SUDHANSHU SUNIL KULKARNI
Dahisar West
Summary
A strong Sales professional with a passion for Hospitality, with an industry experience of 18 years in Sales and Marketing. Strongly believes in measuring KPIs and stakeholder management. Proficient in CRM and S&M software. Have a background of managing Key Corporate RFPs, TMCs and LNR accounts.
Overview
19
19
years of professional experience
Work History
Director of Sales
Courtyard by Marriott Mumbai International Airport
Mumbai
11.2022 - Current
- Work closely with the Sales team to ensure the team understands the sales strategy, market segmentation and the hotel goal.
- Provide guidance to the team, coach them and share timely feedback to help them excel in their role.
- Generate important sales reports, analyze and share with the team to identify sales opportunities and challenges.
- Monitor day to day sales activities of proactive and reactive teams.
- Monitor weekly call plans effectively and join the team on important calls.
- Conduct Monthly sales meetings and monitor team performance.
- Participate in weekly revenue meetings.
Director of Sales
ibis Styles Goa Calangute
01.2021 - 11.2022
- Negotiated segment growth, achieving $0.3M revenue increase compared to 2019 with over 800 room nights.
- Secured business for the hotel and achieved fair share by planning and initiating an action plan for short term / long term goals.
- Developed and implemented sales goals and strategies for 2021 and 2022 based on SWOT analysis and market trends.
- Established business opportunities in the public segment through collaboration with key OTA partners such as MMT and Booking.com.
- Grow Public Direct segment for the hotel with Sales Campaign, Hotel promotionsFB, Instagram, etc.
- Achieved 109 RGI for 2021.
- Focus on achieving RGI through ADR.
- Tracked sales team performance and strategy implementation through detailed reporting.
- Digital Marketing plan with marketing team - Festival creatives, Blogger interaction, Photo shoot, etc.
- Participated in various marketing activities to promote brand visibility.
- Develop relation with Key Corporate accounts and subsidiaries in source markets.
- Monitored and analyzed guest RPS scores to assess service quality.
- Replaced Charter and ISL productivity with Groups, Consolidators and Public segment.
Business Development Manager
Accor Global Sales Office
Mumbai
04.2017 - 01.2021
- Strategically managing portfolio of Global Accounts for Accor India - Pharmaceuticals, Banking, IT, Consulting, Cement, etc.
- Managing Key TMC implant and conducting sales presentation - BCD Travels, CWT and AMEX, Dnata, etc.
- Penetrated parent company and subsidiary accounts to establish contacts and drive business development.
- LNR contracting for India HQ accounts and actively involved in Global RFP solicitation for India hotels by being an Account contributor to the Global Key Account Manager.
- Enrollment of Accor Live Limitless program from the portfolio.
- Conducted monthly and quarterly reviews with unit DOSMs to assess business needs and created actionable plans for client support.
- Monthly / Quarterly productivity review with clients to further forecast and capture relative business opportunities for all hotels.
- Planning and executing Sales missions for need based hotels.
- Actively involved in planning Accor Mumbai Showcase with Area Director of sales.
- Conduct and participate in FAM Trips.
- Grew the portfolio by 11% in 2019 vs 2018.
- Development of Key accounts in 2019- Deloitte, Sun Pharma, Lupin, Mahindra and Mahindra, BCD Travels, HDFC Bank, Kotak Mahindra Bank.
- Acquisition of new global accounts - UPL Limited -1,13,268 Euros and BCD MICE - 1,30,470 Euros.
- Grew corporate segment portfolio of ibis hotels YoY for Deloitte, HDFC Bank, Kotak Mahindra Bank, Axis Bank from 5 hotels in 2017 to 14 hotels in 2019.
- Overall MICE performance improved by 185% in 2019 - (2018 - 459454 euros 2019- 850345 euros).
- Key wins 2019: - Sun Pharma 1.2 cr for Pullman Novotel Delhi Aerocity in Q1.
- BCD for Fairmont Jaipur - INR 52 Lakhs.
- Mahindra & Mahindra for Novotel HICC - INR 52 Lakhs.
