ROSELYN MARIAN
Mumbai
Summary
Adaptable and forward-thinking Commercial Leader, methodical about capturing every business development opportunity with multi-pronged approaches. Focused on continuous improvement of sales numbers through strategic management of teams and monitoring of market trends. Skillfully build connections and remove roadblocks by leveraging industry expertise and working with internal stake holders to improve upon guest satisfaction scores. Having invested over 15 years with leading hospitality brands namely - Taj, Oberoi, Intercontinental, Marriott, Leela and most recently Hyatt.
Overview
20
20
years of professional experience
Work History
Director of Sales
DoubleTree by Hilton Goa - Panaji
Mumbai
07.2024 - Current
- Manage the hotel's sales team and create sales goals to meet revenue targets.
- Develop and implement sales strategies to grow the hotel's customer base and increase revenue.
- Build and maintain relationships with potential clients, including corporate clients, event planners, and travel agencies.
- Collaborate with other departments, such as marketing and operations, to ensure a cohesive approach to sales and service.
- Analyze market trends, identify new markets and opportunities, and create plans to capitalize on them.
- Create and maintain sales reports to track performance and progress toward goals.
- Attend industry conferences and events to network and gather information about the latest trends and strategies.
- Manage the hotel's pricing strategy and negotiate contracts with clients to ensure maximum profitability.
- Provide exceptional customer service to clients and address their needs and concerns in a timely and professional manner.
Associate Director of Sales
Hyatt Regency
New Delhi
08.2022 - 07.2024
- Company Overview: 497 keys flagship property of HYATT INDIA
- Responsible to grow market share from Western Region based out of Mumbai, driving all segments for the well-established Hyatt Regency New Delhi
- Regional leader for markets - Mumbai, Pune and Ahmedabad
- Review the Strategic Alignment Review (STAR) report, competitive shopping reports and use other resources to maintain an awareness of the hotel's market position
- Set goals and expectations for direct reports, align performance and rewards, address performance issues
- Maintain successful performance by increasing revenues, controlling expenses, and providing a return on investment for the owner and Hyatt International
- Develop sales goals and strategies and verify alignment with the brand business strategy
- Determine and develop marketing communication activities, in conjunction with Regional Marketing Communications
- Execute the sales strategy in order to meet individual booking goals for both self and staff
- Identify public relations opportunities and coordinate activities to augment the overall marketing communication strategy
- Evaluate the property's participation in the various sales channels (Area Sales, Group Sales within sales office using Envision, electronic lead channels)
- Develop strong community and public relations by maintaining property participation in local, regional and national tradeshows and client events
- 497 keys flagship property of HYATT INDIA
- Identified, developed and maintained relationships with key customers and partners.
- Developed and implemented sales strategies to maximize revenue growth.
- Managed a team of sales personnel to ensure performance goals were met or exceeded.
Business Development Director
Leo Design Group
Bangkok
08.2020 - 07.2022
- Company Overview: Leo Design Group specializes in Hospitality | Commercial | Healthcare | Residential projects
- Leo has been at the forefront of the interior design movement with projects spanning across the Asia Pacific, the Middle East, Eastern Europe, Central Europe and North Africa
- Moreover, Leo International has been involved in numerous landmark projects
- The firm has been working closely with most renowned international hotel management companies such as Kempinski, Shangri-La, Le Meridien, Accor, Marriott, Hilton, Movenpick, InterContinental, Dusit Thani and several other independent hotel operators and developers
- My current role is Business Development for International market except Thailand
- I solely work on a commission model which is primarily on project basis, however my travel and other miscellaneous expenses are borne by the company
- I would have to serve a one month notice prior to joining
- My primary role is to connect with MD/CEO's, Hotel Projects team, Doctors, Architects, decision makers from various sectors and countries and to pursue them to consider us for their upcoming projects
- I am also responsible for presentations and conducting virtual meetings as and when required
- My most recent project has been with a public limited company based in Italy
