Elaine Luei
Singapore
Summary
Adaptable and forward-thinking Sales Leader, methodical about capturing every business development opportunity with multi-pronged approaches. Focused on continuous improvement of sales numbers through strategic management of teams and monitoring of market trends. Skillfully build connections and remove roadblocks by leveraging hotel industry expertise. Proficient in Sales & Marketing, Event management, VIP & Celebrity visits
Overview
26
26
years of professional experience
Work History
Director of Sales, APAC
Design Hotels
01.2022 - Current
- Promoting more than 290 member hotels in the world with clientele mainly in the APAC Region
- Portfolio includes Singapore, Malaysia, Thailand, Indonesia, India, Greater China and Vietnam
- Oversee the Sales Representatives Singapore and Australia
- Quarterly reports shared to member hotels across the world on APAC updates
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals
- Connected with prospects through trade shows such as AMEX Showcases, Dong Connections, ILTM, ITB and cold calling and local-area networking within the region
- Work closely with APAC Travel Managers on RFPs for MNCs who require rate negotiations for our member hotels
- Plan roadshows for member hotels to attend for Singapore, Hong Kong, Taipei and China and hotels to network and get to know each other
- Work on building relationships with member hotels and new clients and foster better partnerships.
- Managed roadshow budgets effectively to ensure optimal use of resources while maintaining financial stability.
- Handle MICE inquiries and support the member hotels with their negotiations and bids
- Organise Familiarisation trips for agencies to visit member hotels. Successful trips to Maldives, Thailand, Indonesia and Greece.
- Offer advice to member hotels high-performing teams by providing mentorship, guidance, and opportunities for professional growth. Eg, Zentis Osaka, Mason Pattaya, Prestige Penang, etc.
- Drove business expansion by identifying new markets, conducting research, and developing targeted marketing campaigns. This includes Taiwan and India for 2023.
- Boosted client satisfaction rates through exceptional relationship management and prompt resolution of issues.
Director of Sales
The Warehouse Hotel
08.2017 - 06.2021
- Collaborated with internal teams and suppliers to evaluate costs against expected market price points and set structures to achieve profit targets
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals
- Connected with prospects through trade shows, cold calling and local-area networking
- Led change and transformation across business areas to deliver benefits and align company resources
- Provided documentation of processes to comply with regulations and company policies
- Worked diligently to resolve unique and recurring complaints, promoting loyalty and enhancing operations
- Consistently serviced accounts to maintain active contacts and continuously promote profitable offerings
- Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches
- Oversee reservations, events and room sales in the hotel
- Work with Lo & Behold's Marketing team to promote TWH
- Worked with both leisure and corporate markets
- Travel on sales missions and trade shows to promote the hotel extensively.
Director of Global Sales, Asia
Millennium Hotels & Resorts
08.2016 - 04.2017
- Promoting more than 120 hotels under the MCH chain
- Overseeing as taskforce to the sales team at M Social Singapore
- Qualifying new business accounts for the various properties worldwide
- Manage business prospects for outbound market for corporate and MICE business
- Sales Training for new sales employees at M Social Singapore
- RFP submissions and compilation for all hotels to corporate clients based in Asia.
Account Director
The Westin Singapore
05.2015 - 05.2016
- Obtained pricing deals, negotiated contracts and solidified beneficial agreements
- Applied business and marketing knowledge to develop briefs and pitches for customer projects
- Manage pharmaceuticals, banking, entertainment, government, consultancy, insurance, tobacco and media industry clients at the hotel
- Involved in submission of RFPs for corporate clients and negotiations
- Involved in budget planning and discussions for any sales promotions at the hotel as well as participate in collecting competitive analysis for individual accounts
- Travel on sales trips and attend sales trade shows representing the hotel
- Assist the DOS to manage the team when she is out of office.
Head of Meetings, Groups and Events
Hogg Robinson Group
08.2014 - 05.2015
- Manage the operations team for MGE
- Oversee a team of 4 persons
- Venue sourcing, negotiation of proposals and contracts on behalf of clients with hotels and suppliers
- Arrange hotel and venue site inspections
- Event coordination and execution
- Relationship manager for BP and AIG, the company's largest MGE clients
- Maintain and build relationships with existing clients through networking and trade events
- Consolidate commissions and event reports for head office on a weekly basis
- Attend trade events and networking sessions organized by trade/suppliers.
Associate Director of Sales
The Ritz Carlton Millenia Singapore
03.2006 - 11.2007
- Oversee MICE portfolio for the hotel
- Qualifying and confirming leads from 3rd party event organisers
- Oversee the government portfolio, ensuring high profile VIPs and delegations are well taken care off during their visit
- Sales trips to participate in International Trade shows
- Involved in budget planning and discussions for any sales promotions of the hotel
- Conduct sales line-ups or weekly group meetings in the absence of the DOS
- Establish great relationships with Singapore Tourism Board and Suntec Convention Centre for referrals and networking opportunities.
