Sales Manager
Resume:
Robert Wood
Oklahoma City, OK. 73112
adglhc@r.postjobfree.com
OBJECTIVE:
To secure a position in which I may utilize my years of full service and select service hotels, Convention and Visitors Bureau and Meeting Planner experience to continue to exceed guest expectations and grow revenues. Through my passion for the industry, I am pursing a management position.
September 2019 to current: S.V.R. Hospitality
Director of Sales & Marketing:
Responsible for creating the Sales and Marketing Plan for two IHG properties. One property was recently renovated, and the second hotel was being built and has since opened as of December 2019. The first hotel focus was rebuilding the past business that had been lost, due to renovation and a 60% decline in the energy sector.
Through outside sales calls, email campaigns, phone prospecting and solicitation, local market networking events and working with the local Chamber of Commerce, I signed fifteen new local negotiated accounts in the first sixty days of employment. I contacted previous clients for group business, and successfully negotiated and signed twelve new, group contracts.
Through special event(s) research, solicitation and local site inspections, I was able to pre-book and sign future group contracts for November 2020, taking a 0% occupancy to 60% occupancy for one property and 20% for the second property.
One award I recently received, was I won second place within the entire IHG DOS Americas division, for the number of “Business Edge” accounts that I signed, all within ninety days of employment.
Ownership has a third extended stay property being built, as well as a fourth IHG property, to oversee those hotel sales efforts, for a total of four properties.
April 2018 to January 16, 2019: Aimbridge Hospitality
Director of Sales & Marketing:
Responsibilities include, but not limited to; Maintain and grow current and past relationships with Local Negotiated and Group Accounts. Main focus is Transient Business to obtain higher ADR accounts. Comprehensive sales efforts to shift market share. Grooming Sales & Catering Coordinator to move into a Sales Manager capacity, focusing on past small meeting and small group blocks, as well as, cultivating new Local Negotiated Rates. AM/PM lobby coverage to meet and greet in house guest, qualify why they are staying with us and qualify for future business. Weekly Prospecting goals, with the strong effort in outside sales calls. Responsible for weekly and monthly forecast in Group rooms and Catering revenue.
Participate in weekly Revenue call, weekly Forecasting call, and a monthly Financial call with Ownership and Regional VP’s. The team conducts weekly and monthly audits, to true up our group blocks between our CRM and front desk reservations system, for all group blocks. Attend all industry related events, such as all Greater Oklahoma City Chamber of Commerce events, OKC CVB DOS forums, local Ribbon Cuttings and Networking events.
August 2016-March 2018: One Lodging Management
Area Director of Sales & Marketing:
As the Area Director of Sales, I initially oversaw seven properties and then with a reorganization, to four properties that represented 428 guest rooms and 6,020 square feet of flexible meeting space. I Led and developed two Area Sales Managers and two Sales & Catering Coordinators.
Worked with the Regional General Manager & Director of Operations on weekly, monthly and mid-year forecast for transient, group rooms and all catering revenue streams. Worked with the Regional Revenue Manager and our Area Sales Manager’s on weekly and ninety-day group revenues, group block versus pick up, cutoff dates, rate strategies, pace and strategies to maximize RevPar for all properties.
Reviewed bi-weekly rate code and rate categories for accuracy on transient reservations for all four properties. Through the audits, the team identified future sales opportunities to grow sales with National and Local negotiated accounts, gain new clients and sign new LNR contracts. Conducted weekly reviews of our STAR reports, analyzing all categories, segments and our rankings within our comp set.
Responsible for generating transient sales, group sales and all catering revenue. Hired and developed a new sales and catering team within the first 60-90 days. Created Standard Operating Procedures (SOP’s) for the sales, catering and food and beverage supporters.
Set team goals in all revenue segments, monthly, quarterly and annual focus five accounts and trace activity goals. Conducted a sales blitz with team, resulting in new accounts in transient, group and catering. Joined and attended all industry related events, such as MPI, OSAE, SGMP, OKC CVB, Chamber of Commerce events and other miscellaneous networking events.
