Clara Zerra
Rye,NY
Summary
Goal-driven luxury market expert with a proven track record overseeing 13 hotels sales and marketing tiers in the hospitality industry. Experienced in devising and implementing successful sales strategies, taking calculated risks, and identifying growth opportunities. Superior leadership talents in sales and marketing project management. Proficient in sales oversight and process improvement. Detail-oriented, flexible, and adaptable to different environments. Global account management professional with expertise in client relationship building and strategic account growth. Proven ability to drive revenue and ensure client satisfaction through collaboration and adaptive strategies. Strong negotiation, project management, and data-driven decision-making skills. Known for reliability and flexibility in meeting changing demands.
Overview
13
13
years of professional experience
Work History
W Brand Ambassador
Marriott International
01.2023 - Current
- Oversee and support the Sales Department of 13 W Hotels in East Region US and Canada
- Provide W Brand expertise and support to Top Accounts to generate revenue at W Hotels
- Provide W Brand expertise and support to W property Sales Teams to drive business to Luxury Leisure, Corporate -Travel Leisure and Groups, from key accounts
- Partner with all sales channels [Global Sales Organization (GSO), US Account Sales, Group Sales offices, participating properties to serve as the key point of contact or ‘brand expert’ to translate customer needs and verify desired business is invested in the brand
- Verifies participating W hotels are effectively engaging in all sales channels
- Provides brand education and brand knowledge to all sales channels
- Coordinate events and represents the brand at trade shows and sales missions as designated by Account Sales leadership and the W brand teams
- Leverage methodologies, technical and business knowledge across the market
- Increase local penetration of high potential accounts to optimize demand across W brand and satisfy important 13 properties needs
- Provide expertise to 13 W Hotels Property Sales to understand the overall market dynamics - competitors’ strengths and weaknesses, economic trends, supply and demand etc
- And how to sell to assigned accounts
- Leverage appropriate corporate (e.g., Account Sales Directors, W & Luxury Brand Teams, ecommerce, Marketing, etc.) and market resources (e.g., area leadership, sales office, property leadership) to drive account strategies and guest solutions
- Achieve Sales Revenue Goals for 13 W Hotels in the Region
- Develop and achieve operating budgets and manages controllable expenses
- Anticipate and identify business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction
- Increase penetration of high potential accounts to optimize demand across all participating W hotels and satisfy important property needs
- Apply the principles of strategic account management and team-based selling, and partner with the Account Sales Directors / W Brand Teams, as appropriate to fully understand the overall account strategy and how best to execute the strategy
- Partner with stakeholders and their account team members to develop a comprehensive strategic plan to grow market share from their assigned accounts
- Grow shares for Business Travel (BT), group, leisure, catering and extended stay business as well as, the execution of outbound group and extended stay opportunities for their assigned customers
- Develops relationships across key accounts and industry verticals identified by Account Sales and brand leadership (Suite Sales / Consulting) to identify brand opportunities and drive sales strategy across all sales channels (e.g., Suite Sales/Consulting, Technology, Financial, Diplomat, Medical, International T&T and Wholesale)
- Create strong partnerships between field and corporate by maintaining a productive dialog and exchange of ideas
- Develop strategic relationships with participating W hotels to verify effective brand engagement in all sales channels
- Develop a close working relationship with operations to execute strategies at the property level
- Develop strong relationships with buyers for penetrating and growing market share and driving sales for all participating W Hotels
- Develop strategic relationships with key accounts and industry verticals identified by the Account Sales and W brand leadership teams [Suite Sales / Consulting (including project)/Tech/Financial/Diplomate/ Medical/International T&T and Wholesale (Brazil/Rio/Middle East, etc.)]
- Analyzed sales trends and implemented necessary adjustments to maximize profitability.
- Led regional workshops and conferences to promote company products, educate staff members, and strengthen industry relationships.
- Identified gaps in the market by conducting comprehensive research on competitors'' offerings which influenced product development decisions positively impacting overall revenues.
- Expanded client base through effective prospecting, networking, and referrals.
- Acted as a liaison between the sales team and senior management, presenting monthly progress reports and suggesting improvements where necessary for better overall functioning of the department.
- Created and managed execution of store business plans to drive KPI results and maximize business opportunities.
- Assisted in recruiting, hiring and training of team members.
- Observed each employee's individual strengths and initiated mentoring program to improve areas of weakness.
