Sales Manager

ANTHONY L. MARMO

**** ******* ****** **** #***, Bethesda, Maryland 20814 adeftr@r.postjobfree.com 240-***-****

SUMMARY

Sales and hospitality professional with experience as an Individual Contributor (7 years) and Sales Leader (1 years) in B2B sales working with Corporate, Association, Government, and Affinity businesses. Proven ability to source, evaluate, manage, bid, negotiate, and close on group and catering business for over 125 hotel properties in the Mid-Atlantic region. Develops and maintains strong working relationships with end users and intermediaries by building rapport and trust through understanding the needs and overcoming objectives of each customer and business through selling the benefits and features of the company’s products.

PROFESSIONAL EXPERIENCE

Marriott International – Rockville, MD August 2011 – Present

Group and Catering Sales Leader, Marriott International Mid-Atlantic Group Sales January 2019 – Present

Managed a team of 8 Sales Managers and 3 Administrative Assistants who sell meeting space up to 150 attendees for social or business conferences or guest room blocks up to 99 rooms per night.

Oversaw team that represents 26 Marriott Managed Hotels in the state of Maryland holding a total team annual goal of $65 million.

Created and implemented a sales plan addressing revenue generation, customer satisfaction and specific market trends.

Led team to exceed 2019 goal with revenue of $65,787,903, 101% of annual goal.

Developed an innovative new hire training program.

Deliver weekly reports to upper management regarding individual and team results.

Analyzed market information by using sales systems to generate strategy to achieve property’s financial room and catering goals.

Evaluated and approved business decisions regarding guest room and meeting space pricing and availability.

Developed and managed high-level relationships with key stakeholders, both internal and external.

Led multiple office committees related to associate management and office initiatives.

Sales Specialist, Marriott International Mid-Atlantic Group Sales October 2017 – December 2018

Served as a bench manager for sales and leadership positions due to staffing changes resulting from turnover, leaves of absence, or extended vacation leave for Sales Office associates for all Mid-Atlantic Markets (worked on a total of 8 different teams).

Represented 12 different diverse Marriott Brands.

Responsible for booking all National Football League visiting teams in the Baltimore, Carolina, and D.C. Markets.

Increased the National Football League account by 95% in the Mid-Atlantic Region.

Created and led multiple Mid-Atlantic Sales projects such as evaluated past lost/turn downed business for individual properties and put plans and actions together on how to adjust strategy moving forward, mentor/leader for Office Interns, Marriott International Leads Office Champion, and was intricate part of Carolina Market Starwood integration.

Used as training manager for associates in new positions.

Senior Sales Manager 2, Marriott International Mid-Atlantic Group Sales March 2016 – September 2017

Booked programs with 100-300 peak room nights primarily in the D.C./Arlington Market.

Guided sales through introductory, proposal, negotiating, and contracted phases.

Booked business with an average size of over $100,000 per program.

Aligned customer preferences with brand needs and actively upsold each opportunity to maximize revenue and drive customer loyalty.

Assisted in conducting face to face site tours with clients and 3rd parties to increase rapport and close sales.

Proactively solicited clients of past and current programs to generate additional business.

Creatively generated additional packages and concessions to drive multi-year contract closings.

Collaborated with other sales channels (e.g., proactive sales, on-property resources, revenue management) to establish and apply coordinated sales efforts.

2017 Total Revenue Booked through September 2017: $6,510,477.00, Revenue to Goal through September: 134%.

2016 Total Revenue Booked: $6,747,601.00, Revenue to Goal: 113%.

Sales Manager 1, Marriott International Mid-Atlantic Group Sales April 2014 – February 2016

Senior member of team selling the Baltimore Market with an increased base goal of 110%.

Transitioned to a senior member of newly formed Maryland South Pod as a dual phone and electronic lead Manager on January 1, 2015. Primarily representing the Gaylord National Resort & Convention Center (Largest non-gaming hotel and conference center on the East coast).

Managed and grew the University of Maryland account 565%.

Assisted in opening the A/C Hotel National Harbor hotel (2nd of its Brand in the Country).

Led team to achieve revenue goals for three out of four hotels.

2015 Revenue to Goal: 156%.

2014 Revenue to Goal: 152%.

Sales Manager 2, Marriott International Mid-Atlantic Group Sales October 2012 – April 2014

Handled electronic leads for five Baltimore Full-Service properties and seven Suburban Maryland Full-Service properties.

Generated proposals which included pricing, availability, and property features.

Provided backup support for the D.C. and Carolina markets.

Appointed as a mentor in the Marriott Intern Program (led a team of three Summer Interns).

Reported monthly results directly to stakeholders.

2013 Revenue to Goal: 127%.

ACCOMPLISHMENTS

2019 Leadership Excellence Engagement Results – 92% (Company Average 76%)

2018 Sales Manager of the Quarter (Quarter 2)

2016 President’s Circle Winner (Top 7% in North America)

2015 Sales Manager of the Quarter (Quarter 3)

2012 Chairman’s Circle Winner (Top 7% Globally)

ACCOUNTS MANAGED

National Football League (NFL)

World Bank

Pfizer

Novartis

Johnson & Johnson

Stanley Black & Decker

University of Maryland

Towson University

EDUCATION

Bachelor of Science, Kinesiological Sciences – May 2010

University of Maryland, College Park, MD

REFERENCES

Michael McMahon

Mid-Atlantic Region

Vice President, Sales

Ph. 908-***-****

adeftr@r.postjobfree.com

Stephaney Caldwell McIntyre

Mid Atlantic Group Sales

Director of Sales

Ph. 202-420--0804

adeftr@r.postjobfree.com

Mohcin Sabri

Mid-Atlantic Group Sales

Group and Catering Sales Leader

Ph. 301-***-****

adeftr@r.postjobfree.com

Elisabeth Green

Area Director of Sales

Ph. 980-***-****

adeftr@r.postjobfree.com

Alison Bailine

Area Director of Sales

Ph. 301-***-****

adeftr@r.postjobfree.com

Steve Pierce

Crystal Gateway Marriott

Director of Sales and Marketing

Ph. 703-***-****

adeftr@r.postjobfree.com

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