Developed standard contract and banquet event order templates, also implementing the appropriate attrition percentage by market segments.
Implemented a Group Resume and Banquet Event Order binder for each hotel and worked with the supporters, to understand the importance and relevance, to work proactively for a seamless client experience.
Reviewed daily arrival lists to identify our top clients and to further qualify the reason for their stay(s). Daily interaction with the guest resulted in growing sales revenue in all segments, transient, group and catering.
Through all of our sales efforts, we took our four hotels from underperforming production, to consistently producing revenues in the double digits, over budgets.
April 2013-April 2016: Connections Housing
Vice President of Sales, South Central Region: Responsible for maintaining existing accounts and prospecting for new accounts. Current market segments are Association, Corporate, Hobby, Non-Profit and Religious. Our team does have an open market, but our team focuses on market segments that we have worked predominately in the past. FY 2013-2014 goals are $350,000 for definite bookings. YTD pace is $220,400.00 of definite bookings and $150,000.00+ in tentative bookings. YTD definite room nights are 23,491. YTD tentative room nights are approximately 15,000. Weekly sales goals are 10 new sales calls. In my role I travel 4-6 months out of the year, attending trade shows and doing presentations to prospective clients. General responsibilities include, but not limited to, On-Site Conference and Housing desk, strong organizational skills, good use of time management, develop budgeting and marketing plan, multi-tasking, prospecting new accounts, maintaining existing accounts, conducting formal sales presentations, conduct site visits, site selection, contract negotiations, negotiating all food and budget minimums, create custom menus, assist with room set up diagrams, negotiate audio visual pricing, create client RFP’s, work with multiple cities, convention centers, and multiple Convention and Visitors Bureau and Chamber of Commerce’s.
March 2009-April 2013: Oklahoma City Convention and Visitors Bureau
Convention Sales Manager: Responsible for booking SMERF market segments. The market segments are specific to the following organizations: Social, Military, Government, Religious, Fraternal, Hobby, Ethnic and numerous associations.
My perimeters are 150 rooms on peak, per night or more and a total of 500 room nights or more. FY 2009-2010 goal was 25,000 room nights. FY 2009-2010 booked was 32,898. FY 2010-2011 goal was 32,500. FY 2010-2011 booked, definite room nights was 45,400. FY 2012-2013 goal was 45.000. FY 2012-2013 booked, definite room nights was 64,800.
In my role as Convention Sales Manager my responsibility was to attract prospective and tentative conventions to consider and book Oklahoma City. I developed custom site inspection itineraries (WOW FAMS’), specific to each prospective client. On our site inspections, I sold the city as An Ambassador of Oklahoma City.
Maintain consistent follow up with all prospective and tentative clients. As Convention Sales Manager, I traveled 8-10 months out of the year and sometimes more, maintaining good time management practices.
Assist from time to time with servicing clients, again keeping a strong relationship with all clients.
Part of keeping our competitive edge, I conducted presentations to all size groups to showcase our city. Reflecting great price value, convenient south-central location, our airlift specifics and superior facilities offered against our competition.
November 2008-March 2009: Third Party Booking Agent
Represented two top performing clients as their primary meeting planner on a commission basis.
Booked 16 meetings from May through August 2009.
June 2005-November 2008: Crowne Plaza Oklahoma City
Director of Sales and Marketing
Responsible for driving and motivating sales team, to meet and exceed all monthly, quarterly and annual goals. Developed marketing plan, for sales and catering team of seven associates. Created total hotel sales budget, with no accurate history, basically reopening and introducing a new brand/flag into the Oklahoma City market.
Conducted monthly sales meetings, focusing on current and future production and consumption looking at monthly, quarterly and year over year comparisons. Responsible for Metrics Pace Reports representing group rooms, locally negotiated rates (LNR), and all catering revenue streams. Worked directly with Revenue Director for best yield strategies.
