Allison Knapp
Summary
Sales Management Professional with substantial experience in driving revenue growth and optimizing sales strategies. Proven ability to lead teams, foster collaboration, and adapt to evolving market demands. Skilled in client relationship management, negotiation, and strategic planning. Dependable and goal-oriented, consistently delivering impactful results.
Overview
9
9
years of professional experience
Work History
SENIOR SALES MANAGER
Crescent Hotels & Resorts, Delta Virginia Beach
02.2024 - Current
- Exceeded sales targets for 4 consecutive quarters by at least 37% each quarter
- Successfully negotiated and closed multiple high-value corporate, association and government accounts, driving a 22% increase in group, year over year
- Led a team in-junction with Director of Sales and Marketing of 9 sales and event professionals to exceed quarterly sales targets through strategic planning and targeted client outreach and sales activities
- Developed and executed strategic sales action plans in-junction with Director of Sales and Marketing to Exceed Budget by 17% ($6,180,900 In Total Sales Actuals)
- Spearheaded opportunities for sales growth within department such as selling standards of practice, contract clauses and minimums required to increase guaranteed bottom-line profit and minimize risk
- Analyzed market trends, competitor activities, internal GSS & ESS Scores, to identify new business opportunities and drive continuous improvement in sales performance
- Utilized CRM systems (CI/TY) to track and monitor sales performance, providing regular reports and analysis to Corporate and Ownership
- Created and implemented strategic sales standard’s of practice in partnership with Director of Sales
AREA SALES MANAGER
Shamin Hotels, Inc
08.2023 - 02.2024
- Solicited, qualified, negotiated, and secured contracts for group business for all four properties within portfolio
- Generated new business for a struggling unit that had struggled to meet budget and began pacing ahead in group rooms (The Landing Hampton Marina)
- Delivered at or above quota results for all four units within six months of taking the position
- Sustained solid guests scores despite having two of four hotels under renovation and selling with limited inventory, a 'damaged' product, and several guest service issues caused by non-functional amenities
- Consistently sell out all available inventory and use sister properties appropriately for overflow in case of need or issues
- In charge of the development of all promotional materials, setting hotel price rates for clients, and working with hotel management and corporate managers on contracts, especially those that span multiple properties
- Keep up to date on market trends, business saturation in market, and upcoming business/projects as well as all phase/deadlines that could affect business needs or production at my properties and in the surrounding competitor set of hotels
- Conduct sales calls and deliver presentations to demonstrate value to prospective clients in a highly competitive region
- Regularly find creative solutions to problems or how to sell to unique clients to make a lasting and memorable impression
GROUP SALES MANAGER - THE DELTA BY MARRIOTT CHESAPEAKE NORFOLK
LTD Hospitality Group, LLC
08.2022 - 08.2023
- Exceed revenue goals by 48% within first 6 months
- Increased SMERFE market sales by 62% within a 6-month period by implementing affecting targeting strategies
- Drive customer/guest loyalty by delivering service excellence throughout each customer/guest experience
- Actively up-sell each business opportunity to maximize revenue opportunity on the rooms and catering side
- Proactively solicit and manage group/catering related opportunities in conjunction with the Director of Catering to ensure effective space utilization
- Working closely with Revenue Manager, ensure that all rate and restriction strategies for the property are effective
- Use negotiating skills and creative selling abilities to close on business and negotiate contracts
- Professionally represent the hotel in community and industry organizations
- Strengthen and expand visibility in the market and build customer base sales opportunities
- Achieve comprehensive understanding of the overall market, competitors' strengths, weaknesses, economic trends, supply and demand, etc
- Target accounts, markets or segments with heavy emphasis on proactive solicitation and account saturation