Associate Director of Business Development
Oriental Singapore
09.2005 - 03.2006
- Servicing corporate accounts from the entertainment and American company portfolio
- Assist the DOBD to source for new business opportunities and oversee the business development team of 8 persons
- Involved in creating new packages and promotions for the sales team to the clients
- Assist the team in switching from Fidelio Sales and Catering to Delphi
- Sales calls and co-calling on clients to promote the hotel
- Secure two large volume accounts with more than 5000 room nights in the city who had never used Oriental in the past to include the hotel in their preferred list.
Sales Manager / Associate Director of Sales
Grand Hyatt Singapore
10.2002 - 09.2005
- Servicing corporate accounts mainly from the entertainment, oil & gas, hotel and gaming, government portfolio
- Largest account producing 16000 room nights for the hotel per annum
- Organise events for brickwalling and appreciation functions for clients
- Travelling on sales trip within Asia to create more awareness for the hotel
- Attend trade shows and exhibitions representing the hotel
- Acquire new potential business for the hotel
- Assisting the DOS to manage the sales team comprising of 16 sales members
- Guide and train new employees who join the sales team
- Sales calls to clients on daily basis, meeting the min 20 calls per week including site inspections
- Organising sales blitz to visit outskirts of Singapore and sourcing for potential new clients
- Presentation of business plans to the Executive Committee on a yearly basis.
GSO/CS Coordinator/Sales Coordinator/Sales Exec
The Ritz Carlton Millenia Singapore
08.1998 - 10.2002
- Sales Executive / Department Trainer
- Service corporate accounts from various industries including Asia Pacific, Australia and China
- Also manage the entertainment industry to promote international artistes to stay with the hotel
- Telemarketing and sales calls to new potential clients
- Train new sales associates who join the team on SOPs and administration
- Plan orientation programme for new sales associates to the various departments
- Involved in the successful applications and awards won for People Developer in 2000 and Singapore Quality Awards in 2002
- Involved in Sales Blitz and hosting site inspections and lunch entertainment for clients and loyal guests
- CS Coordinator
- Administration for the conference service team
- Distribution of BEOs for the various departments
- Coordinating events and holding event space on behalf of clients
- Filing and data entry
- Guest Services Officer
- Greet and welcome guests to the hotel
- Ensure personalised service for returning customers or guest celebrations
- Double up as concierge on occasions
- Assisting FO with check in/out
- Pickup VIP service at the airport
- Site inspection of facilities of the hotel
- Collecting preferences of guests staying in the hotel to ensure guests requirements for future stays.
Education
Bachelor of Science - Business Studies - Major in Marketing
MDIS - University of Bradford
Skills
- Sales Training
- Sales
- Budgeting
- Data Analysis
- Tradeshows
- Sales Goals
- Staff Management
- Sales Planning
- Employee Training
- Business-to-Business Sales
- Account Management
- Sales Strategy
- Sales Reporting
- Market Strategy
- Prospecting Clients
- Request for Proposals (RFP)
- Direct Sales
- Social Media (Basic)
- Contract Preparation
- Sales Forecasting
- Product Sales
- Proposal Writing
- Sales training and leadership
Languages
English
Chinese (Cantonese)
Chinese (Mandarin)
References
- Mr Tarun Kalra, Ex Warehouse Hotel GM, +65 9180 1992
- Ms Jeane Lim, GM - Park Hotel City Hall, Jeane.lim@parkhotelgroup.com, +65 9338 4219
Timeline
Director of Sales, APAC
Design Hotels
01.2022 - Current
Director of Sales
The Warehouse Hotel
08.2017 - 06.2021
Director of Global Sales, Asia
Millennium Hotels & Resorts
08.2016 - 04.2017
Account Director
The Westin Singapore
05.2015 - 05.2016
Head of Meetings, Groups and Events
Hogg Robinson Group
08.2014 - 05.2015
Associate Director of Sales
The Ritz Carlton Millenia Singapore
03.2006 - 11.2007
Associate Director of Business Development
Oriental Singapore
09.2005 - 03.2006
Sales Manager / Associate Director of Sales
Grand Hyatt Singapore
10.2002 - 09.2005
GSO/CS Coordinator/Sales Coordinator/Sales Exec
The Ritz Carlton Millenia Singapore
08.1998 - 10.2002
Bachelor of Science - Business Studies - Major in Marketing
MDIS - University of Bradford
Similar Profiles
Chiang Nim HongChiang Nim Hong
F&B OPERATION MANAGER at The Mira Hong Kong, a Member of Design HotelsF&B OPERATION MANAGER at The Mira Hong Kong, a Member of Design Hotels
Eleftheria ThomaEleftheria Thoma
Cashier-Barista-Room Service Telephone Orders at Myconian Avaton Resort Design HotelsCashier-Barista-Room Service Telephone Orders at Myconian Avaton Resort Design Hotels
GÖRKEM DİZMAN KAYAGÖRKEM DİZMAN KAYA
Director of Sales and Marketing at Kamelya Collection Exclusive HotelsDirector of Sales and Marketing at Kamelya Collection Exclusive Hotels
John Jethro E. GanzonJohn Jethro E. Ganzon
Cloud Infrastructure Team Lead at AccentureCloud Infrastructure Team Lead at Accenture
Goolnora ArslanovaGoolnora Arslanova
KYC Analyst at Crédit Agricole CIBKYC Analyst at Crédit Agricole CIB