Katherine Gan
Sales
Carson,Ca
Summary
Professional Sales with 28 years of experience attending to customer needs and converting prospects to increase sales. Expert in overcoming objections from prospective customers to maximize sales opportunities. Flexible and approachable, with strong organizational, and time management skills. D
Overview
30
30
years of professional experience
Work History
Sales Executive - Total Account Management
Marriott International
, CA
08.2019 - Current
- Work remotely primary responsible in proactively soliciting new business, special projects. potential groups and maintaining existing accounts.
- Successfully increased hotel occupancy by 20% and revenue by 18%
- Proven track record in negotiating contracts with corporate clients, special projects in a 18% increase in revenue.
- Identifying new targets and re-soliciting past business leads
- Engage and re-engaging with potential customers
- Increase local penetration of high potential accounts to optimize demand across all brands & satisfy property needs
- Work with local sales and US Account Sales Teams to drive production on target accounts including special corporate business
- Utilized internal lead referral including Eprospecting lead to solicit new business
- Conduct hotel site inspection and customer face to face outside appointments
- Managed 2 hotels namely: Towneplace Suites and Springhill Suites LAX/Manhattan Beach
Senior Sales Manager
Courtyard by Marriott – Los Angeles Westside
08.2014 - 04.2019
- Responsible in group sales focus on Corporate, Government, Entertainment, Association, Tour & Travel segments
- Responsible in seeking new potential clients, leads and opportunities to meet/exceed room revenue goals by telephone solicitation, outside sales calls, giving tours of the hotel facilities and accommodations, negotiating pricing of room rates and services, and ensuring the satisfaction of groups who use the facilities
- Maintain relationships with current clients to continue selling additional accommodations and hotel services
- Share shifted accounts from competition hotels
- Preparing correspondence to customers, internal booking reports and utilizing Delphi for file maintenance
- Participation in pre-convention meetings, training and other sales related meetings as required
- Exceeded Individual room revenue 2018-year end goal.
Director of Sales & Marketing
Four Points by Sheraton- Los Angeles Westside
08.2011 - 08.2014
- Leads and directs the development and execution of strategic sales and marketing plans and initiatives to maximize hotel service and profitability
- Partner with the revenue management team to determine sales and pricing strategies adjust and manage rates and manage room inventory
- Interacts with clients and the media, directs solicitation efforts, secures business, operates information management systems, prepares and presents statistical and performance reports and manages all financial aspects of the operation
- Interviews, trains, supervise, counsels, schedules and evaluate staff
- Providing support and coaching for team members to drive high levels of performance, job satisfaction, and personal growth
- Creating and managing Annual Strategic Plan
- Monitoring sales activities/performance to ensure revenue goals meet or exceed established plan and accurately reporting variance/projections to management
- Increased Group ADR by $10-$30 and transient ADR by $11 and production by 20 percent.
Senior Sales Manager
Marriott Fullerton at Cal State Fullerton, Fullerton, CA
09.2010 - 08.2011
- Responsible for total account management, representing Corporate Group, Corporate Banquet and Business Transient for Fullerton Marriott
- Led proactive sales for group, banquet and business transient segment of over $2 million in revenue
- Successfully penetrated deeper key account levels through persistence and aggressive sales efforts
- Experience in managing and maintaining business relationships with existing accounts in corporate segment
- Achieving and exceeding established solicitation goals, site tour and outside appointment by utilizing a variety of proven sales techniques.
Business Travel Sales Manager
Marriott Fullerton at Cal State Fullerton, Fullerton, CA
02.2009 - 09.2010
- Responsible for teleprospecting, outside appointment calls and site tours to maximize corporate revenues
- Accountable for maintaining detailed status of each existing account and penetrating the market for new business
- Re-established hotel’s business travel market segment and small corporate group
- Increased client base by 60% through aggressive, direct sales efforts
- Increased hotel's business transient volume by 118% and group by 150% through competitor share-shifting and aggressive sales hunting
- Worked closely with the Revenue Manager on numerous occasions to uncover new accounts
- Captured accounts through cold calling, heavy emphasis on proactive teleprospecting & account saturation
- Generated repeat and referral business through personal interaction with customers and satisfying their requirements
- Maintained strong relationship with existing and new accounts to leverage and increase revenue
- Developed monthly recognition letter for the top producing account.
Account Executive/Market Sales
Courtyard & Residence Inn by Marriott – Fountain Valley (Dual Property), Fountain Valley, CA
06.2007 - 01.2009
- Targeted accounts with heavy emphasis on proactive solicitation & account saturation
- Developed customer profiles, maintained accurate and up to date account information both in system and hard files including trace dates and references in order to best meet client needs
- Managed existing corporate accounts and prospecting new accounts captivating 350 new contacts within 18 months
- Penetrated existing accounts and new accounts which generated over 128% in new revenues
- Closed on 85% of walk-in business by identifying, qualifying needs and meeting customer requirements
- Captured competitor’s accounts through networking, research, reader board surveys, driving around the parking lot and contacting the hotel directly
- Developed incentive programs to motivate associates thus improving AOS & GSS scores and results to acquiring new potential leads
- Spearheaded Religious Blitz resulting in an increase of weekend business
- Created guest incentive program to capture all new potential business.
