Sheena Burke
Edmonds,WA
Summary
Performance-oriented sales leader with proven expertise in revenue management, client acquisition and account servicing. Diligently research competitors and market conditions to remain lean and agile in face of changing expectations and conditions. Excellent negotiator and influential program managers.
Overview
19
19
years of professional experience
Work History
Director of Sales
Egencia an American Express Company
06.2017 - Current
- Led and managed a high-performing software sales team, consistently exceeding sales targets and driving revenue growth
- Developed and executed strategic sales strategies plans to expand market share and penetrate new verticals, resulting in significant business expansion
- Oversaw the recruitment, training, and professional development of sales staff, fostering a collaborative and results-driven team culture
- Collaborated closely with senior leadership to align sales strategies with company goals, ensuring consistent and sustainable growth
- Built and maintained strong relationships with key stakeholders and clients, providing consultative solutions that addressed customer needs and industry challenges
- Implemented data-driven performance metrics, enabling real time tracking and optimization of sales strategies and team performance
Application Sales Representative
Oracle
05.2016 - Current
- Currently on target to meet 2017 yearly quota
- Responsible for selling Oracle’s SaaS applications to public sector accounts located in Pacific Northwest
- Prospect net new and existing account to generate a viable pipeline of cloud application opportunities
- Consistent success developing, maintaining and enhancing C-level relationships
- Responsible for entire sales cycle from prospecting new customers to closing contracts
- Evaluate and understand industry challenges to tailor Oracle based solutions to customer’s needs
Enterprise Sales Executive
Egencia
10.2013 - 05.2016
- Notable Accomplishments: Awarded President’s Club 2014 and 2015(finished 124% to plan in 2014, 115% to plan in 2015), Top performer in 2014 and 2015 (Ranked #2 our of 16), Consistent top sales producer, Selected as top sales leader to mentor and train several new sales associates
- Currently sell new corporate accounts on the value proposition of the Egencia suite of products and services for business travel and expense management
- Deployed and managed a team of marketing managers to assist me with prospecting strategies to gain new Egencia customers - Swiftly responded to leads generated from Expedia's concentrated marketing efforts and personally developed self generated prospects in order to maintain a minimum of 45 active accounts in my sales pipeline
- Maintained an updated sales pipeline through automated sales management tools such as Salesforce
- Responsible for meeting monthly and quarterly quotas for my territory
- Have consistently met monthly sales quotas and am currently at 115% of my territory goal for the 2016 year
Medical Device Sales Associate
NuVasive
06.2012 - 09.2013
- Met and exceeded sales quota for each week by 25% consistently, finished 124% to plan in 2012
- Held position selling medical spine devices, biologic products such as Osteocell and NVM5 neuromonitoring systems
- Developed key selling relationships with orthopedic and neuro surgeons to market and implement use of NuVasive spine products in the operating room
- Attended surgeries on a weekly basis and instruct surgeons and operating room staff on successful implementation of spine implants, allograft and use of spinal cord monitoring devices
- Responsible for daily account management and sales goals
- Attended intensive NuVasive spine product and procedural two week training course, completed class with a 95% overall average
Corporate Business Travel and Leisure Sales Manager
Fairmont Olympic Hotel Downtown Seattle
02.2010 - 06.2012
- President’s Club circle 2011 and 2012, Finished 118% to plan 2011, 2012, Awarded top sales producer for 2011 full year
- Consistently negotiated hotel and travel contracts on a yearly basis to meet yearly revenue goal of six million dollar annual budget
- Extensive knowledge in working with and negotiating contracts with travel industry partners such as airlines, hotels, travel agencies, car rental services, and ground transportation
- Responsible for negotiating corporate rate contracts with clients on a local and global level with companies such as Boeing, Microsoft, Deloitte and Bank of America
- Specialization in contract negotiation in the financial market
- Seek out and establish new business by researching the Seattle market, cold calling companies, hosting site visits, contacting future guests that have an appealing reservation, organizing and executing sales blitzes, setting appointments to promote the hotel
- Extensive experience in event planning, site selection, coordination of corporate events, trade shows and setting up vendor shows on a quarterly basis
- Attend monthly and yearly networking events and conferences with local Puget Sound Business Travel Association as well as Global Business Travel Association yearly conference to network with travel industry partners and vendors
Corporate Business Travel, Entertainment and Events Sales Manager
Pan Pacific Hotels and Resorts Downtown Seattle
01.2008 - 02.2010
- Held a position as senior sales manager at a 4 diamond 160 room luxury hotel, develop and maintain relationships with key clients; maintain quarterly contact through in person meetings, social events, formal correspondence and other events seeking out additional business
- Main focus in sales manager role is to handle all transient, SMERF and corporate/group business for our key accounts at the hotel and maintains and solicits new companies for preferred corporate accounts at the hotel, handle RFP process for both local and national companies such as Boeing and Microsoft
- Seek out and establish new business by researching the Seattle market, cold calling companies, hosting site visits, contacting future guests that have an appealing reservation, organizing and executing sales blitzes, setting appointments to promote the hotel
- Analyze inquiries for group and corporate travel to determine business potential for the hotel
- Negotiate group room rates and meeting room rates; prepare group and meeting contracts
- Meet or exceed quarterly revenue goals by providing a strong group-booking base prior to the beginning of each month resulting in the ability to increase daily hotel rates, driving overall revenue
- Maintain and update research on existing client accounts and adjust sales approach accordingly
- Coordinator of giving for the hotel to local and national companies, non-profit organizations
- Consistently met and exceeded revenue goals for hotel to help carry and lead sales team to meet a 17 million dollar annual budget
Business Travel Sales Manager
Marriott - Downtown Seattle
04.2006 - 01.2008
- Held a sales manager position at a high volume downtown hotel
- Responsible for securing new accounts and groups for hotel by utilizing sales call process and focusing sales calls on hotel need times
- Secured and have grown new accounts and groups for hotel by utilizing sales call process and focusing sales calls on hotel need times
- Handled several top/high volume corporate accounts at the hotel by setting appointments with new contacts and working with various clients needs on a daily basis
- Account examples are as follows: Boeing, Merck, Amgen and University of Washington
- Work with sales team to consistently meet and exceed quarterly revenue goals and to meet a yearly total sales revenue goal for the hotel of over 14 million dollars
- Have assisted with training new member of the sales team as well as have successfully recruited and had hired two sales managers and one event manager at my hotel in the last year
Education
B.A - Communications, Hospitality Business and Sales Management
Washington State University
Skills
- References upon request
- Sales team training
- Sales coaching
- Territory management
- Sales funnel management
- Competitive analysis
- Sales strategy development
Activities
- Member of Seattle area Chamber of Commerce
- GBTA
- WSAE
- SCVB
- PSBTA
- MPI
- Member of Pi Beta Phi sorority
- Seattle Alumni club
Timeline
Director of Sales
Egencia an American Express Company
06.2017 - Current
Application Sales Representative
Oracle
05.2016 - Current
Enterprise Sales Executive
Egencia
10.2013 - 05.2016
Medical Device Sales Associate
NuVasive
06.2012 - 09.2013
Corporate Business Travel and Leisure Sales Manager
Fairmont Olympic Hotel Downtown Seattle
02.2010 - 06.2012
Corporate Business Travel, Entertainment and Events Sales Manager
Pan Pacific Hotels and Resorts Downtown Seattle
01.2008 - 02.2010
Business Travel Sales Manager
Marriott - Downtown Seattle
04.2006 - 01.2008
B.A - Communications, Hospitality Business and Sales Management
Washington State University