Pauline Kleinburd

Experience

• 

  Sheraton Meadowlands Hotel

  Nov 1996 - Jan 2000

  Assistant Director of Catering

  (Full service • 427 rooms • 30,000 sq. ft. meeting space • annual revenue: rooms $8.7M / catering $5.5MEnsured smooth-running events where significant percentage of revenue was conventions and conferences. Managed food costs. Led staff of 4.• Boosted revenue by educating sales associates on upselling and how catering events can raise profitability.• Collaborated with kosher groups to schedule large blocks of rooms for weekend functions.• Increased market segment bookings by becoming active in diverse networking events and outside functions. Show less

• 

  Marriott Hotels

  Jan 2000 - Apr 2003

  Senior Sales Manager

  (Full service • 440 rooms • 10,000 sq. ft. meeting space • annual revenue: rooms $7.4M / catering $2.5MImplemented sales/marketing plan to increase revenue. Led staff of 5.• Trained associates on selling techniques and sales process—from establishing rapport to closing the sale.• Amplified weekend utilization by tapping network and developing new relationships within kosher community.• Instituted sales review process that ultimately maximized space usage.

• 

  Country Inn & Suites by Carlson (Newark Airport)

  Apr 2003 - Sept 2005

  Director of Sales

  (Select service• 210 rooms • 800 sq. ft. meeting space • annual revenues: rooms $5.4M / catering $325KRecruited to establish sales/marketing program for flagship hotel in northeast. Led staff of 3.• Earned preferred provider status after positive feedback from passenger/crew at Newark Airport.• Improved team performance by promptly addressing guest comments and coaching staff on skill gaps.• Expanded hotel’s tourism market. Accommodated both US and international travelers, individually or in groups. Show less

• 

  Hyatt Place Fair Lawn/Paramus

  Sept 2005 - Oct 2008

  Director of Sales

  (Select service • 141 rooms • 920 sq. ft. meeting space • annual revenue: rooms $4.2M / catering $275KChallenged to introduce new brand to community and guests. • Led and educated community on hotel’s brand.• Compounded number of long-term stays by serving “new-store-opening” market.• Landed and grew new accounts resulting in >$225K.

• 

  Clinton Inn Hotel

  Oct 2008 - Mar 2010

  Director of Sales

  (Full service 119 rooms • 12,000 sq. ft. meeting space • annual revenue: rooms $3.4M/catering $1.8MReestablished brand identity after change of ownership. Directed all aspects of sales operations. Planned programs and promotions to drive revenue. Led staff of 6. • Added numerous corporate accounts with revenues valued between $64.5K to $193K.• Created client appreciation program to compete against hotels with national/global brands.• Prioritized critical accounts to target, nurture, and grow.• Grew revenue and ROI by cultivating e-commerce marketing opportunities and proactively utilizing trends. Show less

• 

  Crowne Plaza Englewood

  Apr 2010 - Aug 2011

  Director of Sales & Marketing

  (Full service• 194 rooms • 5,200 sq. ft. meeting space • annual revenue: rooms $6.4M/catering $850KHand-picked from competitor after impressive results raising market share. Developed sales/marketing strategy and implemented tactical plans. Led staff of 4. • Grew sales >$2.6M by landing new business and reconnecting with former/current customers.• Designed revenue-producing programs and customized amenities after competitive intelligence analysis.• Generated favorable brand recognition by organizing neighborhood “block party.”• Augmented cultural and social events by adding niche caterers including kosher, Indian, and Korean. Show less

• 

  The Hotel ML, Mount Laurel, NJ

  Aug 2011 - Jan 2012

  Director of Sales & Marketing

  (Full service • 281 rooms • 10,000 sq. ft. meeting space • waterpark • annual revenue: rooms $11M/catering $2.1MSelected to reestablish and reposition hotel after losing corporate brand. Created sales and marketing plan. Aligned resources, structures, and systems to achieve strategic and financial goals. Led, coached, and trained team of 8.• Created marketing and tactical plans to grow market share.• Identified vital market segments to penetrate.• Customized initiatives encouraging new and former customers to return.• Rallied team to identify solutions to overcome competition.• Upgraded associates’ skills by group training and individual coaching. Show less

• 

  Homewood Suites by Hilton Hotel

  Jan 2012 - Apr 2014

  Director of Sales

  Created awareness and networked on behalf of a newly opened hotel within University City, Philadelphia, PA.Established relationships within University of Pennsylvania, Children's Hospital of Philadelphia, Penn Medicine, Drexel and other corporate and educational facilities around the area.Established relationships within Philadelphia and beyond to increase profile of hotel.