Sales Manager
Residence Inn by Marriott – Cypress/Los Alamitos, Los Alamitos, CA
09.2002 - 03.2007
- Established customer base from ground up through outside and inside sales effort, site tours, market research, saturation and appointment calls in order to secure business for the hotel
- Built large loyal clients based through personal attention, quality service and consistent follow through and successfully share shift target accounts from competitor hotels
- Established viable sales leads through proactive networking activities resulting in the development of business relationship with major business organization that includes United Healthcare, Yamaha, Panasonic, KPMG, Evergreen, BP/Arco, Unisource and much more
- Solicited, saturated and penetrated new business
- Created promotional marketing strategies to stimulate sales growth such as on-site and off-site sales event, special mailers and blitz
- Identified and secured new accounts, generating significant sales revenue boosting overall new business by 200%.
Group Sales Manager
Renaissance Long Beach Hotel, Long Beach, CA
05.2000 - 09.2002
- Established all market segments with 51 + guestrooms based on geographic assignment
- Provided individualized assistance to each client and customer service satisfaction
- Developed excellent relationship with Long Beach Convention Center and Long Beach Convention Visitors Bureau to capture more new leads
- Maintained and developed relationships with key clients in order to produce group or convention business
- Conducted professional presentations to prospective clients, tours of the hotel, banquet facilities and successfully expand group sales opportunities
- Soliciting and contracting new/repeat business in all segments while maximizing room revenue and increasing RevPAR
- Attended and represented hotel at trade shows and city-wide conventions
- Maintained accurate account information both in the system and hard files
- Consistently increased revenue by year end.
SMERF & Group Sales Manager
Hilton Torrance – South Bay, Torrance, CA
04.1997 - 03.2000
- Established SMERF, tour and travel accounts from ground up
- Accountable for maintaining existing accounts and penetrating the segment for new business
- Consistently increased revenues by 18% annually
- Provided exceptional retention through efficient implementation of processes.
Operation Manager
Gala Tours International, Torrance, CA
05.1996 - 04.1997
- Supervised 8 employees including hiring, training, managing staff and daily operations
- Communicated accurately to operations, the details needed to satisfy clients
- Planned and conducted pre-cons and post-cons
- Developed and coordinated technical and incentive tour groups
- Negotiated hotel net rates and block series bookings.
Tour & Travel Sales Manager
Holiday Inn Fullerton, Fullerton, CA
01.1993 - 01.1996
- Established tour operators accounts, wholesaler tour and travel accounts that would bring groups by vans or buses
- Planned and communicated to all departments to expressed the need to exceed guest expectations
- Established tour operators, wholesaler tour and travel accounts that would bring group by fleets
- Negotiated group tours rates net, meeting room rentals & consistently increased revenues by 15% annually.
Education
Bachelor of Arts - Advertising
College of The Holy Spirit
Manila, Philippines03-1981
Skills
- Highly accomplished Sales professional with 28 years of experience driving revenue growth through strategic sales plans & execution
- Expertise in penetrating & soliciting new business and maintaining existing accounts to meet & exceed revenues goals through telephone prospecting, outside sales call, site inspection & written communication
- Established success at dealing directly with clients of all levels and also with colleagues to best serve the customer
- Driven, creative, extroverted, conversationalist, strong goal setter and motivator
- Negotiation skills and a solid reputation for meeting goals and closing the business
- Professional business networking
Timeline
Sales Executive - Total Account Management
Marriott International
08.2019 - Current
Senior Sales Manager
Courtyard by Marriott – Los Angeles Westside
08.2014 - 04.2019
Director of Sales & Marketing
Four Points by Sheraton- Los Angeles Westside
08.2011 - 08.2014
Senior Sales Manager
Marriott Fullerton at Cal State Fullerton, Fullerton, CA
09.2010 - 08.2011
Business Travel Sales Manager
Marriott Fullerton at Cal State Fullerton, Fullerton, CA
02.2009 - 09.2010
Account Executive/Market Sales
Courtyard & Residence Inn by Marriott – Fountain Valley (Dual Property), Fountain Valley, CA
06.2007 - 01.2009
Sales Manager
Residence Inn by Marriott – Cypress/Los Alamitos, Los Alamitos, CA
09.2002 - 03.2007
Group Sales Manager
Renaissance Long Beach Hotel, Long Beach, CA
05.2000 - 09.2002
SMERF & Group Sales Manager
Hilton Torrance – South Bay, Torrance, CA
04.1997 - 03.2000
Operation Manager
Gala Tours International, Torrance, CA
05.1996 - 04.1997
Tour & Travel Sales Manager
Holiday Inn Fullerton, Fullerton, CA
01.1993 - 01.1996
Bachelor of Arts - Advertising
College of The Holy Spirit
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