Summary
Overview
Work History
Education
Skills
Websites
Certification
Timeline
Generic
ERIC W. GIRARD

ERIC W. GIRARD

SCOTTSDALE

Summary

Results-driven revenue leader recognized for driving over $250M in incremental revenue through strategic digital marketing and OTA partnerships. Skilled in analyzing market trends to optimize pricing strategies and enhance team performance, contributing to superior growth in multifaceted hospitality environments.

Overview

15
15
years of professional experience
1
1
Certification

Work History

COMMERCIAL STRATEGY SERVICES REVENUE MANAGER

Lighthouse
11.2024 - Current
  • Analyze, recommend, and implement rate, yield, channel, and e-commerce strategies for a portfolio of hotels across multiple brands and systems including Hilton, Marriott, Wyndham Hotels & Resorts, Hard Rock Hotels, Best Western, Choice Hotels, and independent properties.
  • Manage and build Online Travel Agent relationships and promotion participation to increase conversion and placement for hotels. Clients include: Booking.com, Expedia, Hotwire, Agoda, Priceline, Airbnb, VRBO, ResortPass, Dayuse, RocketStay.
  • Lead revenue calls with hotel Owners, Asset Managers, General Managers, and Directors of Sales.
  • Oversaw digital strategies and onboarding for hotels to SaaS systems, enhancing operational efficiency.
  • Directed digital strategy encompassing meta search, travel ads, and Google Ads, optimizing online visibility.
  • Onboard, train, and mentor Revenue Specialists and Revenue Managers.

REVENUE MANAGER

Omni Hotel’s & Resorts
10.2022 - 11.2024
  • Provide 4 Star strategic leadership to the Rooms, Hotel Sales & Marketing, Food & Beverage and all Departments, contributing to superior revenue growth and overall profitability of the 1001 hotel rooms, eight restaurants, spa, and all revenue streams.
  • Facilitated reservation department operations, improving customer service efficiency.
  • Conducted weekly revenue management meetings, providing synopses of past strategies and results as chair.
  • Managing director facilitating the reservation department for all conventions, groups, and reservation special requests.
  • Forecasting arrivals and departures for operational team staffing and scheduling.
  • Oversaw group room block audits and processed payments for prepaid group convention commission.
  • Project Management: 2023 Re-Lamping Building Exterior Lights, Interior Re-model, and 2024 Portfolio Room Block Audit.

REVENUE MANAGER, RMCC AMERICAS

Hilton
07.2021 - 10.2022
  • Achieved top revenue generating index (RGI) YoY growth for Americas portfolio.
  • Led weekly RM meetings focused on booking pace, performance statistics, and hotel-specific goals.
  • Conduct a daily strategy and pricing review for hotel portfolio.
  • Send targeted daily communications describing relevant strategy and pricing changes.
  • Formulated and communicated a performance improvement plan to hotel team, implementing changes in OnQ R&I, OnQ RM, and GRO.
  • Led and wrote SOP for OTA workshop regarding rate parity and navigating to shift demand directly.
  • Participated as a board member for Hilton Social Network, contributing to discussions and initiatives.

CORPORATE E-COMMERCE REVENUE DIRECTOR

Aimbridge Hospitality
05.2019 - 11.2020
  • Trained managers at conferences and international webinars to increase Booking.com page views to converted and actualized booking for 1.4K hotel portfolio, achieving $258M YOY in incremental revenue for 2019, 3.3% Average Daily Rate (ADR), 1.6M+ actualized room nights, and double-digit revenue per available room (RevPAR) online travel agency (OTA) growth at 22%.
  • Saved $12.5M in annual commission fees through partnerships with third parties, negotiating 2% to 5% fee reductions and implementing tiered commission structures for hotels.
  • Grew third-party OTA bookings by launching tier-structured Performance Incentive Project that rewarded top 5% managers with bonuses and trips to tropical destinations.
  • Onboarded 163 hotels into new profit-generating programs, including TravelAds, Accelerator Programs, and loyalty initiatives, enhancing revenue opportunities.
  • Recognized as thought leader, invited to speak at Booking.com Influencer Conference, Aimbridge EU Annual Conference, and eight regional conferences.

