Heather Woemmel
Atlanta,GA
Summary
An accomplished professional with over 25 years of experience in luxury hotel sales, marketing, and account management. Proven track record in achieving revenue goals, fostering key relationships, and implementing successful strategies. Adept at analyzing market dynamics, developing global strategies, and leading high-performing teams.
Overview
27
27
years of professional experience
Work History
Key Account Director/Team Lead
InterContinental Hotels Group
09.2020 - Current
- Manage a team of 2 Key Account Managers overseeing $300M in annual revenue, including IHG's largest customer in Americas Sales
- Lead 2 Sales Specialists supporting the Central Region Americas Sales Team for Groups and Meetings
- Develop revenue and optimize performance for key accounts, ensuring achievement of sales targets and market segment share
- Collaborate cross-regionally and across departments to coordinate actions, enhancing portfolio impact
- Drive global strategy for large corporate clients generating $37M+ in annual revenue
- Introduce major programs and promotions to the client base and manage the RFP process for target accounts.
Key Account Director
InterContinental Hotels Group
09.2017 - 09.2020
- Manage 15 Corporate Transient Accounts, including 4 TAM accounts-transient and groups and meetings
- Drive the global strategy for large corporate clients producing over $75M in revenue annually
- Contracting multi-year strategic partnerships to provide over $15M in incremental revenue
- Serve as the contact between global clients and multiple business units within IHG
- Facilitate and execute executive sponsorship relationships and programs
- Forecast and develop global account plans to determine market share and revenue growths to regions worldwide.
Director of Sales
The Ritz-Carlton Hotels of Atlanta
11.2013 - 09.2017
- Manage 6 Sales Managers and 4 Assistants on the Group Sales team, including conducting yearly performance reviews, conducting Daily Business Review, reviewing all outgoing contracts, and managing all meeting space for (2) Hotels-The Ritz-Carlton Buckhead and The Ritz-Carlton Atlanta
- Achieved Group Business Budget-guestrooms and banquet revenue at both hotels in 2016 as well as group booking crossover goal for both hotels
- Developed Marketing Plan and ROI for New Ballroom launch at The Ritz-Carlton Buckhead in 2017
- Work with Area Director of Sales and Marketing and Director of Public Relations on all presentations, marketing pieces, and development of offers for The Ritz-Carlton Hotels of Atlanta
- Engineered a 15% growth in group room nights in 2016 for The Ritz-Carlton Buckhead
- Highest room night and room revenue from group segment since 2007
- Achieved 96% Employee Engagement Score for 2016
- Presidents Club Achievement for 2016 1 of 5 Director of Sales globally to achieve in Ritz-Carlton Brand
- Member of Group Strategy Team for Ritz-Carlton East Region 2015/2016
- Developed group strategy, offers, and promotions for East Region of Ritz-Carlton and Edition Brand Hotels
- Member of Hotel of the Year 2014 Team-The Ritz-Carlton Buckhead-entire North America Ritz-Carlton Brand
- Ranked Number 1 and Number 2 (Atlanta and Buckhead) for Ritz-Carlton East Region in Sales Phase of Gallup Survey for Meeting Planners.
Director of Sales
InterContinental Buckhead Atlanta
08.2007 - 11.2013
- Manage 4 Sales Managers and 2 Assistants on the Group Sales team, including conducting twice yearly performance reviews, 30/60/90-day action plans, conducting Daily Business Review, reviewing all outgoing contracts, and manage all meeting space
- Attend Yield/Rev-max meeting weekly and assist in setting rates for the next 90 days
- Perform monthly group business rooms forecast as well as month-end commentary for the Executive Committee
- Conduct all inter-department training, including new employees in the department and the weekly sales meeting
- Achieved revenue goal of $3 million dollars in 2009, by booking $4.8 million in business (116% of goal)
- Currently handling international, northeast, and citywide markets with a $3 million room revenue goal.
Strategic Account Manager
Experient-Inc.
