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Director of Sales & Marketing Resume Example

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DIRECTOR OF SALES & MARKETING
Summary
Plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of stakeholders. COMMUNITY SERVICE Participated in the planning and implementation of "Nine Innings of Networking" a hiring event at The Regency Furniture Stadium in Waldorf, Maryland. Contributed as a management team member to combine 50 employers with a diverse group of 896 Job Seekers, with the stated goal of a successful merger between the seekers and holders of talent throughout Southern Maryland. Exceeded all expectations for Project Management, Teambuilding, Marketing and Customer Service.
Experience
Hilton Hotels & Resorts Waldorf, MD Director of Sales & Marketing 01/2013 to 01/2015
  • Marketing & Sales Management: Responsible for all aspects of hotel sales program, in accordance with franchise and company standards, to meet and exceed revenue targets.
  • Proactively partners with the GM, AGM, COO, and Revenue Manager to develop and deploy processes and tools that facilitate:.
  • Aligned and effective advertising, public relations, and promotional programs.
  • Analysis and understanding of the competition's strengths and weaknesses for each market segment.
  • Constant communication and attention to key accounts.
  • Coordinating all aspects of pre-opening sales checklist under the guidance of the General Manager.
  • Actively marketing the hotel through advertising, sales blitzes, direct mail campaigns, etc.
  • Actively selling to in-house guests (greeting tours, talking with guests at continental breakfast to solicit additional leads, etc.).
  • Attending weekly summary sales meetings to update General Manager on sales progress to include a weekly sales overview (activity report).
  • Acting as a manager on duty for hotel when necessary.
  • Handling all meeting room bookings, set-up design, rates, contracts, catering services, and ensures a smooth flow between sales, front desk, housemen and housekeeping.
  • Handling all market segments, rates, contracts, and coordinates responsibilities for loading and documentation of information with Front Desk and other departments as necessary.
  • Network through professional and civic organizations.
  • Understands hotel brand, amenities, features, and benefits.
Starwood Hotels & Resorts Worldwide Inc./Crestline Hotels & Resorts Washington, DC Assistant Director 01/2010 to 01/2012
  • Group Sales & Marketing Awarded Excellence of Achievement for consecutive years (2010-2011) for generating over $3+ million in revenues.
  • Assessed revenue potential and confirmed threshold values to negotiate and implement pricing agreements below retail price offerings found through discount vendors.
  • Exceeded personal and team quarterly goals from 2010-2011.
  • Negotiated and implemented pricing agreements.
  • Executed pricing agreements after validating customer requirements that generated a sale of products and services.
  • Achieved assigned revenue goals by developing and managing all stakeholder relationships for assigned Sales Managers.
  • Interviewed, candidate selection, hiring, managed and proactively developed the up-and-coming Sales Managers and staff.
  • Ability to plan, assigning, and directing work, appraising performance, rewarding and disciplining employees.
  • Ability to organize multiple projects; manage and prioritize multiple tasks and meet deadlines.
  • Managed and developed sales & catering associates and assisted sales & catering staff and managers, providing overall market strategy and sales and operations leadership.
  • Used market and industry intelligence to identify opportunities to negotiate pricing agreements with new clients.
  • Addressed issues and or complaints and resolved problems with client/customer.
  • Called on new prospects and convinced them to use our products and services by negotiating pricing agreements to achieve anticipated hotel revenue goals.
  • Developed effective working relationships with potential business customers by targeting prospective decision makers to commit to purchase hospitality services.
  • Carried out management responsibilities in accordance with the organization's policies and applicable laws.
  • Conduct daily business review meeting to ensure correct pattern of group business.
  • Develop and maintain knowledge of market trends, competition and customers.
  • Work with other departments within the hotel to provide quality of service to customers.
Starwood Hotels & Resorts Worldwide Inc./Crestline Hotels & Resorts Washington, DC Senior Sales & Marketing Manager 01/2006 to 01/2010
  • Awarded Excellence of Achievement for consecutive years (2006-2010) for generating over $2.5+ million in revenues.
  • Exceeded personal and team quarterly goals from 2006-2010.
  • Developed business plans and sales strategy that ensured attainment of company sales goals and profitability.
  • Evaluated and honed the performance and development of the account executives.
  • Prepared action plans for individuals and the team for effective search of sales leads and prospects.
  • Created action plans to penetrate new markets; implemented marketing plans.
  • Conducted one-on-one reviews with sales managers to build more effective communication, to understand training and development needs, and to provide insight to improve account executives' sales and activity performance.
  • Provided timely, accurate, competitive pricing on prospects submitted for approval; maintained maximum profit margin.
  • Generating market share to maximize revenues.
  • Managed the hotel staff on a daily basis; supervised a total of 8 employees on the Property.
  • Ability to direct, coordinate, and evaluate the progress and success of the unit.
Starwood Hotels & Resorts Worldwide Inc./Crestline Hotels & Resorts Washington, DC Group Sales Manager 01/2003 to 01/2005
  • Prepared individual action plans for effective search of sales leads and prospects.
  • Initiated and coordinated development of action plans to penetrate new markets.
  • Search engine and Social media optimization.
  • Exceeded personal and team quarterly goals from 2004-2005.
  • Assisted in the development and implementation of marketing plans.
  • Provided timely feedback to senior management regarding performance.
  • Maintained accurate records of all pricing, sales, and activity reports submitted.
  • Prepared, created and conducted proposal presentations, sales contracts and RFP responses.
  • Insure prompt follow-ups to all customer needs and inquiries in an efficient and expedient manner that insures immediate returns through current and future bookings.
  • Upheld company policies, procedures and business ethics codes; ensured they were communicated and implemented.
Starwood Hotels & Resorts Worldwide Inc./Crestline Hotels & Resorts Washington, DC Sales and Catering Coordinator 01/2002 to 01/2003
  • Answered and responded to telephone inquiries; accurately recorded messages for staff.
  • Took booking inquiry information via phone and prepares proper paperwork.
  • Entered data to produce contracts, correspondence, forms, memos and other documents.
  • Greeted and assisted clients, then informed appropriate sales manager of their needs.
  • Organized, filed and retrieved documents in order to maintain essential records.
  • Distributed out-going and interoffice mail and documentation throughout the hotel.
  • Prepared convention kits to be mailed out to clients.
  • Handled VIP client reservations.
  • Ensured all client arrangements were handled properly and coordinated with other departments.
  • Maintained current, complete hotel customer files as dictated by sales reports.
