Malia McKinney
Overview: Dynamic hospitality sales and marketing professional specializing in increasing sales team productivity and identifying new revenue opportunities. Flexibility to work on location to provide solutions for short-term or longer term sales challenges. Demonstrated ability to bring a fresh perspective to project management, annual marketing plans and sales staff assessments. Rated “highly effective” as Interim Director of Sales and Marketing for hotels in complex markets, maximizing sales productivity during team transitions. Areas of expertise include:
Sales Leadership:
- Innate, natural ability to train and motivate others to achieve and exceed personal and team goals; translating multi-layered objectives into clear high direction and implementation strategies
- Dynamic leadership and professional development for Sales, Catering and Revenue Management associates for multiple properties and diverse corporate cultures; facilitating communication between hotel department staff, Executive Committee members, General Managers and Regional Directors
Strategic Planning:
- Sales action plans to identify revenue opportunities, focus marketing and solicitation efforts and increase accountability, promoting a proactive sales culture based on personal and team achievement
- Extensive experience directing the business planning process, including developing and managing annual revenue and marketing budgets; P & L analysis; forecasting
Sales Deployment:
- Specializing in Sales Transition Management, Recruitment and Staff Selection; Goal-Setting;
- Productivity Assessments and Evaluations with the goal of optimizing performance and team work
Brand Management:
- Ensure that brand standards, reports and resources are utilized to achieve maximum return on investment; effectively engaging National Sales and implementing online tools
Market Expertise:
- Ability to identify new revenue opportunities from comprehensive business sources, with established relationships across multiple market segments
- Strategic negotiation, solicitation and account management on local, national and international levels
Summary of Experience: Over 15 years of progressive hotel sales management experience as Director of Sales and Marketing for nationally recognized hotel brands in major destination markets. Career includes multi-property, high-impact hospitality sales consulting for Hilton Hotel brands and InterContinental Hotels Group’s premier hotel portfolio in downtown San Francisco, representing 5 hotels and 1,900 rooms.
Consulting:
Launched marketing agency specializing in hospitality marketing consulting and small business development in 2006, transitioning to full-time in 2008. Clients include:
- InterContinental Hotels Group, Holiday Inn Fisherman’s Wharf and Holiday Inn Express Hotel & Suites Fisherman’s Wharf, San Francisco, CA 2010 (Present)
- Hilton Garden Inn Palmdale, CA 2009 – 2010
- InterContinental Hotels Group, San Francisco Bay Hotel Collection, CA 2006 – 2007
- Homewood Suites San Diego Del Mar, CA 2005
Hotel Sales and Marketing Management:
- Director of Sales – Hampton Inn & Suites Palmdale, CA 2007 – 2008
- Director of Sales – Embassy Suites Hotel San Diego Bay Downtown, CA 2001 – 2004
- Director of Sales – Central Sales Office, Holiday Inn Select & Radisson San Diego, CA 1997 – 2001
- Group Segment Director – Central Sales Office, San Francisco Bay Hotel Collection, 1996 – 1997
- Director of Sales – Holiday Inn Financial District, San Francisco, CA 1991 – 1996
- Director of Sales – Holiday Inn Golden Gateway, San Francisco, CA 1989 – 1991
- Director of Sales – Days Hotel Richmond & Days Inn Emeryville, CA 1987 – 1989
- Sales Manager – Holiday Inn Union Square, San Francisco, CA 1985 – 1987
Related Experience:
Small Business Advisor, Small Business Development Center (SBDC) Los Angeles, CA 2008 – 2010
Marketing consultant assisting small business owners through one-on-one counseling, training workshops, community education and resources; identifying new revenue opportunities and developing specific actions to achieve success
Owner/President, OxyWave LLC, San Diego, CA 1997 – 2006
Founded and provided strategic marketing direction for internet-based nutritional supplement company, building sales to a half-million dollars annually
Education and Technical Proficiencies:
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Certified Hotel Sales Executive (CHSE) designation, 1999
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University of California, Davis: BA in History, 1989
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Advanced knowledge of Delphi, ACT, Daylight and Microsoft Office