- Leo Design Group specializes in Hospitality | Commercial | Healthcare | Residential projects
Account Director
Marriott International
Mumbai
10.2017 - 12.2019
- The position is responsible to take lead for overall MICE (Meetings, Incentives, Conferences & Events) Segment of Mumbai to grow market share and drive revenue from domestic business across all properties in line with overall National Sales team strategies
- Pull through of segment strategies and partner with Sales Leaders and GMs to ensure the hotels attain and grow MICE sales in India
- Guide all NSO MICE associates in New Delhi NCR, Mumbai, Kolkata, Bengaluru, Chennai and Kolkata to achieve NSO MICE Segment overall goals and objectives
- Develop strong partnerships with all key customers in the industry Pan India as well as property leaders - Sales and GMs
- Advice and recommend strategy and action plan to grow the Mumbai MICE sales from both short term and long-term perspective
- Identify newer markets and businesses through active research and industry interaction to enable incremental business for India hotels
- Lead the NSO MICE associates on a weekly basis to keep track of MICE pace, discuss MICE hotels specifically and highlight to stakeholders' action steps to ensure there is growth in the share of the said hotels
- Demonstrate a solid working knowledge of local business behaviors and trends to provide maximum profitability to Marriott, share with Commercial team accordingly
- Positioned self as the Subject Matter Expert in matters related to the specific area of expertise
- Track MICE accounts growth and profitability to positively influence customer behavior
- Work with Revenue Management and other function areas to assist NSO MICE associates wherever needed to gain commitment from customer thereby increase MICE sales for Marriott
- Support company culture based on shared values of associate and customer satisfaction
- Achieved team budgets in 2018 by 125% and individual budget by 116%
Associate Director of Sales
The Leela Palaces Hotels and Resorts
Mumbai
04.2015 - 10.2017
Senior Sales Manager
The Leela Palaces Hotels and Resorts
Mumbai
09.2014 - 03.2015
- Individual contributor for the Top Global RFP accounts
- Understand and achieve team and individual goals
- Create and execute quarterly and annual action plans
- Create and execute account plans for assigned market to ensure maximum group revenue and budgeted group targets are achieved
- Organize and execute local area blitzes, as needed
- Conducts property site inspections, client presentations, and entertainments
- Plan, execute, and host budgeted client receptions and FAM trips based on hotel business plan and directive of Director of Sales and Marketing
- Utilize all available tools to gain leads; i.e Hotelligence, Cvent, HIS Reader Boards, Lanyon, Opera to name a few
- Review daily arrivals to highlight Special Attention and VIP guests; identifies potential new accounts
- Communicate any product or service issues to Director of Sales and Marketing for immediate action with GM
- Works with operation on process improvements to remove barriers to sell and service execution
- Creates SOPs to ensure efficient and exceptional sales process and service delivery
Sales Manager
Marriott Hotels India
Mumbai
07.2012 - 04.2014
Assistant Sales Manager
Marriott Hotels India
Mumbai
01.2011 - 06.2012
Sales Executive
Intercontinental Marine Drive
Mumbai
01.2010 - 12.2010
Sales Executive
The Taj Group of Hotels
Mumbai
03.2008 - 11.2008
Guest Relations Executive
The Taj President
Mumbai
01.2007 - 11.2007
Front Office Coordinator
The Oberoi
Mumbai
04.2005 - 12.2006
Education
Master of Arts - Commerce
Bhopal School of Social Sciences
Bhopal12.2002
Bachelor of Arts - Commerce
Bhopal School of Social Sciences
Bhopal05.2000
Skills
- Business Development
- Process Management
- Team Management
- Market Analysis
- Informed Decision Making
- Team Leadership
Hobbies and Interests
- Traveling
- Gardening
- Care giving for Senior citizens
Timeline
Director of Sales
DoubleTree by Hilton Goa - Panaji
07.2024 - Current
Associate Director of Sales
Hyatt Regency
08.2022 - 07.2024
Business Development Director
Leo Design Group
08.2020 - 07.2022
Account Director
Marriott International
10.2017 - 12.2019
Associate Director of Sales
The Leela Palaces Hotels and Resorts
04.2015 - 10.2017
Senior Sales Manager
The Leela Palaces Hotels and Resorts
09.2014 - 03.2015
Sales Manager
Marriott Hotels India
07.2012 - 04.2014
Assistant Sales Manager
Marriott Hotels India
01.2011 - 06.2012
Sales Executive
Intercontinental Marine Drive
01.2010 - 12.2010
Sales Executive
The Taj Group of Hotels
03.2008 - 11.2008
Guest Relations Executive
The Taj President
01.2007 - 11.2007
Front Office Coordinator
The Oberoi
04.2005 - 12.2006
Master of Arts - Commerce
Bhopal School of Social Sciences
Bachelor of Arts - Commerce
Bhopal School of Social Sciences
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