NORMAN ELEAZAR
Paranaque City, Philippines
Summary
Results-oriented Sales and Commercial Leader with 10+ years in accelerating growth and achieving milestones by designing go-to-market strategies, managing cross-border sales pipelines, forging profitable stakeholder partnerships and closing deals above targets with enterprises. Adept at overseeing cross-functional training and development to guarantee sales teams excel in various roles essential to expansion efforts, customer satisfaction, and business solution planning. Focused on incorporating process improvement plans of collaboration, delivering high-quality products/services, reflecting on client feedback, and adopting latest technology trends.
Overview
16
16
years of professional experience
Work History
Head, Commercial Partnerships
Mayani
09.2022 - Current
- Key assignments – lead in charge of all Commercial Partnerships of company both local and international
- Initiate, follow through, and close deals with enterprise partners
- Increased Hotel, Restaurant and Cafe account growth by 30% in monthly spending
- Attend all networking activities such as expos and exhibitions to research and connect with prospective clients which converted additional 20% of business sales
- Established campaigns that drive growth in user base, revenue, and partnerships network
- Performed exceptional company presence through new alliances, and publicity
- Drive revenue growth through special promotions & bundles, teamwork, and the introduction of new products
- Surface opportunities to onboard new products to fill gaps in underserved segments of market
- Collaborate with leadership team, and cross-functionally with Tech, Operations, and Marketing to successfully implement product and platform strategy
Business Development and Revenue Director | HVA Consultant
OCTO GROUP, INC
04.2022 - Current
- Key assignments – hotel pre-opening set-up, repositioning, representation and distribution of online global travel hospitality technologies, hotel channel manager, revenue management software and online financial technologies.
- Used critical thinking to break down problems, evaluate solutions and make decisions.
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom-line profit by at least 10% monthly.
- Assessed performance management structures and implemented enhancements to improve frameworks and strengthen results.
- Identified issues, analyzed information and provided solutions to problems.
- Participated in continuous technological improvement and advancement by generating suggestions, and engaging in problem-solving activities to support business sales and revenues.
- Reviewed customer contracts and purchase orders for revenue recognition and verified compliance with company policies and standards.
- Prepared fair value analysis for multiple-element arrangements and volume purchase agreements.
- Functioned productively in a matrix organization across organizational levels and organized and prioritized responsibilities to meet 100% of commitments.
- Worked within 5 to 10 core team to streamline business processes and internal controls, resulting in scalable and detailed set of procedures.
Cluster Director of Sales & Marketing | Commercial Consultant
Oman Tourism Development Company, OMRAN
01.2022 - 04.2022
- Key assignments - managed 3 hotels and consolidated Sales & Marketing, revenue functions at a cluster level for all the properties, integrated Sales & Marketing Management Systems, Revenue Management Software implementation and Online Distribution Channels in all travel segments for the Hotel Group
- Spearheaded the flagship hotel's strong international brand positioning in the direct online luxury segment which massively contributed to the direct online revenue generation and TREVPAR of the hotel group's luxury and lifestyle portfolio
- Established ambitious sales targets, managed deployment strategies and developed go-to-market plans to capitalize on every revenue opportunity.
- Captured and completed sales with customer-savvy quotes, proposals and contract management strategies.
- Formulated and presented innovative strategies to team members, executives and customers to build foundation for successful sales plans.
- Collaborated with internal teams and suppliers to evaluate costs against expected market price points and set structures to achieve profit targets.
- Connected with prospects through trade shows, cold calling and local-area networking.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Investigated competitive landscape to maintain currency on market and anticipate negative business impacts.
- Assessed performance management structures and implemented enhancements to improve frameworks and strengthen results.
Asset Liaison Manager
Espinas Ltd
11.2017 - 01.2022
- Monitored asset performances and optimize to deliver maximum ROI to investors.
- Evaluated strategy performances and current market data to derive internal evaluations and implement property strategies of assets.
