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Strategy Manager Sales

Location:
Arlington, VA
Posted:
July 21, 2021

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Resume:

CHARLIE DORAN

571-***-**** adnudz@r.postjobfree.com LinkedIn

Objective

To advance my career with a leading organization that will utilize my keen industry insights and strategic thinking while also allowing me to further explore my passion for the hotel industry and revenue management within it. Professional Experience

CONVENTION STRATEGY MANAGER

Destination DC July 2019 – Present

• Implements dynamic inventory strategies and yield management functions within Walter E. Washington Convention Center, employing the analysis of short- and long-term opportunities

• Initiates successful connections with key stakeholders from the internal and external sales teams along with the hotel community of Greater Washington, D.C.

• Undertook and continues to maintain a Demand Track Tool to record COVID’s hospitality industry impact and recovery

• Discovered short-term (18 months inward) patterns at The Center that contributed to the relocation of displaced groups

• Created and rolled out a Dynamic Need Calendar that highlights the opening trends within the cities’ big-box hotels

INTERN TOURISM, SPORTS & VISITORS SERVICES

Destination DC February – May 2019

• Strengthened revenue management by building complex Excel sheets and SOPs that track international office spending

• Investigated and gave knowledgeable recommendations for the wholesale processes of local hoteliers utilizing FIT

• Organized Familiarization (FAM) Tour itineraries, logistics, and welcome gifts

• Made progress on acquiring new sports business through prospecting REGIONAL SALES MANAGER

iControl Data Solutions June 2017 – August 2018

• Operated as a Team Leader by mentoring, coaching, and training new and struggling sales managers through clear improvement

• Maintained active pipeline of $1.2-$1.5M worth of new opportunities

• Conducted 225 calls per week to C-Level decision makers at hotels, restaurants, and C-stores

• Developed sales SOP’s for prospecting and closing hotel chains

• Illustrated successful prospecting via LinkedIn, networking events, and tradeshows

• Exceeded quota by 15% in 2017 and 20% in 2018

• Signed first contract within the first 30 days of employment ENTERPRISE SALES MANAGER

RateGain December 2015 – June 2017

• Collaborated with hotel chains, brands, and management companies on complex revenue management projects, including; rate parity, wholesaler violations, rate intelligence, and distribution.

• Executed 150 prospecting calls per week into C-Level hoteliers

• Oversaw 4 Business Development Reps, 3 of whom were over plan for both years

• Presented webinars to hoteliers and their properties’ leadership at HSMAI events and industry tradeshows

• Finished FY2016 130% to plan

• Expanded Marriott’s rate shopping contract by $25K in 2016 and an additional $15K in 2017

• Increased business with IHG on and above property by $25k in 2016 and $35k in 2017 SALES MANAGER

The Knowland Group December 2014 – December 2015

• Conducted an average of 80 telemarketing calls per day and an average of 40 demos per month focusing primarily at the property level, as well as management companies and ownership groups

• Met quota of $33,000 ($2,800 RMR) per month 11 of 12 months of employment

• Closed $600K in total contract value

INBOUND SALES

Frontpoint May 2012– December 2014

• Accomplished an average of 100 calls per day

• Closed a minimum of 45 sales per month valued at $70K

• Averaged 125% to plan annually

• Mentored 23 sales mentees, 17 of whom were over plan during my tenure Education

Johnson & Wales

BS, Hotel & Lodging Management Graduated Summa Cume Laude Certification

Certification in Hotel Industry Analytics (CHIA)

American Hotel & Lodging Educational Institute Issued: June 2020



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