Summary
Overview
Work History
Education
Skills
Websites
Timeline
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Deborah Galvin

Waianae,HI

Summary

Results-driven hospitality manager with extensive sales, marketing, and account management experience at 3-major hotel brands. Talented leader with proven history of exceeding quarterly revenue goals while developing top-producing salespeople and personally winning major new accounts. Experienced at driving profits through relationship-building, targeted sales plans, and attracting new business while boosting retention through customer management, market research and on-point advertising campaigns.

Overview

10
10
years of professional experience

Work History

Director of Catering Sales

Hawaii Convention Center
Honolulu, HI
02.2023 - 05.2023
  • Implemented new vendor set up protocol for large shows
  • Updated venue menu layout and pricing with corporate marketing team to maximize profits
  • Created customized proposals and contracts for clients.
  • Collaborated with other sales personnel to solicit, negotiate and book new catering business, maintained contact with current accounts, and arranged details of catering events.
  • Lead weekly team meetings to review upcoming events and discuss any challenges or issues that may arise.
  • Collaborated with chefs to create custom menus based on the specific needs of each client event.
  • Developed and implemented innovative sales strategies to increase catering revenue.

Director of Sales and Marketing

Hilton DoubleTree/Fairfield Inn & Suites by Marriott
Pleasant Prairie, WI
05.2019 - 02.2023
  • Exceeded annual group rooms budget by end of Q1 at Marriott property and by Q3 at Hilton property
  • Lead Sales Team to surpass quarterly goals by creating an effective Sales Program to increase awareness and revenue for all segments
  • Increased BT segment by 10% higher than 2019/pre-pandemic production by signing 35 new LNR accounts, of which 6 have each produced 500+ annual rooms nights
  • Collaborate weekly with Revenue Management to develop rate and group sales strategies through review of competitive data, demand analysis, and mix management
  • Develop awareness and reputation of both hotels and their brands in the local community
  • Direct and manage all group, transient, and banquet sales activities to maximize revenue for the hotel
  • Prepare, implement, and compile data for the strategic sales plan, monthly reports, annual booking goals, sales and marketing forecast, budget, and other reports
  • Submit bids for Business Transient accounts via OnQ SM and MarRFP
  • Both properties are market leaders ranking number 1 and 2 in occupancy, ADR, and RevPar in comp set on weekly STR report. Initiate verbal and written communications inclusive of Sales agreements, proposals, and emails to negotiate rates & concessions to generate maximum revenue for the hotels
  • Aggressively prospect and solicit new SMERF clients with heavy focus on Tournament Directors, top producing Housing Agents, & partnerships with local venues – personally generating over $2M in SMERF group room sales revenue of which, $1.5M was produced post Covid
  • Attend external/internal/virtual meetings inclusive of weekly Sales meetings to review metrics of week over week revenue growth & identify areas of opportunity
  • Produce quarterly action plans and initiated COVID Recovery Action Plan and surpassed goals by working closely with General Manager, Sales Director, and Revenue Management to stem YOY revenue loss
  • Identify need dates and target group to improve pace within SMERF segment

Senior Sales Manager

Holiday Inn Gurnee Convention Center
Gurnee, IL
04.2018 - 05.2019
  • Directly responsible for growing ADR in SMERF market by 15% in less than a year
  • Prospected and opened two new corporate accounts producing over $20,000 per meeting quarterly
  • Created LNR for new client producing over 1,100 room nights in 7 weeks
  • Work with DOS & Regional Sales Manager to move market share and grow assigned accounts
  • Participate in monthly industry networking events
  • Attend weekly revenue call to analyze STR report and other metrics
  • Point of contact for all corporate clients during interim of DOS absence.
  • Focus on meeting/exceeding monthly budget with emphasis on growing weekday business
  • Maintain and build strong relationships within Corporate and SMERF markets including new contacts made at existing accounts to further penetrate the segment
  • Have a comprehensive knowledge of market and maintain a strong backyard sales presence
  • Familiar with competitor hotels and selling strategies

Catering and Rooms Sales Manager

Delta Hotels by Marriott Racine
Racine, WI
01.2017 - 04.2018
  • Primarily SMERF market with heavy emphasis on weddings and special events
  • Booked 24 weddings (during renovations) producing over $400,000 in revenue
  • Sell/Coordinate event space and room blocks on behalf of hotel
  • Implemented strategies to grow wedding blocks to average 15-rooms per night while growing ADR
  • Partnered with venues in comp set for rooms business
  • Average of 15 - 20 weekly site tours
  • Handle customer inquiries and point of contact for all event details
  • Grew business through outside catering sales, executed food deliveries to perfection and devised and implemented marketing and promotional campaigns.
  • Negotiate proposals and contracts for clients and maintain well organized event records
  • Provide accurate and timely information to clients, vendors, and meeting planners
  • Prepare detailed event reports including Event Orders and cost projections
  • Network at business mixers, CVB, and local organization leaders to promote hotel.

Director of Catering Sales

DeRosa Catering/The Chancery Restaurant – Doubletree by Hilton
Pleasant Prairie, WI
12.2012 - 12.2016
  • Manage and direct all Banquet and Restaurant front and back of house employees
  • Hire and train staff members by building teamwork principles
  • Schedule staff to ensure proper coverage for day-to-day operations
  • Make daily deposits, count/maintain currency, key payroll and verify employee hours, and enter all invoices into Data Central
  • Set up appointments and follow up with potential clients to qualify them
  • Reach out to past clients to rebook and strengthen relationship for future events
  • Prospect and network by attending mixers, participating in wedding shows/off-site events, promote upcoming events, meet w/ prospective clients
  • Sell Banquet facilities and catering services through direct client contact and social media
  • Work closely with Chef to build menus and organize meal plans while staying within budget
  • Promote Community Event nights in restaurant and allocate donations.

Education

Court Reporting

Sheridan Vo Tech
Hollywood, FL

Business Administration And Management

Broward College
Davie, FL

Skills

  • Delphi, OnQ/R & I, Fosse, Opera, and CI/TY
  • New Client Acquisition
  • Client Retention Strategies
  • Contract Negotiation
  • Marketing Knowledge
  • Sales Strategy Implementation
  • Proposal Development
  • Contract Development
  • Sales Team Development
  • Revenue Generation
  • Event Planning Proficiency
  • Sales Initiatives
  • Brand Promotion

Timeline

Director of Catering Sales

Hawaii Convention Center
02.2023 - 05.2023

Director of Sales and Marketing

Hilton DoubleTree/Fairfield Inn & Suites by Marriott
05.2019 - 02.2023

Senior Sales Manager

Holiday Inn Gurnee Convention Center
04.2018 - 05.2019

Catering and Rooms Sales Manager

Delta Hotels by Marriott Racine
01.2017 - 04.2018

Director of Catering Sales

DeRosa Catering/The Chancery Restaurant – Doubletree by Hilton
12.2012 - 12.2016

Court Reporting

Sheridan Vo Tech

Business Administration And Management

Broward College

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Deborah Galvin