Directed and created sales blitzes, marketing campaigns, trade show participation, maintaining current and future activities, plans and actions, keeping a strong pace, back log and filling all market specific pipe lines.
Our team maintained a strong presence in all local industry meetings, chamber and civic monthly meetings for networking and participating in memberships that were a benefit to the hotel. By having strong participation with the right organizations that fit our hotel needs, we were able to have measurable returns on our investments.
Re-opened a distressed property and developed an inexperienced sales and catering team. Through the first six months we turned the property around, increasing all revenue streams and increased brand scores.
Maintained a comprehensive training for our sales and catering team, developing all managers to understand yield management strategies, food and beverage minimums, top selling down and understanding guest room to meeting space ratios for the best profitability.
Responsible for loading budget into our Operating System (Delphi 9.1.3); Setting ADR, Transient and Group ceiling minimums by day of the week and need periods. Through this process we utilized our front office system, Opera for best rate strategies. In our sales and catering system we had all dates flagged for all City-Wide Conventions, special events in all market segments to be aware of any compression opportunities effecting transient and group demand opportunities. This process also identified catering free sell windows. Reviewed monthly and quarterly forecast for all guest room segments, compared to group and transient to maximize our yield strategies.
Responsible for all marketing, and advertising through all mediums. A significant effort was concentrated on the introduction of the brand of Crowne Plaza, as this was the first Crowne Plaza in the Oklahoma City market.
Through our efforts, we built a Group and Catering hotel, with our mix of KNR and LNR business. Growing all revenue streams and most importantly growing our Occupancy and RevPar Index within our competitive set.
Worked directly with the General Manager, Project Manager and Chief Engineer during renovation of entire hotel.
January 2003-June 2005: Westin/Sheraton Downtown Oklahoma City
Director of Catering Sales
Developed Catering portion of the budget and marketing plan each year in all segments of catering as well the group catering contribution. In the first year of service our property exceeded the Catering budget for the first time in several years for the hotel.
Responsible for daily task of reconciling banquet recaps to ensure proper coding and postings. Responsible for forecasting, budgeting current, futures, local and group segments pertaining to catering revenues.
Completed all relevant reports to corporate offices for the catering sales department.
Directed team of five managers consisting of top selling down, up selling, banquet event order accuracy, and maintaining superior client relations, outside sales blitzes, email blitzes and telephone prospecting. We were very successful, resulting in stealing share from our competitive set.
Recognized as a top forecaster within Interstate Hotels and Resorts Management Company.
Member of SGMP, MPI and RCMA. Attended Connect Marketplace, Rejuvenate Marketplace, CMCA, RCMA, SGMP National and AIBTA conferences.
1995-2003: Hilton Northwest Oklahoma City
Executive Meeting Manager
Catering Sales Manager
Director of Catering Sales
Director of Group Sales & Director of Catering
Director of Sales, five times during last four years of service
References:
Ms. Cyndi Lundy
Wyndham Garden Inn Oklahoma City
General Manager
adglhc@r.postjobfree.com
Mr. John Trent
Crowne Plaza Oklahoma City
General Manager (former)
Ms. Donna Wilson
Senior Sales Manager
Oklahoma City Convention & Visitors Bureau
Ms. Charlotte Atkins
Personnel & Legal Executive Assistant
Schlumberger Oil Field Services
Mr. Daniel Kuijez
Director of Operations
Grand Casino & Resort
Ms. Michelle Grenier-Winter
Regional Education Executive
Estee Lauder & Companies
Ms. Jennifer Frisby
Regional Account Executive
Estee Lauder & Companies
Ms. Sandy Price
Director of Tourism
Oklahoma City Convention & Visitors Bureau
Ms. Shannon Nance
President
Oklahoma Heritage Association/Gaylord Pickens Oklahoma Heritage Museum
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