Hi, I’m
Lucas Pharr
Gaithersburg,MD
"Be the change you wish to see in the world."
Mahatma Gandhi
Summary
Seasoned professional excited to develop successful training plans that meet dynamic company and employee needs. Accustomed to collaborating with managers to hone in on unique requirements. Certified Life Coach equipped to revitalize Learning and Development initiatives and align procedures to maximize employee engagement in the realm of Diversity, Equity, and Inclusion.
Overview
6
years of professional experience
3
years of post-secondary education
3
Certifications
Work History
Marriott International, Inc.Bethesda, MD
Sales Manager
06.2022 - Current
Job overview
- Co-Chair of Brands & Bonvoy Workgroup
- Employee Resource Group member
- Handle direct customer inquiries for Washington, DC market and sub markets of over 100 properties in the Mid-Atlantic region (Luxury, Full Service, Select Service and Extended Stay).
- Assist with training and onboarding of new sales managers.
- Coach employees in successful selling methods and encourage cross-selling to drive revenue.
- Coach and counsel sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
- Work with customers to align preferences with brand needs and actively up-sell each business opportunity to maximize revenue and drive customer loyalty.
- Verify that business is turned over properly and in a timely fashion for quality service delivery.
- Increase closure rate by strengthening speed to market process.
- Work collaboratively with other sales channels (Area Sales, on-property resources) to verify sales efforts are coordinated, complementary, and not duplicative.
- Engage in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Understand overall market (e.g., competitors’ strengths and weaknesses, economic trends, supply and demand) and how to sell against them.
- Develop strategic relationships with key accounts and clients to foster profitable business initiatives.
- Close best opportunities for each property based on market conditions and individual property needs.
- Execute and support operational aspects of business booked (generating proposal, writing contract, customer correspondence).
- Deliver engaging sales presentations to new clients, explaining technical information in simplified language to promote features and increase client base.
- Monitor customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Process business correspondences, create contracts and other related booking documentation as required.
- Drove customer loyalty through excellent customer service throughout sales process.
- Establish clear expectations for customers and properties throughout the sales process.
- Effectively resolve guest issues that arise as a result of the sales process.
- TakeCare Champion (Wellness Committee Volunteer):
- Spearheaded giving efforts of the office in support of local homeless shelter.
- Lead by example and create a fun, people-first culture while motivating associates to live a positive work-life balance.
- Brainstorm ideas and plan new TakeCare events within the sales office to keep wellbeing top of mind for associates.
- Bring co-workers together and increase UNITY by organizing activities on a monthly basis.
- Lead wellbeing challenges and motivate associates to participate.
- Work with sales office leaders to plan TakeCare Wellbeing Day, Global UNITY Day, and Spirit to Serve Day during Associate Appreciation Week.
BozzutoRockville, MD
Assistant General Manager
10.2021 - Current
Job overview
- Employee Resource Group Committee Member (ERG).
- Inclusive Leadership Facilitator (Belonging at Bozzuto DEI Training).
- Assumed all managerial duties in absence of General Manager.
- Assisted with weekly team meetings and daily reporting.
- Assisted in recruiting, hiring and training of team members.
- Lease-Up/Takeover Experience.
- Mentored and motivate team members to achieve challenging business goals.
- Maintain working relationship with ownership group to effectively accomplish financial goals during lease-up phase.
- Trained and guided team members to maintain high productivity and performance metrics.
- Observed each employee's individual strengths and initiated mentoring program to improve areas of weakness.
- Attain targeted leasing percentage and occupancy.
- Handled cash accurately and prepared deposits.
- Conducted inspections and turnover of newly constructed units and common areas.
- Managed team schedule with eye for coverage needs and individual strengths.
- Created social media content and outreach activities to proactively advertise community.
- Motivated, trained, and disciplined employees to maximize performance.
- Contributed to the achievement of established financial objectives by collecting resident rent, posting rental receipts and managing delinquency.
- Achieved occupancy levels by conducting informative and personalized tours of the community which result in new leases.
- Built brand loyalty and reach resident retention goals by striving to ensure every resident interaction is positive.
- Boosted revenue by implementing sales cycle procedures related to new business development and contract agreements.
- Enforced quality assurance protocols to deliver ideal customer experiences.
- Developed innovative sales proposals to promote product quality and showcase market comparisons.
