Resume

Sign in

Sales and Marketing lead

Location:
Lagos, Lagos, Nigeria
Posted:
August 14, 2019

Contact this candidate

Resume:

**B Adeyemo Akapo, Lagos, Nigeria M: +*** 908-***-****; +234 803-***-****, E: ********@*****.***

A D A N. O J U K W U - M A T T H E W S

ED U C AT IO N

Degree: Bachelors of Science in Business Administration

Institution: Ashesi University, Accra, Ghana

Graduation Date: December 2005 Grade: Second Class Upper / GPA – 3.57

Awards: Member of Ashesi Dean List (2004)

Degree: Associate of Science

Institution: Houston Community College, Texas, U.S.A

Graduation Date: December 2001

PERSONAL TRAITS

A dynamic demonstrated achiever with an exceptional knowledge of Sales and Marketing background in the local Hospitality market for the Sub- Saharan region. Corporate Sales Experience covering Global Accounts in Nigeria, Ghana, South Africa and Kenya. A quick learner, works well under pressure, with strong communication skills. Aspiration to be the Corporate Sales Expert for the African Region.

WORK EXPERIENCE

Role: Director of Sales and Marketing (Jan 2018 - Present)

Radisson Blu HotelLagos Ikeja (The Radisson Hotel Group)

Reports To: General Manager

• Manages the development of a strategic account plan for the demand generators in the market.

• Achieves sales goals by supervising sales staff

• Implements strategies to improve market penetration

• Maximizes sales productivity by ensuring that sales staff utilize “sales success” techniques

• Monitors call productivity and revenue goals for each sales person by tracking results

• Improves call productivity by counseling sales staff on appropriate selling techniques

• Increases sales volume and profitability by formulating and executing projects for all market areas as stated in the business plan

• Analyses sales statistics to formulate profitability

• Reviews market analysis to determine client needs, occupancy potential, desired rates, etc.

• Meets overall budgeted sales and profit margins by soliciting, evaluating, selling, and confirming business

• Qualifies prospective leads as to profitability

• Designs and proposes programmes to meet client’s needs.

• Performs Sales calls with Sales and Senior Sales Managers.

• Negotiates with clients to achieve maximum profit while satisfying client needs

• Coordinates transient and group room commitments to insure proper market mix

• Approves function space allocation for group and catering bookings

• Ensures customer satisfaction and hotel profit by overseeing the coordination of various department’s activities related to booked business

• Ensures maximum occupancy on a daily basis by performing follow-ups on progress of groups booked with Front Office Manager and Revenue Manager

• Participates in solving problems with other departments as required, relating to business booked in the hotel including space conflicts, possible cancellations, and compromises between guest needs and hotel facilities

• Enhances the hotel’s community image and stays abreast of competition, new development, and sales methods and techniques in the hotel industry

• Prepares reports as necessary to develop a more informative data base for improved management decision making and critical evaluation of work activities

• Prepares the business plan for the hotel and coordinates this with the corporate sales business plan

• Plans for and implements methods of maintaining and increasing volume of business thorough sales promotion, potential markets needing coverage, advertising and special sales projects

• Provides feedback to General Manager on changing market conditions and trends in competition

• Coordinates special local activities with the General Manager

• Creates and implements special programmes to increase overall occupancy especially in slow periods

• Directs all sales activities for all staff with sales opportunities to ensure that objectives are achieved in the Sales business plan

• Attends major travel functions and trade shows to promote the hotel

• Creates awareness of other Rezidor Hotels wherever possible, and passes leads to relevant hotels and/or regions

• Prepares and controls the Sales Department’s budget

• Maintains accurate sales statistics and account records.

• Assists in the completion of reports

• Analyses departmental budget, and deviations to budget; takes corrective action and follow-up

• Seeks business opportunities for other hotels within the Region while conducting sales calls (primary focus being hotel employed at)

• Thorough research to be conducted during customer meetings in order to avoid information duplication sourcing.

• Monthly sales lead list to be maintained and sent to hotel sales team.

Role: Director of Sales and Marketing (Aug 2016 – Jan 2018)

Renaissance Lagos Ikeja Hotel (Marriott International)

Reports To: General Manager

• Manages the development of a strategic account plan for the demand generators in the market.

• Manages the property's reactive and proactive sales efforts.