- Remain current on all Brand Training programs and initiatives
DIRECTOR OF CATERING AND SPECIAL EVENTS
The Princess Anne Country Club
02.2022 - 08.2022
- Accomplished assigned task within six months of hire and surpassed the 4th quarter budget
- Was on target to surpass a combined $5M budget
- Heralded by the executive team
- Administered personal sales budget and expenses
- Reported top preforming accounts and qualified pipeline prospects monthly
- Regularly led corporate meetings, briefing personnel on market knowledge, market developments and other points of interest
- Nurtured strong enough relationships with clients and a network of prospects to fill in booking gaps as needed
- Consistently noted by executive office as the most market knowledgeable salesperson within the company
BANQUET MANAGER
The Princess Anne Country Club
02.2022 - 08.2022
- Decreased turnover by 50% within a 6-month period
- Oversee banquet operations to ensure an excellent experience for members and their guests
- Collaborate with other departments to plan events, determine venue layout, prepare menus, and more
- Determine number of wait staff needed, prepare work schedules, oversee staff during event
- Manage day of event processes, ensuring guests are taken care of, and ultimately all events are executed successfully
COMPLEX BANQUET SUPERVISOR, THE CAVALIER RESORT
Goldkey PHR, Inc - The Cavalier Resort
02.2020 - 02.2022
- Depth of beverage knowledge including alcohol, mixology, and recipes
- Able to recommend drinks, and pairings and respond to guest preferences
- Collaborate with team to efficiently set-up, service and break down each event entirely
- Comply with all state, city liquor laws and company alcohol policies
- Presented and explained specials offered information and made suggestions about the menu
- Up-sold wines, liquors, off-menu items, cocktails, and desserts with professional appearance and mannerism
- Depth knowledge of food ingredients and preparation as well as wine and meal pairing
- Managed multiple tables and guest interactions while delivering a 5-star quality dining experience
FOUNDER | OWNER | CREATIVE DIRECTOR
Modern Day Media LLC
01.2016 - 01.2020
- Sole employee, responsible for all sales, marketing, operations, project management, and website development
- Clients include The City Mission, James Douglas Studio, Content Marketing Institute, Lubrizol, ThingsRemembered, CampusSuite, and several regional advertising agencies
- Lead generation, contract negotiation, and project management guiding clients through the total website development process from start to finish
- Managed client service and customer relationships leading to 75% customer retention
- Managed a team of four sub-contractors
Education
DIPLOMA - ADVANCED STUDIES
Colonial Heights High School
Skills
- Business Development
- Revenue Management
- Hospitality Management
- Hotel Operations
- Banquet Operations
- Strategic Leadership
- Performance tracking and evaluations
- Negotiation expertise
- Sales coaching
- Rapport and relationship building
- Territory management
- Sales presentations
- Pipeline management
- Business growth and retention
- Competitor analysis
- Business development
- Contract negotiations
- Service upselling
- Key account development
- Team oversight
- Market research
- Profitability optimization
- ROI analysis
- Budget development
- Recruitment and team development
- Forecast Accuracy
Accomplishments
- Named "Manager of the Year" in 2024, Crescent Hotels
- Named "Manager of Quarter" Twice, Crescent Hotels
- Supervised team of 9 staff members.
- Named "100 Most Influential People" In North American Hospitality by the International Hospitality Institute
- Named 2024 "Global Sales Leader of the Year" by the International Association of Top Professionals
- Named Global "30 Under 30" by Hotel Magazine
Timeline
SENIOR SALES MANAGER
Crescent Hotels & Resorts, Delta Virginia Beach
02.2024 - Current
AREA SALES MANAGER
Shamin Hotels, Inc
08.2023 - 02.2024
GROUP SALES MANAGER - THE DELTA BY MARRIOTT CHESAPEAKE NORFOLK
LTD Hospitality Group, LLC
08.2022 - 08.2023
DIRECTOR OF CATERING AND SPECIAL EVENTS
The Princess Anne Country Club
02.2022 - 08.2022
BANQUET MANAGER
The Princess Anne Country Club
02.2022 - 08.2022
COMPLEX BANQUET SUPERVISOR, THE CAVALIER RESORT
Goldkey PHR, Inc - The Cavalier Resort
02.2020 - 02.2022
FOUNDER | OWNER | CREATIVE DIRECTOR
Modern Day Media LLC
01.2016 - 01.2020
DIPLOMA - ADVANCED STUDIES
Colonial Heights High School