Intrawest Destination Resorts Golden, CO

Responsibilities

Responsible for Sales and Revenue Management of the lodging division of Intrawest

Impact Made

• Responsible for $526 mil in revenue and $130 mil in EBITDA, or a 20% growth in total revenue. Strengthened strategic sales partnerships, and drove resort sales activity by setting strategic sales targets.
• Out-performed the standard industry benchmark, Revenue Per Available Room (RevPAR), with growth of 6% during the post 9-11, SARS and Iraq war period. This was accomplished while Intrawest’s supply grew by 20%.
• Rewrote and personally delivered the Intrawest branded sales school. Trained the majority of sales staff brand wide, improved attendee evaluation by 41% from previous program. Tracked sales staff effectiveness, versus non-trained sales staff, for an average sales improvement of 27% per sales person.
• Revamped national sales force, reducing cost of sales by 64% and increasing revenues by 164%. Developed branded sales approach.
• Developed sales key account program, and introduced brand wide private label websites for key accounts.
• Introduced automated web based revenue management, standardized forecasting across the brand, improved GDS/Lexington connectivity contributions by 26%, introduced high demand incentive program, conducted ongoing Webex revenue management training for both Directors of Revenue Management and Resort Chiefs, improved Call Center call quality score by 19%, introduced both Sales and Revenue Management audits.
• Created new resort sales planning template and introduced annual sales plan reviews.
• Introduced sales recognition awards, introduced monthly sales tracking reporting, improved resort sales staff effectiveness by 28% (via sales progress report), introduced regional sales meetings, created branded cross selling in-room collateral, created E-mail campaigns for meeting planners and TAs, started online meeting planning RFP and website.