- Cultivated performance-based culture based on individual accountability, goal attainment and team achievement.
- Managed budget implementations, employee reviews, training, schedules and contract negotiations.
- Ensured that the Property is in compliance with all Local, State and Federal employment laws, including wage and hour, breaks, human rights and equal employment opportunities.
- Increased office organization by creating filing systems and managing confidential information carefully.
- Developed and implemented policies and procedures to improve customer service and satisfaction.
- Trained new employees on proper protocols and customer service standards.
- Launched staff engagement, gender diversity and cultural programs in addition to robust reporting tool that increased operational quality.
JRK ResidentialGaithersburg, MD
Assistant Community Manager
04.2021 - 10.2021
Job overview
- Assumed all managerial duties in absence of General Manager.
- Recruited, hired, and trained initial personnel, working to establish key internal functions and outline scope of positions for new organization.
- Motivated, trained, and disciplined employees to maximize performance.
- Produced reports about community activities to keep owners, directors and property managers informed.
- Assisted with weekly team meetings and daily reporting.
- Streamlined operations by communicating efficiently with clients, keeping meticulous records, budget management, and internal collaboration.
- Planned and executed promotional activities to drive community engagement and increase occupancy numbers.
- Collected rental payments from residents and kept meticulous records of delinquent accounts.
- Monitored community activities and maintained compliance with relevant laws, regulations and codes.
- Established friendly and helpful working relationships with residents to gain their loyalty and promote resident referrals.
- Inspected buildings, vacant units, and common areas regularly to identify repairs needing immediate attention.
- Assisted with weekly sales meetings and reporting.
- Inspected units before and after tenant moves to write effective leases and determine charges or readiness for new tenants.
- Met with residents to gather information and develop effective solutions.
- Initiated and assist with all lease renewals.
- Addressed and resolved tenant complaints and inquiries, maintaining high satisfaction.
- Helped execute promotional and markdown activity on a timely basis and according to Company guidelines.
- Handled all tenant logistics and leases and effectively scheduled appointments, showings, move-ins and move-outs.
- Collaborated with Operations and Regional Management during property projects, including interior renovations and construction.
- Maintained productivity objectives by leveraging hands-on leadership abilities to effectively direct 4 person leasing office team.
- Increased office organization by creating filing systems and managing confidential information carefully.
- Evaluated property conditions and recommended improvements.
- Worked with maintenance staff to complete timely repairs and enhancements.
McNeill HotelColumbia, MD
Dual Property Sales Manager
09.2020 - 04.2021
Job overview
- Co-Chair of McNeill Hotels Diversity Council.
- Assisted in developing company Diversity, Equity and Inclusion program.
- Developed virtual sales blitz blueprint.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Developed innovative marketing campaigns to increase engagement with target demographic and drive brand exposure.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
- Created effective strategies to target new markets after researching and analyzing competitor behavior.
- Improved sales processes to streamline customer acquisition and onboarding strategies.
- Met and exceeded set goals: activity, productivity (revenue consumption) and booking goals.
- Initiated and followed up on all leads for respective market segment/territory through brand, management company and other third-party resources.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
- Evaluated performance against goals and implemented appropriate development plans.
- Maintained and participated in active sales solicitation program, to include significant amount of daily schedule engaged in direct sales calls in local market. Traveled to location, transport materials and make presentations on short notice.
- Utilized metrics to modify low-performing sales and marketing programs and plans to increase effectiveness.
- Built relationships with customers and community to establish long-term business growth.
- Met with clients, delivering presentations, and educating on product and service features and offerings.
- Expanded on community outreach and presence to develop backyard sales pipeline.
- Collaborated with General Managers on sales initiatives and ideas.
- Be familiar with all OTO sales policies and selling techniques with emphasis on maximizing RevPAR.
- Have full working knowledge of sales automation system, including (but not limited to) generating reports, entering business, blocking space and building accounts.
- Developed full working knowledge of operations of hotel, including Food and Beverage, Guest Services and Housekeeping.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
Marriott International, Inc.Bethesda, MD
Sales Manager - International Tour & Travel
06.2017 - 08.2020
Job overview
- Exceeded 2018 Sales Goal 101%.
- 2018 Q4 Unstoppable Award Nominee.
- Promoted 02/19.
- Achieved 2019 Sales Goal 105%.
- 2019 Q1 Manager of the Quarter.
