Sales Marketing
Resume:
Stephen D. Ray
Harrisonburg, VA 22801
********@*****.***
Experience
Aramark Higher Education, James Madison University Dining Services
Special Event Catering, Assistant Director.
Manage sales office and operation that produces 4000 contracts annually for
a full range of catering and special events.
400% sales growth in 10 years.
Developed and established different pricing structures for a variety of
target populations.
Able to adapt sales approach based upon experience and sophistication of a
wide range of clients.
Contracts and events range from discrete corporate high-level meetings to
complex planning of 60 concurrent contracts over a 700 acre property.
Full range of meetings, banquets, trade shows, sporting and public events.
Assisted with Las Vegas Convention Center event executing 4500 contracts
for a 4.5 day conference.
Well versed in implementation, use, adaptation, integration and training
for industry systems including reservations, contracts, labor and food cost
programs.
Analysis and use of data metrics for monitoring, forecasting and trend
analysis.
Serve as reference expert and vendor liaison for implementation and start
up of new and other related accounts in the region.
Opened clients' major facilities including Conference Center, Performing
Arts Center and Sports Stadium with 1,200 guest Donors Club and Corporate
Suites.
Involvement included preopening needs analysis, menu development, pre-
opening marketing, staffing analysis, POS system installation, training,
opening, and expansion of sales and markets served in all venues once
operational.
Support all 24 locations on campus as required. Assist with other regional
accounts as required.
Previous Aramark positions include Retail Food Court with national and
proprietary brand standard requirements, and a campus based 140 seat bistro
restaurant.
Balanced Care Corporation, Outlook Pointe at Harrisonburg
1997 - 2000
Community Director and Sales & Marketing Coordinator
Designed comprehensive pre-opening marketing plan including media schedule,
marketing materials, establishing community and vendor relationships.
Developed and maintained a custom Access database for tracking media buys,
sales efforts and reservation results.
Fastest census ramp up to 95% occupancy in the company's Mid Atlantic
region, leading to promotion.
Supervised and directed Facilities & Housekeeping, Dining, Clinical and 2
other departments.
Additional Experience
Contract management and census development of healthcare programs
throughout the continuum of care including acute hospital programs, long
term care and assisted living.
Focused success included revenue growth, measurable client outcomes and
operational excellence.
Professional Territory Sales and Management
Healthcare sales and marketing for industry leaders.
Training and Certifications
ServSafe Certified and ServSafe Trainer, TIPS Certified
Other Involvement
James Madison University,
School of Hospitality, Sport and Recreation Management
ServSafe Instructor
Harrisonburg Rockingham Chamber of Commerce
Hospitality Committee Member
Public Issues Committee
Harrisonburg Rockingham Convention & Visitors Bureau
Board Member, Finance Committee Co-chair
Planned and supported major public events with government and civic groups,
commercial business, and client.
Education
Niagara University BS, Business Administration
1980
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