DANA MOUNT
Mt. Juliet,TN
Summary
Accomplished Director of Sales with 15 plus years of experience, specializing in penetrating new markets and major market expansion. Proven ability to build territories implement and execute winning sales strategies while managing key accounts and leading dynamic teams. The entrepreneurial mindset that drives revenue contributing to long-term financial goals and organizations profitability. Continuously identify, develop, negotiate, and close accounts.
Overview
20
20
years of professional experience
Work History
Director of Sales and Marketing
Holiday Inn Nashville Downtown-Stadium
09.2023 - Current
- Re-Branded hotel from a Clarion Hotel to Holiday Inn.
- Created IHG website for hotel through hotel content.
- Developed comprehensive sales plans for business growth, resulting in significant market share expansion.
- Spearheaded trade show participation to showcase products and services, generating valuable leads and networking opportunities.
- Increased sales revenue by implementing innovative marketing strategies and fostering strong relationships with clients.
- Lead, train & mentor sales staff including hiring, coaching development, performance evaluations, disciplinary actions and terminations.
- Perform as the driver of all revenue and ensure quarterly and annual revenue goals are achieved for the hotel.
- Analyzed sales and marketing data for improved strategies.
- Develop sales action plans, and forecast and evaluate trends to modify strategies that will enhance revenues effectively.
- Ensure hotel participation in all brand revenue management initiatives.
- Assist in the production of annual hotel business plan.
- Develop and maintain departmental budget.
- Lead property revenue meetings always insuring revenue maximization and profit in all areas.
- Conducted market research to identify potential areas of growth for future product development initiatives.
- Aligned Sales and Marketing teams under common goals to ensure consistent messaging throughout all materials and touchpoints with customers.
- Collaborated with cross-functional departments to optimize product offerings and pricing strategies, increasing overall profitability.
DIRECTOR OF SALES AND MARKETING
Holiday Inn Express Nashville Airport
01.2021 - 09.2023
- Solicit, negotiate and book new and repeat business through various efforts, including outside sales calls, telemarketing, mailings, referrals, networking, etc
- To maximize room revenue; develop relationships with corporate, business, travel industry, community organizations, professional associations, media, etc
- To identify potential clients and increase market share
- Provide leadership in training and mentoring of the sales team
- Notify/coordinate customer specifications with other departments and quickly, efficiently respond to customer issues, comments and problems to ensure a quality experience and enhance future sales prospects
- Survey, review and analyze competition, market trends, as well as customer needs and comments to develop new plans and programs and determine the potency of current plans and programs; conduct internet prospecting
- Ensure that the sales team maintains accurate, legible records and files to provide group histories, rooming lists, group blocks, drop dates, and Banquet Event orders credit procedures and audit guidelines
- Participate in trade shows, conventions, and promotional events within the hotel, the industry and customer organizations to maintain high visibility for the hotel and enhance revenue opportunities
- Achieve individual monthly revenue and solicitation goals
- Monitor progress of the sales team toward their monthly goals and provide feedback or set strategy sessions as needed to help sales associates succeed
- Assist in the development of team sales action plans, forecasting and evaluate trends to modify strategies that will enhance revenues effectively
- Establish and re-establish accounts of individuals, organizations, associations, social, and/or corporate businesses through direct outside and inside selling to secure business
- Negotiate guest room rates, meeting room rental, function space, and/or hotel services within approved booking guidelines
- Accurately produce and/or review all sales contracts, rate agreements, and/or banquet/catering event orders
- Monitor and handle inquiry calls and provide client proposals in accordance with established departmental policies and procedures
- Arrange and conduct special events, property tours, site inspections, and off-site presentations for potential clients
- Entertain clients in accordance with established company and hotel policies and guidelines
- Maintain client files and update information daily in accordance with established departmental policies and procedures
- Produce monthly sales-related reports and sales forecasts for assigned area of responsibility
- Follow up with clients regularly during and after departure to ensure satisfaction and secure future bookings; Upon closing, coordinate and follow up with other hotel departments to ensure guest satisfaction
- Solicit group, transient, and other function business directly and jointly with others through the preparation, execution and completion of Action Plans
- Quote and negotiate prices with customer representatives, confirming reservations by letter and drawing up contracts; signing for the hotel and obtain customer signatures to close the transaction
- Assist in the writing and implementation of the annual hotel business plan and quarterly action plans as well as assist in the development of the sales department budget
- Lead property revenue meetings insuring revenue maximization and profit in all areas
- Lead by positive example and ensure sales team members are a positive reflection of the hotel
- As directed, compile and input market intelligence information to the Sales Information Management systems
- Mentored junior staff members on best practices for successful sales techniques, resulting in higher close rates across the team.
