Sales Manager

COVER LETTER

I’m inquiring to see if the Area Sales Manager position is still available. If so, I would absolutely LOVE the opportunity to interview. If not, CONGRATULATIONS on your newest team member!

Within the realm of sales, I set my self and my TEAM up for success by working SMART. I promote communication, accountability, adaptability, problem solving, decision making, organization, time management, and the development, implementation and execution of quarterly SMART goals to drive results.

The name of the game is to build long lasting working relationships by

● Retaining and Expanding In-house Business

● Growing Market Share

● Developing New Business

To accomplish the above, I adhere to the 3 Driving Principles of Sales:

● Focus on the customer

● Earn the right to advance

● Persuade through involvement

I also tailor sales efforts around the following:

Pre-Call Planning

● Sales call goal and stake in achieving this goal

● Customer’s stake

● Pertinent Information to be gathered or confirmed

● NBF Chart (Need/Benefit/Feature)

● Opening Rate

● Alternative Rate and back up plan.

Sales Call Process

● Open

● Advance

● Present Solutions

● Present Rates

● Gain Commitment

● Handle Objections

● Up-Selling

● Cross Selling

Qualifying

● Gathering of Pertinent Information

● High Gain, Open Ended and Close Ended Questions

● Needs/MOL-Travel Patterns/Hotels/Rates

Handling Objections

● Pause

● Encourage

● Question

● Confirm

● Provide

● Check

Strategies

● SMART Goals – Specific, Measurable, Accountable, Relevant, Timely

● Daily, Weekly and Monthly Agendas

● Budgets

Market Knowledge

● Economic Council of Development, Industrial Authority, CVB, Chamber

● SWOT Analysis

● STAR Reports

● Hotelligence

Account Production

● Account Saturation

● Maintaining and Knowledge of accounts in house

Documentation Verbiage

● Clear and Concise definitions of sales call types. KISS method.

● Promotes Consistency regardless of Sales Systems used within different

brands

● All Brands and All Teams on the same page

● Summary Reports pulled weekly to show areas of strengths and weaknesses

Cross Selling

● Brand to Brand – Great!

● ? – Even Greater! Covet Thy Nest!

● Create Brochures to distribute on appointment calls

● Target outbound business within portfolio

I am not a full time secretary, reservationist, hostess or gopher. I am a Proactive Director of Sales that is results driven and makes things happen. I have zero fear of failure, do not take no personally – its business, and I’m in it to WIN it for the team!

I want to be part of a team that recognizes my talents and encourages me to grow and develop. I strive for EXCELLENCE!

Thank you for your time. I look forward to hearing from you!

Warmest regards ~

Traci Allen

RESUME

5515 Strack Road Unit 121 • Houston, TX 77069

Phone 904-***-**** • Email *******@*******.***

TRACI EDMONDS ALLEN

EXECUTIVE SUMMARY AND PROFILE

Visionary and results driven sales professional with a “Do it and Do it now” philosophy, who is passionately committed to not only generating revenue growth through proactive selling and account saturation but to meeting the needs of customers through excellence in quality, service and hospitality. A true “Spirit to Serve”!

• Demonstrate effective listening skills by understanding the customer’s needs and service expectations.

• Question to clarify, gain and understand information by using open, closed and high gained questions.

• Encourage customers to participate in the sales call by using empathy, reinforcement and acceptance.

• Connect with the customers by establishing strong personal bonds that turn into long term relationships.

• Confirm to ensure the sales call is progressing by summarizing and checking business potential.

• Provide a clear, positive image of myself and my team by explaining to customers how they will benefit from a feature service with excitement and enthusiasm.

CORE COMPETENCIES

Execute Learn and Guest Model

Time Management

E-Tools & E-Commerce

Executive Presentations

Incremental Profit Analysis Organization and Communication

Customer Relationship Management

Sales Vision & Strategic Priorities

Vertical Market Segment

Team Building & Leadership Sales Call Process

NBF / OBF Chart

Smart Goals

Mar RFP & MRDW

Self Development

EMPLOYMENT EXPERIENCE

May 2011 – May 2012

Director of Sales • La Quinta Inn and Suites Richfield Hospitality

• Maximize revenue by selling all facets of the hotel.

