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Sales Marketing

Location:
Stafford, VA
Posted:
October 30, 2020

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Resume:

Neil Mullanaphy

* ******* ***** ** • Fredericksburg, VA 22406

540-***-**** • adhe1e@r.postjobfree.com

OBJECTIVE

To use my expertise and experience to provide quality leadership and management for an association, or hospitality industry corporation.

EXPERIENCE

Kruk-Mullanaphy Media Group, LLC. April 2018 - Present Vice President of Business Development

● Developed and implemented a North American strategic marketing plan focused on the RAI-Amsterdam’s Intertraffic trade shows held in Amsterdam, Mexico City, Jakarta, Beijing and Istanbul

● Represent the RAI-Amsterdam’s Intertraffic portfolio of trade shows in the North American Market

● Prepared and delivered presentations to corporations, associations, and government agencies in the Roadway and Infrastructure Industry

● Work closely with the RAI- Amsterdam’s leadership team

● Developed and implemented the media plan for the Intertraffic trade shows for the North American market

● Provided consultation services for the trade show industry American Traffic Safety Services Association February 2013—April 2018 Director of Meetings & Conventions/The Foundation Director Served as Director of Meetings & Conventions as well as the Director of The Foundation Director and led a team of three direct reports and 26 staff and volunteers during the industry’s largest North American trade show for traffic safety, the annual Traffic Expo. Under my leadership, Traffic Expo achieved the International Exhibition & Event Association’s “Certified Exhibition” designation in 2017 and received Trade Show Executive magazine’s “Fastest 50” recognition in 2018. I interacted with the Board of Directors on a regular basis to achieve the goals and metrics they had set. I also reported directly to The Foundation’s Board of Directors and managed The Foundation’s Quarterly Board Meeting to include site inspection, contract negotiations, food and beverage and preparation of all materials for the meeting, as well as co-chaired the meeting with the Foundation’s Chairman of the Board. Other responsibilities included:

● Stimulated exhibit growth and led the team to achieve the coveted Trade Show Executive’s

“Fastest 50” in 2018

● Through the development of standards and best practice, achieved the International Exposition & Event’s “Certified Exhibition” in 2017

● Increased number of exhibit booths sales by 12% and grew revenue by 18% for ATSSA’s Annual Convention & Traffic Expo (annual event)

● Increased number of attendees by 16% for Traffic Expo

● Increased registration revenue by 36% for Traffic Expo

● Increased sponsorship revenue by 66% for Traffic Expo Neil Mullanaphy

1 English Hills Dr • Fredericksburg, VA 22406

540-***-**** • adhe1e@r.postjobfree.com

● Revamped the Opening General Session into a lively, talk show format with celebrity hosts, which increased attendance by 20%

● Managed the Meetings Department budget of $2.5 million

● Provided vision, leadership and innovation to the association’s Meetings & Conventions Department; managed three direct reports

● Managed 26 direct reports during Traffic Expo

● Developed and executed annual sales and marketing strategy for Traffic Expo

● Oversaw business development, attendance, retention and educational courses at Traffic Expo

● Managed advertising, sponsorship sales, marketing and media action plan for Traffic Expo

● Developed strategies and tactics to prospect industry professionals and companies internationally to exhibit and participate at the event, as well as drove membership recruitment of the association

● Developed and maintained strong working relationships with third-party service providers, such as convention center/destination marketing firm staff, general service providers, photographer, housing company and others

● Prepared and reviewed exhibitor and vendor agreements

● Developed and implemented new mobile application for Traffic Expo

● Created social media notifications for the event

● Prepared annual budget, analysis and forecasting

● Onsite management of convention and Traffic Expo trade show floor (200,000 gsf, 550 exhibitors and 3,400 attendees)

● Created and implemented six events per year

● Served as staff liaison for ATSSA’s Manufacturer & Supplier and Exhibitor committees

● Managed Meetings & Conventions staff and provided opportunities for their professional growth through mentoring and education

● Worked closely with internal departments to ensure ATSSA’s brand recognition remained relevant for the roadway safety industry and maintained its status as the premier association for the roadway safety industry

● Developed and executed a strategic plan for the American Traffic Safety Services Foundation (The Foundation)

