James F. Pedone
Kapaa,USA
Summary
Dynamic hospitality executive with over 20 years of leadership experience specializing in revenue growth, operational excellence, and brand transformation within luxury and resort properties. Proven success in managing multi-million-dollar operations, leading high-performing teams of over 350 associates, and executing large-scale capital renovations exceeding $75 million. Expertise in strategic sales and marketing initiatives focused on revenue optimization and repositioning efforts that enhance guest satisfaction. A consistent record of surpassing financial targets while strengthening market share and elevating brand positioning.
Overview
22
22
years of professional experience
Work History
General Manager
Royal Sonesta Kauai Resort
Lihue
04.2021 - 01.2026
- Lead 350+ team members overseeing full resort operations generating $63M+ annually.
- Maintain 90%+ guest satisfaction throughout multi-year renovation initiatives.
- Directed $100M+ in completed capital projects and property-wide transformation.
- Achieved record year (2025):
- $63M total revenue (+$3.1M over budget)
- $16.2M GOP with 68.3% flow-through
- GSS 92.3%; RGI 109.8
- Directed daily operations, ensuring exceptional guest experiences and service quality.
- Managed budget planning and financial forecasting to optimize resource allocation.
- Analyzed market trends to identify growth opportunities and adjust business strategies accordingly.
- Fostered a culture of continuous improvement through regular performance evaluations and feedback sessions.
- Managed budget implementations, employee reviews, training, schedules, and contract negotiations.
Director of Sales & Marketing
Royal Sonesta Kauai Resort
Lihue
04.2021 - 01.2026
- Developed and executed sales, revenue, and marketing strategy for 356-room resort generating $62M annually.
- Led team of group and catering sellers; reorganized sales structure during transition from Marriott to Sonesta.
- Key Achievements:
- Achieved 154% of revenue target in first full year under Sonesta.
- Property awarded Royal Brand Hotel of the Year (2022).
- Developed and executed comprehensive marketing strategies to enhance brand visibility and drive revenue growth.
- Analyzed market trends and competitor activities to identify new business opportunities and optimize pricing strategies.
- Fostered a collaborative environment among departments, streamlining communication processes to enhance operational efficiency.
Director of Sales & Marketing – Marriott Waikiki Complex
Marriott International
Honolulu
08.2018 - 09.2020
- Oversaw sales, marketing, revenue management, PR, and social media strategy for a 4,098-room complex generating $500M annually, including:
- Sheraton Waikiki
- The Royal Hawaiian, a Luxury Collection Resort
- Moana Surfrider, A Westin Resort & Spa
- Sheraton Princess Kaiulani
- Led 14 group sellers, 3 leisure sellers, and 4 DOSMs.
- Directed repositioning of $220M Sheraton Waikiki renovation.
- Increased key group and leisure segments by 12.5% following sales reorganization.
- Led cross-functional teams to optimize sales strategies and improve customer engagement initiatives.
- Developed comprehensive sales plans for business growth, resulting in significant market share expansion.
Director of Sales & Marketing – The St. Regis Princeville
Marriott International
Princeville
08.2017 - 08.2018
- Directed all sales, catering, convention services, revenue management, and marketing for 251-room luxury resort ($66M revenue).
- Managed $4.2M sales and marketing budget.
- Mentored sales teams, fostering professional development and enhancing overall performance metrics.
- Increased sales revenue by implementing innovative marketing strategies and fostering strong relationships with clients.
- Managed a high-performing sales team, providing regular coaching and training to enhance their skills and performance.
Director of Sales & Marketing – The Westin Mission Hills
Marriott International
Rancho Mirage
11.2014 - 08.2017
- Directed commercial strategy for 512-room resort ($57M revenue).
- Managed $4.1M sales & marketing budget.
- Managed revenue models, process flows, operations support, and customer engagement strategies.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Organized promotional events and interacted with community to increase sales volume.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
Regional Director / Director Sales & Marketing
Destination Hotels
Indian Wells, CA
12.2011 - 11.2014
- Analyzed market trends and directed commercial initiatives to enhance profitability of 215-room resort.
