Cluster Sales Manager
Wyndham Hotel Group
Total years of experience :17 years, 11 Months
• Ensuring high quality services, resulting in customer delight and optimum resource utilization for maximum service quality.
• Providing maximum customer satisfaction by closely interacting with in-house and potential guests to understand their requirements and customizing the product and services accordingly.
• Delivering high-value services to upscale clients for exalting their satisfaction levels.
• Organizing different promotions to offer variety to the regular customers and help in creating new ones too.
• Organizing events as per the requirements of the clients, thereby achieving optimum performance and efficiency.
• Dealing with in house guests to ensure repeat clients.
• Identifying and developing new streams for long term revenue growth and maintaining relationships with customers to achieve repeat/ referral business.
• Offering the Marketing teams, various ideas to increase sales and design flyers for various promotions
• Utilizing the public information and personal network to achieve marketing intelligence for generating leads.
• Managing key accounts for the hotel and also responsible for securing new potential accounts
• Building and maintaining relationship with corporate clients locally and internationally while entertaining clients from the companies to maximize hotel business.
• Conducting daily sales calls to promote the hotel to new corporate companies.
• Maintaining the liaison with existing clients and out-sourcing potential clients.
• Promoting various marketing packages to local market for rooms as well as food and beverage outlets.
• Negotiating and contracting for banquet events and group queries as well.
• Up selling the rooms and cross-selling all other sister concern properties in Dubai.
• Have exceeded all the targets, which were set by the organization till date.
• Always trying to sell rooms for rates higher than set corporate rate marks.
• Meeting and greeting important guests from the companies, to ensure their comfortable stay and also to develop relation within the organization
•Prime responsibilities include managing a team of 6 people 4 from corporate and 2 from Event Booking Centre
•Managing key accounts for the hotel and also responsible for securing new potential accounts
•Motivating, guiding, training and providing solutions to the team to help them with their day to day tasks
•Responsible for generating timely reports on daily, weekly and monthly basis
Significant Highlights
•Managed to confirm a monthly long stay at the Movenpick Hotel Apartments in three weeks of joining
•Signed 2 special corporate contracts in first 2 weeks of joining the company
•Proposed special reports for sales blitz, accounts tracking, rate tracking for the team which was well accepted.
•Proposed creative ways of selling Iftar Vouchers to companies
Accomplishments:
• Proffered direction, leadership, and oversight required to deliver excellent results for penetrating new markets.
• Single handedly and successfully generated business from the special corporate segment within the feeder areas including Dubai Marina, Media City, Jumeirah Lakes Towers etc.
• Played a pivotal role in achieving the “Best Sales Team” globally out of 4000 participating Marriott hotels for the year 2013.
• Accredited the “Best Sales Team of the year 2013” in the entire Middle East & Africa region.
• Acted as a catalyst in the evolution of business excellence and achieving "Hotel of the Year, 2013" award.
• Created history by generating highest revenue for the Pent House, within 3 months of joining. Recorded highest revenue ever of AED 550, 000 for the pent house for the first time since the hotel opened.
• Attained highest revenue for the 2 bed room suites at AED 280, 000.
• Consistently ranked among top performers, expanded customer base while maintaining excellent client rapport despite intense market competition.
• Instrumental in boosting the special corporate segment from 7 accounts to 33 accounts in a span of 3 months.
• Achieved the best cluster team of the year, above property sales and marketing team of the year and one team driving results - Dubai Cluster Team.
• Established best practices including the induction manual which has now become a best practice across the hotel.
• Achieved 100% scores on internal Marriott Shop calls .
Key Responsibilities:
• Spearheading department’s day to day activities and the development of strategic/ tactical sales strategies to drive growth and profit achievement.
• Determining and deploying appropriate sales strategies in all market segments towards maximizing the hotel revenues, leading the sales team to consistently chart a rising business curve.
• Planning and implementing strategic initiatives for achieving higher ADR’s for the hotel.
• Developing and implementing real-time marketing intelligence strategy, enhancing and refining targeting efforts to gain customer insight whilst keeping abreast of competitor activities.
• Fostering relationships with customers’ CxO and upper-management level key-buying influencers in Corporates. Projecting a highly professional and customer friendly facade to clients, forging long term business relationships as a key impetus to expansion and growth.
• Drafting RFP’s and responding effectively and efficiently to secure a group during the need period of Ramadan and generating a revenue of AED 150, 000
• Monitoring performance of team members and rendering productivity enhancement feedback. Setting goals/targets and acting as a resource to enable them to leverage client relationships to maximum extent possible to obtain a competitive position in the industry.
