Sales Management

Resume of: Robert G. Bender Hm Ofc: 972-***-****

*** ******** ***** ****: 214-***-****

Murphy, TX 75094 E-mail: ********@*****.***

(Dallas Area) www.linkedin.com/in/benderob

Objective

A lucrative position with a progressive organization within the area of service and sales where

performance is recognized and rewarded.

Summary of Qualifications

Solid experience in Account Management, Service, Marketing and Sales. Account management

skills are inherently customer focused to form and maintain customer relationships. Resolving

concerns quickly to build good will and increase repeat and referral business. Marketing skills

include the development and distribution of promotional pieces, internet marketing, website design

and search engine optimization. Expertise in consultative sales techniques, negotiation

methodologies, contract preparation. Proficient knowledge of computer software and hardware.

Professional Experience

iRates Revenue Management Systems – Corporate Ofc: San Diego, CA

August 2012 -

iRates offers revenue management system applications to the hotel industry. The software

Present

functions with sophisticated mathematical algorithms to create hotel rate recommendations, that

when followed will increase revenue for the hotel.

Regional Sales Director – As the Regional Sales Director for iRates I am responsible for

marketing and sales in the eastern region of the U.S. This is a start-up company which in itself

expanded the accountabilities of the position. Marketing tasks included creating and distributing

promotional literature, writing and distributing press releases, maintaining the website and

increasing search engine optimization. Sales aspects include building and maintaining a sales

pipeline of hotels and hotel management companies. This is accomplished by way of initiating

phone and email contact with General Managers and Department Heads. As interest is created, I

would do a live online demonstration showing all functions and features of the software. Once the

business is closed, I continue to work with and maintain the client.

Northwind Maestro – Corporate Ofc: Markham, Canada

March 2011 -

Northwind is the developer of the Maestro Property Management System designed for the

To Aug 2012

hospitality industry. This is a function rich PMS with over 20 modules capable of operating full

service hotels, resort condominiums, conference centers and multi-property environments.

Sales Manager – the key objective was to penetrate the independent hotel marketplace with the

best solution for the prospect. This can encompass small luxury boutique hotels through large full

service resorts and corporate hotels. In addition to standard PMS functions, Maestro modules

include: Sales & Catering, Golf Management, Condo Management, Point of Sale, Spa & Activities,

Loyalty Program and a suite of web applications. The target market is approached through web

research, introductory calls and email, with a specific marketing message. Prospects are nurtured

to become clients, and then maintained to grow the account and cultivate the relationship with th e

client for the purpose of increasing revenue. Additional duties include marketing efforts and

distribution as well as proposal preparation.

ThinkBIGsites – Corporate Ofc: New York, NY

Feb. 2010 -

ThinkBIGsites specializes in all facets of Website Marketing and optimization. In particular, organic

To March 2011

Search Engine Optimization and Pay Per Click Management. Additional services include: Website

Design and Development, Social Media Campaigns, W ebsite Video Production and On-page SEO.

National Sales Director - ThinkBIGsites in the Hospitality sector. The position entails penetrating

the hotel and resort market with their website marketing and optimization services. The sales

process necessitates calling on hotelier prospects with a need for these services. Needs ar e

uncovered with the use of SEO tools that allow the user to research the structure of the website as

seen by a search engine. Once contacted, a discussion is opened to address the website issues

with our solutions, assisted by the creation of various Search Engine Optimization Analysis reports

to illustrate the specific problems. A plan of action is then formulated and put in place.

UniFocus – Carrollton, TX

March 2009 -

Oct. 2009 UniFocus offers software and consulting solutions in hospitality resource management. Softw are

application tools included hotel Labor Management Systems, Time & Attendance Systems and

Loyalty Feedback Surveys for hotel guests, meeting planners and staff.

Regional Sales Director – As the sales director for the Western region, I was responsible f or the

sales penetration of an eleven state territory. Sales efforts were focused primarily on the UniFocus

Labor Management System and Time & Attendance System. Additional duties were to create E -

mail campaigns, arrange product presentations, prepare proposals and follow up to close business.

Ideal sales prospects were large full service hotel and resort properties and hotel management

companies.

CSS Hotel Systems – McKinney, TX

Nov. 1995 –

CSS Hotel Systems is a developer and vendor of software applications spec ifically designed for the

Feb. 2009

Hospitality Marketplace: Hotels, Resorts, Condominiums, etc. Applications include Property

Management Systems, Resort Condo Management, Central Reservations System, W eb

Reservations and Accounting Systems.

Director of Sales & Marketing – Full responsibility in all areas of Sales and Marketing for the

company.

Sales Management and Accomplishments:

Instituted several sales strategies to better utilize product mix and target territories resulting in a

quantifiable increase in revenue by 35% in the first five years of employment. Sales aspects of the

position included - prospecting for new business thru various marketing campaigns to include E-

mail and cold calling with a targeted message, lead qualification, cultivate relationships with

prospects and clients, demonstration of applications, comprehensive proposal and contract

preparation; negotiate to close business at the best profit margin for the company.

Sales increases and sustainable growth were achieved during my tenure at C SS. My

perseverance in consultative sales enabled the closing of several major accounts and further

penetration into the upscale hotel market.

Most notably, a major chain chose to penetrate the resort condominium market. With

determination, multiple presentations and skilled negotiations, we closed this account and

installed over 20 properties; estimated revenue $1.3 Million.

Closed a resort management group in the Southeast. Over the following two years we

installed our property management system in 17 of their resorts; est. revenue over $1 Mil.

Through consultative sales techniques I closed a ski resort in Tahoe. I then negotiated the

interface between our PMS and the ski operations system they utilized. This opened ski

resorts as a new market to approach and I closed additional ski resorts shortly thereafter.

Marketing Efforts: Create the Sales Opportunities:

W hen I started at CSS there was virtually no marketing, sales leads were primarily generated by

industry relationships. Some of the marketing techniques I put in place included:

Create and distribute effective promotional literature.

Initiated postal mailing, and later E-mail marketing campaigns that increased prospect

leads dramatically.

I was trained in website development and in 1997 I launched one of the first websites

among Property Management System vendors. This further increased sales leads by 60%.

I’ve written numerous press releases on company developments and achievements and

magazine articles regarding hospitality technology.

Computer Skills and Proficiencies:

Certification in Web Design

Microsoft Office Suite, including MS Word, Outlook, PowerPoint, Excel.

Search Engine Optimization, ACT! CRM

Education and References Additional Information

Available upon request www.linkedin.com/in/benderob

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