04.2006 - 08.2007
- Onsite Account Manager for The Coca-Cola Company and Coca-Cola North America
- Achieved 200% of revenue goal for Jan-June 2007
- Worked with a team of 10 Global Meeting Managers on RFPs, site selection, contract negotiation, and budget for meetings held worldwide
- Implemented a Strategic Meeting Management Program (SMMP) for CCNA and TCCC
- Managed relationships with all vendors including hotels, transportation, décor, and registration management.
Senior Sales Manager
InterContinental Buckhead Atlanta
06.2004 - 04.2006
- Achieved revenue goal of $2.2 million dollars in 2005, by booking $3.33 million in business (149% of goal)
- Develop and build new accounts by prospecting and networking with Midwest and Mid-Atlantic Markets
- Maintain client relationships, including Conference-Direct Nationwide as a total account
- Member of PCMA Mid-Atlantic Chapter and MPI Chicago-land Chapter
- Manage 2 Executive Meeting Managers in the department.
Global Account Manager
Starwood Hotels and Resorts
03.2002 - 06.2004
- Achieved revenue goal of $4 million dollars in 2003, by booking $4.8 million in business (121% of goal)
- Maintain client relationships, including accounts with Conference Direct Nationwide, GlaxoSmithKline Pharmaceuticals, Bank of America, Helms Briscoe Southeast, Coca-Cola, and Home Depot
- Conduct site searches and negotiate hotel contracts for clients on behalf of hotels (room rate, cancellation, and attrition clauses)
- Create and manage events and call weeks for the Southeastern Region with over 50 hotels twice yearly
- Maintain ongoing hotel and client relationships with respect to current and future events and developments.
Sales Associate
InterContinental Hotels Group
08.2001 - 03.2002
- Cultivated and maintained relationships with clients and hotel sales managers
- Manage meetings of up to 10 - 50 guestrooms peak nights and programs
- Coordinate and execute Hotel and Global Sales calls and client events (dinners, theatre outings, and Global Sales Office Events)
- Prospecting and qualifying potential global accounts
- Generate reports including bookings, booking recaps, and client summaries.
Sales Manager
Crowne Plaza Ravinia
07.1996 - 08.2001
- Achieved 112% of sales goal in 2000
- Secured repeat business from major corporations including MCI/WorldCom, Coca-Cola, and UPS
- Negotiated room rates, meeting room rental, function space, and hotel services based on availability, size of group, potential recurring business, and within approved booking guidelines
- Prepared monthly, quarterly, and annual budgets; adjusted forecasts to actualized numbers reflecting numbers based on history and most recent conversations with customer’s contact
- Regularly received 100+% rating Q&A Shopping Surveys.
Education
English Communications -
William Woods College
01.1996
Skills
- Microsoft Office Suite
- Delphi
- E-Sales Hotel Industry Software
- IHG Global Sales systems
- Sales forecasting
- Cross-functional collaboration
- Creative thinking
- Upselling strategies
- Financial acumen
- Organizational skills
- Product knowledge
- Relationship management
- Active listening
- Problem solving
- Strategic planning
- Adaptability
- Influencer engagement
- Decision making
- Team leadership
- Conflict resolution
- Time management
- Networking abilities
- Business development
- Key Account Management
Affiliations
- Meeting Professionals International, Georgia Chapter
- PCMA Mid-Atlantic Chapter
- HSMAI, Northeast Chapter
Timeline
Key Account Director/Team Lead
InterContinental Hotels Group
09.2020 - Current
Key Account Director
InterContinental Hotels Group
09.2017 - 09.2020
Director of Sales
The Ritz-Carlton Hotels of Atlanta
11.2013 - 09.2017
Director of Sales
InterContinental Buckhead Atlanta
08.2007 - 11.2013
Strategic Account Manager
Experient-Inc.
04.2006 - 08.2007
Senior Sales Manager
InterContinental Buckhead Atlanta
06.2004 - 04.2006
Global Account Manager
Starwood Hotels and Resorts
03.2002 - 06.2004
Sales Associate
InterContinental Hotels Group
08.2001 - 03.2002
Sales Manager
Crowne Plaza Ravinia
07.1996 - 08.2001
English Communications -
William Woods College
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