  • Prepared quarterly action plans and updates along with monthly booking reports.
  • Coordinated mailings to producers relaying special rates and/or changes in contract terms.
  • Acted as liaison between Sales Managers and clients.
Arnold & Porter Law Firm Washington, DC Head Conference Scheduler / Administrative Assistant 01/1999 to 01/2001
ACG Architects McLean, VA. Administrative Assistant 01/1997 to 01/1999
Guest Services
  • Establishes and sustains a culture that strives to meet or exceed customer expectations.
  • Specifically:.
  • Personally demonstrates a commitment to guest service by proactively responding to guest needs.
  • Trains and empowers hotel staff to deliver superior guest service.
  • Proactively partners with GM, AGM, and COO to develop value-added customer service programs, in accordance with brand and company standards.
  • Proactively works with GM, AGM and COO to develop performance measures and reward incentives that reinforce the brand and company commitment to customer service.
  • Proactively communicates to guests about hospitality promotions, local attractions, and points of interest Profit Management: Proactively partners with property GM, AGM, COO, CFO, Controller, and Revenue Manager to formulate and execute a financial budget that meets or exceeds the budgeted profit margin for their respective property.
  • Specifically:.
  • Analyzes hospitality demand segments and translates into revenue generating strategies.
  • Accurately forecasts occupancy changes based on changing market conditions, and directs selling activities to maximize revenues.
  • Prepares departmental budget that aligns with hotel business plan and executes according to plan.
  • Translates business and sales plans into action and manages those actions towards achieving revenue and cost goals.
  • Anticipates revenue/cost problems and manages the timing of discretionary expenditures to stabilize cash flow.
  • Analyzes financial and operating information on on-going basis and adjusts to budgeted projections.
  • Deploys special plans and stay controls to maximize revenue during low occupancy and shoulder days.
  • Ensures associates are trained in financial control procedures for cash, vouchers, inventories, and receivables, and that these procedures are regularly followed Human Resource Management: Supports the GM and AGM in: The overall operational support as it relates to administrative duties for the properties individual departments.
  • Responsibilities include but not limited to:.
  • Administered human resources activities for a large employee group, ensuring compliance with all relevant laws, regulations, policies and procedures.
  • Performed a variety of complex, professional level tasks in multiple function areas of HR, including benefits, compensation, recruiting, professional development and employee relations.
  • Handled routine Employee Relations issues; worked with managers to advise appropriate course of action, execute action.
  • Acts as liaison between employee and HQ HR staff.
  • Provide guidance to managers regarding HR issues.
  • Resolved personnel issues, identified and coordinate resolution of policy conflits.
  • Partnered with business units on hiring needs, liaison for successful posting, hiring and orienting new team members.
  • Ensures execution at the business unit level of corporate HR programs such as benefits enrollment, merit increases, management incentives, and performance management.
  • Provided guidance and work leadership to less-experienced HR staff.
  • Maintained current knowledge of relevant human resources procedures and practices and relevant labor laws.
  • Performed day-to-day administrative tasks by maintaining employee information files while also processing essential paperwork for salary increases, I-9 compliance, tuition reimbursement, and benefit changes.
  • Scheduled meetings and interviews as requested by HR Director.
  • Performed position management, developed staffing plans and job descriptions, in addition to recruitment and selection of employees.
  • Encouraging and motivating associates to exceed customer expectations and deliver on the mission statement of the company.
  • Regularly follow-up with the respective hiring managers/candidates to ensure timelines of the recruitment process.
  • Maintained employee electronic database records via HRIS system.
  • Creating a workplace environment which promotes equal opportunities and prohibits discriminatory practices.
  • Maintaining employee training records for auditing purposes.
  • Creating and sustaining a diverse workforce.
  • Ensuring Payroll Administration.
  • Responded in written or verbally to written or oral requests from co-workers, employees, management or other higher officials Safety & Security Management: Supports the GM and AGM in creating and reinforcing a workspace culture that emphasizes safety and security.
Education and Training
Bachelor of Science: Business Admin HR Mgmt. & Contract Management & Acquisition University of Maryland, University College, Adelphi, MD Business Admin HR Mgmt. & Contract Management & Acquisition
HR & Payroll Management - Certification International Open Academy Washington, DC Executive Secretary Certification Washington Schools for Secretaries Washington, DC Data Entry Certification Greater Washington Urban League, Inc. Washington, DC Business Principles Training
High School Diploma Greater Washington Urban League, Inc., Washington DC
Executive Office of the Mayor - Internship Program - 1994 Spingarn Senior High School, Washington DC
Institute for Experiential Learning - Policy and Practice - Washington, DC, 6 months course - 2000
Starwood Hotels and Resorts Certificate of Completion Training Programs Asset Building Certificate - LEAD Scholars Program - 2002
Assertiveness Training - LEAD Scholars Program - 2002
Series of Four Points of Service STAR Service training programs - 2003- -2004 Customer Service Training - 2003
Strategic Selling I and II - 2005
Crestline Hotels and Resorts Certificate of Completion Training Programs Mastering Sales Productivity Courses I, II & III (Tactical) - 2005
Mastering Sales Strategies I, II & III (Strategic) - 2006
Mastering Customer Partnership I & II (Business) - 2007
Master Peak Performance I, II & III (Leadership) -2007 & 2008 Revenue Management - 2008, 2010 & 2011 2009
Mastering Senior Level in Management I, II & III (Leadership) - 2011
Hilton Worldwide Certificate of Completion Training Programs OnQ Revenue Management Training I, II & III - 2013O OnQ Revenue Management Express Training for Hampton - 2013
Information Security & Privacy Training for Hilton Worldwide 2015
Skills
Microsoft Office Suite Human Resources Information System Program Analysis Microsoft PowerPoint Paychex Project Management Microsoft Excel ADP Payroll/Time/Attendance Communications Microsoft Access Paylocity Payroll/Time/Attendance Interpersonal Relations Microsoft Outlook APS Payroll/Time/Attendance Time Management Microsoft Word Decision-Making PeopleSoft Collaborative Teamwork Google Mail (Gmail & Google Drive Employee Relations Recruitment/Staffing Position Mangement
Additional Information
  • AWARDS *Distinguished Internship Award from the Government of the District of Columbia *Awarded Excellence of Achievement - Crestline Hotels & Resorts, National Sales Conferences (2010-2011); in recognition for generating over $3 million+ in revenue per year *Excellence of Achievement - Crestline Hotels & Resorts, National Sales Conferences (2005-2009); in recognition for generating $2 million+ in revenue per year *Excellence of Achievement - Starwood Hotels & Resorts (2003-2004); in recognition for generating $1 million+ in revenue per year
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Resume Overview