● Developed corporate opportunities for generating donations to The Foundation with the result of a 20% increase in donations

● Implemented The Foundation’s key programs, including the Roadway Worker Memorial Scholarship, Experience Camp Travel Scholarships and the National Work Zone Memorial

● Developed opportunities to bring public awareness to The Foundation’s mission and its programs, such as the National Work Zone Awareness Week kick-off event, the Annual Golf Classic Tournament and the Sporting Clays Event

● Managed The Foundation staff and provided opportunities for its professional growth through mentoring and education

● Reported directly to The Foundation’s board of directors Puerto Rico Convention Bureau, San Juan, Puerto Rico December 2011—November 2013 Neil Mullanaphy

1 English Hills Dr • Fredericksburg, VA 22406

540-***-**** • adhe1e@r.postjobfree.com

Acting President and Chief Operating Officer/Senior Vice President of Sales As the Acting President and Chief Operating Officer for the Puerto Rico Convention Bureau, I worked closely with the Board of Directors in restructuring the organization and implementing new international sales strategies in Spain and Columbia. I was responsible for the bureau’s media plans and public relations outreach to achieve the goals set by the Board of Directors. I led the team and destination stakeholders in hospitality training and coordination in order to host the 2014 International Convention Congress Association’s Annual Convention.

● Provided vision, leadership and innovation to the destination’s sales function

● Managed 38 direct reports

● Managed the destination’s sales budget of $7.4 million

● Hosted the International Convention and Congress Association that included 3,000 attendees in 2013

● Oversaw development and implementation of meetings and convention sales, as well as marketing and public relations plans

● Analyzed and maintained statistical data supporting leads, bookings and economic impact on community

● Oversaw and sustained group sales efforts, ensured sales staff progress in achieving goals and provided support for success

● Worked directly with the convention center sales department to ensure food and beverage minimums and target goals were met

● Responsible for booking pace and achieving sales goals agreed upon by the Board of Directors

● Handled key priority accounts and ensured quality customer relations by sales team

● Developed cooperative marketing programs with group partners

● Organized familiarization trips and sales missions with area hotels and visitor industry entities

● Directed Convention Services team and created performance measures

● Conducted sales and services training

● Maintained existing and developed new partners to increase sales efforts and production

● Maintained an international, national, regional, state and local profile in the industry through associations, committees and marketing cooperatives Hawaii Convention Center/SMG, Alexandria, VA and Hawaii April 2008—December 2011 Executive Director of Sales & Marketing

In my role as the Executive Director of Sales & Marketing I attended all Hawaii Tourism Authority meetings, developed sound sales strategies for the North American market and managed international representation firms in Tokyo, Japan and Seoul Korea. I worked closely with the destination representation firms in Australia and New Zealand. I was instrumental in the sales, planning and coordination for the 2011 Asia Pacific Economic Cooperation (APEC) Annual Convention in Honolulu, Hawaii.

Neil Mullanaphy

1 English Hills Dr • Fredericksburg, VA 22406

540-***-**** • adhe1e@r.postjobfree.com

● Created and strengthened relationships with the U.S. Department of State, Honolulu County officials and internationally-recognized corporations through global outreach

● Led team that secured the 2011 Asia Pacific Economic Cooperation (APEC) Annual Convention for the State of Hawaii, where President Obama hosted leaders from 22 Asia Pacific economies

● Provided vision, leadership and innovation to the destination’s sales & marketing function

● Oversaw development and implementation of annual sales & marketing plan to include goals, objectives and strategies

● Analyzed and maintained statistical data supporting goal and objective achievement, including status of leads, bookings and economic impact on community

● Developed and managed department budget

● Oversaw and sustained group sales efforts, ensured sales staff progress in achieving goals and provided support for success

● Evaluated performance of national, international and independent contractors

● Responsible for booking pace and achieving sales goals agreed upon with general manager and Hawaii Tourism Authority

● Handled key priority accounts and ensured that sales team provided quality customer service

● Developed cooperative marketing programs with group partners and organized familiarization trips and sales missions with area hotels and visitor industry entities

● Directed Convention Services team and established performance measures for group servicing functions

● Conducted sales and services training

● Maintained an international, national, regional, state and local profile in industry through associations, committees and marketing cooperatives GES Exposition Services, Las Vegas, NV

Vice President of Sales 10/04 – 4/08

As Vice President of Sales for GES’s largest event, convention and trade show market (Las Vegas), I led the sales team to achieve more than $156 million in annual sales. I worked closely with all community stakeholders and served as the liaison between the company and the large hotel partners.

