ACE HOTEL AREA DIRECTOR OF SALES & MARKETING DEPARTMENT: Sales & Marketing REPORTS TO: Managing Director

Next Available Date for Assignment

I need 2 weeks notice

Skills

1. Research and Preparation Target Audience Understanding: Ability to research and understand the prospect’s business, industry, and pain points before making contact. Tailoring Approach: Customize your pitch based on the prospect’s specific needs and challenges. 2. Effective Communication Clear and Concise Messaging: Ability to quickly articulate the value of your product or service in a way that resonates with the prospect. Active Listening: Engaging with the prospect by listening to their concerns and responding thoughtfully. Tone and Delivery: Using the right tone (warm, confident, and professional) to create rapport and maintain the prospect’s interest. 3. Rapport Building Establishing Trust Quickly: Building rapport early in the conversation through empathy and understanding. Personalization: Using details from your research to make the conversation feel more personal and relevant. 4. Handling Objections Anticipating Objections: Being prepared for common objections like “We don’t need this right now” or “We’re happy with our current provider.” Objection Reframing: Turning objections into opportunities by addressing concerns and providing solutions. Confidence in Rebuttals: Responding to objections with confidence while maintaining a positive, helpful attitude. 5. Persistence and Resilience Handling Rejection: Cold calling often involves rejection, so resilience and the ability to stay positive are crucial. Follow-Up Strategy: Knowing when and how to follow up without being overly pushy but still staying top-of-mind for the prospect. 6. Qualifying Leads Identifying Decision Makers: Ability to navigate organizations and identify the right contacts (decision-makers) to engage. Assessing Needs and Fit: Quickly determining if the prospect is a good fit for your product​/​service and if they are ready to move forward in the buying process. 7. Sales Pitching Crafting a Value Proposition: Ability to clearly communicate the value your product​/​service brings to the prospect’s business. Elevator Pitching: Delivering a compelling and concise pitch within 30-60 seconds that grabs attention. Adapting Your Pitch: Being flexible and adjusting your approach depending on how the conversation flows. 8. Time Management Organized Prospecting: Prioritizing and managing call lists, scheduling follow-ups, and tracking interactions efficiently. Maximizing Call Efficiency: Focusing on quality over quantity by making meaningful connections rather than simply going through a list. 9. Technology Proficiency CRM Tools: Familiarity with customer relationship management (CRM) systems to track calls, manage leads, and monitor progress. Sales Engagement Platforms: Using tools like LinkedIn Sales Navigator, outreach software, or phone dialers to streamline prospecting efforts. 10. Emotional Intelligence (EQ) Empathy: Understanding the prospect’s emotions, challenges, and concerns to tailor your approach accordingly. Reading Cues: Picking up on verbal and tonal cues that might indicate whether the prospect is interested, confused, or needs more information. 11. Closing and Call-to-Action Strong Call-to-Action (CTA): Ending the call with a clear, actionable next step, whether it’s scheduling a meeting, sending additional information, or setting up a demo. Knowing When to Close: Recognizing the right moment to transition the conversation towards a commitment or next step. 12. Data-Driven Approach Tracking Metrics: Monitoring key cold calling metrics like call volume, conversion rates, and the number of follow-ups needed to convert a lead. Continuous Improvement: Analyzing performance and adjusting strategies based on what works and what doesn’t. 13. Confidence and Enthusiasm Projecting Confidence: Speaking with authority and belief in what you’re offering. Maintaining Enthusiasm: Keeping the energy high and showing genuine excitement about the opportunity to help the prospect.

Areas of Expertise

1. Sales Strategy and Revenue Generation Sales Planning: Expertise in developing sales strategies and action plans to maximize revenue across various segments—corporate, leisure, group, and wholesale. Revenue Optimization: Collaborating with revenue management to set pricing strategies and optimize occupancy rates, ADR (Average Daily Rate), and RevPAR (Revenue Per Available Room). Target Market Segmentation: Identifying and targeting key market segments to drive revenue through customized sales approaches. 2. Corporate and Group Sales Corporate Accounts: Building and maintaining relationships with corporate clients to secure long-term business for meetings, events, and accommodation. Group Sales: Expertise in managing group bookings, from negotiating rates and terms to ensuring seamless service delivery. Negotiation Skills: Negotiating contracts with clients, travel agents, and tour operators to secure favorable terms for the hotel. 3. Client Relationship Management Customer Retention: Developing client retention programs to ensure repeat business from corporate accounts, event planners, and travel agents. CRM Systems: Proficiency in using Customer Relationship Management (CRM) software to track leads, manage pipelines, and maintain client relationships. 4. Leadership and Team Development Sales Team Leadership: Leading, mentoring, and developing the sales team to ensure they meet or exceed their individual and collective targets. Incentive Programs: Designing and implementing performance-based incentives to motivate the sales team and reward top performers. Training and Development: Providing continuous training to the sales team on the latest market trends, customer engagement strategies, and sales techniques. 5. Market Analysis and Competitive Intelligence Market Trends: Staying up to date with market trends, customer behavior, and competitor activities to inform sales strategies. Competitor Analysis: Conducting competitor analysis to identify opportunities for differentiation and improvement. Forecasting and Reporting: Expertise in sales forecasting and reporting to anticipate market demand and adjust strategies accordingly. 6. Contract Negotiation Pricing and Contracts: Negotiating pricing and contract terms with clients to ensure profitability while securing business. Multi-Year Contracts: Expertise in securing long-term, multi-year contracts with key clients and accounts to guarantee a steady stream of revenue. 7. Budgeting and Financial Management Sales Budget Management: Overseeing the sales department’s budget, ensuring efficient allocation of resources, and optimizing ROI on sales efforts. Revenue Forecasting: Collaborating with finance and revenue management to create accurate revenue forecasts based on sales pipelines and historical data. 8. Event Sales and Management MICE (Meetings, Incentives, Conferences, Exhibitions): Driving sales related to meetings and events by working closely with event planners to ensure the successful execution of on-site events. Event Space Optimization: Maximizing the use of event spaces through creative packaging and partnerships, increasing bookings for weddings, conferences, and corporate events. 9. Networking and Industry Engagement Industry Connections: Leveraging industry connections with travel agents, corporate planners, and industry associations to drive business. Community Engagement: Engaging with the local community to raise the hotel’s profile and build relationships that contribute to sales. 10. Digital Sales and Distribution Channels Online Sales Channels: Managing relationships with Online Travel Agencies (OTAs), Global Distribution Systems (GDS), and direct booking channels to drive room sales. Sales Technology Integration: Using sales automation tools, CRM platforms, and other technologies to improve sales operations and customer relationship management.

