Carla Cannonito
Arlington,VA
Summary
Accomplished Commercial Director with a proven track record at InterContinental Hotels Group, adept in driving innovative revenue growth and fostering team development. Expert in detailed business planning and effective customer communication, consistently exceeding sales targets. Skilled in mentoring teams and developing strategic partnerships, significantly enhancing profitability and global market expansion.
Overview
27
27
years of professional experience
Work History
Commercial Director
InterContinental Hotels Group| IHG Army Hotels
03.2020 - Current
- Led cross-functional synergies between all operational departments to drive high-quality revenue through innovative revenue management techniques.
- Mentored staff members by sharing insights on sales best practices, fostering professional growth within the IHG Army Hotel portfolio of 78 hotels.
- Indirect lead for 25 reservation sales associates
- Retooled training documents and program initiatives for portfolio's offshore reservation offices
- Liaison to IHG global portfolio of 6200 hotels
- Developed strategic initiatives aligned with company objectives aimed at accelerating revenue growth.
- Conducted research to develop detailed business plans for commercial opportunities and expansion on each installation.
- Provided extensive leadership by effectively communicating strategic goals to impact annual revenue optimization plans.
- Enhanced military customer ratings through effective sales communication skill training programs.
- Created, implemented and led Distinguished Visitor Protocol program to effectively serve US and International Military Officers across IHG Army Hotel estate
Global Account Director, US Government
IHG- InterContinental Hotels Group
09.2004 - 03.2020
- Highly successful career history with global reach working in luxury, convention, urban and suburban hotels.
- Created and oversaw global account relationships enabling YOY goal achievement
- Boosted US Government client satisfaction by developing tailored account strategies with consideration of Federal Acquisition Regulations and Federal Travel Regulations.
- Developed forecast and yearly budgets for five Cabinet-level, United Nations and Executive Office of the President
- Reduced customer costs associated with international travel expenses by leveraging cost-containment and cost-avoidance initiatives for the Office of Presidential Advance, USSS, White House Military Office, and US Department of State-Presidential Travel Support
- Expertly coordinated and managed logistics for global travel events of 250+ persons
- Consistently traveled globally with key account customers to facilitate events, and coordinate all facets of lodging|events among Advance, Security, Management and Communications teams for three US Presidents totaling 20 years
- Improved forecast accuracy by consistently analyzing sales data and adjusting projections accordingly.
- Expanded global client base through targeted prospecting and relationship building within US Embassies, International Associations and affiliated organizations
- Consistently exceeded sales targets generating over $45M per year as Global Account Director
- Recognized as a consistent contributor to overall company growth and profitability
- Met with customers to understand business strategies, priorities and Security needs as well as anticipated forthcoming business opportunities.
- Created, owned and drove account plan execution for key clients.
- Built long-term customer relationships with domestic and international business leaders and contacts.
- Spearheaded new business development initiatives, expanding company reach into emerging markets and verticals.
- Coordinated and streamlined efforts across all departments to deliver seamless service experiences for multinational clients.
- Prepared sales presentations for clients showing success and credibility of IHG's global brands
Vice President Sales| Revenue Strategy
Associated Hotels, an IHG Franchisee
06.1997 - 08.2004
- Cultivated strong relationships with key stakeholders, including customers, vendors, and hotel franchise operators to promote collaboration and long-term success.
- Led cross-functional teams for the successful completion of major projects, resulting in increased efficiency, increased revenue, and client satisfaction.
- Demonstrated proficient leadership skills to motivate employees and build competent teams.
- Collaborated with senior management to develop strategic initiatives, operational processes, and long term goals.
- Developed new revenue streams by identifying growth opportunities and forging strategic partnerships with key industry travel management company players.
- Negotiated high-value contracts that maximized profitability while mitigating risks for the organization.
- Established a culture of continuous improvement, fostering innovation and driving sustainable growth across the organization.
Education
Political Communications
Abilene Christian University
Abilene, TXBachelor of Arts - Communications
Texas Lutheran University
Seguin, TX12-1986
Skills
- Written and verbal communication
- Training and mentoring teams
- Public speaking
- Scheduling Coordination
- Pricing strategy
- Presentations
- Competitor analysis
- Forecasting
- Commercial strategy development and implementation
- International Business
Affiliations
- National Defense Transportation Association
- Association of the United States Army
- Tunnel to Towers Foundation
- National Security and Strategy Seminar, US Army War College, Carlisle PA-2023
- National Security Roundtable , US Army Command and General Staff College, Ft. Leavenworth-2023
- CAC PIV holder 2020-present
Timeline
Commercial Director
InterContinental Hotels Group| IHG Army Hotels
03.2020 - Current
Global Account Director, US Government
IHG- InterContinental Hotels Group
09.2004 - 03.2020
Vice President Sales| Revenue Strategy
Associated Hotels, an IHG Franchisee
06.1997 - 08.2004
Political Communications
Abilene Christian University
Bachelor of Arts - Communications
Texas Lutheran University
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