G. MICHELLE HARRISON
Upper Marlboro,MD
Summary
Dynamic dual-industry sales leader with 18+ years of progressive experience in consultative sales utilizing comparative selling techniques to shift market share, now seeking to expand further into pharmaceutical industry. Expertise in account management which ultimately combines skill sets of strategic planning, compliance, and relationship-building to ensure that clients are informed and have access to the right products and services. Proven ability to engage clients, reassess sales opportunities, and implement optimal performance strategies. Success in managing high-profile initiatives, new campaigns or product launches. Skilled in collaborative selling, transactional closing, and building client loyalty, while consistently achieving organizational goals. Notable success in executing targeted sales and performance targets across both healthcare and hospitality industries. Ready to apply this diverse experience to deliver impactful results in the pharmaceutical sector.
Overview
9
9
years of professional experience
Work History
Business Development Associate
RxAnte & MPS
Sterling, VA
01.2024 - Current
- Recruited to this pharmaceutical management company to contribute to direct client engagement efforts and qualify leads
- This role involves fostering relationships with potential clients, identifying new business opportunities, and contributing to the growth and expansion of the company's medical products and services
- Keep abreast of targeted goals and maintain scorecard metrics to achieve goals
- Manage campaigns encompassing multiple health plans, consistently exceeding an average of 12% of quarterly performance metrics
- Educate and detail prospective clients and their families about RxAnte products and services with informative presentations
- Effectively communicate features, benefits, and alternatives, ensuring clients make informed decisions regarding pharmacy services and their health needs
- Utilize CRM systems (e.g., Salesforce) to track sales activities, client interactions and forecast opportunities
- Also utilized RxAnte technology to track patient data, in accordance with all applicable HIPPA laws and guidelines regarding patient confidentiality
- Collaborate with cross-functional teams to support campaign launches and execute marketing and sales strategies
Multi Property Assistant Director of Sales & Marketing
Donohoe Hospitality Services
Bethesda, MD
07.2022 - 12.2023
- Recruited and promoted within companies’ portfolio which include Marriott, Hilton, Hyatt and IHG hotels to oversee direct sales efforts and overall positioning of assigned hotels
- Meet & Exceed 26-million-dollar annual budget, accurately forecast, qualify leads, prospect for potential corporate accounts and groups traveling to DC /Capitol Hill and Arlington, Virginia
- Establish and maintain close contact with top accounts and target accounts through phone calls, site tours, appointments, and correspondence
- Keep abreast of budgeted revenue goals and develop action plans to achieve goals
- Conduct weekly sales and revenue management meetings
- Review comp set and ensure hotel is consistently achieving and exceeding its fair share based on the STAR performance
- Utilize hands on approach and actively maintain current accounts; as well as securing, qualifying, and following up on leads to secure future business
- Build & Maintain Rapport with top accounts within designated segment: Corporate Accounts, Law firms, International Embassies, and Associations
- Ensure all revenue goals are achieved or exceeded within designated segments
- Utilize Agency 360 reports as a tool to effectively shift market share
- Meet and develop a relationship with all clients including key decision-makers, influencers, and group/meeting contacts
Director of Sales & Marketing
Courtyard Marriott
Largo, MD
06.2019 - 12.2019
- Recruited to this 107-guest room focused- service property to lead and direct the development and implementation of strategic sales and marketing plans and initiatives to include, but not limited to, interacting with clients and the media, directing solicitation efforts, securing business, operating Key Account management, information management systems, preparing and presenting statistical and performance reports and managing all financial aspects of the operation
- Initiate and maintain a direct and aggressive sales effort to meet budgeted goals and achieve RevPAR and penetration growth
- Build & Maintain Rapport with top accounts: Secret Service, Department of Defense, AUI, RJ Construction, and BMG
- Partner with the Revenue Management team to include, but not limited to, determining sales pricing strategies, developing rates, establishing group thresholds, determining space utilization policy, deploying competitive data strategies, conducting demand analysis, and managing market mix
- Utilize and apply current sales technology and systems effectively
- Meet and develop a relationship with all clients including key decision-makers, influencers, and group/meeting contacts
- Design and coordinate (with General Manager) advertising, public relations, and promotional campaigns for hotel
- Maintain active involvement in county CVB and Chamber of Commerce, volunteering for special events/committees to develop and maintain a positive and professional reputation in the community
Director of Sales
Holiday Inn Express & Suites