Accomplishments

• 2018 Outstanding performance • Outstanding Achievement Award | Exceeding RGI and budget for assigned segmentation for 2018 • 2019 Highest Performer • 2019 Top Leader • IHG Boost, Performance Award for Q3 2019 • Highest Sales Performer in the IHG NY Region for Q2 2019 • Best Leader Award for Q1 2019 | IHG hotels with 300 rooms or less • Highest Performer for Q1 2019 | IHG hotels with 300 rooms or less

Brand Experience

IHG and independed luxury hotel brands

Software Experience

Opera, Stayintouch, Delphi, Meetingbroker, Hotel planner, Cvent, Demand 360, Agency 360

Employment History

Area Director of Sales and Marketing, FIDI Hotel, The Lex NYC Hotel| NYC Aug 2023 – Present • Handling two properties solo • Responsible for all Sales segmentations and budget for both hotels • Signed 36 LNR accounts in 5 months • Exceeded budget for Q4 in both hotels • Successfully executed all marketing projects Senior Sales Consulter ​/​ Hotels Tasks Force May 2022 – Aug 2023 • Helping businesses with sales goal • Creating on boarding sales materials • Training new sellers • Task force services for hotels Director of Sales and Marketing, Thesis Hotel | Miami, FL Dec 2021 – May 2022 • Successfully lead 8 Team Members • Exceeded budget every single month, including Q1, 2022 since taking over the property (overall total hotel budget) • Increased hotel performance against comp set • Successfully signed 23 LNR account YTD • Successfully executed 12 high end social events on property, YTD Director of Sales and Marketing, EVEN Hotel | Downtown Brooklyn, NYC July 2017 – July 2021 • 2020 Contracted 8570 RN during COVID-19 and kept hotel operational with staff reductions starting March 2020 – August 2020 • Finished the year (2020) with exceeding fair share in the market, 100.09 RGI • Managed to secure 52 new local and global accounts for 2021 • Generates sales through corporate leads, bids, request for proposals (RFPs), existing client cultivation and cyclical​/​recurring guests • Meets aggressive sales goals; achieved 23% above quotas within one calendar year. In 2018, exceeded revenue by 19% and exceeded RGI by 4.2%; 38 New LNR accounts signed in 2018 • 2019 budget exceeded by 31%; 17% over budget and 103 RGI for Q1 ’19; 77% over budget and 101 RGI for Q2 ’19 • Closes and renews multi-year contracts; negotiates terms, drafts agreements, reviews and research legal terms and addendums, executes payment processing, ensures mutual agreement of compliance clauses Director of Sales and Marketing, Hotel Indigo | Downtown Brooklyn, NY March 2016 - July 2017 • Sole salesperson for 127 rooms; worked seamlessly across departments; managed and trained new staff • Exceeded budgeted sales for 2016 by 30%, primarily through strategic sales analysis and identifying efficiency gaps • Developed local new business partnerships; continuously gained new accounts • By end of 2016 managed to secure 22 new Local Accounts, stealing fair share in the market • Q1-2017 successfully secured Government business for 120 days, exceeding fair share by 185% • Constantly promoting the brand in all local trade shows, hospitality events and Chambers of Commerce meetings Licensed Real Estate Agent, Douglas Elliman | Long Island City, NY March 2014 - March 2016 • Focused on residential rentals and sales in the New York City area • Liaised with a wide range of clients and provided exceptional customer care • Won 5 Top Highest Sellers for the month of August and September 2015 • Managed to get 80% of the listing by prospecting 7 days a week Licensed Real Estate Agent, Bucklis Group | Manhattan, NYC • Focused on residential rentals and sales in the Wall Street Area • Closed average of 20 – 25 apartments per month (mostly rentals) • Top 10 Real Estate Agents in the entire company based on revenue • 100% of the lasting were personal prospects ​/​ business

Education

Ss. Cyril and Methodius University of Skopje | Skopje, North Macedonia 2006 B.A. Philosophy M.A. Economy

Training & Certificates

Government contracts for hotels Sales enablement ​/​ training

Closest Airport - (Enter 3 Letter Airport Code)

JFK, LGA

Recommendations

available upon request