- Developed comprehensive sales plans for business growth, resulting in significant market share expansion.
Director of Sales (Task Force)
Homewood Suites
08.2022 - 11.2022
- Enhanced customer satisfaction levels by addressing concerns promptly and providing tailored solutions.
- Achieved regional sales targets through effective territory management and relationship building with key clients.
- Increased sales revenue by developing and implementing strategic plans and setting performance goals for the sales team.
- Launched new products successfully into the market, coordinating marketing initiatives and comprehensive sales campaigns.
- Established strong partnerships with industry influencers to expand brand recognition and drive business growth.
- Developed high-performing sales teams through targeted recruitment, training, mentoring, and coaching activities.
- Streamlined sales processes by identifying inefficiencies, implementing new tools, and providing training to the team.
DIRECTOR OF SALES AND MARKETING
Holiday Inn Memphis-Downtown Beale St.
10.2019 - 01.2021
- Direct the day-to-day activities of the sales department; plan, organize, and assign work as needed, develop and communicate strategies and goals, train and advise team of policies and procedures
- Develops and implements the total sales and marketing effort of the hotel, including securing new accounts, maintaining existing accounts
- Develops and maintains marketing plan and sale budget with General Manager
- Preparation of required reports in a timely manner
- Develop business through direct sales solicitation; secure new clients; maintain existing clients while executing sales plans strategy to maximize profitability of the hotel
- Follow up on leads to gain additional business increase profitable sales volume for the hotel by meeting and exceeding the financial and proactive selling goals established by executive management
- Ensure all pertinent aspects of solicitation, closing, and client communications are complete and documented
- Develops and implements annual sales goals for sales team which are aligned with the hotel's overall revenue goals
- Develop and assist with the hotel's marketing and sales strategy based on the hotel's state and strengths within each market segment
- Implement hotel's marketing and sales plan; become familiar with the hotel's demand segment and takes advantage of hotel's strengths against competitors while analyzing the competitors' strengths and weaknesses
- Analyze current/potential market sales and trends; coordinate all activity to maintain and increase revenue and market share through added business volume and increase rate
- Conduct ongoing competitor pricing and product analysis to ensure proper rate positioning and product offering relative to the competition
- Pursued and generated revenue through outside sales and marketing efforts by relentlessly identifying, developing and targeting new business partnerships.
- Spearheaded trade show participation to showcase products and services, generating valuable leads and networking opportunities.
- Increased sales revenue by implementing innovative marketing strategies and fostering strong relationships with clients.
DIRECTOR OF SALES AND MARKETING
Hyatt Place Memphis Wolfchase
07.2014 - 10.2019
- Develop and maintain relationships with key clients in order to produce group and/or convention business to include room sales, food & beverage sales, catering/banquet services
- Develop new strategies and tactics to drive revenue in assigned markets
- Presents these plans to the Hotel General Manager and Regional Director of Sales for review and approval
- Oversees the coordination of various department's activities related to booked business to ensure customer satisfaction and hotel profitability
- Develops and maintains marketing plan and sale budget with General Manager
- Manage the departmental budget and monitors sales activities/performance to ensure actual sales meet or exceed established revenue plan; accurately reports variances/projections
- Execute hotel-level tactical sales and marketing plans to support overall system-wide sales plans/strategies and programs
- Prepares reports and forecast as requested to develop a more informative data base for improved management decision making and critical evaluation of work activities
- Negotiate hotel rates for LNR accounts based upon room night volume and stay pattern
- Direct the scheduling of conventions and group activities at the hotel and coordinates with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients
- Recruit, hire, train, and provide career development for all sales personnel; conducts performance valuations and provides feedback to employees using company hiring standards and guidelines
- Develop and maintain good relationships with officials and representatives of local community groups and companies, attends out-of-town conventions to generate convention and group business
- Provide sales training and development for all front desk personnel to ensure all guest inquiries and needs are consistently executed
- Establishes and directs the development of annual sales goals; ensures they are fully understood and implemented in the hotel
- Ensures project are executed for all market areas as stated in the hotel marketing plan with emphasis to increase sales and profitability
- Coordinates special sales activities, promotions, trade shows, etc
- Supports Sales manager by participating in solving problems with other departments as required related to business booked in the hotel i.e
- Problems of guest room function space conflicts, salvaging of accounts which have threaten cancellation.