• Determines and develops marketing communication activities, in conjunction with Regional Marketing Communications.

• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.

• Attends sales strategy meetings to provide input on weekly and overall sales strategy.

• Suggests innovative marketing ideas and develops deployment strategies to continue to grow market share.

• Evaluates and supports participation and account deployment with Area Sales and Group Sales within the Sales Office.

• Serves as the sales contact for the General Manager, property leadership team, Group Sales and Area Sales leaders.

• Serves as the sales contact for customers; serves as the customer advocate.

• Serves as hotel authority on sales processes and sales contracts.

• Functions as the leader of the property’s sales department for properties with bookings over 160 peak rooms and significant local catering revenue.

• Develops sales goals and strategies and verifies alignment with the brand business strategy.

• Serves as the property sales liaison with Area Sales, Group Sales, Revenue Management, Event Management, Regional Marketing Communications and other hotel departments as appropriate.

• Oversaw the management to the Hotel’s Locally Negotiated Corporate Accounts., as well as all Global Key Accounts.

• Handled all Global RFP Bids, and property related negotiation decisions.

• Proposed Business Cases to Global Sales for Accounts that had market demand to pursue.

• Executes the sales strategy in order to meet individual booking goals for both self and staff.

• Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market.

• Creates effective structures, processes, jobs and performance management systems are in place.

• Sets goals and expectations for direct reports using the Leadership Performance Process (LPP), aligns performance and rewards, addresses performance issues and holds staff accountable for successful results.

• Forecasts talent needs and manages talent acquisition strategy with Human Resources (HR) to minimize lost time due to turnover.

• Maintains an active list of the competition’s best sales people and executes a recruitment and acquisition plan with HR.

• Supports tools and training resources to educate sales associates on winning catering solutions.

• Champions leadership development and workforce planning priorities by assessing, selecting, retaining and developing diverse, high-caliber talent that can lead the organization today and strengthen the leadership bench for the future; continues to upgrade the sales & marketing talent; works with HR to anticipate future talent needs based on business growth plans.

• Identifies, trains and mentors group sales associates; utilizes all available on the job training tools for associates.

Role: Assistant Director of Sales (Sept 2014 – Aug 2016)

InterContinental Hotels (Lagos)

Reports To: Director of Sales and Marketing

• Responsible for the continuous assessment, coaching and training of Sales Managers.

• Assist with the recruitment process of the Sales Team.

• Ensuring that a succession plan is in place to ensure growth within the department

• Assist with financial budgeting and departmental cost control.

• Assist with the development and implementation of sales and marketing plan and reporting on effectiveness of the plans outlined in the Revenue plan as directed.

• Maintain a high profile within the community with those likely to produce business for the Hotel

• Oversaw the management to the Hotel’s Locally Negotiated Corporate Accounts., as well as all Global Key Accounts.

• Handled all Global RFP Bids, and the entire negotiation process.

• Responsible for proposing, negotiating and closing high net-worth events, contracts and agreements with Key Accounts. Example: Prospected a top Fortune 500 International Oil and Gas Company, handled negotiations to the closing of Contract (Rev: $1 million per annum)

• Implement Rate Yielding strategies to achieve greater profitability by and improving the hotels Revenue Generating Index.

• Produce monthly reports and sales forecasts through Opera, STR, IBP, Hotelligence and PERFORM Reports.

• Interact with outside contacts: Guests, Airlines, wholesalers, corporate accounts, travel agencies; International markets (professional organizations, community groups, local media)

• Participate in local, regional and international sales drives and trade shows.

Role: Senior Sales Manager (May 2014 – Sept 2014)

InterContinental Hotels (Lagos)

Reports To: Assistant Director of Sales

• Responsible for the guide and first level supervision of Sales Executives and Sales Managers.

• Managed the Hotel’s Key Accounts; by assessing potential sales opportunities, and where needed developed value propositions using the IHG Way of Selling; by utilizing active listening and questioning techniques.

• Responsible for proposing, negotiating and closing high net-worth business deals with Top Key Accounts. By building mutual trust with customer’s whilst conducting business ethically. (See list of Projects handled below)

• Implement hotel-level tactical sales plans as assigned to achieve greater profitability through increasing average rates, increasing overall occupancy, increasing business volume during off peak periods and enhance the image of the hotel in the local community.