- Executed strategies that increased enrollments in Accor Live Limitless program.
- 100% compliance on ANAIS.
- Completion of Accor Ambassador Training Program.
Sales Manager
Swissotel Kolkata & Swissotel Goa
12.2012 - 03.2017
- Identify High yield RFP / LNR Corporate, Mice & Leisure accounts in Mumbai and increase the no of LNR contracts for Swissotel Kolkata.
- Conducted road shows in key TMCs based in Mumbai and Pune - BCD, Dnata, American Express and CWT.
- Generate more MICE leads and qualify them for the hotel from Pharma, Banking, PCOs and Travel agencies.
- Assist the DOSM in Roadshows in Mumbai, Gurgaon, Bangalore and Pune.
- Entertain Key clients with F&B in Mumbai.
- Assist team for Sales Blitz in other metros and gather information on business towards Kolkata.
- Worked at Swissotel Goa from February 2013 to August 2013.
- Increased the awareness for new hotel and signed contracts with Key Leisure clients such as Classic Holidays, Kabra Travels, Planet Hospitality and Arika Travels.
- Generate MICE leads from Thomas cook, Cox and Kings, Kuoni and SOTC domestic division.
- Catered to Key corporate clients and generated business towards Swissotel Goa.
- Weekly review with GM and Regional Sales Director to understand need based dates and generate leads for the hotels.
Sales Manager
Sahara Star Mumbai & Aamby Valley Lonavala
06.2009 - 11.2012
- Managed the team in Key business areas - Andheri East, Powai and BKC for Sahara Star.
- Rearranged Account qualification for the hotel into Retention, Development and Acquisition vertical.
- Attended morning meetings, revenue meetings and weekly sales meets with the ADOS.
- Generate Cross selling MICE leads for Aamby Valley.
- Coordinated with the regional offices in Delhi, Pune, Ahmedabad, Bengaluru and Kolkata pertaining to regular sales and marketing activities.
Sales Executive
The Orchid Hotel
Mumbai
04.2008 - 05.2009
- Manage Corporates based in LBS Marg, Powai, Navi Mumbai, Chembur and Sion.
- Breakfast meeting with inhouse guests and Lobby duties and client entertainments.
- Assist the Director of Sales and Marketing to record and Maintain Client Database and Sales Reports in the system.
Commi I
JW Marriott Juhu Beach
Mumbai
12.2006 - 03.2008
Education
T.Y.C.O -
Rizvi College of Hotel Management and Catering Technology
Mumbai01-2006
S.Y.C.O -
Rizvi College of Hotel Management and Catering Technology
Mumbai01-2005
F.Y.C.O -
Rizvi College of Hotel Management and Catering Technology
Mumbai01-2004
H.S.C -
Elphinstone College
Fort, Mumbai01-2003
S.S.C -
General Education Academy
Mumbai01-2001
Skills
- Market analysis
- Account management
- Sales strategy
- Business development
- Problem solving
- Coaching and mentoring
- Competitive analysis
Hobbies and Interests
- Travelling
- Cooking
- Music - Listening and Singing
- Swimming
- Volleyball
- Cricket
Languages
- English
- Hindi
- Marathi
Timeline
Director of Sales
Courtyard by Marriott Mumbai International Airport
11.2022 - Current
Director of Sales
ibis Styles Goa Calangute
01.2021 - 11.2022
Business Development Manager
Accor Global Sales Office
04.2017 - 01.2021
Sales Manager
Swissotel Kolkata & Swissotel Goa
12.2012 - 03.2017
Sales Manager
Sahara Star Mumbai & Aamby Valley Lonavala
06.2009 - 11.2012
Sales Executive
The Orchid Hotel
04.2008 - 05.2009
Commi I
JW Marriott Juhu Beach
12.2006 - 03.2008
T.Y.C.O -
Rizvi College of Hotel Management and Catering Technology
S.Y.C.O -
Rizvi College of Hotel Management and Catering Technology
F.Y.C.O -
Rizvi College of Hotel Management and Catering Technology
H.S.C -
Elphinstone College
S.S.C -
General Education Academy