DIRECTOR OF SALES
Crowne Plaza East-Memphis
12.2011 - 07.2014
- Responsible for daily operation of the Sales department
- Direct sales activities of the hotel to achieve budgeted goals
- Develops the budget with General Manager and Controller
- Negotiates with clients and achieve maximum revenue/profit potential while satisfying client's needs
- Solicit new business within different market segments via Tele prospecting and outside sales calls
- Develop and maintain relationships with key clients to produce group and/or convention business, to include room sales, food & beverage sales, catering/banquet service
- Development and execution of the marketing plan, sales presentations, developing new accounts and maintain existing clients, group sales, meeting planning, event planning and revenue management
- Maximize the profitability of the hotel while maintaining customer satisfaction
- Develop and maintain relationships with key clients to produce group business and land new LNR accounts
- Rapid RFP responses to capture more Corporate business and completed compelling business cases
- Develop brand sales strategies for brands top and target National Accounts
- Assist in the implementation and achievement of the Sales Marketing Plan
- Preparation of required reports in a timely manner
- Monitor production of all top accounts and evaluate trend within the market
- Assist in the development of the property level sales training to ensure hotel sales team effectively sells the brand
- Follow-up with Sales Managers on progress of groups booked such as room night pick-up, function space ratios, consortia agreements, catering coordination, etc
- Strategically managed revenue streams by establishing sales targets, deployment strategies and go-to-market initiatives
- Hired and motivated 5 member sales team achieving over $250,000 in new sales per year.
DIRECTOR OF SALES
Hampton Inn
04.2004 - 12.2011
- Development/solicitation of new accounts for new hotel in market through strategic sales planning
- Outside Sales Calls/Cold Calling
- Maximize the profitability of the hotel while maintaining customer satisfaction
- Development and execution of the marketing plan, sales presentations, developing new accounts and maintain existing clients, group sales, meeting planning, event planning and revenue management
- Direct oversight of the sales operation for the hotel; sales and marketing budget, forecast, advertising, marketing business plans and supervision of Sales Assistant
- Rapid RFP responses to develop more Corporate base business
- Monitor production of all top accounts and evaluate trends within my market
- Perform sales, marketing and publicity activities to increase business and maximize revenues
- Negotiates with clients and achieve maximum revenue/profit potential while satisfying client's needs
- Manages transient and group room commitments to ensure proper market mix
- Participate in pre-planning meeting with clients, advising and making suggestions for event setup
- Ensures communication of Sales Managers between other Department Heads in maintained to maximize the guest experience and hotel profitability
- Prepares reports and forecasts as requested to develop a more informative data base for improved management decision making and critical evaluation of work activities.
Education
Bachelor of Arts - Business Management
Memphis State University
Memphis, TN12.1994
Skills
- New Business Development
- Multi-tasking and Negotiation
- Strategic Planning
- Teamwork
- Time Management
- Communication
- Rapport and Relationship Building
- Brand-building strategic
- Documentation and Reporting
- Problem Solving
- Profit and revenue-generating strategies
- Market intelligence
- Pricing strategy
- Partnership Development
- Sales Presentations
- Sales Coaching
Accomplishments
- Top Sales Director Region 1 for Interstate Crossroads Division
- Exceeded Sales Goals for 5 quarters with Interstate Hotels and Resorts
- Increased top line revenue with new sales strategies
- DOS of the year 2017 (Crestline Hotels and Resorts)
- Achieved 200% of quarterly goals for 2017 and 2018
Timeline
Director of Sales and Marketing
Holiday Inn Nashville Downtown-Stadium
09.2023 - Current
Director of Sales (Task Force)
Homewood Suites
08.2022 - 11.2022
DIRECTOR OF SALES AND MARKETING
Holiday Inn Express Nashville Airport
01.2021 - 09.2023
DIRECTOR OF SALES AND MARKETING
Holiday Inn Memphis-Downtown Beale St.
10.2019 - 01.2021
DIRECTOR OF SALES AND MARKETING
Hyatt Place Memphis Wolfchase
07.2014 - 10.2019
DIRECTOR OF SALES
Crowne Plaza East-Memphis
12.2011 - 07.2014
DIRECTOR OF SALES
Hampton Inn
04.2004 - 12.2011
Bachelor of Arts - Business Management
Memphis State University
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