• Responsible for training of Sales Team

Some Projects Handled

• One of Top Global Telecommunication Companies: Negotiated NSM event with a revenue yield of approximately $230,000.

• One of Top Global FMCG Companies: Project approximate revenue yield $800,000

• One of Top Global FMCG Companies: Quarterly Sales Meetings approximate revenue yield $370,000

• One of Top Global Pharmaceutical Companies 2014 NSM approximate revenue yield $290,000

Role: Key Account Manager (April 2013 – May 2014)

InterContinental Hotels (Lagos)

Reports To: Assistant Director of Sales

• Sell hotel room nights, following the brand sales guidelines in direct client contact; maintaining a high level of visibility for the hotel in major market areas through direct sales solicitation; telephone contacts and written communication.

• Implement hotel-level tactical sales plans as assigned to achieve greater profitability through increasing average rates, increasing overall occupancy, increasing business volume during off peak periods and enhance the image of the hotel in the local community.

• Produce monthly reports and sales forecasts for assigned area of responsibility.

• Interact with outside contacts: Guests, Airlines, wholesalers, corporate accounts, travel agencies; International markets (professional organizations, community groups, local media)

• Participate in local, regional and international sales drives and trade shows.

Role: Human Resource Manager (January 2013 – April 2013)

Orchid Hotels (Lagos)

Reports To: Assistant General Manager

• Maintains the work structure by updating job requirements and job descriptions for all positions.

• Maintains organization staff (150 staff) by establishing a recruiting, testing, and interviewing program; counselling managers on candidate selection; conducting and analysing exit interviews; recommending changes.

• Ensures scheduling management conferences with employees; hearing and resolving employee grievances; counselling employees and supervisors.

• Maintains management guidelines by preparing, updating, and recommending human resource policies and procedures.

• Maintains historical human resource records by designing a filing and retrieval system; keeping past and current records.

• Completes human resource operational requirements by scheduling and assigning employees; following up on work results.

• Maintains human resource staff job results by counselling and disciplining employees; planning, monitoring, and appraising job results.

• Contributes to team effort by accomplishing related results as needed

Role: Business Manager (Feb 2011 – Dec 2012)

Orchid Hotels (Lagos)

Reports To: Assistant General Manager

• Responsible for generating and increasing revenue for the hotel through consistent marketing and customer service.

• Primarily responsible for overseeing the Marketing Department and acquisition of new corporate accounts.

• Responsible for developing and maintaining sales objectives, plans and programs in accordance with hotels mission statement.

• Responsible for entertaining regular and potential clients whilst building strong strategic relationships with corporate clients; and ensure repeat business by following up with each client to ensure a good experience was had.

• Responsible in setting future dates for the next event (or visit) with the client as soon as possible.

• Responsible for proposing new incentives and overseeing the development of such incentives.

• Responsible for developing pricing strategies to help the hotel maximize profits while ensuring that hotel guests receive the quality they pay for in the price.

• Responsible for developing special events.

• Responsible for preparing the annual business plan for the entire department.

• Ensure the prompt and systematic servicing of all corporate accounts i.e. tracing, booking, contracting, communicating with all hotel departments and following up with groups for feedback and future bookings.)

• Maintain all sales system, event calendar and potentials, and mailing lists.

• Responsible for being constantly aware of new market trends and activities of competitors.

• Responsible for ensuring that all guests have a positive experience and encourage repeat business.

• Responsible for overseeing the Marketing Department and acquisition of new corporate accounts.

• Responsible for overseeing the Marketing Department and acquisition of new corporate accounts.

Role: Marketing Manager (Dec 2015 – March 2010)

Avis Ghana (franchise of Avis Europe Plc) Website: www.avisghana.com

• Responsible for handling and scheduling of vehicles in the Avis and Land Tours fleet.

• (Reservations)

• Responsible for coordinating and managing hotel rental sites, which include preparing weekly agent assignment schedule; and supervising of the sales and services at hotel sites; along with vehicle allocation. (Sales)

• Interacted with clients on a daily basis on rental requests and inquiries with a confirmation or and a quotes. (Reservations)

• Supervise and manage all client invoices created by the Avis Account officer. (Sales)

• Update monthly Sales Report to be forwarded to Directors indicating each individual and corporate sale incurred during the month. (Sales)

• Responsible for developing and directing marketing projects to ensure its effectiveness to our clients and ensure its in line with the company’s mission and goals.