• Develop and execute sales plans and strategies to exceed established Occupancy, ADR and RevPAR goals.

• Manage account details to ensure all aspects of solicitation and closings are complete and documented.

• Ensure lines of communication are open with Revenue Management to ensure Opaque and Premium IDS are monitored and closed out on a daily basis. Increased Opaque rates from $45 to $55 without losing demand.

• Proactively solicit demand generators within the local market and feeder cities.

• Conduct site tours of the hotel and meeting room facilities; entertain qualified clients in accordance with company and property policies and procedures.

• Maintain a professional image at all times through appearance and dress.

March 2010 – October 2010

Director of Sales • Courtyard by Marriott & Spring Hill Suites LBA Properties

• Attain accounts through proactive selling and networking which has resulted in the development of business relationships with major organizations including CRH, Hyundai, International Paper, Voith, DongWon, Caffco, Viscofan, UPS, Volvo, Maxwell AFB, LoneStar Plastic, and Kinedyne.

• Initiate, develop and maintain positive business relationships while broadening and deepening the customer base through account saturation.

• Target demand generators by market segment and maintain an effective trace system that results in superior account service and increased revenues.

• Conduct research and analyze market place to effectively capitalize on hotels strengths and competitors weaknesses in order to successful share shift market share.

• Present rates with confidence ask for business and convert lost opportunities by cross selling.

September 2008 – March 2010

Sales Manager Residence Inn Marriott International

• Influence top line sales by utilizing smart goals, making sure that in house guests are taken care of ensuring customers know rates are worth it and giving incentives to repeat clients.

• Attend socials 1 to 2 nights a week to build rapport with in house guests and listen for potential leads.

• Complete QIC’s and schedule sight tours.

• Handle objections using the E-quip process.

• Conduct customer and contact appreciation days bi-monthly.

• Create personalized follow up letters and handwritten thank you notes.

• Collaborate with Front Desk Staff, General Manager, Operations Manager, Housekeeping and Maintenance Engineers to ensure open lines of communication and problem resolutions.

September 2006 – September 2008

Loan Processor / Mortgage Broker • Ponte Vedra Beach, FL Ponte Vedra Mortgage

• Licensed in the State of Florida.

• Knowledge of the FNMA standard guidelines.

• Process client’s financial information.

• Verify and document applicant’s information.

• Update files during the wholesale underwriting process.

• Submit under writing documents for closing packages.

• Market my dogs “Fannie Mac” and “Freddie Mac”.

• Research and analyze the economic market.

April 1999 – September 2006

International Flight Attendant • New York, NY American Airlines

• Ensure passenger safety and comfort.

• Provide exceptional customer service.

• Anticipate and exceed customer’s unexpressed expectations.

• Strong interpersonal skills. Flexible schedule.

• Ability to remain calm, courteous and professional in stressful situations.

• Resolve problems by taking initiative, empathizing & correcting the problem.

EDUCATION AND PROFESSIONAL DEVELOPMENT

July 2009

CFRST Sales & Marketing Marriott Sales Activation Workshop

December 2008

Extended Stay Sales Edge Marriott Sales Training Class

March 2007 – April 2007

ABI Appraisal Course Florida Real Estate Institute, Inc.

FL State Reg. R.E.A. Trainee

September 2006

Mortgage Broker Licensure Course Florida Real Estate Institute, Inc.

September 2005 – August 2006

Chinese Language Studies Beijing, China

March 2003 – May 2003

French Language Studies Vichy, France

September 1988 – December 1994 Sweet Briar College

B.A. Psychology / Sociology University of Mississippi

VOLUNTEER

Junior League of Jacksonville, FL

REFERENCES

Available upon request.

Contact this candidate