Sales Manager

ELIZABETH A. DONNARUMMA

**** ******** ****** *** ~ Philadelphia, PA 19102

443-***-**** *********.***********@*****.***

SALES EXECUTIVE

Highly accomplished Sales Executive with solid and progressive experience in all facets of catering sales, outside sales, revenue growth, and hospitality management. Proven track record of generating multi-million dollar sales growth utilizing aggressive sales tactics. Repeatedly promoted into leadership roles based on demonstrated success in executing strategy, maximizing revenue potential, and boosting client retention. Technical proficiency in CI/TY, Caterease, Delphi, Synergy, and MS Office. Areas of expertise include:

• Catering Sales • Corporate Event Planning • Innovative Team Leadership

• P&L Responsibility • Revenue Growth • Budgeting & Cost Control

• Strategic Planning • Business Development • Account Management

• Market Research & Analysis • Proposals & Contracts • Relationship Management

PROFESSIONAL EXPERIENCE

ANNAPOLIS MARRIOTT WATERFRONT HOTEL/THAYER LODGING, Annapolis, MD 2010-Present

Senior Catering Sales Manager

• Maintained full responsibility for driving revenue growth, expanding the client base, boosting client retention, and raising guest satisfaction ratings within a highly competitive market.

• Oversaw operational activities in 9 meetings rooms with 1,400 square feet, 1 grand ballroom with 3,500 square feet, and a patio on the bay with 2,000 square feet.

• Managed the $2.5M budget successfully.

• Directed catering responsibilities from inception through completion for all events on the property.

• Gained specialized expertise in utilizing CI/TY, which was an innovative software that was rolled out by the Marriott organization first.

• Utilized creative talents and business acumen to design and style events that surpassed client expectations and generated referral business.

• Planned all aspects of corporate events as well as social gatherings, which included menu planning, budget management, forecasting, entertainment, audio visual, contract administration, banquet staff supervision, and logistics.

• Handled vendor relationship management and secured competitive pricing for all purchases.

• Performed upselling duties and identified cross-selling opportunities.

• Generated proposals, wrote contracts, and liaised with clients.

CULINARY CONCEPTS, Philadelphia, PA 2009-2010

Catering Sales Manager/Event Planner

• Maintained responsibility for catering sales, social and corporate sales, event planning, and relationship management.

• Managed high profile events including sales, contracts, food and beverage menus, and vendor relations.

• Led event set-up as well as secured permits, locations, entertainment, and audio/visual equipment.

• Produced $550,000 in revenue through June of 2010 with $175,000 sales in May.

• Achieved over 50% of annual sales goal in first 2 quarters.

• Booked high profile events with contracts averaging up to $65,000 with 625 guests.

• Spearheaded talent acquisition/recruiting, oversaw banquet staff, and led performance management duties to ensure top performance by the team.

• Optimized sales potential by utilizing sound sales and hospitality management acumen.

• Established relationships with local businesses and non-profit organizations, which generated increases in sales.

• Executed P&L management, budgeting, and financial reporting activities.

• Conducted research and identified emerging market trends to remain competitive in the market place.

• Championed efforts to negotiate fiscally sound contracts and third party vendor agreements.

WARWICK HOTEL, Philadelphia, PA 2006-2008

Senior Sales Manager/Wedding Sales Specialist

• Charged with growing food and beverage sales for a historic hotel with 10 meeting rooms, 2 dining rooms, and 17,000 square foot main ballroom.

• Led efforts to generate $1.9M in annual sales by utilizing strategic sales initiatives.

• Maintained full responsibility for increasing wedding capacity by 100% and event bookings, which encompassed cultivating enduring relationships, building pipelines, and expertly negotiating agreements.

• Partnered with the Executive Chef to create innovative menus utilizing diverse cuisine.

• Assisted in kosher catering initiatives and menu planning.

• Managed all facets of events including weddings, bar and bat mitzvahs, galas, reunions, corporate parties, political functions, and fundraisers.

• Played a key role in formulating and launching strategic marketing programs that drove sales growth.

RIDGEWELLS CATERERS, Bathesda, MD 2003-2006

Event Designer

• Managed sales activities for provider of catering and event planning services utilizing fresh culinary approaches and trendsetting themes and décor.

• Directed large, upscale events for social and corporate clients.

• Secured $800,000 in revenue by designing unique concepts for upscale events.

• Landed business from government conferences for the White House and State Department, corporate events for organizations including AT&T and Lockheed Martin, and numerous CEOs and government officials.

• Achieved $1M in event sales and managed $250,000 event that transitioned an alpaca ranch into luxury resort for 3-day gala event with breakfasts, lunches, dinners, and auction.

• Conceptualized and designed menus while establishing ambiance based on client specifications.

• Grew the corporate client base by executing innovative marketing approach.

PRINCESS ROYALE HOTEL & CONFERENCE CENTER, Ocean City, MD 2000-2003

Director of Catering

• Navigated catering and special event operations for hotel and conference center with 30,000 square feet of meeting space.

• Oversaw activities within 2 grand ballrooms, 12 meeting rooms, exhibit hall, atrium, and external beach space.

• Exceeded the $2.5M annual budget by formulating innovative sales approaches.

• Completed proposals and monitored budgets for events exceeding $80,000.

• Directed multiple events simultaneously for groups up to 1,000 guests.

• Prepared forecasts based on secured events, prior year sales, and seasonal/ special promotions.

• Participated in menu and floor plan selection, food and beverage management, venue selection, and room rate negotiation.

Early Career: Garden State Park, Cherry Hill, NJ – Sales Manager/ Event Coordinator (1995 – 2000)

EDUCATION

Marriott Wedding Certificate / Marriott Event Planning Certificate

BROOKDALE COLLEGE – Business Program Studies

AFFILIATIONS

National Association of Catering Executive (NACE)

Meeting Professional International (MPI)

International Special Events Society (ISES)

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