(Marketing)

• Responsible for identifying and creating strategic marketing opportunities for the company, and coordinating and prioritizing marketing initiatives across all departments to strengthen the corporate identity of the company with the intention of increasing public awareness of the company’s services. (Marketing)

Land Tours Ghana Ltd, Accra Website: www.landtours.com

• Responsible for developing and directing marketing activities and projects to advance the mission and goals of the company.

• Identified and created strategic marketing opportunities for the company, and coordinating and prioritizing marketing initiatives across all departments to strengthen the corporate identity of the company with the intention of increasing public awareness of the company’s services.

• Reviewed and evaluated marketing activities of the company to ensure its effectiveness to our clients.

• Led and coordinated the IT Team in the creation of a new company website. Coordinated the marketing Land Tour packages to potential clients/companies via the internet. Scheduled and lead inter-departmental meetings with CEO and Department managers.

• Responsible for the generation of departmental reports and analysis.

• Responsible for complete planning of Land Tours presence in all international Trade Shows

• Assumed the role of company liaison / coordinator for all international tradeshow attendance; involving registration, stand design, marketing materials, accommodation transportation and budget with major government organizational bodies such as Ghana Tourist Board (GTB) and Tour Operators Union of Ghana (TOUGHA)

• Coordinated the design and implementation of all company marketing materials such as fliers, brochures, adverts, email outs, ensuring that they all fell within the corporate brand image.

Role: Telephone Banker II April 2001 – May 2002

Bank One, Houston, Texas, USA Website: www.bankone.com

INTERNSHIPS

Client Database Developer

June 2005 – August 2005 Krowe Investment Ltd, Ghana

• Responsible for developing a comprehensive database of all clients records on file.

• Role included data entry of all clients’ profiles.

• Also responsible in making sure it was user friendly for updating and maintenance purposes.

Credit Assessment Officer

• Role included interviewing potential clients, assessing their credit worthiness for financial assistance, performing the due diligence on clients and debt collection.

• Acted as the liaison officer between client and company by handling customer complaints in rescheduling of payments.

WORK STUDY

Admissions Department

August 2004 – December 2004 Ashesi University, Ghana

• Role included working alongside the Admissions Director, organizing and scheduling meetings and presentations with tertiary schools in the various Ghanaian regions.

• Also engaged in follow up with the various school officials, data entry, receiving calls, and giving tours.

EVENTS / TRADESHOWS / TRAININGS COORDINATED

• November 2006/2007 WTM, Excel, London, UK

• May 2007/April 2008 COTTM, Beijing, China

• May 2008 eLearning Africa Conference 2008 (Transportation/Housing Lead)

• October 2013 Akwaaba Travel Market

• October 2014Revenue Management Essentials Certification, Amman, Jordan

• May 2015 IHG AMEA Commercial Conference, Cairo, Egypt

• May 2017 Marriott BMSC Conference, Dubai, UAE

VOLUNTEER PROGRAMS

Participant – AUR Governance and Democracy Program January 2nd 2005 – February 17th 2005 Kokrobitey Institute, Accra

Volunteer – Chicago Urban Scholars

March 12th 2005 – March 26th 2005 Kokrobitey Institute, Accra

Executive Secretary – Sickle Aids Ghana (www.sickleaidghana.org)

December 2009 – May -2010 Accra

SOFTWARE PROFICIENCY

• Microsoft and earlier edition operating systems, Microsoft Word, Excel, Access, Publisher, Power Point, Outlook, Corel Draw, Dream Weaver, Macromedia Files (Fireworks MX) and most HP Scanning and Fax software,

• Opera Hotel Software (Sales and Catering and PMS), SBRP.

R EF E R EN C ES

Martin Bredenoord

Job Title: EAM Operations

Company Name: Sheraton Kampala, Uganda (Marriott International)

Phone Number: +256-***-******

Email Address: ******.***********@********.***

Gareth Greening

Job Title: Area Director of Sales and Marketing - UAE

Company Name: Marriott International

Phone Number: Mobile: +971-**-***-****

Email Address: ******.********@********.***

Adewole Babasina

Job Title: Regional Procurement Director - Africa

Company Name: Oracle

Phone Number: +234.8181222220

Email Address: ***************@*****.***



Contact this candidate