Inducted as Market Sales Executive, moved on upward career trajectories, to merit promotion to the position of Market Sales Manager
Designation Chronology:
• October 2011 - June 2013: Market Sales Manager
• July 2010 - September 2011: Market Sales Executive
Accomplishments:
• Combined entrepreneurial drive with business-management skills to drive maximum number of sales calls during the sales blitz activities.
• Bestowed with the bronze level 3 times and silver level in the Golden Circle program at the Marriott for successfully achieving the targets above 5%.
• Played an integral to the success of meeting clients’ expectations and the continued growth of all the 7 Marriott hotels in Dubai which includes Apartments, Suites and Hotels from the Pharmaceutical segment.
• Part of the high-performance pre-opening team for the “World’s tallest hotel - The JW Marquis”. Acquired and analyzed market intelligence information, enabled the next wave of growth by successfully strategizing Pharmaceutical segment business.
• Served as a Member of the Associate Relationship Committee to foster an environment that encourages high performance and maintaining staff morale at a high level with a sense of allegiance to the company.
Key Responsibilities as Market Sales Manager:
• Planned/focused sales initiatives to achieve/surpass KPIs/revenue targets, liaised vertically and horizontally across departments to ensure smooth/well-coordinated execution of the business plans.
• Reviewed/ assimilated information pertaining market segmentation and penetration strategies, to augment market positioning.
• Leveraged broad competencies in executive management, led a wide range of operations encompassing general administration, marketing, sales and business development.
• Assured top line sales goals and bottom line profit goals are met, by recognizing profitability/ revenue impact of business opportunities.
• Oversaw training of new employees, explained hotel’s policies/practices. Conducted regular trainings, motivated team members to enhance performance, developed result-oriented team, through selective mentoring/recruiting.
• Kept close tabs on market dynamics/competitor activities, guest/client feedback and devised effective marketing strategies to counter the same. Collated information and formulated strategies to optimize performance parameters and business outputs.
Key Responsibilities as Market Sales Executive:
• Instrumental in developing database of all Japanese companies in Dubai in less than 3 months of joining.
• Entrusted with the challenging job of handling the entire Pharmaceutical and Healthcare segment in Dubai for all the 6 Marriott properties.
• Consistently exceeded call of duty by working for the older segment in times of demand.
• Proffered real-time actionable market intelligence and forecasts, enabled strategic decision-making and creating stronger customer engagement.
Designation Chronology:
• June 2008 - June 2010: Sales Manager
• February 2007 - May 2008: Assistant Sales Manager
• November 2005 - January 2007:Banquet Sales Executive
Accomplishments:
• Drove business expansion through aggressive sales initiatives that deliver revenue growth, market share, and market penetration.
• Spearheaded area sales operations, developed/ executed short and long term sales plans and reviewed/forecasted sales performance and budget to achieve organization's targets.
• Rendered insights/ market intelligence reports to develop a victorious assortment for augmenting revenue and profitability as well as helping predict the best offers for each target audience.
• Established the Banquet Sales Department and played a key role as part of the pre-opening team.
• Acknowledged with strong career promotions for fostering culture of excellence.
Key Responsibilities:
• Strategized, managed and expanded entire business according to organizational goals/ strategies. Coordinated with sales/marketing staff to support rapid sales growth through multiple channels with a high level of efficiency and cost effectiveness.
• Reviewed monthly business performance report/ Profit & Loss statement, made strategic recommendations towards formulation of key business strategies whilst mitigating costs.
• Responsible for a maximum of occupancy of conferences and banquettes in order to optimize general business opportunities.
• Served as Trainer for the department, organized various training sessions for the team to enhance their performance.
Developed the general plan for the annual training programs responsible for achieving the targeted training man hours for self and the team.
• Successfully organized large-scale guest events every quarter.
• Handled the Global Pricing Portal for the hotel, to maintain profit margins and competitive positioning; monitored performance indicators against projected results to identify business drivers and emerging market opportunities.
Previous Professional Experience:
• June 2004 - October 2005: Restaurant Manager, The Park Hotel
Academic Achievements: • Pan India 3rd in the 1st Year Food & Beverage Examination (IHMCTAN) • Ex-participant of the Duke of Edinburgh’s Award Scheme and have received the Bronze, Silver and Gold Awards respectively. Extracurricular Activities: • Managed various food festivals in College
