Sales Organizational Alignment

Business Case – Sales Organizational Alignment

Challenge – Reduce costs of 10 independent hotel organizations while driving revenue targets.

Objective – develop a sales team to provide worldwide coverage for 10 hotels in the Caribbean and Mexico.

Approach – design a cross functional team of hotel executives and sales leaders to design an organization structure to impact primary source markets, grow customer awareness, build long term relationships, and grow market share and revenue goals.

Results – The new organization consisted of 58 team members in key source markets: US, UK, Mexico, South America and Germany.  The integrated team consisted of revenue management, sales, and marketing. This provided new strategic planning and market growth combined with market reach, and spend showcasing both individual and multiple hotel advertising. This consolidated approach grew market share by 1.5% and group nights by 6% in year two.  It also reduced spend by 2%.  The cluster concept provided the ability to launch hotels without significant increases in man power and allowed buy into marketing which existed to create a faster ramp up post opening.  Because sales executives were in market this provided travel cost reductions and expanded awareness.