MICHAEL A. HERRERA
Orange,CA
Summary
To continue my career growth within the hospitality industry in the sales acumen. Strategic and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes.
Overview
16
16
years of professional experience
Work History
Sales Executive
Marriott International, Inc.
08.2016 - Current
- During my eight years tenure as a Sales Executive, I have sold successfully for several Marriott brands specifically the JW Marriott Desert Springs Resort, Renaissance Esmeralda Indian Wells, The Westin South Coast Plaza, Costa Mesa during the original Starwood Marriott merger, Courtyard by Marriott, Residence Inn within the Marriott Select Brand portfolio.
- Selected to remain on a specialist continuity sales team during the pandemic because of my sales platform expertise, customer relationships and market knowledge. During a disastrous global event, I leveraged my existing stakeholder partnerships within the Orange County market and worked to develop strategies for rebooking canceled groups in order to offset revenue losses and foster customer loyalty.
- Proactively targeted share shift accounts from competitor hotels to my supported hotels in each market. Increased group revenue year over year at each supported hotel in designated market. Identified new business potential and fostered relationships to build loyalty and create repeat business opportunities to increase hotel revenue streams and grow market share.
- Researched sales opportunities and possible leads to exceed sales goals and increase profits.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Expanded market share with strategic territory planning and targeted prospecting.
- Delivered exceptional customer service, resulting in a high percentage of repeat business and client referrals.
- Developed strong rapport with customers and created positive impression of business.
Sales Executive
Marriott International, Inc.
08.2016 - 09.2017
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Researched sales opportunities and possible leads to exceed sales goals and increase profits.
- Boosted sales revenue by cultivating strong client relationships and implementing effective sales strategies.
- Analyzed sales data regularly to monitor progress towards goals and make necessary adjustments to strategy as needed.
- Expanded market share with strategic territory planning and targeted prospecting.
Sales Manager
FULLERTON MARRIOTT/ INTERSTATE RESORTS & HOTELS
10.2013 - 08.2016
- Responsible for hotels reactive and proactive sales efforts as well as establishing hotels sales strategy for group and catering business
- Working to uncover new accounts to grow hotels ADR, BT and group business base
- Work with ownership group and report out on hotels success using STAR Report
- Work with Revenue Management to establish need dates and target specific accounts by using reader boards, Google searches and local area sales blitzes in an effort to share shift to potential group opportunities
- Achieved 120% of annual booking goal in 2015 and 2014
- Increased hotels ADR from $105 rate to $152 rate, resulting in a 30% increase
- Was able to Share Shift Gibson account resulting in $200K in group revenue
- Proactively uncovered and share shifted 12 new accounts for hotel resulting in increased ADR and group revenue.
Sales Manager 2, Full Service CORE
MARRIOTT- SW SALES OFFICE
06.2010 - 10.2013
- Responsible for transacting group customer inquiries and lead requests by achieving both individual and team revenue and booking goals
- Responding in a timely manner to group rooms and catering inquiries that are within predefined parameters
- Drive customer loyalty through excellent customer service throughout the sales process
- Build and strengthen relationships with new and existing customers to enable future bookings
- Golden Circle Achiever/ Silver- 2011 & 2012
- Presidents Circle Achiever- 2012
- Achieved 116% of total annual individual revenue goal for 2012.
Hotel Operations/ Concierge/ AYS
NEWPORT BEACH MARRIOTT HOTEL &SPA
02.2008 - 06.2010
- Responsible for working closely with guests by directly arranging dining, golf, spa, transportation and other recreational activities and destinations during guests stay
- Provide guests with local area knowledge and make recommendations based on the needs of the individual guest
- Build and maintain an extensive network of area professionals and vendors
- Collaboratively work with all departments within the hotel to ensure the best possible experience for the guest
- Make recommendations on department operational procedures and actively participate in the revision of standard operating procedures
- Responsible for proactively up-selling all of the hotel outlets such as restaurant, spa and retail.
Skills
- Relationship Building
- Sales Systems Proficiency (CI, EMPOWER, MARSHA)
- Re-solicitation Tool Expert (Knowland, Agency360)
- Goals and Performance Driven
- Verbal and Written Communication
- Client and Account Relationship Management
- New Business Development
- Lead Generation
Accomplishments
- MPI Preferred Partner
- Member and representative to Fullerton Chamber of Commerce
- Proficient in CI/ TY, SFA, PMS, MARSHA, Hoteligence and Knowland Readerboards
- Able to analyze STAR Reports and set hotels strategy based off of data
Timeline
Sales Executive
Marriott International, Inc.
08.2016 - Current
Sales Executive
Marriott International, Inc.
08.2016 - 09.2017
Sales Manager
FULLERTON MARRIOTT/ INTERSTATE RESORTS & HOTELS
10.2013 - 08.2016
Sales Manager 2, Full Service CORE
MARRIOTT- SW SALES OFFICE
06.2010 - 10.2013
Hotel Operations/ Concierge/ AYS
NEWPORT BEACH MARRIOTT HOTEL &SPA
02.2008 - 06.2010