College Park, MD
05.2018 - 06.2019
- Recruited to this 128-guest room focused- service property to lead and direct the development and implementation of strategic sales and marketing plans and initiatives to include, but not limited to, interacting with clients and the media, directing solicitation efforts, securing business, operating Key Account management, information management systems, preparing and presenting statistical and performance reports and managing all financial aspects of the operation
- Develops and maintains marketing plan and sales budget with the General Manager
- Overall responsible for leading and directing the department’s strategic sales and marketing plans and initiatives in the hotel's continuing effort to deliver outstanding guest service and financial profitability
- Analyzes Revenue Management strategy using such tools as Star Reports, demand analysis and applicable front office systems
- Maintain hotel relationships with key accounts to increase customer satisfaction and account revenue
- Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements
- Articulate and leverage the benefits of the hotel to close sales opportunities
- Prepare and maintain a current annual marketing plan with measurable and specific initiatives detailed to maintain and grow each business segment
Director of Sales
Comfort Inn by Choice Hotels
Largo, MD
01.2017 - 05.2018
- Rebranded & Promoted to Sales & Marketing Manager
- Manage all group sales & banquet efforts for the Choice Hotels brand
- Sold & planned events for a newly renovated 1,600 sq
- Ft
- Banquet facility & 125 guest rooms
- Coordinate events for up to 150 guests including but not limited to corporate events, fundraisers, cocktail receptions, business meetings and luncheons
- Effectively negotiate banquet & group contracts pricing, terms, and availability
- Successfully manage event logistics- budgeting, floorplan design, and vendor coordination
- Served as primary point of contact for clients and facilitated all aspects of the sales and event planning process including but not limited to prospecting, lead generation, and offering on-site support
- Act as MOD as needed
- Create, execute, and maintain annual Sales Marketing Plans including expense and revenue budgets
- Monthly financial and operational reporting to ownership, management
- Accomplished 26% over revenue quota for 2 consecutive trimesters
- Obtained Choice Hotels Certifications including but not limited to Revenue Management, Rate Center, Global Sales
- Liaison with state and local tourism organizations as well as regional travel and tourism organizations
- Magnified 3x Choice business from largest tour operator bringing world travelers to Maryland, growing that account from 300 rooms to 750 annually
- Presented revenue model with incentives to win share spread around city
Sales Manager
Hotel Largo
Largo, MD
01.2016 - 01.2017
- Joined this 125-room independent focused-service property
- Defined and implemented strategy to capture all market segments: SMERF, group, and business travel
- Challenged to cultivate a sales culture for local and international corporate business travel accounts, as well as SMERF accounts and consortia business, which comprises 35% of transient rooms budget and 28% of overall rooms budget
- Scope also encompassed training & mentoring newly hired staff
- Expanded business travel account prospect list 50%, pinpointing and leveraging Hotelligence insights and aggressively soliciting local companies
- Grew SMERF market
- Renewed focus on this segment, which had lulled due to perception of suburb hotel not being 1st choice for leisure travelers
- Offered strategic pricing to gain share
- Handled leads from third party agents for group & meetings that come through Meeting Broker, Bid clerk & Cvent
Education
Pharmacology/Pharmaceutical Sales Training Program -
Graduate of National Association of Pharmaceutical Sales Representatives’ -
10.2024
Revenue Management Program - Certification
Cornell University
12.2023
Associates of Arts - Business Administration
Ashford University
01.2006
Skills
- Consultative Selling
- Key Account Management
- KPI Monitoring and Analysis
- Pre-Call Planning
- Cross-Functional Collaboration
- CRM Software (eg, Salesforce)
- Product Knowledge
- Market & Competitive Analysis
- Territory Management
- Thought Management
Affiliations
- Member of National Association of Pharmaceutical Sales Representatives
- Prince Georges County Chamber of Commerce SHE (Sports, Hospitality, and Entertainment) Committee
- Research Committee Member, Associate Dean of Intercultural Affairs, Ashford
- Hospitality Sales & Marketing Association International
Training
Hospitality Sales Certification, Essentials of Hospitality Management, 05/01/17
Timeline
Business Development Associate
RxAnte & MPS
01.2024 - Current
Multi Property Assistant Director of Sales & Marketing
Donohoe Hospitality Services
07.2022 - 12.2023
Director of Sales & Marketing
Courtyard Marriott
06.2019 - 12.2019
Director of Sales
Holiday Inn Express & Suites
05.2018 - 06.2019
Director of Sales
Comfort Inn by Choice Hotels
01.2017 - 05.2018
Sales Manager
Hotel Largo
01.2016 - 01.2017
Pharmacology/Pharmaceutical Sales Training Program -
Graduate of National Association of Pharmaceutical Sales Representatives’ -
Revenue Management Program - Certification
Cornell University
Associates of Arts - Business Administration
Ashford University