Melissa McBean

• Generated new business opportunities through cold calls, professional networking, and direct marketing strategies, focusing on corporate and government clients for both hotels (Springhill: 117 rooms, Hampton: 124 rooms).
• Achieved 125% of annual sales goals and increased room revenue over the annual $3.5M budget.
• Developed and promoted weekly, monthly, and quarterly sales objectives.
• Qualified clients, built individualized proposals, and prepared final contracts.
• Monitored sales team performance and provided training to achieve targets.
• Implemented sales strategies to meet corporate goals.
• Investigated competitor products, services, and trends to penetrate new markets.
• Conducted field rides with the sales team for coaching and training.
• Represented the company at trade association meetings.
• Cultivated relationships with contacts to promote product lines and solutions.

• Closed an average of 85% of all leads and achieved 100% to 120% of monthly sales goals.
• Targeted and penetrated competitive markets.
• Converted many customers from competitors by selling to corporate accounts.
• Collaborated with Convention Bureau and Sports Council Office to tailor solutions to customer needs.
• Adhered to company standards and policies.
• Identified potential leads and actively solicited future business within the specified territory.

• Managed all sales and marketing activities with team, including Revenue Manager, General Manager, and VP of Sales.
• Selected, trained, and led sales team members, establishing performance objectives and assisting in developing new business accounts.
• Investigated competitor products, services, and trends to penetrate new markets.
• Maintained strong working relationship with team to achieve business goals.
• Worked with General Manager to maintain database of existing and prospective customers.
• Collaborated with VP of Sales and Marketing to drive top-line performance and shift market share for key assets.
• Developed and implemented promotion strategies, coordinated the sales team, and serviced key accounts to fortify business relationships.

• Relocated from Hampton Inn Columbia to Wilmington, NC, to manage sales for Courtyard by Marriott and Hilton Garden Inn.
• Worked with the General Manager on developing strategic marketing plans.
• Led cold call strategies, funnel development, territory development, and deal closures.
• Established performance goals for all sales department employees and monitored performance.
• Developed networking opportunities through participation in community and professional associations.
• Specialized in new business development, key account management, strategic planning, budgeting, and forecasting.
• Managed customer relationship management and contract negotiations.
• Maintained active sales contacts with assigned accounts for consistent revenue.
• Promoted weekly, monthly, and quarterly sales objectives.

**Director of Sales** - **Hampton Inn Columbia, MD*

**June 2015 – January 2017**

• Followed up with all sales leads received through various channels.
• Maintained knowledge of competitor sales and convention programs.
• Qualified clients, built individualized proposals, and prepared final contracts.
• Developed weekly, monthly, and quarterly sales objectives.
• Built relationships with customers and industry professionals.
• Negotiated and quoted rates and agreements for sleeping rooms and meeting space to maximize revenue.
• Identified potential leads and booked future business.

• Applied revenue management principles, including inventory restrictions and allocation on PMS and GDS.
• Conducted market analysis and competitive shops, adjusting sell rates to maximize room revenue.
• Oversaw the group booking process, including approval of dates, room block allocation, and relationship management.
• Conducted agent training and development with the Front Office team.
• Created activities, agendas, and budgets based on client requirements.
• Attended and participated in industry events.
• Communicated company updates and SOP changes departmentally and inter-departmentally.