- Reviewed contract reports, bid proposals and requirements with senior management for accuracy and processing.
- Kept detailed track of asset maintenance and potential future costs to accurately portray data.
- Participated in asset analysis, appraisals, rehabilitations and sales of all properties.
- Collaborated with property management and private real estate investors to provide due diligence and underwriting functions for acquisition and management of real estate portfolios.
- Traveled to markets and met with key tenants to enhance knowledge of the value per real estate market.
- Consulted with potential investors to assess objectives and discuss optimal strategies.
- Oversaw more than $500M in total assets with consistently high returns and shareholders satisfaction.
Corporate Director of Sales & Marketing
Espinas Hotel Group
01.2019 - 01.2022
- Key assignments - consolidated Sales & Marketing, Revenue Management functions at a corporate level for all the properties in the Hotel Group and assisting the Managing Director in initiating the globalization of the brand
- Launched the Loyalty Program for the Group, integrated Sales & Marketing, Revenue Management System, Consolidated CRS in the corporate office, Integrated Online Distribution Channels in all travel segments for the Hotel Group
- Assisted in the tool out and implementation of Strategic Management System based on Balanced Scorecard
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Built relationships with customers and community to establish long-term business growth.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Organized promotional events and interacted with community to increase sales volume.
- Coordinated staff sales meetings to discuss developmental strategy, best practices and process improvements.
- Created and implemented new business opportunities by utilizing strategic networking strategies.
- Increased profits through providing excellent customer service, following established guidelines and auditing sales reports.
- Monitored sales team performance, analyzed sales data and reported information to area managers.
Acting Operations Director
Espinas Palace Hotel
01.2019 - 01.2020
- Key Responsibilities - overseeing other Departmental Job Functions)
- Responsible for all departments within the hotel, all other heads reporting to me on the absence of the GM/MD
- Ensuring that meetings are taking place regularly to ensure each division's sales and revenue targets are tenable, standard operating procedures are continuously met in order that routine operations are smoothly carried out and GSTS (Guest Satisfaction Tracking System) feedback is reviewed and appropriately actioned
- Monitoring overhead expenditures, incident reports as well as department requests, purchase reports and accounts payable and accounts receivable
- Strong relationship with the hotel's suppliers and vendors to assess the quality of goods and services purchased from third parties (if any) and also for performance assessment purposes
- Another major aspect is overseeing the procurement process and resource allocation
- Oversee supplies, inventory and purchasing
- Involved in human resources functions
- From determining staffing needs at any given time, to hiring, training and planning staff development, collaborating with both the hotel's HR department, as well as each department head, to determine their specific staffing requirements
- Direct reports are received through constructive feedback either in a formal or informal manner
- Additional responsibilities also extend to ensuring the property meets all legal requirements and conforms to local codes and established regulations
- That includes administering effective security processes and maintaining legally required health and safety procedures
- Data is also germane to the daily work carrying out cost-benefit analysis to improve efficiencies and measures performance via data and metrics
- F&B, Front Office, Rooms, Engineering & Maintenance, Finance, Spa, Retail Shops, Real Estate, Residences, Convention Hall, Art Gallery
Director of Sales & Marketing
Espinas Palace Hotel, Espinas Hotel Group
11.2017 - 01.2019
- A Luxury Collection & Flagship of Espinas Hotel Group, having with 400 rooms, 4 F&B outlets, 11 meeting rooms which includes a grand hall that could accommodate up to 1,000 pax
- Newly launched Tehran Royal Hall (Concert Hall) with seating capacity of 2,700 pax alongside 2 separate Royal Halls with 95 seats each
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Encouraged cross-selling of additional products and services through relationship-building and acquired understanding of customer business needs.
- Identified prospects' needs and developed appropriate responses along with suitable information on products and services.
- Prepared and implemented strategic growth plans for territory based on company goals and expectations.
