Leanne Lillywhite-Sutton
Worcestershire,UK
Summary
Skilled Account Director focused on providing first-rate support to valuable accounts. Excellent planning and decision making abilities with a creative eye for detail. Offering many years of industry experience.
Overview
9
9
years of professional experience
Work History
Account Director BTP & MICE
Hilton Worldwide
Watford, GB
09.2012 - 04.2015
- Strategically managed a designated account portfolio, fostering relationships to drive revenue growth in the business travel, meetings, incentives, conferences, and events sectors.
- Worked to increase market share across account portfolio for all brands across Hilton Worldwide.
- Developed and managed long-term customer relationships across all levels from management to bookers, consistently meeting internal and external expectations.
- Strategically drove system delivery and utilisation through preferred distribution channels to determine rates and undertake client negotiations in line with Hilton Worldwide strategies.
- Developed and executed strategic customer account plans to deliver both incremental and quality revenue, including negotiating mutually beneficial override agreements.
- Identifying opportunities for big wins across both business travel and MICE, such as large pockets of room nights for business travel and sizable events in the MICE sector.
- Supported strategic and tactical promotions and initiatives to optimise revenue in need periods, working closely with key need and new properties to identify touch points within the account portfolio.
- Supported and participated in internal and external events to maximise resources and drive broader and deeper relationships.
Key Account Manager - Meetings & Events
InterContinental Hotels Group
Denham, GB
08.2010 - 07.2012
- Responsible for driving revenue and RGI growth for the 65 owned and managed IHG hotels in the UK by focusing on a selected portfolio of existing Key Accounts and new Key Account customers within the meetings sector.
- Account managed over 100 national accounts in the Agency market while also driving growth in Corporate, Training, Government, Association and other business sectors.
- Main responsibilities included:
- Managing a Key Account Portfolio in order to meet targets and sales objectives.
- Collaborating closely with Global Key Account Directors to develop and implement effective Global Account strategies.
- Linking in with on-property Directors of Sales, Sales Managers, and General Managers to support driving meetings and bedroom revenue into the hotel estate.
- Producing monthly sales reports of activities, key opportunities, threats, and planned actions.
- Generating new and repeat business from Key Accounts for 65 hotels.
- Developing and executing a successful account strategy
- Attending regional, national, and global meetings in order to support key account sales activities.
- Identifying and supporting opportunities to cross-sell other IHG properties.
- Leveraging IHG sales systems for the analysis of account performance.
- Using Delphi to record all sales activities and their outcomes.
Team Leader - IHG Meetings Centre
InterContinental Hotels Group
Brierley Hill, GB
05.2008 - 08.2010
- Managed a team of 11 MICE Sales Professionals responsible for generating groups and meetings revenue within the IHG estate.
- Responsible for enhancing the sales capability within the team and driving proactive sales performance through coaching, training, and development.
- Main responsibilities included:
- Collaborating with Key Account Directors/Managers to drive groups and meetings revenue via Agencies and Corporate clients from within the EMEA region.
- Driving relationships with key clients to maximise conversion for the IHG Meetings Centre.
- Point of contact for the MCI Head Quarters in Geneva (the largest revenue generating account in the department).
- Performing client facing sales appointments to support the Account review process (with both new and existing customers).
- Visibility both internally and externally with consistent communication to clients and colleagues via workshops, Trade Fairs (IMEX/EIBTM) and client immersion days.
- Supporting the team’s compliancy of all tools available to drive performance and productivity (e.g. Delphi/Meeting Broker).
- Training best practice across the IHG Meetings Centre (e.g. lead handling and follow-up procedures) to ensure efficiency and optimise resource in line with customer expectations.
IHG Development Executive
InterContinental Hotels Group
Brierley Hill, GB
01.2008 - 05.2008
- Responsible for pro-actively targeting, growing and maximising revenue & profit opportunities from a defined target base of clients in the Meetings segment.
- Main responsibilities included:
- Developing accounts through pro-active telephone communication (targeted on performing a minimum of 10 sales calls per day).
- Ensured the successful conversion of leads resulting from previous efforts.
- Driving Corporate direct opportunities.
IHG Meetings Consultant
InterContinental Hotels Group
Brierley Hill, GB
01.2006 - 01.2008
- Provided exceptional customer service by building strong relationships and boosting conversion rates.
- Managed meeting inquiries for assigned clients, boosting business and productivity in alignment with IHG strategy.
- Developed strong relationships and partnerships with key accounts; enhanced client awareness of key regions and hotels. Identified and qualified meeting needs of clients, presenting suitable solutions and proposals.
- Converted business opportunities into business transactions.
- Acted as a communicator between accounts and hotels, shared brand knowledge with clients, and client knowledge with hotels.
- Documented development of business opportunities within relevant systems and reported them accordingly.
- Presented the IHG hotels in a professional manner towards negotiating partners in line with IHG Values.
- Reached agreed goals and delivered incremental revenue for all IHG hotels.
- Assessed actual performance compared to targets.
- Enforced policies and procedures to improve overall operations and effectiveness.
- Ensured proposals and contracts presented to customers were checked.
- Supported accurate communication of sales promotions and information to relevant people.
- Coordinated any required administrative work in terms of reporting of figures.
Education
Bachelor of Arts - French And Italian
Cardiff University
Cardiff, United Kingdom09-2005
Skills
- Strategic account development, planning and management
- Customer Service
- Teamwork and Collaboration
- Relationship Building
- Sales strategy & forecasting
- Negotiating
- Experienced in hotel sales systems & reporting
- Team leadership and coaching experience
- Experience in identifying & implementing best practice
- Revenue and market share driving
Affiliations
- Keen Baker and Cook
- Enjoy dining out and socialising with friends
- Dedicated mum of 3 children
- West Bromwich Albion Season Ticket holder
- Love playing tennis and participating in spin and yoga classes
- Dog owner and keen walker
- Adore my garden
- Love to shop
Accomplishments
Work Qualifications/Awards:
- IHG UK&I Managed Estate ‘Sales Person of the Year Award 2011’ within the North & Central region
- Finalist at the National Sales Awards 2011
- IHG Regional Sales Centre ‘Sales Person of the Year Award 2007’
- IHG Strategic Selling Levels 1, 2, 3 & 4
Languages
English
First Language
French
Proficient (C2)
C2
Italian
Intermediate (B1)
B1
References
References available upon request.
Timeline
Account Director BTP & MICE
Hilton Worldwide
09.2012 - 04.2015
Key Account Manager - Meetings & Events
InterContinental Hotels Group
08.2010 - 07.2012
Team Leader - IHG Meetings Centre
InterContinental Hotels Group
05.2008 - 08.2010
IHG Development Executive
InterContinental Hotels Group
01.2008 - 05.2008
IHG Meetings Consultant
InterContinental Hotels Group
01.2006 - 01.2008
Bachelor of Arts - French And Italian
Cardiff University