Senior Sales Executive – Business Transient – Travel Leisure -Entertainment
Marriott International
09.2018 - 12.2022
- Solicit new and maintain existing business corporate clients and Entertainment -Banking Finance –Media–Law-Technology- Airlines –Medical and Automobile and Associations) and events in effort to maximize revenues and exceed goals
- Develop and foster business through direct sales, sales calls and leads from Hotelligence360 Analysis report - Lanyon and planners
- Entertain and maintain close relations with Major accounts (ex
- Discovery- Netflix - Pfizer – Genentech- - -Microsoft – Google- Facebook – Twitter- Apple- Master Card - Ernst and Young)
- Maintain weekly reporting of all BT and Leisure reports - Hotellligence 360
- Meet and Exceed weekly/monthly sales and solicitation goals
- Maintain and updates luxury websites such Luminous – Virtuoso
- Attending Virtuoso and Luxury Sales events and Entertainment
Corporate Group Sales Manager
Millennium Broadway & The Premier Hotel
08.2017 - 09.2018
- Solicit new and maintain existing business corporate groups (pharmaceutical –technology- airlines –medical automobile and associations) and events in an effort to maximize revenues and exceed goals
- Develop and foster business through direct sales, sales calls and leads from C-vent, Lanyon and planners
- Entertain and maintain close relations with Major accounts (ex
- Pfizer – Genentech- Microsoft – Google)
- Organizing and planning Events and Conference Meetings
- Develop and drive communications related to planning and execution of group functions, including group resumes, banquet event orders (BEO's) and expense forecasts
- Maintain weekly reporting of all definite, tentative (inquiries), lost business and updating daily Delphi
- Exceed weekly/monthly sales and solicitation goals
- Conduct site visits and hotel tours
Groups & Events Sales Manager/ Digital Marketing Specialist
TRYP Times Square South
05.2014 - 05.2017
- Solicit new and repeat business of social and corporate groups and events in an effort to maximize revenues and exceed goals
- Respond to Groups requests for 15+ rooms on C-vent, Hotel planner, and Go Leads
- Coordinate event details with client including food and beverage, set up and audio visual needs
- Develop and drive communications related to planning and execution of group functions, including group resumes, banquet event orders (BEO's) and expense forecasts
- Update daily Delphi – Sales –Pro, Salesforce, and Travel Click
- Handle VIP sales reservations, prepare amenities and special requests
- Conduct site visits and hotel tours
- Update rates for FIT and additional profiles
Reservations Manager – Villa Sales Executive
Starwood Hotels and Resorts, Luxury Collection
04.2013 - 09.2013
- Supervised sales on a continuous basis with clients, contracted procedures with operators and agents
- Responded to reservation inquiries in a well, professional manner
- Maximized the Villa Sales revenues
- Summarized and communicated progress to management via written reports
- Conducted Villa Site Inspections with FIT and guests
- Implemented policies and procedures
- Trained the Reservations Team
- Delegated daily tasks to Reservations Agents and Telephone Operators (team of 15)
- Compiled monthly and weekly Production reports supplied to concerned departments
- Recruiting responsibilities including payroll and monthly team schedule
Reservations and Concierge Manager
Amanzoe – Aman Resorts
04.2012 - 04.2013
- Pre-Opening and Opening experience
- Trained Rooms Division employees based on Aman and hospitality philosophies
- Built and organized Reservations and Concierge department
- Supervised sales on a continuous basis with clients, contracted procedures with operators and agents
- Corresponded and followed up with direct clients
- Created and implemented policies and procedures
- Updated rates for FIT and additional profiles
- Delegated daily tasks to Reservations Agents and Telephone Operators
- Compiled monthly and weekly Production reports supplied to concerned departments including business on the books, revenue, and statistic reports
- Recruiting responsibilities including payroll and monthly team schedule
Education
MBA - Business Administration And Management
London Metropolitan University
London, UK01.2013
BBA - Business Administration And Management
London Metropolitan University
London, UK01.2010
Associate Degree in Hospitality Management and Arts of Business - Associate of Arts, Hospitality, Tourism and Hotel Management Tourism
Glion, Institute of Higher Education
Switzerland01.2009
Skills
Sales Expertise
- Proficiency in creating and implementing effective sales strategies to meet or exceed sales targets
- Ability to analyze market trends, customer needs, and competitive landscape to inform sales strategies
- Managing key accounts and building strong relationships with clients
Communication Skills
- Building relationships with customers, team members, and other stakeholders
- The ability to present ideas and strategies clearly and persuasively to various audiences
- Proficiency in negotiating contracts and closing deals effectively
Analytical Skills
- Data Analysis ability to analyze sales data and metrics to make informed decisions and identify areas for improvement
- Performance Tracking -skills in tracking and reporting on sales performance and KPIs
Strategic Thinking
- Understanding of the broader business environment and how sales strategies align with business goals
- Forecasting sales trends and prepare for future market changes
Organizational Skills
- Time Management ability to prioritize tasks and manage time effectively to meet deadlines
- Project Management- skills in managing multiple projects and initiatives simultaneously
Websites
Timeline
W Brand Ambassador
Marriott International
01.2023 - Current
Senior Sales Executive – Business Transient – Travel Leisure -Entertainment
Marriott International
09.2018 - 12.2022
Corporate Group Sales Manager
Millennium Broadway & The Premier Hotel
08.2017 - 09.2018
Groups & Events Sales Manager/ Digital Marketing Specialist
TRYP Times Square South
05.2014 - 05.2017
Reservations Manager – Villa Sales Executive
Starwood Hotels and Resorts, Luxury Collection
04.2013 - 09.2013
Reservations and Concierge Manager
Amanzoe – Aman Resorts
04.2012 - 04.2013
MBA - Business Administration And Management
London Metropolitan University
BBA - Business Administration And Management
London Metropolitan University
Associate Degree in Hospitality Management and Arts of Business - Associate of Arts, Hospitality, Tourism and Hotel Management Tourism
Glion, Institute of Higher Education
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