• 

  The Wyndham Hotel Philadelphia - Mount Laurel

  Apr 2014 - Sept 2015

  Director of Sales and Marketing

  As the team leader of four, I re-organized and staffed sales office by created new job positions and descriptions and recruiting, interviewing and hiring Corporate Sales Manager and Catering Sales Manager. I coached new and re-trained established associates regarding new sales environment leading to a more productive sales environment. I established and taught parameters for sales associates regarding rate grids and selective sell guidelines, in locally negotiated rates and national accounts. Instructed how accounts would be reviewed and 2015 rates presented to clients based upon annual volumes, Hotelligence reports, competitive set rate shops and our current 2014 rates. I implemented and trained team regarding social, tour & travel and group rooms seasonal rate grids with rate ranges. I explained that the rationale for selective sell guidelines for group room blocks with rates and group ceilings for is to maximize revenues. In teaching the sales process, I established the “adopt a hotel” program where each team member “owned” a hotel and shared their SWOT (Strength, Weakness, Opportunity and Threat) Analysis enabling everyone to be able to sell against the competition. I instituted a policy where each sales associate created their own Sales Action Plans. I trained all sales associates why to do a plan and how it will help with the sales process. I coached how to create SMART (Specific, Measurable, Attainable, Realistic and Timely) goals and make them relevant to each individual in reaching their targeted goals. I created a uniform branding unique to the hotel with the well known branding of the “parent” brand. I emphasized the cohesive branding effort when creating a social media presence. I worked with sales managers to understand the common message in Face book, LinkedIn, Twitter and Constant Contact. I coached sales associates that when attending networking organizations, communicating clients with clients all sales efforts are about relationship building. Show less

• 

  Cherry K Vaad Hakashruth

  Apr 2015 - May 2019

  Executive Director

  Manage and organize mashgichim (Kosher supervision) staff Manage financing and budgeting including account receivable and payables Provide support to Rabbi as requested Direct all aspects of internal and external communications as needed Understand the needs of the modern orthodox Jewish community Significant and proven skills in office administration, technology, systems and database Thorough knowledge of budgeting and financial projections Highly organized with excellent time management and people skills Expertise with Microsoft office tools such as Word, Excel and PowerPoint Expertise with web-based software platforms such as SalesForce Excellent verbal and written communication skills Show less

• 

  Politz Day School

  Sept 2015 - Jun 2017

  Assistant Director of Development

  Worked with the team of lay volunteers and professionals, responsible for planning, supervising and execution of development programs to assist in reaching annual and long-range development goals and develop strategies to support the growth and expansion of the organization. Work closely with the Director to evaluate the organization's future financial needs and goals; develop a long-range fund raising plan and update it yearly; instituting a public-relations program; maintaining and frequently evaluating a process for adding new board members; training board, staff, and volunteers in fund raising; maintaining fund raising records; writing and sending fund raising letters; sending thank-you notes or overseeing that task; reporting to foundations or large donors on specific projects; and visiting major donors.Special EventsDirected the fund raising efforts of special events.Effectively organized, operated, and promoted events.Achieved fund raising goals, manpower recruitment and training, with a special emphasis on the establishment of “new money” through events and/or campaigns.Corporate RelationshipsDeveloped campaign materials, messages and materials.Expanded the community network by cultivating corporate community leadership to increase existing donor base. Show less

• 

  Crowne Plaza Princeton - Conference Center

  Apr 2018 - now

  Complex Corporate Sales Manager

  Foster Business with proactive and reactive sales efforts. Provide excellent customer service to our clients with speed and efficiency in returning calls and bookings. Exude proactive planning, organizational skills and keen sense of pricing for overall efficiency of department. Provide excellent follow through on details to account and to hotel departments.