Boston, Massachusetts, United States
I am passionate about helping teams create delighted customers and identifying opportunities to strategically and creatively solve tough challenges. And travel. I really love travel. I have a proven track-record of growing teams, retaining and growing customer relationships and 10+ years quota carrying sales experience. My career has afforded me hands-on experience in North America, EMAE and APAC. My teams manage multiple accounts (from boutique firms up to multi-million dollar enterprise accounts) and have worked in all aspects of the sales cycle. I’m proudly a people-person who also really loves to dig into data. I will use that data to come to the table with solutions. My teams beat goals, create and keep delighted customers! CORE COMPETENCIES: · Sales leadership · Collaborative account management · Strategic planning and implementation · Data analytics · Forecasting and reporting · Sales innovation · Contract and sales negotiation
Dual Director of Sales & Marketing for Marriott Long Wharf and Renaissance Boston Seaport, leading strategic sales, brand positioning, and revenue growth across two flagship Boston waterfront hotels. I support a combined portfolio of 873 guest rooms and nearly 41,000 sq. ft. of event space—402 rooms and 19 meeting spaces at Marriott Long Wharf, and 471 rooms with 10 meeting venues at Renaissance Boston Seaport. Responsible for driving market share, cultivating key partnerships, and elevating the guest experience through integrated marketing and high‑impact commercial strategies.
Director, Travel Industry and Transient Sales for The Westin Copley Place, W Boston, Marriott Copley and Sheraton Boston. $169M annual budget. These hotels represent some of the finest properties in New England and the Northeast with luxury and 4* classifications with 2,978 sleeping rooms and 188,736 sqft of meeting space. At our four Back Bay Hotels my team is responsible for managing the relationships and lead generation efforts for: · Special Corporate travel · International MICE group · Tour & Travel group · TMC/Consortia · Entertainment · Wholesale/FIT (leisure travel) · OTA's · Diplomatic/Embassies · Government · Airline crew We drive share and penetrate accounts to drive revenue to support hotel sales strategies. Involved in all facets of the sales cycle from budgeting, liaising with ownership groups/asset managers, reporting, and designing sales and marketing strategies for these segments. We work closely with Global (GSO) and US (ASO) sales organizations to keep our hotels top of mind. We focus on market influence through relationships with groups such as the CVB, MLA, Skal Boston, NEBTA, GBTA.
HubSpot is a leading growth platform on a mission to help millions of organizations grow better. They build the software and systems that empower businesses to transform the way they attract, engage, and delight customers. Strategic resource for about 150 of HubSpot's Mid Market customers. Advised on creation of successful Inbound Marketing, Inbound Sales, and Services goals and strategies for their business. Ultimately, my role was to help customers grow better with HubSpot! Drove 119% customer revenue retention during tenure, Mid-Market Advisory Council member.
· Top performer on US Account Sales wholesale team in 2019 at 133% to goal. Achieved 109% to goal in 2018 achieving over $17 million in sales. · Own 45 (+) key customers based in USA, EMAE, and APAC for assigned territory. Execute contracts, negotiate marketing campaigns and performance agreements. Work collaboratively with them to create joint annual growth plans. Create, research and present quarterly business reviews for customers. Travel to customers to conduct product trainings and enhance customer relationships. · Manage portfolio of over 100 hotels and responsible for the wholesale/FIT segment strategy, sales, and marketing. Exceeded goals through customer retention, growth and development of new business accounts. Oversee Boston, New York City, Philadelphia and surrounding areas. · Special projects: Training champion for new hires. Created onboarding materials for the segment. Tapped to work on special team to create a customer quarterly business review (QBR) template for the Marriott Sales Organization. Designed instructional webinars to train leadership across territory on new sales strategy. Worked cross-functionally with Field Marketing to audit hotels and improve quality scores and product placement online. · 2019: International Inbound Travel Association “Rising Star Award” nominee. Marriott Golden Circle quarterly award winner - six times for outstanding performance worldwide for achievement in sales (Q2 2018 – Q4 2019) · Ask me about: That time I wrote, directed, and starred in an Off-Off-Off Broadway play
· Direct leisure wholesale sales and strategy across the globe for six managed hotels. Led the Travel Trade vertical team (TMC/Consortia and Tour & Travel sellers). Quota carrying team achieved 106% to goal in 2017, 113% to goal 2016. 48% increase in revenue from 2014 · Utilized voice of the customer to gain buy-in for new sales strategy: created email survey, analyzed results, convened focus group and presented to senior leadership. Resulted in 330% revenue growth by empowering leadership and engaging best customers · Pioneer of a new pricing strategy for the market to enable higher ADR’s during high-demand periods, provide consistent availability in the market, and driving greater volume production over need periods · Spearhead yearly wholesale segment meetings to foster market wide (SPG and MI) alignment and pricing · Conduct training for sales team of fifty plus associates on the Travel Trade segment and key international trends · Partnered with Greater Boston Convention and Visitors Bureau to co-create the annual “Boston FAM” in 2016, bringing the city’s top hotels and attractions together to showcase the city to buyers from around the globe. · Presenter: 2016 Starwood ESCAPE on best practices with focus on connectivity to peers and leadership · Panelist: 2017 Marriott “Mission” on best practices in connectivity to key peers and leadership across N. America · Ask me about: That time I got 20 customers to all say "quack quack!" at the same time
· Responsible for directing all FIT sales and strategy for Starwood Hotels and Resorts Boston Metro Market properties. Quarterback FIT programming, account management, international and domestic market research, budget creation, sales plan creation & implementation, strategy & positioning, relationship creation & alliance building. · Panelist: 2015 Massachusetts Office of Travel and Tourism “Focus on the UK” event
· Generated 68% increase in revenue during tenure; won “Highgate 11” award for top sales producer in the company Q2 2013 · Used Voice of the Customer to identify gaps in service and product offering for three market segments (FIT, Tour & Travel, Entertainment). Worked cross-functionally to action information and strengthen customer relationships and repeat business. Rewrote department SOP’s as a result · Ask me about the time we fit 23 dozen donuts in a Prius
· Led new business development for newly created territory strategically driving a 250% increase in revenue. Managed all direct group business across six state territory. Established positive relationships with new and existing clients to entice them away from direct competition to try our brands. Created and managed territory strategy. · Consulted with customers to identify their target buyer, then tailored presentations to support their goals. Presented to groups of 100+. Consistently offered exemplary guest service to clients with genuine enthusiasm. · Ask me about: That time I rented out Mount Rushmore and dressed like one of the Founding Fathers for a client dinner