- 2019 Manger of the Year Nominee.
- Remote/Hybrid.
- Handled customer inquiries and leads requests for over 100 properties in the Mid-Atlantic region (Luxury, Full Service, Select Service and Extended Stay).
- Responded in a timely manner to incoming group/catering opportunities that are within predefined Group Sales parameters.
- Referred opportunities to appropriate sales associate if business is outside these parameters.
- Worked with customers to align customer preferences with brand needs and actively up-sells each business opportunity to maximize revenues and drive customer loyalty.
- Verified that business is turned over properly and in a timely fashion for quality service delivery. • Increased closure rate by strengthening speed to market process.
- Maintained customer loyalty by delivering service excellence throughout each customer experience.
- Assisted in training/onboarding new Sales Managers by teaching best practices, procedures and sales strategies.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
- Worked collaboratively with other sales channels (Area Sales, on-property resources) to verify sales efforts are coordinated, complementary, and not duplicative.
- Understand overall market (e.g., competitors’ strengths and weaknesses, economic trends, supply and demand) and how to sell against them.
- Developed strategic relationships with key accounts and clients to foster profitable business initiatives.
- Closed best opportunities for each property based on market conditions and individual property needs.
- Executed and support operational aspects of business booked (generating proposal, writing contract, customer correspondence).
- Transferred accurate, complete, and timely information to property in accordance with brand standards.
- Understand and actively utilizes company marketing initiative/incentives to close on business.
- Delivered engaging sales presentations to new clients, explaining technical information in simplified language to promote features and increase client base.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Processed business correspondence and creates contracts and other related booking documentation as required.
- Performed other duties, as assigned, to meet business needs.
- Drove customer loyalty through excellent customer service throughout sales process.
- Serve the customer by understanding their needs and recommending appropriate features and services that best meet their needs.
- Built and strengthen relationships with existing and new customers to enable future bookings.
- Established clear expectations for customers and properties throughout the sales process.
- Effectively resolve guest issues that arise as a result of the sales process.
- TakeCare Champion (Wellness Committee Volunteer):
- Spearheaded giving efforts of the office in support of local homeless shelter.
- Lead by example and create a fun, people-first culture while motivating associates to live a positive work-life balance.
- Brainstorm ideas and plan new TakeCare events within the sales office to keep wellbeing top of mind for associates.
- Bring co-workers together and increase UNITY by organizing activities on a monthly basis. o Lead wellbeing challenges and motivate associates to participate.
- Work with sales office leaders to plan TakeCare Wellbeing Day, Global UNITY Day, and Spirit to Serve Day during Associate Appreciation Week.
Education
Cornell UniversityIthaca, NY
from Diversity, Equity, And Inclusion Certification
02.2023 - 05.2023
SUNY College of Technology At DelhiDelhi, NY
Associate of Applied Science from Hotel And Motel Management
08.1998 - 05.2001
Skills
Sales lead pipeline management
Award-winning sales professional
Executive sales strategies
Managerial experience
Coaching
Property management
National accounts management
Strategic account development
Business development and planning
Recruitment
Remote learning
Training and Development
ERG & DEI Experience
Accomplishments
- Promoted to International Sales Manager after 19 successful months in the sales department.
- Achieved 2019 Sales Goal 105%
- 2019 Q1 Manager of the Quarter
- 2019 Manger of the Year Nominee
- Exceeded 2018 Sales Goal 101%
- 2018 Q4 Unstoppable Award Nominee
- Remarkable Award recipient for resident retention
- Sold for over 100 managed hotels (Luxury, Full Service, Select Service, Extended Stay)
- Collaborated with Senior Management in the development of new programs to increase market share for Select Service brands.
Certification
Certified Life Coach
Availability
See my work availability
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Available
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Cornell University
from Diversity, Equity, And Inclusion Certification
02.2023 - 05.2023
Sales Manager
Marriott International, Inc.
06.2022 - Current
Assistant General Manager
Bozzuto
10.2021 - Current
Assistant Community Manager
JRK Residential
04.2021 - 10.2021
Dual Property Sales Manager
McNeill Hotel
09.2020 - 04.2021
Sales Manager - International Tour & Travel
Marriott International, Inc.
06.2017 - 08.2020
SUNY College of Technology At Delhi
Associate of Applied Science from Hotel And Motel Management
08.1998 - 05.2001