GREGORY D’SOUZA
OBJECTIVE
To secure a position in a reputed organization with potential for challenge and fulfillment - where there is an
opportunity for constant advancement and responsibility.
PROFILE
Date of Birth
:
15th July 1977
Driving License
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Valid UAE Drivers’ License
Languages known
:
English, Hindi, Arabic (written) and Spanish (learning)
I am a highly disciplined, efficient and responsible individual; smart & well presented with a pleasant and
cheerful disposition and excellent communication skills. I am well organized and capable of working
independently and as part of a team. I look forward to working in challenging environments that present
opportunities for both personal and professional growth.
EMPLOYMENT HISTORY
Modern Century Hotels
E-Commerce Director
2011 - present
Starwood Hotels
2010 – 2011
Asia Pacific
Starwood Hotels and Resorts are one of the world’s largest hotel and leisure companies. They have over
1000 properties and create an environment where people would ‘love’ to work and provide wonderful guest
experiences and great returns to the Shareholders. Between managed, franchised and owned, their brands
include St. Regis, The Luxury Collection, W, Westin, Le Meridien, Sheraton, Four Points, Aloft and Element.
Sheraton Krabi
Director Sales and Marketing
Job Responsibility
Identify sales & marketing opportunities through various sources and channels of distribution. Effectively plan
the hotel strategy, tactics and activities to achieve the overall budget. Monitor my team’s performance
against strategy and delivery of sales tactics. Coached my team in selling and delivering our brand message
to partners. Weekly recommendation to the GM on all methods of maintaining, increasing the business
volume which includes advertising, sales and F & B promotions, Online strategy and community relations.
Work closely with Revenue management to ensure top and bottom line goals are met.
Key Contributions
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Met and exceeded the overall target for 2010 in just 7 months by aligning our strategy to the goal
Increased Revpar and overall RPI by keeping ahead of pace with competition.
Continued…
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Direct supervision of the Groups and Conference department to ensure that group targets are
met and exceeded
 Ensured that standards, procedures and practices are in place
 Coached and enhanced the sales team to deliver par excellence
 Ensured that we were ahead of pace by maintaining a thorough check on our competitive set
 Revised and developed the Sales and Marketing strategy to achieve budget
 Grown share in various markets significantly
 Implemented and developed a detailed 2010/2011 business plan
 Negotiation with the SW Regional and Owners on the budget
 Account qualification and a sales intensity plan highlighting details
MARRIOTT INTERNATONAL, INC.
May 1999 - Present
Middle East, Africa & Subcontinent
MARRIOTT INTERNATIONAL, INC. is a leading lodging company with over 3,100 lodging properties in 67
countries and territories. Marriott International operates and franchises hotels under the Marriott, JW
Marriott, The Ritz-Carlton, Renaissance, Residence Inn, Courtyard, TownePlace Suites, Fairfield Inn,
SpringHill Suites, Bulgari, Marriott Vacation Club International, Marriott Executive Apartments, Marriott
ExecuStay brands and operates conference centers.
Director – eCommerce & Intermediaries
Middle East & Africa
January 2008 – June 2010
Job Responsibility
To provide effective sales and marketing Strategies for the region in order to achieve sustainable growth in
electronic distribution and drum up incremental room nights through Travel Management Companies and
Intermediaries. Overlook and implement the eCommerce strategy for Marriott International in the Middle East
& Africa.
Key Contributions
• Leadership: Lead the Middle East & Africa sales network to successfully achieve their target room night
goals by following the Marriott International strategy for eCommerce and Intermediaries.
 Schedule regular orientations and trainings in the region to provide the sales team with updates
and developments for Marriott International.
 Direct supervision of the Groups and Crews Coordinator to ensure that annual group and crew
targets and room nights are met.
• Subject Matter Expert: Assist in the development and implementation of Marriott International projects
for intermediaries such as Hotel Excellence!, Meetings Excellence! and the Group Intermediary website
by being the Subject Matter Expert for Middle East & Africa.
• Sales and Marketing: Successfully achieve the room nights target for the Middle East & Africa by
implementing the eCommerce and Intermediary sales strategies in the region.
 Create and implement the overall marketing strategy for electronic distribution in the region
 Develop and maintain strong relationships with new and existing Travel Management
Companies and National Distribution Companies
 Schedule periodic sales visits with key accounts and customers throughout the Middle East &
Africa
 Organize promotional materials, events and advertising to promote Marriott International through
electronic distribution.
• Customer Forums & Trade Shows: Organize and attend trade shows and forums focusing on driving
incremental revenue through electronic distribution and intermediaries such as PowWow, Arabian Travel
Market, Marriott Customer Forums, etc.
Regional Manager – Leisure & Wholesale
Middle East, Africa & Subcontinent
January 2006 – January 2008
Job Responsibility
To develop new business and be responsible for managing the relationship and penetration of major Marriott
Leisure accounts in an effort to drive incremental revenue in the leisure segment for Marriott Hotels
Worldwide. Implement Leisure strategies and provide key tactical initiatives to our GSR’s in over 29
countries who report to me for the leisure segment.
Key Contributions
• Sales: Develop new accounts and penetrate existing accounts for incremental leisure and wholesale
business in the GCC, Africa and Subcontinent region.
 Successfully implement the new Marriott Leisure Strategy in the MEAS region
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Raise awareness of Marriott International in the Wholesale & Leisure Segment
Maintain regular contact with key customers and accounts.
