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Work Background
GitGoVP, Commercial Strategy
Apr. 2022Atlanta, Georgia, United States
InterContinental Hotels Group (IHG®)Director, Small & Medium Enterprise | Global Sales Strategy
Dec. 2017 - Apr. 2022Atlanta, Georgia, United StatesLeveraging my extensive professional experience, I’m in charge of creating the global strategy for our SME business segment and overseeing the launch of IHG Business Edge. My scope of responsibility includes developing client benefits, acquisition strategy, account engagement approach, and support models. Additionally, I’ve assembled a global team of program management and support staff with members in Atlanta, London, Buenos Aires, Shanghai and Manila. I also developed key performance indicators including pipeline management, program revenue, loyalty contribution, and financial metrics. Key Contributions:
Program Management: Spearheaded deployment of global enterprise program that increased account base to +20K and produced $548M in consumed room revenue in 2019, representing 39% YOY growth. Fostered strategic partnerships with Wall Street Journal and American Airlines to boost marketing reach. Positioned program for success by developing client value proposition, branding, tone, and voice as well as championing marketing efforts with focus on paid search, organic search, and social media.
InterContinental Hotels GroupDirector, Sales Effectiveness | Worldwide Sales
Mar. 2011 - Dec. 2017Atlanta, Georgia, United StatesDuring my time as the Director for Sales Effectiveness, I led all operations for IHG Javelin, an integrated sales force automation tool developed for 500+ off-property global sales team members. My job was to guide the discovery phase for the on-property sales force automation project while also supervising a global group of direct and indirect reports focused on providing on-going, operational support for IHG Javelin. I collaborated with our Worldwide Sales Leadership and Regional Sales Leadership to facilitate IHG Javelin’s adoption. I also put together management reports and dashboards to monitor system adoption and engagement. Key Contributions:
Project Management: Oversaw $20M, five-year project to transform IHG Sales into world-class sales organization using integrated sales force automation tool for global sales staff; generated $360M in incremental room revenue from 2013 to 2016. - Managed development and delivery of classroom and eLearning training program along with comprehensive communications strategy and standard operating procedures. B2B Sales: Grew room revenue by approximately $650M from April 2010 to December 2016 by building mid-market account program targeting small and medium B2B accounts.
- Collaborated with Global IT, Revenue Management, and Worldwide Sales Strategy teams to develop program components while also gaining buy-in from approximately 3,500 US and Canadian hotels.
InterContinental Hotels GroupDirector, Sales Operations & Planning - US Sales
Nov. 2009 - Mar. 2011Atlanta, Georgia, United StatesIn this role, I was responsible for developing and leading our US Sales team while maintaining responsibility for the Crowne Plaza Hotel Marketing Association (CP HMA). I developed several fee-based products and services to drive incremental room revenue. I was also able to streamline our workflows by implementing sales force automation tool for both the direct sales and consulting teams. Key Achievements:
Cross-Team Collaboration: Effectively coordinated with various teams develop necessary infrastructure to execute 58 IHG National Sales Blitzes in 2010; engaged 1K+ hotels, generated 11K+ leads, and produced $18M+ in contracted room revenue.
InterContinental Hotels GroupDirector, Field Marketing | Crowne Plaza Hotels & Resorts
Jan. 2009 - Nov. 2009Atlanta, Georgia, United StatesAs the Director for Field Marketing, I managed the Crowne Plaza Hotel Marketing Association (all Crowne Plaza hotels in US & Canada) and a $2M annual budget. To achieve results, I developed our Annual Tactical Plan to revamp our direct sales tactics and achieve a solid ROI. Key Achievements:
Process Improvements: Overhauled Crowne Plaza Regional Sales Team by establishing sales force automation tool, documenting standard operating procedures, including monthly billing process for hotels, and implementing monthly tracking system with individual goals for each team member.
Carlson Hotels WorldwideVice President, Sales
Jan. 2006 - Nov. 2008Minneapolis, Minnesota, United StatesEarlier in my career, I utilized my entrepreneurial spirit and leadership talents to direct 52 sales team members who focused primarily on fostering B2B relationships with our clients based in Canada, Mexico and United States. It was on me to deliver $450M in travel agency revenue, $300M in corporate transient revenue and $50M in contracted group revenue. I represented our B2B sales function on the Carlson Hotels Worldwide Results Team where we implemented our strategic leadership team’s core strategies and directed the company’s resource planning. Key Achievements:
Sales Optimization: Governed reconfiguration of sales organization to achieve greater focus and accountability; coached team to target clients with larger group opportunities, relocated sales staff, and expanded group sales efforts.
- Directly led to significantly higher satisfaction score on annual owner/operator survey along with +34% store revenue increase and +34% growth in group revenue versus prior year. - Led salesforce.com deployment team to earn Carlson Companies “Golden Rose” award for excellence in project management.
InterContinental Hotels GroupDirector, Sales Operations & Planning
May. 2003 - Dec. 2005
InterContinental Hotels GroupDirector, Travel Industry Sales & Marketing
Mar. 2000 - Apr. 2003
Bristol Hotels & ResortsDirector, Travel Industry Sales & Marketing
Jan. 1996 - Feb. 2000
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