● Developed and implemented a strategic marketing plan focused on the trade show and event industry

● Provided leadership, training and management to Las Vegas Sales Department, including ten sales managers and four assistants

● Oversaw daily sales for all GES lines of business

● Represented GES at industry events and trade shows

● Prepared and delivered presentations to national associations, trade show development companies and corporations

● Worked closely with the Las Vegas hotel community, supporting the trade show industry

● Provided consultation services for the trade show industry

● Responsible for $156 million in annual sales for Las Vegas flagship office Neil Mullanaphy

1 English Hills Dr • Fredericksburg, VA 22406

540-***-**** • adhe1e@r.postjobfree.com

Mandalay Bay Resort, Casino and Convention Center, Las Vegas, NV Director of Tradeshow Sales 7/02 – 9/04

● Oversaw final construction phase of the new Mandalay Bay Convention Center;

● Developed and implemented a strategic marketing plan focused on the trade show and event industry for Mandalay Bay Convention Center (2.8 million gross square feet);

● Cultivated and developed new accounts in the national association, trade show and corporate market segments

● Negotiated and contracted convention center license agreement

● Negotiated and contracted convention hotel room blocks in excess of 10,000 room nights for Mandalay Bay, THEhotel, Luxor, Excalibur and Monte Carlo resorts

● Managed and oversaw sales productivity of staff

● Participated in client site inspections

● Attended industry trade shows and events representing the Convention Center, Mandalay Bay Hotel and THEhotel

● Drove convention center occupancy to more than 30% in the first year of opening and more than a 5% increase annually

● Generated in excess of 130,000 room nights for the resort properties annually

● Prepared and delivered presentations to national associations, trade show development companies and corporations

Atlantic City Convention & Visitors Authority, Atlantic City, NJ Director of National Sales 1/99 – 7/02

● Developed and executed a citywide marketing plan for Atlantic City

● Oversaw sales productivity for five national sales managers

● Cultivated and developed new accounts in the national association, trade show and corporate market segments

● Developed and implemented the Authority’s yearly Action Calendar

● Developed and hosted familiarization tours of the destination for national association executives, trade show managers and meeting planners

● Helped create branded direct mail pieces and marketing brochures to promote the destination

● Developed and instituted the Convention Development Department’s Standard Operating Procedures, which included training of national sales managers

● Maintained strong community relationships with city agencies and key marketing partners

● Prepared and delivered presentations to national associations, trade show development companies and corporations, and educational institutions

● Represented the Authority at trade shows and industry functions and successfully created a strong presence in the New York/New Jersey and the Chicago/Midwest marketplace Other pertinent positions held:

Atlantic City Convention & Visitors Authority, Atlantic City, NJ National Sales Manager 11/95 – 1/99

Neil Mullanaphy

1 English Hills Dr • Fredericksburg, VA 22406

540-***-**** • adhe1e@r.postjobfree.com

Tropicana Casino Resort, Atlantic City, NJ

Senior Sales Manager 11/93 – 11/95

The Grand, A Bally’s Casino Resort, Atlantic City, NJ Sales Manager 2/92 – 10/93

Trump Castle Casino Resort, Atlantic City, NJ

Sales Manager 11/85 – 11/91

PROFESSIONAL MEMBERSHIPS HAVE INCLUDED:

American Society of Association Executives

International Association of Expositions & Events

International Convention Congress Association

Professional Convention Managers Association

Meeting Professionals International

New York Society of Association Executives

International Association of Assembly Managers

CERTIFICATIONS

Certified Hospitality Marketing Executive

EDUCATION

Canterbury University – Cheshire, England – B.S. Hospitality Management Rutgers University – Camden, NJ – Hospitality Management Core



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