firstname.lastname@example.org • https://www.linkedin.com/in/josephtgabriel/
I am a high-energy, high impact, hands-on sales leader with extensive experience building, training, retaining and leading salespeople and sales organizations creating and maintaining a best in class sales culture with a proven track record of success consistently exceeding revenue and market share performance.
Key Profile Offerings:
25+ years on hands-on responsibility and accountability, building sales teams, growing and leading B2B sales organizations and operations ranging from a small manufacturing company to a global hospitality leader.
Deep understanding of “relationship-selling” and the entrepreneurial ability to strategize and proactively target, penetrate and build executive level relationships ranging from small backyard accounts to mid-market tier companies to very large, complex global organizations.
Strategize, formulate, educate and execute estate wide effective performance driving direct sales strategies targeting and selling to every level of contact across all industries, vertical markets, segments and demand generators generating revenue supporting individual hotel owners, medium size hotel management companies and large REITS.
Integral member of the leadership team spearheading all sales business activities including revenue generation, sales reporting, sales CRM databases, services, offerings and product expansion.
Demonstrated success managing, developing, mentoring and training a diverse, sales organization by leveraging the latest in sales enablement, mindset and coaching.
Excellent written and verbal communication skills, including the ability to present internally and externally at every level of the organization.
Demonstrated and proven success in effective negotiating and closing on critical sales contracts. Supporting the team in negotiations and taking the lead when needed.
Entrepreneurial and organized approach tackling the day to day sales management activities including mentoring, planning, performance management, metric pacing, pipeline generation, forecasting and interpretation and action against all analytics, insight and reporting.
Opportunity to grow the business by devising and executing sales strategies targeting new management agreements, exploring new sales channels (direct, retail, partner), vertical markets, segments and geographies.
IHG - INTERCONTINENTAL HOTELS GROUP 2002 – PRESENT
DIRECTOR, COMMERCIAL SALES PERFORMANCE
Hold concurrent accountability for $300M+ managed estate revenue budget and leadership of Regional Sales Directors, delivering training, oversight, support and accountability of 86+ IHG-managed hospitality properties across the US and Canada.
Cultivate and manage long-term relationships with stakeholders both internally across numerous business areas including finance, operations, and global sales as well as externally with individual hotel owners, management companies and large ownership groups. Direct and detailed accountability of performance to budget, market share and total sales performance to senior leadership and ownership.
Hand on experience managing remote teams remotely as a player/coach charged with hiring, training and retaining a large on and above property level sales team.
Ensure year over year revenue growth of top-line revenue goals and market share performance.
Lead all sales operations (local/national sales strategy, reporting, administration/monitoring/approval of monthly/annual sales bonuses, CRM platforms etc.)
Establish, build and maintain strong owner and client relationships.
Highlighted Leadership & Success
Streamlined adoption of continuous improvement strategies within a workforce of 100 Sales Directors/Managers across the US and Canada enhancing property performance while exceeding established targets.
Reduced Regional Commercial Directors’ overall T&E by 37% via executing an enhanced deployment support model.
Reduced annual employee turnover by 30% through the implementation of new hiring processes, on-boarding programs, mentoring, team development, training, and employee retention initiatives.
Delivered 7 years of consecutive YOY market share growth over 120+ RGI via innovative sales plans and creative approaches for client relations, engaging, acquiring, and retaining new and existing clientele.
Repositioned portfolio after 250MM renovation for 7 years of consecutive YOY RevPar growth.
Consistently recognized for excellence in performance management and outstanding leadership, earning various promotional achievements throughout career tenure.
Earned numerous promotions with increasing responsibility including Director of Sales, Northeast Regional Sales Director, Senior Regional Sales Director, Director, and Director of Commercial Performance.
Fostered a culture of team collaboration as an instrumental leader in achieving enterprise-wide objectives.
Recognized as Subject Matter Expert (SME) in strategic account management, driving segment sales growth in support of Corporate Sales and Corporate Partnership teams.
Seamlessly coordinated sales and marketing teams to repeatedly prospect and identify new opportunities for corporate transient, group, association, weekend, leisure, government, and extended stay business.
Established processes and benchmarks that support the timely and accurate collection of data and analysis related to KPIs.
Ideated profitable brand management strategies including defining value proposition, aligning actions with target markets.
United with the sales leadership team and key stakeholders in finance, operations, and revenue management for global sales to successfully coordinate and leverage opportunities for increased revenue and market share.
IVS, INC. (ATLAS COPCO- FORMER APPLIED DIGITAL COMPANY) 1997-2002
VICE PRESIDENT, SALES & OPERATIONS
Owned daily operations, leveraging a hands-on approach to interpreting, restructuring, and establishing best practices/performance measures, shifting organizational operations to align with new strategy. Recruited, trained, and directed a high-performing team of service engineers, technicians, and sales specialists.
Directed and oversaw operations in Sales, Marketing, Accounting, Human Resources, and new business development.
Forecasted sales and budgeted revenues while consistently identifying effective means of cost reduction.
Continuously raised performance standards by infusing team focus, spearheading innovation and innovative thought, and evangelizing for consistent strategic focus from all personnel.
Increased annual revenue 300%; served as a key component of IVS's merger with the largest competitor/industry leader and company's acquisition in 2000.
Nurtured, secured and maximized output from key Fortune 500 accounts, including IBM, Exxon Mobil, General Electric, HP, J&J, Kraft, BMS, Xerox, Pfizer, Novartis, Phillip Morris, PPG, Air Products, Monsanto, and others.
Championed “Innovative Exchange Plan”, which secured numerous sales contracts.
Overhauled the entire procurement process, including handling of goods tracking/delivery, facility layout designs, logistical problems, and vendor compliance issues.
Worked in conjunction with colleagues and teams and created innovative and engaging marketing strategies that increased sales and galvanized an exceptional customer service record.
Education & Development
Bachelor of Arts in Sociology & Economics - William Paterson University, Wayne, New Jersey
Emory University - Goizueta Business School - Executive Development - Sales Leadership Program