Develop Strategic account plans for the “Focus” accounts within the region, thereby building
strong relationships with key decision makers in the organization
 Developed an online voucher solution to cater to the growing demand and manage the internal
payment process
 Devise strategies to generate and increase sales in accordance with objectives and systems
 Prepare Sales and Market Plans
 Research and identify key feeder Markets
 Identify and target key partners to drive revenue and room night targets – be it on a tactical or on
a strategic level
Database Management: Maintain a database of existing and prospective customers on Marriott’s SFA
(Sales Force Automation) system.
Trade Shows: Organize and attend trade shows, road shows and workshops that focus on the Leisure
market. Also, participate in organizations that will assist in promoting Marriott to the Wholesale segment
(i.e. Visit USA, POW WOW etc.)
Account Pricing: Qualify and price accounts with different Marriott Hotels based on the account’s
potential travel volume. Work with the Revenue team of individual hotels in order to define a clear pricing
strategy.
Communication: Communicate and regularly work with all International Hotels on the Leisure efforts in
the region. Communicate with the VP in the US to trickle down the strategies implemented in the US.
Country Sales Manager – UAE & Oman
September 2004 – December 2005
Job Responsibility
Responsible for developing business transient, group and leisure sales from the UAE & Oman markets
through direct sales and successful market sales leadership.
Key Contributions
• Direct Sales: Solicit new accounts as well as maintain and grow existing account business in all
segments.
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Plan and execute sales calls with corporate travel managers, travel agencies and other
intermediaries.
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Respond to customer inquiries and requests for pricing within the time guidelines
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Track and research customer room night/revenue performance and conduct account review
meetings both internally and with the customer
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Organize educational trips for key customers to new destinations
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Train travel agents on how to book Marriott through the Global Distribution System.
• Team Leadership: Successfully manage a team of 5 Sales Associates in the UAE & Oman in order to
achieve the set annual room night and revenue sales budgets.
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Create a sales strategy for self and the team for account penetration
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Conduct monthly reviews with the sales associates to track room night production by key
customers
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Won the Marriott Excellence award for “Best Team in the Network” for 2 years consecutively.
• Marketing & Communication: Create and implement packages and promotions with strategic partners
to increase awareness of Marriott International and drive incremental revenue. Maintain a smooth
communication process with the customers to ensure introduction of new Marriott products in a timely
fashion
• Office Administration: Prepare weekly and monthly sales reports and maintain an up-to-date customer
database.
• Trade Shows: Attend trade shows, road shows and workshops that focus on the Leisure and Corporate
segments in the market.
Lead Sales Executive – UAE & Oman
November 2000 – September 2004
Job Responsibility
Work closely with the Country Sales Manager and the sales team to promote outbound business from the
UAE & Oman market in the corporate and intermediary segments.
Key Contributions
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Direct Sales: Proactively approach new and existing accounts in the market to increase awareness and
bookings of Marriott International Worldwide.
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Segment Leader for Travel Industry accounts within the UAE and Oman
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Segment Leader for the Ministries and Government in Oman
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Segment Leader for Alliance Accounts in UAE – Marriott’s high yield accounts
Communication: Network with 26 sales offices within the Middle East and Subcontinent in promoting
Marriott International
Database Management: Maintain a Segment database on ACT and Ebuzz (Marriott’s regional enewsletter)
Training: Train travel agencies on how to book Marriott on the Global Distribution Systems. Also,
promote Hotel Excellence – Marriott Hotel Sales Training Program.
January 2000 – November 2000
Reservations Supervisor
Job Responsibility
Supervise a team of 6 Reservation Sales Agents and handle travel agency and customer service issues in
the Middle East, Africa & the Subcontinent
Key Contributions
• Reservation Sales: Attend to calls for reservations from approximately 20 different countries in the
region
• Customer Service: Deal directly with international corporate clients and travel agencies with regards to
customer service queries and guest complaints.
• Team Supervision: Supervise a team of 6 Reservation Sales Agents and ensure smooth operations of
the Reservations Center
• Inventory Management: Effectively manage the inventory of 8 Marriott Hotels in the Middle East to
ensure the hotels reach and maintain high occupancy and yield.
May 1999 – January 2000
Reservation Sales Agent
Job Responsibility
Attend to customers calling over the Marriott Toll Free promptly and in a courteous manner to ensure to
maximize conversion of inquiries into reservation sales.
Key Contributions
• Reservation Sales: Attend to telephone calls from the Middle East and Subcontinent over the toll free.
Assist guests in hotel reservations for over 2700 Marriott properties worldwide
• Reports: Print daily reports of telephone calls answered by the center and reservations made. Also
prepare monthly performance reports to share with the regional Sales team.
EDUCATION
May 1998
:
March 1994
:
Bachelors’ Degree in Business Administration from the New
York Regent’s College of Business, USA
Passed ‘O’ Levels from St. Mary’s High School in Dubai
ADDITIONAL QUALIFICATIONS
Successfully completed trainings in Strategic Account Management, Negotiation Skills, Fundamentals
of Management.
Computer Skills:
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FIDELIO, MARSHA (Marriott’s Automated Reservation System), CTAC (Marriott’s Centralized
Travel Agency Commission payment System).
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MS Office (Word, Access, Excel, PowerPoint), MS-DOS Windows NT, Windows XP,
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Internet, Email
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SIMS, KAMS, SWone, Galaxy
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AWARDS & RECOGNITIONS
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Received a Reservations Sales Award in November 2000 for highest room night and revenue
production at the Reservations Center for 6 consecutive periods.
Received an award for Best Teamwork among 26 Sales Offices in the MEAS region in 2004 and 2005
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Can be furnished upon request
REFERENCES