Susan Marcovitch Email & Phone Number

Ottawa, On, Ca

Ottawa, Ontario, Ca

Ottawa, On, Ca

• Responsible for multi-residential sales of 17,000 suites across the country and over $200M in revenue. • Built a sophisticated sales organization which utilized sound performance measurement tools and sales metrics.• Developed a sales platform to ensure sales goals and strategies align with the overall company business strategy. This included: Pricing, Inventory, Sales and Channels of distribution.• Worked closely with Asset Management, Operations and Marketing to translate property level strategic direction and proactively position and market the properties to the appropriate target market.• Developed and enhanced a Revenue Management model to strategically set pricing, and incentive programs to maximize yield.• Built, managed, inspired, and maintained a high performance sales team (35p) through effective talent recruitment, coaching and development.• Created and fostered a culture of sales excellence, providing a level of customer satisfaction that focuses on building long-term, value-based customer relationships that enable achievement of the revenue objectives.• Developed renewal strategies that maximized yield and tied to the strategic direction for each property.• Established accountabilities and performance metrics for the entire sales process.• Developed and deployed quarterly and annual plans, programs and policies for the sales team.

• Attained budgeted revenue of $52M in sales in 2013 • Created strategic sale and marketing business plans• Designed sales strategies and performance metrics• Defined target markets and developed sales tools to effect sales in all communities• Responsible for all creative direction necessary for implementation of all new communities, new model development, collateral material and identifying ROI for charitable opportunities• Recruiting, developing, and motivating the sales team of 10• Solve process and customer satisfaction issues• Comprehensive understanding of land, planning and financial aspects of the organization

• Created a complete marketing plan for an independent hotel• Developed the website creative, press releases, and collateral material for implementation of the hotel opening• Developed the sales incentive plan and necessary reports for corporate office• Development and execution of the hotel budget and marketing plan• Attained hotel revenue of $19M in 2011 and exceeded revenue goals for 2004-2010• Created specific and unique product offerings for new and existing clients• Key player of the revenue management team, Responsible for ensuring that maximum revenues/yields were achieved with the development of strategic rate prices and strategic rate selling.• Responsible for the development of the strategic revenue plan and education of all team members.• Provided guidance and direction in the development of segment action plans for the team.• Ensured integrity of key account/key prospect database and monitored staff input for accuracy, thoroughness and coverage of local area.• Prepared weekly, monthly and quarterly reports as required.• Participated in tradeshows, conventions and promotional events within the hotel and trade related organizations.• Provided on going direction, development support and guidance to all direct reports (revenue, sales and conference services) by ensuring appropriate sales training programs were in line with individual career objectives.• Produced and implemented all marketing and advertising for the hotel including collection of market and competitive intelligence to assess strategies and long term goals• Planned and evaluated all co-op marketing initiatives, direct mail and e-mail campaigns• Managed top 10 client accountsLeadership Skills• Active member of the hotel leadership team • Supervised department personnel of 12, including sales, catering and revenue management and support staff• Coached, mentored and trained all department staff• Supported and fostered a positive and winning team approach in the hotel

Sales Initiatives• Created awareness for Brookstreet Hotel in the Ottawa Association Market• Active participation in current/new client solicitation to meet/exceed revenue goals• Conducted direct sales, site inspections and entertainment of qualified potential clients• Responsible for training and mentoring new sales managers• Participation in weekly sales meetings and daily business review meetings• Key member of the hotel opening team• Responsible for developing all sales collateral (i.e. contracts, proposals, floor plans)Liaison and Public Relations• Developed and effect key sales initiatives to stimulate awareness/business for the hotel (i.e. sales blitzes, themed events and government packages)• Participated in industry and tradeshow events

Sales Initiatives• Responsible for opening/operating the Ottawa office for the Chateau Montebello• Developed/maintained a revenue base of clients in excess of $3M annually• Active participant in current and new client solicitation• Sales person of the year for 2003, President’s club member• Brand Zealot of the quarter – 3 times in 2003 (award was established in 2003)• Exceeded sales quotas from 1995-2003• Sales person of the month for July 1996, September 1997, December 1997 and January 1999 Liaison and Public Relations • Developed and effected key sales initiatives to stimulate business in the Ottawa market (i.e. “Golf for non-Golfers“ and “Winter Paradise” events)• Active participant in tradeshows and industry events