PATRICIA JOHNSON

SALES & NEW BUSINESS DEVELOPMENT PROFESSIONAL

Accomplished, knowledgeable, results-driven sales professional with over 20 years of experience. Responsible for developing and executing strategies to increase sales, market share and relevance in the marketplace. Open and clear communicator, collaborator with demonstrated strategic vision and disciplined execution.

Hardworking, driven and dedicated to produce results and make it better than it was before.

TECHNOLOGY AND SKILLS:

Delphi

TravelClick Reporting

Market Vision

Visio

RFP Sourcing and Registration

Apollo GDS

Online Booking Software (Corp.

Travel Programs)

Excel Power User

All Microsoft Programs

Contract Negotiation

Partnership Development

Strong Market Sense

Identifying Opportunities

Strategic Development and

Implementation

Managing multiple programs

Collaboration and Team Oriented

Leadership and Development

Focused and Reliable

Results Oriented

Creative

ACHIEVEMENTS:

• Upon entering La Jolla Cove Suites in March of 2015, the property had no direct sales representation for two years. In that year I close $245k in group and corporate revenue along with $59k in rental revenue.

• My first full year I achieved a 91% increase in group and corporate revenue, as well as a 61% increase in rental revenue. Every year since then I’ve increase revenue over prior year and exceeded my goals.

ESPERIENCE:

Sales, Catering and Convention Services Mgr / 2015 – Aug 2019 La Jolla Cove Hotel & Suites, La Jolla, CA

• Proactively solicit prospective group, catering and corporate customers

• Cultivated strong relationships with industry partners and accounts to grow overall production and long-term business strategy

• Understand the competitive landscape to ensure we position ourselves to share shift from our competitors

• Conduct scheduled and walk-in site tours of the property

• Assist clients in developing their program with recommendations on event space and food and beverage options

• Maintain all aspects for groups and events including but not limited to sales, catering and convention services

• Accurately prepare with strong negotiating skills sales, catering and group contracts

• Organize account files while keeping detailed traces for inquiries, follow-up calls, tentative and definite bookings

• Work closely with our exclusive catering company to ensure all aspects of events are covered from staffing, menu selections, diagrams, timelines, vendor management, etc.

• Responsible for liquor inventory as well as vendor certificates of liability

• Attend weekly sales and BEO meetings to ensure the team is prepared for upcoming events and requirements.

• Responsible for the annual corporate account review and negotiations

Client Relations Manager / Nov 2012 – Jul 2014

Conceptual Options, San Diego, CA

• Working with Intended Parents who have an interest in Surrogacy, Egg Donation or Sperm Donation. A majority of my clients and leads were International

• Working with translators to ensure my Intended Parents understand the entire process, legalities and financial responsibilities for their journey to parenthood

• Collaborate and coordinate internally with Law Firms, Accounting and Social Workers and Externally with IVF Clinics, Insurance Companies Travel Agencies, etc

• Coordinate temporary housing and travel for the Intended Parents that required extended stays

• Provide support to Intended Parents and Surrogates throughout this journey to include the positive as well as the low points such as failed transfers, relationship issues with surrogates, miscarriages, premature and/or complicated deliveries

• Enter data related to each case into the CRM and provided weekly/monthly/annual reports as requested

• Sales on average of $600,000 per month

Wedding and Social Events Catering Manager / May 2012 – Nov 2012 The Abbey Catering/Cuvier Club, San Diego, CA

• Solicitation of direct-selling in the local, Corporate Catering market

• Event planning and detailing for booked events

• Maximize Catering revenues wherever possible and minimize erosion of check averages from price-sensitive groups. Communication of function-arrangement to all responsible departments

• Communication with clients prior to events to initiate, negotiate, and close contracts for all catered functions.

• Creation of profitable menus and distribution of client expectations to Food & Beverage Departments

• Coordinate Catering support services (flowers, entertainment, decoration, A/V, etc.) to provide complete client satisfaction

• Physically double-check all function arrangements against specifications of client. Correct where necessary

• Client contract and effective communication to ensure repeat bookings

• Update and increase client prospects through active prospecting

Independent Sales Executive, Meeting and Travel Planner / Nov 2009 – Nov 2012 Planning in Motion/Triple D Travel, Southwest US

• Group meetings/travel for local, regional, small, medium and large businesses – 2MM Revenue

• Creating RFP’s for soliciting guestrooms, meeting space, audio visual, food & beverage and concessions for all clients.

• Creation and Implementation of Cvent websites, to include but not limited to design, reporting, name badges, etc.

• Developed strategic alliances with hotel chains, Wholesale Tour Operators, Worldwide Travel Vendors, CVB’s, transportation companies, Destination Management companies.

• Creation and Implementation of Marketing Websites and promotional materials related to telemarketing campaigns.

• Onsite registration and logistical planning of all aspects of the meetings, trade shows, offsite activities, team building activities and incentive group travel.

• Negotiating sales contracts as well as preparing and implemented travel arrangements for individuals and groups.

• Preparation of all reports including but not limited to budgets, availability, project status, pre and post operations, budget versus actual.

• Arranging travel for individuals as well as corporate accounts executives including air, car rental, hotel accommodations, activities, etc.

National Sales Manager / May 2009 – Nov 2009

Radisson Fort McDowell Resort, Scottsdale, AZ

• Development and maintenance of the Midwest Region in all market - focus on Association, Medical, Financial and Insurance

• Assisted in strategic marketing and promotional plans to retain and win more of the market share

• Created new business relationships with key decision-makers in both National and Mid-Market spaces

• Prepared monthly budget reports, competition reports, market share analysis

• Trade Shows and site inspections

• Negotiated Travel and Transportation for clients booked at our property

Sales and Marketing Manager / Mar 2008 – Feb 2009

Hard Rock Cafe, Phoenix, AZ

• Development and execution of all marketing and sales functions for a $3 million operation

• Created marketing efforts to include radio and print advertising for all sales and events for company

• Assisted in developing strategic revenue plans to include specials, live events revenues, new group menu’s and minimums to meet the demand and competitive sets

• Preparation and execution of all live events, meetings and group activities to include budgets, marketing, coordination of Audio Visual needs, menu planning and themed decor

• Monthly/Annual Marketing reports/plans

Director of Sales/Travel Department / Sep 2005 – Feb 2008 Stasis Business Solutions/Stasis Travel, Gilbert, AZ

• Directed sales and marketing operations for meeting planning and travel departments - annual revenues in excess of

$3MM

• Implementation and delivery of all aspects of client meetings, conferences, Site Selections, Contractual negotiations, menu planning, air and land travel arrangements, marketing materials, registrations, activities and reporting process

• Trade show set-up, meeting logistics, marketing materials, training schedules, housing, menu planning.

• Analysis of departmental revenues, forecasting monthly and annual goals

• Developed and implemented a business and marketing plan for group meetings, incentive groups, tours, leisure and group travel that resulted in a 2nd year increase in revenue by 200%

• Recruited, trained and coached six highly motivated sales managers. Provided necessary tools and training to succeed for a team

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