Teresa Shay Tompkins
Columbus,Ohio
Summary
Proven strategic leader with a track record of driving revenue growth. Ability to recognize and create opportunities that positively impact market share, rate growth, and profits. Thrive in competitive business situations and operate on the highest ethical level. Leader and motivator, able to satisfy organizational goals while fostering a positive employment environment via coaching, mentoring, and training. Highly skilled Dual Director of Sales with notable experience in managing both inbound and outbound sales teams. Showcase strengths in strategic planning, team leadership, and business development activities, which are vital to driving revenue growth and achieving company objectives. Made significant impacts previously by successfully streamlining sales processes and implementing effective sales strategies.
Overview
10
10
years of professional experience
Work History
Dual Director of Sales
First Hospitality
Louisville
08.2023 - Current
- Responsible for leading the Sales and Catering Team at Hilton Garden Inn (162 rooms) and Home2 Suites (100 suites) in Louisville, KY
- 7M rooms and B&C budget at HGI and $3.4M rooms budget at Home2
- Replaced $500,000 in lost Delta crew business with 4 regional carriers
- Record ADR for the Kentucky Derby 2024
- Increased LNR revenues by N/A.
Area Director of Sales & Marketing
Davidson Hospitality Group
Columbus
06.2022 - 08.2023
- Recruited by Davidson Hospitality to return to Sheraton Columbus at Capitol Square & DoubleTree Suites Downtown to lead the sales teams post-COVID-19
- Manage sales team activities including strategic planning, competitive analysis, new business development, training and goal accountability
- Business Travel Market Manager
- Revenue Management and Forecasting
- Reporting and data analysis
- Presentations to owner’s reps, monthly results, forecast and budget reviews
- Daily business review, Tentative review and Group pick up review
- Created a working business plan, Quarterly SMART plan
- Collaborated with Davidson Marketing Team
- Market mix analysis and budgeting.
Sales Director
Storypoint Independent Living
Pickerington, Ohio
01.2022 - 06.2022
- Created a 12-month Sales Plan for the community
- Daily prospecting to schedule visits and tours
- Determine Economic buyer and coach within family members
- Manage the Sales Funnell utilizing Salesforce CRM
- Promote community via area Chamber of Commerce and Skilled Nursing Facilities
- Assists with marketing initiatives and resident events
- Serve as an educational resource for residents, caregivers, and staff
- Effectively communicates and collaborates with all departments
- Prepare and manage all pertinent reports.
New Home Sales Consultant
Epcon Communities
Dublin, Ohio
11.2020 - 11.2021
- Presentation of community, floor plan and home site options to prospective buyers by vision, example, teach, and ownership method (VETO)
- Discovery 360 process utilized to uncover needs and desires to bring buyer to resolution - FPG Training 2+ hours per week
- Receive objections with gratitude to offer alternatives
- Daily prospecting from CRM and maintaining a detailed follow-up system
- Trusted advisor - X Factor
- Realtor outreach; member of Delaware County Board of Realtors PR Committee
- Write and review purchase agreements and addendums with buyers
- Cross-sell 10 Epcon Communities
- Adept in financing and mortgage options
- Setting proper expectations and delivering bad news directly with compassion
- Conduct SWOT shops to sell against the competition
- Sold 14 homes; over $7.5M; serviced 8 accounts.
Area Director of Sales & Marketing
Schulte Hospitality Group
Columbus
01.2016 - 11.2020
- Director of Sales for Sheraton Columbus @ Capitol Square (403 rooms and 16,500 square feet of meeting space) and DoubleTree Suites Downtown (194 suites and 7,000 square feet of space) with combined top-line revenues of $30M
- Driving the success of eleven direct reports including 6 Sales Managers and 5 Catering and Convention Service Managers
- Airline contracts & negotiations (grew AA rate $54 YOY)
- Closed multi-year contract for training business with $1.7M in annual revenue
- Innovative marketing partnerships including Columbus Crew, iHeart Media, Red, White & Boom, Arts Festival & PRIDE festival.
Director of Sales & Marketing
Interstate Hotel Management
Columbus
11.2014 - 01.2016
- Increased top-line sales by 27.5% YOY by shifting the mix of business to higher-rated segments
- 83% conversion rate for group bookings
- Strategic meetings with ownership
- Responsible for forecasting and daily revenue management
- Renewed relationship w/ Experience Columbus & Sports Commission
- Analyze business intelligence include STR, Demand Analysis, Rate Shops and brand reports One Yield, Realized Demand & RPO for strategic sales efforts
- Established successful advertising/marketing partnerships with First Night & Red White & Boom
- Grew revenues to put ownership in a position to successfully transfer property to a buyer with a high return on investment.
Education
Skills
- Profitsage
- CI/TY
- MarRFP
- Marriott MGS System
- Hilton OnQ
- Sales Pro
- Delphi
- Travelclick/ Demand 360/ Hotelligence
- Revenue Forecasting
- Sales strategy development
- Sales Reporting
- Pipeline Development
- Client Relationship Management
- Sales Coaching
- Competitive Analysis
- Revenue Growth
Timeline
Dual Director of Sales
First Hospitality
08.2023 - Current
Area Director of Sales & Marketing
Davidson Hospitality Group
06.2022 - 08.2023
Sales Director
Storypoint Independent Living
01.2022 - 06.2022
New Home Sales Consultant
Epcon Communities
11.2020 - 11.2021
Area Director of Sales & Marketing
Schulte Hospitality Group
01.2016 - 11.2020
Director of Sales & Marketing
Interstate Hotel Management
11.2014 - 01.2016
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