Companies Worked For:

  • Hilton Hotels & Resorts
  • Starwood Hotels & Resorts Worldwide Inc./Crestline Hotels & Resorts
  • Arnold & Porter Law Firm
  • ACG Architects

School Attended

  • University of Maryland, University College
  • Greater Washington Urban League, Inc.
  • Spingarn Senior High School

Job Titles Held:

  • Director of Sales & Marketing
  • Assistant Director
  • Senior Sales & Marketing Manager
  • Group Sales Manager
  • Sales and Catering Coordinator
  • Head Conference Scheduler / Administrative Assistant
  • Administrative Assistant
  • Guest Services

Degrees

  • Bachelor of Science : Business Admin HR Mgmt. & Contract Management & Acquisition
    HR & Payroll Management - Certification International Open Academy Washington, DC Executive Secretary Certification Washington Schools for Secretaries Washington, DC Data Entry Certification Greater Washington Urban League, Inc. Washington, DC Business Principles Training
    High School Diploma
    Executive Office of the Mayor - Internship Program - 1994
    Institute for Experiential Learning - Policy and Practice - Washington, DC, 6 months course - 2000
    Starwood Hotels and Resorts Certificate of Completion Training Programs Asset Building Certificate - LEAD Scholars Program - 2002
    Assertiveness Training - LEAD Scholars Program - 2002
    Series of Four Points of Service STAR Service training programs - 2003- -2004 Customer Service Training - 2003
    Strategic Selling I and II - 2005
    Crestline Hotels and Resorts Certificate of Completion Training Programs Mastering Sales Productivity Courses I, II & III (Tactical) - 2005
    Mastering Sales Strategies I, II & III (Strategic) - 2006
    Mastering Customer Partnership I & II (Business) - 2007
    Master Peak Performance I, II & III (Leadership) -2007 & 2008 Revenue Management - 2008, 2010 & 2011 2009
    Mastering Senior Level in Management I, II & III (Leadership) - 2011
    Hilton Worldwide Certificate of Completion Training Programs OnQ Revenue Management Training I, II & III - 2013O OnQ Revenue Management Express Training for Hampton - 2013
    Information Security & Privacy Training for Hilton Worldwide 2015

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