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Sales Marketing

Location:
Roseville, CA
Posted:
February 25, 2020

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Resume:

Karen Sprague

+916-***-****

adbzk2@r.postjobfree.com

Roseville, CA

www.linkedin.com/in/karen-

sprague-

SUMMARY

Service oriented sales leader with more

than 20 years of hospitality experience

ranging from primary to tertiary

markets. Adept at combining high-level

sales and marketing knowledge with a

creative, logical and outside-the-box

sales approach. Superior record of

surpassing expectations as well as

assigned and self-imposed deadlines. A

team player and motivator, whose

strengths include the ability to

efficiently and successfully multi-task

projects, successfully develop strong

working relationships with clients and

colleagues, and always maintain grace

under pressure. Excellent interpersonal,

communication, writing, organizational,

analytical and time management skills.

KEY SKILLS

Team Building

Revenue Management

E-commerce Client Acquisition

Brand Tools and Systems

Hotel Opening, Transitions and

Acquisitions

Sales Strategy Servant Leadership

Stakeholder Management

RFPs and Business Cases

CERTIFICATIONS

PROFESSIONAL EXPERIENCE

Schulte Hospitality Group

Regional Director of Sales/Special Projects Roseville, CA Feb '19 Present

OTO Development

Regional Director of Sales San Francisco, CA

Mar '18 Feb '19

Marriott EDGE Certified Coach

Hilton Revenue Management - GRO

and R&I

Marriott Revenue Management -

One Yield

Hyatt - PRIO and Envision

IHG - Concerto

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Develop and execute sales and marketing initiatives for a portfolio of up to 16 full and select service hotels located throughout the United States under the Marriott, Hilton, Hyatt, IHG flags as well as independent, boutique and lifestyle brands Lead the transition and ramp of boutique and lifestyle assets to the portfolio Developed and executed the company's integration to the Profit Pace Platform for 145 hotels including mapping and data validation

Develop tactical and strategic plans focused on driving top line revenue and maximizing hotel profitability in rooms, food and beverage and outlets Prepare and present portfolio results to executive level leadership and ownership on a weekly and monthly basis for four separate ownership and asset management groups

Lead and execute sales and marketing efforts for renovations including pre and post marketing and re-launch events

Collaborate with revenue team to analyze strategies to yield the best return for the portfolio

Develop tactical and strategic plans focused on driving top line revenue and maximizing hotel profitability

Monitor sales productivity through weekly reporting, one on one team calls, and regular property visits

Evaluate hotel and market trends and conditions to ensure accurate forecasting Focus on high touch sales efforts with property teams to ensure monthly, quarterly and annual revenue and RevPAR index goals are achieved through execution of sales and marketing plans

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Oversaw the sales and marketing efforts for a portfolio of 10 full service and premium select service hotels (two pre-opening) under Marriott, Hilton and Hyatt flags with same store annual revenues in excess of $91M for 2018 with $118M projected for 2019

Managed all aspects of pre-opening sales and marketing and critical path efforts including hiring, e-commerce, budget development, RFPs, website development, system set-up and implementation, food and beverage concept and menu development and establishing pre-opening sales goals for two new builds Ramped new hotels to achieve revenue and index goals within established time frames for rooms, food and beverage and outlets

Worked closely with real estate and acquisitions team on feasibility studies and pipeline development

Analyzed, compiled and presented portfolio results to ownership and C-Level executives on a monthly basis

SYSTEMS KNOWLEDGE

AWARDS & RECOGNITION

Schulte Hospitality Group

Regional Director of Sales Roseville, CA

Nov '16 Mar '18

Pillar Hotels & Resorts

Area/Regional Director of Sales Roseville, CA

Sep '11 Nov '16

Courtyard by Marriott

Director of Sales and Marketing Sacramento, CA

Jun '09 Sep '11

Courtyard by Marriott Vacaville and Courtyard by Marriott Midtown Sacramento Sales and Revenue Management

Systems for Marriott, Hilton, IHG and

Hyatt

CI/TY

ProfitSword

Profit Pace

PMS Systems - OnQ, FOSSE, Opera

and Infor

Lanyon

Windsurfer

Travelclick - Agency360, Rate360 and

Demand 360

OTA Insight

STR including RPM, Pulse, Bandwidth

SalesPro

Delphi.FDC

Microsoft Office

Pillar of Sales Award for the years of

2014 and 2015 - Pillar Hotels &

Resorts

Four time Revenue Excellence Award

winner

Six time Top RPIPC Award

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Developed and executed sales and marketing initiatives for a portfolio of 14 full and select service hotels located throughout the United States under the Marriott, Hilton, Hyatt and IHG flags

Prepared and presented portfolio results to executive level leadership and ownership on a weekly basis

Led and executed sales and marketing efforts for renovations including pre and post marketing and re-launch events

Developed annual business plans and budgets with property level sales teams Evaluated hotel and market trends and conditions to ensure accurate forecasting

-

As Regional Director of Sales, Sales oversaw sales efforts for a portfolio of 14 Marriott and Hilton focused service properties in California and Oregon including Courtyard, Residence Inn, Fairfield Inn by Marriott, Hampton Inn and Homewood Suites by Hilton with combined budgeted revenues in excess of $70M annually As Area Director of Sales, Sales responsible for the sales leadership and revenue generation for eight Marriott and Hilton focused service hotels in Roseville, Folsom and Rancho Cordova California – Courtyard, Residence Inn and Fairfield Inn by Marriott, Hampton Inn and Homewood Suites by Hilton Instrumental in correcting RevPAR loss to bring 3 Focus Assets positive for 2016 through strategic revenue management and new account development Conduct weekly focus calls and monthly property visits to set goals, implement action plans and monitor progress

Responsible for development and implementation of the strategic sales and marketing strategies for multi-brand hotels with an emphasis on mix of business, segmentation and account saturation

Managed the department’s annual operating budget and marketing plan to ensure that overall hotel and fiscal objectives are met and exceeded, review P & L’s with GM’s to improve overall performance

Trainer and mentor for Pillar Hotels New Hire Sales Training Program, conduct ongoing mentoring calls to ensure continued training and development Prepare and present reporting and analytics for VP’s and Asset Management for quarterly visits and monthly calls

-

Responsible for development and implementation of the total sales and marketing strategy for the hotel(s)

Developed the annual budget and marketing plan to achieve aggressive RevPAR goals

Produced weekly, monthly, quarterly and annual reports and sales forecasts, analyzed and reported on P&L and variance reports

Lions Gate Hotel & Conference Center

Director of Catering Sacramento, CA

Jun '08 Jun '09

Arden Hills Resort Club & Spa

Sales & Marketing Manager Sacramento, CA

Aug '07 Jun '08

Sheraton Grand

Catering Sales Manager Sacramento, CA

Dec '04 Aug '07

EDUCATION

California State University, Sacramento Sacramento, CA Sep '98 Jun '03

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Oversaw and led a staff of three sales managers, a banquet manager and thirty banquet servers

Targeted companies and solicited new business to increase the client base for the Hotel

Increased the catering average checks 5.2% in under five months while working collaboratively with the Chef to reduce food cost from 34.9% to 22.4% while improving food quality and customer satisfaction

Revised menus to accurately reflect food cost, reorganized buffet set-up and procedures for efficiency and quality, trained staff on service etiquette and expectations, increased catering revenue by 31% while decreasing food cost Conducted and coordinated department meetings ensuring communication and maximum productivity

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Business Administration



Contact this candidate