Experience

Drive Shack Inc.

• United States
• Entertainment Providers
• 1 - 100 Employee

• National Director of Event Sales - Golf Entertainment

  • Apr 2022 - Present

  • Manage venue Sales teams to ensure revenue goals are reached, guest satisfaction is achieved, and Operational ease of execution is attained. • Implement new store opening Sales plan. • Work with Head of Sales to create and implement efficiencies in booking systems to improve venue ease of execution and overall guest experience • Responsible for developing and implementing lead generation, retention, and marketing strategies on a national, regional, and venue level basis. • Responsible for the communication of performance and key strategies on a national, regional, and venue level through conference calls and meetings. • Proactively prospect and introduce new event business opportunities • Work directly with various members of the Operations Team and Head of Sales on areas of opportunity to further enhance the guest experience, sales and profitability. Provide regular feedback to regional leadership on individual and group performance. • Motivate and encourage sales team to meet and exceed Group Sales Goals and budgets • Generate and support programs to drive a culture of high performance, innovation, and fun • Responsible for knowing assigned local markets for both corporate and social event opportunities • Responsible for the recruitment and selection of the Sales Event team and onboarding new hires based on company standards and processes. • Provide acknowledgment and recognition to inspire the continual improvement of the Events team. • Prepare sales reports to present to Drive Shack Corporate Office (weekly, monthly, and quarterly) • Always maintain a safe working environment for you and your employees, understand and enforce safe work practices in a fair and consistent fashion • Perform other duties as requested by management

• National Sales Manager

  • Aug 2020 - Apr 2022

  • Spearhead day-to-day business operations, promoting a culture of collaboration, class-leading customer service and continuous growth• Identify and build strong consultative relationships with prospects to optimize conversion rates and drive high-value business development; • Align multidisciplinary stakeholders to create and execute innovative events for a diverse client portfolio:• Liaise directly with event management teams across multiple venues to ensure within scope execution • Serve as a trusted advisor to the Drive Shack Corporate Office; applying a data-driven approach to reporting on an ongoing basis • Record of success in identifying and capitalizing on new event growth opportunities • Implemented a portfolio of programs that have enhanced the work culture:• Perform deep dive research into all key markets; translating data into meaningful intelligence that supports critical decision making• Delivered 800% revenue growth by leveraging advanced upselling techniques to capitalize on opportunities• Converted and aligned all locations to a new upgraded CRM

• Director of Sales

  • Oct 2019 - Aug 2020

  • Provide supervision, direction, and leadership to a team of 5 event sales managers and consultants.• Achieved substantial success by meeting and surpassing the sales goal by 30% in the first 4 months after opening.• Lead the creation and development of a monthly, quarterly, and yearly sales plan to meet and exceed event sales goals and objectives.• Serve in an integral role by developing and administering all aspects of events from booking to execution for groups of 12 to 1,500.• Act as a liaison between the Events Team and Operations Team over the course of my operations.• Oversee the team’s revenue by conducting promotions, upselling, suggestive selling, and inventory maintenance. • Administer, motivate, and encourage the Sales Team to achieve and surpass all monthly group sales goals.• Demonstrated success by leading the team and being on track to book more than $6M in the first year and on course to surpass the target by 18%, before the pandemic.

• Senior Event Sales Manager

  • Apr 2019 - Oct 2019

  • Spearheaded and executed all corporate group event sales efforts and operations.• Piloted the creation and implementation of a successful procedure for outside sales calls and meetings.• Engaged and participated in industry events and trade shows as a representative of the company to increase pre-opening sales.• Prospected for, identified, acquired, and introduced new corporate groups to Drive Shack.• Organized, coordinated, and administered events from booking to execution for groups between 12 and 1,500.• Operated as a representative of Drive Shack by joining and contributing to local community organizations, such as the CVB and local chambers.• Performed upselling, suggestive selling, and inventory maintenance to increase and maximize revenue.• Assisted in opening a 65,000 sq ft. entertainment venue



Dynata

• United States
• Market Research
• 700 & Above Employee

• Business Development Manager

  • Feb 2017 - Mar 2019

  • Charged with administering all aspects of a $1.6M portfolio of 250 B2B, B2C, and MRA clients while achieving 130% of target in the first year.• Supervised and led all operations of a team of 5 Account Managers to allow for maximum operational success.• Drove a 10% increase in portfolio sales over prior year through effective employment of my expertise.• Established and cultivated close and lasting client relationships through referral networking and the delivery of exceptional customer care.• Met and surpassed prospecting target, achieving an annual target of $500K in new business growth.• Closely collaborated with clients to develop a comprehensive understanding of their needs and operated with a strong focus on meeting these needs.• Extensive efforts and operations were commended and awarded with the 2017 Sales Champion Award and qualified for the Presidents Club.



Topgolf

• United States
• Entertainment Providers
• 700 & Above Employee

• Event Sales Manager

  • Apr 2015 - Feb 2017

  • Orchestrated the planning and execution of events for up to 1,000 attendees valued at $2,000 to $150,000 in revenue.• Leveraged expertise to break the company record for venue buyouts.• Executed the duties and functions of the Director of Sales during a transition period, engaging in department head meetings, DOS calls, and overseeing training and development.• Supported the breaking of a wide range of records over the course of my operations, including highest event sales in a period and highest overall site sales.• Navigated the implementation of a variety of new CRMs, including training onsite sales, operations, and kitchen teams.• Nurtured close relationships with new clients and fostered business with existing clients.• Facilitated on and off-site meetings and outreach, successfully networking to bring in new business.

• Event Sales Consultant

  • Oct 2013 - Apr 2015

  • Functioned as a liaison between the Events Team and kitchen and operations managers.• Directed the planning, coordination, and execution of events for 12 to 200 attendees valued up to $30,000 in revenue.• Oversaw the training and administration of the event office manager and new team members.• Successfully carried out all administrative duties and operations from event payments to operational packets.



Donnie Brown Weddings and Events

• Office Manager/Assistant Event Wedding Coordinator

  • Aug 2010 - Oct 2013