- Assumed regional sales oversight for Paradise Point (San Diego) and L’Auberge Del Mar.
- Led regional initiatives to enhance operational efficiency across multiple locations.
- Developed strategic plans that aligned with corporate goals and improved market presence.
- Mentored team leaders, fostering a culture of continuous improvement and accountability.
- Established strong relationships with key stakeholders to support regional objectives and initiatives.
- Oversaw budget management, ensuring alignment with strategic priorities while maximizing resources.
Executive Director, Sales & Marketing
La Quinta Resort & Club and PGA WEST, a Waldorf Astoria
La Quinta
12.2009 - 12.2011
- Achieved 18.3% REVPAR growth (largest among Hilton Luxury Brands, 2010).
- Exceeded 2011 revenue budget by 4% and profitability by 6.5%.
- Developed strategic plans to drive revenue growth and improve market positioning.
- Championed change initiatives within the organization aimed at driving efficiency improvements in the overall sales operation infrastructure.
- Delivered accurate sales forecasts based on thorough analysis of historical data and current trends in order to facilitate informed decision-making at the executive level.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
Vice President, Sales & Marketing
Hotels & Resorts of Halekulani
Honolulu
04.2004 - 12.2009
- Oversaw sales, revenue management, marketing, and PR for:
- Halekulani (455 rooms)
- Waikiki Parc Hotel (297 rooms)
- Built strategic luxury partnerships (Vera Wang, Nobu, Maserati, Neiman Marcus, Japan Airlines).
- Led cross-functional teams in executing large-scale projects, ensuring alignment with corporate objectives and timelines.
- Developed and implemented comprehensive marketing strategies to boost brand visibility and revenue growth.
- Collaborated with senior management to develop strategic initiatives and long term goals.
- Established a culture of continuous improvement, fostering innovation and driving sustainable growth across the organization.
- Built high-performance teams through effective recruitment practices focused on competency alignment coupled with ongoing performance management processes.
Education
Bachelor of Science -
Skills
- Partnership development
- Operations management
- Leadership and team building
- Staff development
- P&L management
- Strategic planning
- Sales training
- Media buying
- Advertising campaigns
- Creative direction
- Competitor analysis
- Customer segmentation
- Project management
Accomplishments
During my tenure as General Manager of the Royal Sonesta Kauai, I led the resort to a record-setting financial year in 2025, achieving total revenue of $63 million and generating a Gross Operating Profit (GOP) of $16.2 million. This resulted in a 68.3% flow-through. Additionally, our Guest Service score reached an impressive 92.3%.
Transitioned to the Royal Sonesta Kauai in 2021 from a Marriott, serving as Director of Sales & Marketing. In our first full year, we achieved 154% of our production goal and were awarded the Hotel of the Year for the Royal Sonesta brand.
As the Complex Director of Sales & Marketing for the Marriott Waikiki Complex, I led the reorganization of the 4,098-room complex, which generates over $500M in annual sales. Leading a team of 21, we achieved record-setting years in group rooms (146%), domestic leisure performance (183%), and REVPAR (126%).
Affiliations
- Board of Directors, Hawaii Lodging & Tourism Association
- Board of Directors, Kauai Visitors Bureau
- HCVB Membership Board, Kauai Visitors Bureau
Timeline
Director of Sales & Marketing
Royal Sonesta Kauai Resort
04.2021 - 01.2026
General Manager
Royal Sonesta Kauai Resort
04.2021 - 01.2026
Director of Sales & Marketing – Marriott Waikiki Complex
Marriott International
08.2018 - 09.2020
Director of Sales & Marketing – The St. Regis Princeville
Marriott International
08.2017 - 08.2018
Director of Sales & Marketing – The Westin Mission Hills
Marriott International
11.2014 - 08.2017
Regional Director / Director Sales & Marketing
Destination Hotels
12.2011 - 11.2014
Executive Director, Sales & Marketing
La Quinta Resort & Club and PGA WEST, a Waldorf Astoria
12.2009 - 12.2011
Vice President, Sales & Marketing
Hotels & Resorts of Halekulani
04.2004 - 12.2009