Bernard Howe, Cgmp Email and Phone Number

Total Account Manager - Government/Military Markets

•Monthly departmental updates, sales victories and future action plans included in a presentation to Owners (Diamond Rock) and VP Sales, Regional and Corporate Sales Leaders (Davidson Hospitality Group)•Implement and share sales strategies through Daily Business Review and Sales/Training Meetings•Cheerleader, coach, motivator, and host training sessions for Sellers•Supervised a team of 4 Sales Managers, 2 Event Managers and 2 Coordinators •Proposing value over discounts, surpassed pre-determined booking goals for Corporate and Tour & Travel segments: 102% of rooms revenue, 30% of future goal, and 96% of Banquets & Catering goal; prioritized maximized rates and market segmentation.•Applied a three-pronged strategy for stability: a quick focus on low-hanging fruit for short-term numbers, buzz, and clout; a medium-term action plan based on sweet-spot bookings based on brand, features, price point, and location; and a measured reach for aspirational clients for long-term stability.•Implemented a prospecting plan to reinforce existing relationships and grow new ones; leveraged Marriott brand equity, my contacts, and National Sales Office to erode clients from comp set.•Pulled from years of upper scale hotel sales to know how/when to sell experiences above the potential of the comp set.•Using client research and reconnaissance, executed extraordinary site visits and on-site luncheons highlighting the fit between hotel strengths and client profile; frequently partnered with other departments to surprise and delight visiting clients with unique experiences.•Invested in a strong, warm partnership with Catering & Conference Services to foresee issues and protect quality•Maintained and cultivated new partnership with Marriott Global Sales Team on targeted accounts conducting joint presentations, attending national trade shows annual events and conducting joint sales calls

• Consistently creating awareness of Canopy by Hilton Brand… 7 hotels opened and 21 in the pipeline• Increased LNR, Global and National Accounts 85% within 10 months using Agency 360, Demand 360, and area accounts within 5-mile radius of hotel• Maintained partnership with Hilton Worldwide Sales on targeted accounts conducting joint presentations, attending national trade shows annual events and conducting joint sales calls • Shifted share and increase occupancy achieving 78% one-year ramp up• Star Report – Maintained 1 of 7 rate leaders since opening• Supervised Sales and Catering team which consist of 4 Sales Enthusiasts • Weekly reporting and Sales Activity review with Chief Enthusiast, VP of Regional Sales• Weekly meetings with DORM, HRCC and Corporate VP of Operation• Monthly meeting with ownership (Federal Realty Investment Trust and PM Hotel Group)• Hotel Ambassador Representative Canopy Brand and Pike & Rose neighborhood• Maintained partnership with Montgomery Convention and Visitors (MOCO)• Developed 2019 Budget• Weekly Strategy meetings with Sales Collaboration – review goals, set action plans, and discuss revenue opportunities and trends. • Partnered with Bethesda Magazine to create an attractive ad targeting social events, mitzvah’s and weddings • Maintained Executive Committee responsibilities: weekly one on one’s, staff meetings, resume meetings, BEO meetings, enthusiasts of the week/month presentation, and “We Grow” Job Fair • Maintained the following memberships: SGMP, MOCO, HSMAI, MCCC and RCCC

•Opened May 15, 2015 (Crescent Hotels & Resorts)*Bridged relationship between Brand (Choice) and Management Company (Crescent Hotels & Resorts)•Monthly departmental updates, sales victories and future action plans included in a presentation to Owners (Duball, LLC) and management leaders Crescent Hotels & Resorts•Within two months of opening grew Occupancy, ADR, and RevPAR indexes over 100% weekday/weekendwhile showing consistent growth year over year •Experienced in using TravelClick, Agency 360, Knowland, Insight, Readers, H.I.S., Lanyon to grow accounts base and shift market share from local, global and national accounts generating production in the market (Rockville, Bethesda and Gaithersburg)•Strategic, analytical and maintaining strong relationships with top producing accounts to include USP, FDA, WESTAT NIH, ICF and NCI based approaches to driving results.•Maintained strong working relationship with Montgomery CVB, Rockville Chamber of Commerce, Montgomery Chambers Chamber of Commerce, Rockville Economic Development, and Corporate Sponsors with VisArts of Rockville•Coordinated Coop Brand presentations to national accounts to include ICF, BAE Systems and Omega World Travel Managers Monthly Tradeshow•Lead Brand themed sales blitz, and quarterly client appreciation receptions•Managed sales team of 2 to include Executive Meeting Manager and Sales Coordinator•2017 RPI Growth: 131.0, +11.3% growth•Exceeded 2017 Crossover Goal: 105%/$1,028,748 vs Goal $972,455•Exceeded 2017 Group Room Budget = 105%/ $1,824,229 vs Budget $1,721,450 up $102,779•12% Market Share Grow YOY/Group room revenue growth $256,624 YOY

•Maximized revenues by selling all facets of hotel both orally and written to government and association markets•Evaluated new business based on rates, dates and space requirements•Managed Sales Data Base and maximum potential revenue•Managed existing accounts resulting in future repeat business and weekly prospecting uncovering/development of new business•Increased room and banquet revenues per attendee via aggressive upselling techniques, included value added offerings and other creative methods to close and win the business •Partnered with Starwood GSO , Visit Montgomery and Crescent Hotels & Resorts Sales Teams targeting Government and Association through attending annual tradeshows and organizing company presentation targeting shared accounts