Randall David

Randall David

Work History

Work History
Dec 2008 - Present

Sales Manager

Independent Consultant

Contracted with Ocean Properties, Ltd. to assist with pre-opening of the St. Louis Union Station Marriott following property's conversion from a Hyatt Regency. Generated group and convention contracts for dates arriving after official property opening on Dec. 17, 2008.

Aug 2009 - Present

Market Account Executive

Marriott International

Accepted a temporary assignment as a Market Account Executive covering 17 major corporate accounts in a six state area. Negotiated pricing on behalf of customer-requested hotels and created business cases on behalf of hotels not requested by the customer. Worked to strengthen trusted advisor status with decision makers in my territory through consultative selling and strategic contact. Developed presentations for internal stakeholders to help forecast future production from accounts and price accordingly. Developed and maintained relationships with other internal sales engines.

Dec 2007 - Nov 2008

Account Executive

Marriott International

Directed sales for two Courtyard by Marriott hotels in St. Louis (301 total rooms) while also contributing to business development for all Marriott-branded hotels in the market. Developed and executed sales strategy targeting both corporate and leisure guests, including identification of key accounts, referrals, publicity, cold-calling, and cultivation of repeat business from past/current guests. Proactively identified and resolved account production and guest service issues. Worked collaboratively with sales teams to meet hotel revenue goals.

• Grew 2008 Revpar (revenue per available room) by 4.1% over 2007 despite a declining market.

• Initiated sales and marketing efforts to have hotels on target to meet 2008 goals (the only Courtyard properties in region - Iowa, Kansas, Missouri - on track to achieve objectives).

Jun 1999 - Dec 2007

Sr. Sales Manager

Marriott International

Led event and group sales for 30 Marriott hotels (representing 7 brands) in St. Louis and Kansas City markets. Supervised team of four sales managers accountable for sales and customer relationship management. Acted as a liaison among area sales personnel and stakeholder hotels, cultivating relationships based on trust, support, and problem resolution. Negotiated customer contracts and ensured all applicable deadlines were met and/or enforced.

• Generated $2.1M in sales in 2007 (exceeded year-end sales goals by 10%). Averaged more than 15 new signed contracts per week.

• Negotiated $75,000 contract for the U.S. Army (representing 700 total room nights annually).

• Introduced paperless program into the regional sales office which reduced paper usage by 90% through electronic signatures on contracts, electronic fax documentation, and use of scanners. Program was expanded to other regions through company's best practices system.

Sep 1998 - May 1999

National Group Sales Trainer

Marriott International

Created and administered certification programs for Marriott National Group Sales. Developed cohesive, comprehensive training curriculum and manual covering procedures, standards, systems, sales skills, and meetings and events training. Prepared and delivered training for groups of 6-10 employees through four weeks of classroom, on-the-job, and remote-monitored phone training.

Aug 1996 - Sep 1998

National Group Sales Representative

Marriott International

Developed new group and convention business opportunities for all Marriott product lines worldwide within Northeastern U.S. region. Utilized cross-selling techniques to meet customer needs and leverage Marriott brands. Maintained current and comprehensive knowledge of Marriott facilities and operational and financial policies. Collaborated with Field Sales Representatives to plan and coordinate meetings with up to 200 rooms per night. Prospected industry association lists and followed up with leads from hotel employees and field sales staff.

• Recruited and developed approximately 250 base accounts, including Bausch and Lomb, Boston Scientific, and Pfizer Pharmaceuticals.

• Led the integration of Ritz-Carlton Hotels into Marriott National Group Sales. Met with executive sales team for Ritz-Carlton to learn corporate culture and property information. Shared information with five-member team charged with selling Ritz-Carlton rooms.

• Received Tiefel Award for Outstanding Service (May 1998), awarded by the company president based on outstanding service provided to guests. (Only 25 awards given annually.)

Oct 1994 - Aug 1996

National Group Sales Coordinator

Marriott International

Responded to incoming group sales calls for catering and meeting space at over 1,500 hotel properties. Consulted with corporate and leisure customers to obtain information to ensure appropriate service delivery. Acted as a liaison between client and hotels. Mentored new hires on sales techniques and product knowledge.

• Selected as one of three employees working with hotels to arrange visits for their representatives to meet the National Group Sales team and educate the team about their individual properties .

Aug 1992 - Oct 1994

Reservation Sales Associate / Fairfield Innsider Representative

Secured reservations for all Marriott brands, advising callers on product attributes and service availability. Investigated and resolved Fairfield Innsider frequent guest account issues.

Education

Education
Jul 2009 - Present

Lindenwood University

Currently attending classes part-time and working toward a second Bachelor of Science in Information Technology. Grade point average is currently at 4.0

Skills

Skills

Microsoft Office

Rockstar in most applications.

Microsoft Expression Suite

Windows Network Management

XHTML

VisualBasic

Interest

Volunteer with Young People's Theatre of St. Charles (set construction, stage crew, etc.)

Member of the International Institute of Business Analysis

Summary

Customer Relationship Management  •  Marketing  • Technology • Training

 A proven performer recognized for outstanding sales achievement, client service capabilities, organizational skills, and project management abilities. Possess a broad range of interpersonal skills needed to achieve objectives, such as participating in and leading teams, presenting and interacting at all levels of employment, and influencing groups and individuals. Technology student with a 4.0 grade-point average since returning to college to pursue a post-graduate certificate in Information Technology. Proficient in numerous software applications. 

Objective

Every organization could use someone who can transition easily from conversing with the customer to explaining requirements to programmers, right? I'm looking for an opportunity to use outstanding customer service, sales, marketing and management background in a technical operation. I have a passion for technology and making systems and processes work better and have successfully gone back to school to enhance those skills. As I near completion of my goals at Lindenwood University, I'm looking to contribute to an organization that could utilize my skill set more fully.

Certifications

Certifications
1997 - 2007

Golden Circle Program

Marriott International