- Engaged in product training, demonstrations, consumer awareness, branding and acquisition initiatives to raise awareness and revenues.
- Established ambitious sales targets, managed deployment strategies and developed go-to-market plans to capitalize on every revenue opportunity.
- Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches.
- Hired, supervised and coached 16 employees on sales strategies to optimize performance.
- Communicated progress of monthly and quarterly initiatives to internal and external sales teams.
- Drove team and company profits by developing and strengthening relationships with industry partners and potential clients.
- Implemented systems and procedures to increase sales.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
- Managed revenue models, process flows, operations support and customer engagement strategies.
Senior Sales Manager
Millennium Hotel Doha
11.2015 - 10.2017
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Forecasted RFP and Corporate Segment by growing 60% market share and set successful policies to achieve sales objectives and related metrics within timeframe.
- Directed work of efficient administrative team maintaining accurate sales, room inventory distribution and sales company contract documentation.
- Managed and motivated sales team to increase total revenue by 30% in monthly revenues.
- Created effective strategies to target new markets after researching and analyzing competitor behavior.
- Aggressively pursued competitive accounts by differentiating company from competitors.
Complex Sales Manager
Shangri-La Al Husn Resort & Spa, Shangri-La Barr Al Jissah
12.2006 - 11.2015
- Performed various ASCENDING functions in the Luxury Five Star hotel complex with 3 properties consists of 640 rooms, 23 F&B outlets, 7 meeting rooms and a ballroom that could accommodate up to 600 guests, 12 Chi the Spa treatment rooms, Onsite managed marina and Dive Center.
- Reached or exceeded monthly sales targets and preset personal performance goals.
- Developed top-tier negotiating skills and turned customer objections into sales opportunities.
- Demonstrated impressive knowledge of consultative sales principles and practices, resulting in numerous awards.
- Collaborated with internal departments and external partners to finalize sales transactions.
- Cultivated mutually beneficial client relationships and maintained communication via phone and email.
- Guided sales prospects on resort property tours and followed up with targeted sales presentations.
- Built relationships with customers and community to establish long-term business growth.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Managed accounts to retain existing relationships and grow share of business.
- Communicated product quality and market comparisons by creating sales presentations.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Led solution selling strategy initiatives to maximize sales of during resort lean and need periods.
Education
Applied Management Program - Hotel Management
Espinas Management Academy
2021
Bachelor of Science - Commerce and Business Administration, Management
University of Santo Tomas (UST)
Manila, Philippines05.2006
Skills
- Business Development
- Go-to-Market Strategies
- Information Technology Industry Knowledge
- Global Account Management
- Team Leadership, Coaching and Mentorship
- SaaS Sales Solutions
- Enterprise-level Deals
- Customer/Client Acquisition
- Profit and Revenue-Generating Strategies
- Exceptional Multitasking Skills
- C-level/Executive Relations
- Revenue Management
Timeline
Head, Commercial Partnerships
Mayani
09.2022 - Current
Business Development and Revenue Director | HVA Consultant
OCTO GROUP, INC
04.2022 - Current
Cluster Director of Sales & Marketing | Commercial Consultant
Oman Tourism Development Company, OMRAN
01.2022 - 04.2022
Corporate Director of Sales & Marketing
Espinas Hotel Group
01.2019 - 01.2022
Acting Operations Director
Espinas Palace Hotel
01.2019 - 01.2020
Asset Liaison Manager
Espinas Ltd
11.2017 - 01.2022
Director of Sales & Marketing
Espinas Palace Hotel, Espinas Hotel Group
11.2017 - 01.2019
Senior Sales Manager
Millennium Hotel Doha
11.2015 - 10.2017
Complex Sales Manager
Shangri-La Al Husn Resort & Spa, Shangri-La Barr Al Jissah
12.2006 - 11.2015
Applied Management Program - Hotel Management
Espinas Management Academy
Bachelor of Science - Commerce and Business Administration, Management
University of Santo Tomas (UST)
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