows in North America.
  • Qualified and prospected for new business opportunities in the assigned market segments
  • Developed relationships with internal and external customers, increased account portfolio by 100% prior to being promoted.
  • Own sales cycle from customer inception through closing contract and event execution. 
Jul 2005May 2007

Sales Executive

Hilton Direct
  • Manage National Sales leads, develop relationships with internal and external customers, generate new accounts, and coordinate the introduction of the client needs at a hotel level.
  • Develop techniques to create brand awareness and all company directed promotional activities within Hilton Worldwide
  • Participate in the beta test and launch of e-Events global sales system allowing national sales representatives to book groups of 10-250 rooms from a central location at over 2,000 participating hotels

Education:

Aug 2001May 2003

General Studies

San Jacinto College North

Scholarship athlete

Skills:

Sales & Marketing

Group strategy, revenue management, marketing, global account management, forecasting, budgeting, contract negotiation, space optimization, leveraging relationships to close business, social media marketing, networking, associate development, exceeding sales quota, new business development, Delphi, CRM systems management.

Accomplishments:

  • Starwood Hotels Top Performer 2011, 2012, 2014 & 2016. 120%+ to quota.
  • HelmsBriscoe Major Brand's Partner of the Year Award 2010. HelmsBriscoe FL Team Partner of the Year 2011.

  • Starwood TeamHot Millionaire Club 2013, Elite Seller 2012, Starwood top producer 2011, Starwood top producer 2014.
  • Hilton Chairman’s Award recipient Third Trimester 2005, Third Trimester 2006, First & Third Trimester 2007, and Second & Third Trimester 2009 (top 10% of sales force)
  • Hilton President’s Award recipient First & Second Trimester 2006 Second Trimester 2007, First & third Trimester 2008 (top 20% of sales force)
  • Hilton Circle of Excellence Award Recipient 2007 & 2009