Esther Robson
Evergreen Park,IL
Summary
Performance-oriented Sales Leader offering exceptional record of achievement over 25 year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Tenacious, resilient, and creative. Extensive experience managing the full sales life cycle, including cold calling, scheduling meetings, assessing clients’ needs, using consultative sales techniques, overcoming objections, negotiating contracts, and closing sales. Passionate go-getter that builds long term relationships internally and externally to foster exceptional results.
Overview
29
29
years of professional experience
Work History
Global Account Manager, Entertainment and Retail Group
Marriott International Global Sales
07.2019 - Current
- Managed top intermediary entertainment and retail group accounts to retain existing relationships and grow share of business.
- Achieved 152.3% to 2022 revenue goal of 93.1M
- Achieved 157.2% to 2021 revenue goal of $47.5M
- Achieved 159% to 2019 revenue goal of $9.5M
- Developed and maintained strong relationships with key stakeholders in client organizations to foster long-term partnerships.
- Build strong lasting relationships with key influencers to influence buying and promote strong revenue growth
- Implemented innovative marketing strategies to promote products and services, resulting in increased brand awareness among target audiences.
- Analyzed market trends and competitor activities, providing valuable insights for developing strategic business plans.
- Conducted regular account reviews to identify areas of improvement, maximizing growth potential within existing clients.
- Delivered tailored presentations to prospective clients showcasing the company's unique value proposition, driving higher conversion rates from proposal stage to contract signing.
- Increased customer satisfaction through timely resolution of issues and proactive relationship building. Resolve customer issues and cultivate daily needs to ensure profitability of accounts.
- Established trust-based relationships with clients by demonstrating industry expertise and understanding their specific needs, leading to repeat business and referrals.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
Destination Sales Executive
Sheraton Grand Chicago
07.2018 - 07.2019
- Partner with sales office to book group events with an annual goal of $26M
- 127% to 2019 revenue goal
- Boosted sales revenue by cultivating strong client relationships and implementing effective sales strategies.
- Exceeded quarterly targets consistently through diligent prospecting and tailored product presentations.
- Delivered exceptional customer service, resulting in a high percentage of repeat business and client referrals.
- Negotiated contract terms with clients, securing favorable conditions for both parties while maximizing profitability.
- Mentored junior sales representatives, providing ongoing coaching to improve their performance.
- Participated in industry trade shows, representing the company professionally and generating valuable leads for future business growth.
- Expanded market share with strategic territory planning and targeted prospecting.
- Identified upselling opportunities within existing accounts by staying informed about client's evolving needs and requirements.
- Managed pipeline efficiently, prioritizing tasks according to urgency/importance while maintaining focus on long-term objectives.
Director of Business Travel Sales
Sheraton Grand Chicago/Westin Chicago River North
01.2013 - 07.2018
- Developed and implemented sales plans for corporate groups and business travelers with a focus on Fortune 500 companies
- Achieved 112% to 2017 revenue goal with 197% in new development
- Secured key partnerships that contributed to the company's overall growth strategy and market reach.
- Formed strategic partnerships and connected with potential clients to drive business development.
- Leveraged professional networks and industry knowledge to strengthen client relationships.
- Implemented business strategies, increasing revenue and effectively targeting new markets.
- Personalized services and plans to optimize guest experiences
- Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
Director of Business Travel Sales
InterContinental Chicago
03.2007 - 07.2013
- Strategic management of transient business including national, local, negotiated accounts, consortia, and travel agencies.
- Total account management for FIT and Wholesale market.
- Increased market share by 110%
- Managed RFP and group bid process including online solicitations, proposals, and contacts
- Drove business expansion by identifying new markets, conducting research, and developing targeted marketing campaigns.
- Secured key partnerships that contributed to the company's overall growth strategy and market reach.
- Worked closely with organizational leadership and board of directors to guide operational strategy.
- Maintained constant communication with customers and responded to all issues.
Office Manager and Public Relations Manager
InterContinental Chicago
03.2001 - 03.2007
- Executive Assistant to Regional Vice President of Operations
- Office Manager for administrative staff and sales office
- Liaised with 3rd party agencies to create story pitches and generate media coverage
- Prepared press releases, maintained press materials, public relations plans, company website, and hotel collateral.
- Enhanced team productivity by delegating tasks effectively and overseeing daily workflow.
- Facilitated smooth communication between departments, addressing concerns promptly to maintain harmonious work relationships.
- Coordinated office events and meetings, ensuring timely execution and optimal scheduling for all participants.
Executive Assistant
Swissotel Chicago
05.1999 - 03.2001
- Direct support to Regional Vice President.
- Streamlined executive communication by managing emails, phone calls, and scheduling appointments.
- Improved office efficiency by implementing new filing systems and document management processes.
- Coordinated events for staff members, promoting team-building activities and boosting morale within the workplace.
- Served as a liaison between departments to facilitate effective communication throughout the company.
Executive Assistant
Hyatt International
02.1995 - 03.1999
- Assistant to Vice President Hotel Finance & Systems.
- Prepared and edited presentations on behalf of executives for both internal meetings and external conferences.
- Contributed to budget management by monitoring expenses and providing detailed expenditure reports regularly.
- Collaborated on special projects to improve overall business operations within the organization efficiently.
- Provided professional administrative support during board meetings, including agenda preparation and minute-taking duties.
Education
Associate of Arts - Business
Pasadena Community College
Pasadena, CASkills
- Business Development and Planning
- Strategic Planning
- Client Retention
- Negotiation Skills
- Customer Engagement
- Revenue Growth
- Problem Solving
- Time Management
- Contract Negotiation
- Effective Communication
- Decision Making
- Upselling Strategies
- Networking Events
Websites
Accomplishments
2022 Golden Circle Winner
2018 Starwood President's Circle
Timeline
Global Account Manager, Entertainment and Retail Group
Marriott International Global Sales
07.2019 - Current
Destination Sales Executive
Sheraton Grand Chicago
07.2018 - 07.2019
Director of Business Travel Sales
Sheraton Grand Chicago/Westin Chicago River North
01.2013 - 07.2018
Director of Business Travel Sales
InterContinental Chicago
03.2007 - 07.2013
Office Manager and Public Relations Manager
InterContinental Chicago
03.2001 - 03.2007
Executive Assistant
Swissotel Chicago
05.1999 - 03.2001
Executive Assistant
Hyatt International
02.1995 - 03.1999
Associate of Arts - Business
Pasadena Community College
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