~ Senior-Level Management Executive eager to contribute significant account development and management expertise toward supporting a dynamic healthcare organization in maximizing sales revenues and profitability.

 

 

Well-honed blend of expertise in consultative sales, developing rapport, organizing workload, and time management. Adept at prospecting, educating, selling, and servicing accounts in highly competitive markets. Excel in the complete sales cycle from prospecting through to negotiating and finalizing contracts. Proficient at delivering informative and compelling sales presentations, motivating peers and team members to achieve assigned targets, and conducting long-term and short-range business planning. Reputation for professionalism, integrity, and a team player work ethic. Ensure and perform a thorough and quality job in all endeavors, meeting and/or exceeding all assigned goals and profit targets.

Key Achievements:

• Landed Pegasus first and third largest CRS deals with total values of $21M and $18M respectively.
• Presented with Top Sales Achievement and Sales Excellence awards from 2005 to 2007.
• Grew Southeast territory revenues for Utell Hotels by up to 25% while establishing an independent brand presence throughout a region dominated by chain franchises.
• Persuasively renewed high-volume aged contracts and introduced new pricing structures to elevate profitability.
• Promoted multiple new products such as Commission services and Business Intelligence reports to diversify company offerings.
• Instituted incentives to slash agent turnover for The Leading Hotels of the World by 53% and increase call conversion to 39% based upon daily average of 3,400 inbound calls.

 

 

Pegasus Solutions, Inc., Atlanta, GA & New York, NY, 1999 to 2009

Strategic Account Director Southeast, L.A. & Caribbean (2003 to 2009)

• Prospect, uncover, negotiate and sign new contracts and existing contract renewals for global leader in reservations technology, distribution connectivity and marketing representation services.
• Foster, nurture and maintain strong commercial and strategic relationships within Reservations & Distribution service line supporting industry leading hotel chain customers such as La Quinta Hotels, Starwood Hotels, Extended Stay Hotels and Blackstone Group.
• Devised targeted business and marketing plans and introduced incremental distribution channels to optimize competitive positioning for customer.
• Demonstrated exemplary organizational skills in directing internal project with Implementation, Development and QA technical teams.
• Oversee $18M territory and achieve year-on-year growth of up to 109% of goal.

 

Continued ►

 

 

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Professional Experience continued

 

Global Sales Manager Utell Hotels, Atlanta-Southeast Region (2001 to 2003)

• Navigated travel agency sales by promoting Utell By Pegasus portfolio of hotels to primarily corporate travel managers and travel management companies.

 

Director Hotel Account Management, Northeast Region (1999 to 2001)

• Provided consultative leadership to Helmsley Hotels, Warwick Hotels, Ian Schrager Morgans Hotel groups and others on behalf of Utell Hotels & Resorts and Sterling Hotels.
• Spearheaded marketing, sales, special events, revenue growth strategies and contract negotiations.
• Held quarterly customer assessment review meetings to determine and anticipate needs, resolve problems and complaints, and maximize account retention.
• Recruited and led internal Revenue Yield Managers to establish rate integrity and provide hotel data consultation.
• Applied keen management acumen to direct, motivate and manage team of 3 Account Managers.
• Communicated global brand portfolio segmentation message on 8,000 hotels ranging from tourist economy class, full service, boutique and luxury.

The Leading Hotels Of The World, New York, 1980 to 1999

General Manager, Reservation Operations

         Led daily operations for inbound call center comprised of 120 employees spanning 5 divisions.

         Incorporated ACD (automated call distribution) technology to compliment and fortify target marketing and call management strategy.

         Concurrently managed DataLead subsidiary, a private label unique chain code reservation service for key luxury hotel companies such as Orient Express Hotels, Swissotels, Four Seasons, Kempinski Hotels and Oberoi Hotels.

         Leveraged significant staffing abilities to recruit, train, coach, mentor and motivate personnel.

 

 

Hospitality Sales Marketing Association International (HSMAI) courses and seminars

 

Consultative Selling and Sales Motivational Seminars

 

Six Sigma Way Team Building

 

Direct Marketing Finance