TASK FORCE DIRECTOR OF SALES

MCR Development, LLC
06.2016 - 04.2019
  • Increased annual occupancy 91% with $50 ADR lift for High Line Hotel in NYC by training and hiring a dynamic Sales team and strategizing with newly built Hudson Yards to shift share.
  • Redirected team efforts, achieving increase in average daily rate for Hilton St. Louis Downtown at the Arch.
  • Developed 110-page business plan for 50K sq. ft. TWA Hotel at John F. Kennedy International Airport, positioning hotel for $43M projected annual gross operating profit (GOP).
  • High Line Hotel NYC
  • TownePlace Suites and Springhill Suites Tempe
  • Sheraton Dulles
  • Hilton St. Louis
  • Springhill Suites and Hilton Garden Inn Hampton, VA
  • Residence Inn and Courtyard Abilene, TX
  • Courtyard Jackson
  • Homewood Suites and Hilton Garden Inn Loveland, OH
  • Wrote 110-page business plan for 50K sq. ft. TWA Hotel at John F. Kennedy International Airport with 512 rooms and $43M projected annual gross operating profit (GOP).
  • Redirected team efforts to increase average daily rate for Hilton St. Louis Downtown at the Arch.
  • Residence Inn Indianapolis.

DIRECTOR OF SALES, MARKETING, REVENUE MANAGEMENT

Best Western Plus Dallas Hotel and Conference Center
11.2015 - 06.2016
  • Transformed hotel profitability and increased RevPAR for 160-room full-service hotel by calculating actual cost of occupied room and raising daily rates $20 to $30, enhancing perceived consumer value.
  • Grew annual sales revenue to $3.1M through competitive analysis, surveys, and metrics tracking to leverage hotel strengths and uncover market opportunities.
  • Developed strategic sales plans for hotel and conference center services.
  • Led training sessions for sales staff to enhance product knowledge.
  • Analyzed market trends to identify new sales opportunities in hospitality sector.

CORPORATE SALES MANAGER, THE WESTIN GALLERIA DALLAS

Starwood Hotels & Resorts Worldwide, Inc.
02.2015 - 11.2015
  • Achieved 167% of new business development goal through integration of sales blitz events and effective prospecting practices, including cold calls, outside calls, and local outreach.
  • Enhanced customer satisfaction and retention by maximizing Starwood Preferred Guest Pro program benefits through management of promotions, distribution of marketing collateral, and personalization of customer experiences.
  • Developed strategic sales plans to enhance market presence and customer engagement.
  • Collaborated with marketing teams to create targeted promotional campaigns for clients.
  • Managed key client relationships to ensure satisfaction and loyalty within the hospitality sector.

CORPORATE GROUP SALES MANAGER, CATERING MANAGER

HEI Hotels & Resorts
10.2010 - 02.2015
  • Earned two promotions in two years, leading sales operations at Hilton Long Beach and Executive Meeting Center, Sheraton Dallas by the Galleria, Fullerton Marriott, and Hilton Mission Valley.
  • Contracted 1.2K Q1 room nights and increased RevPAR by responding to leads within four hours and delivering tailored VIP services to meeting planners.
  • Partnered with California State University athletics and Grand Prix as official hotel, exceeding sales goal by 15% and generating $1.2M in annual revenue.
  • Designed and managed social media pages for Hilton Long Beach, implementing best practices to boost audience engagement, posting compelling content consistently, and promoting special offers.

Education

Master of Business Administration - Data Analytics Concentration

Louisiana State University

Bachelor of Science - Hospitality and Tourism Management

San Diego State University
California, United States

Sloan School of Management and Executive Leadership -

Massachusetts Institute of Technology

Skills

  • Revenue Leader
  • Commercial sales
  • Business Development
  • International Account Management
  • Sales Negotiation
  • Pricing Strategies
  • Channel Management
  • E-Commerce
  • Performance analytics
  • Competitive Analysis
  • Budget forecasting
  • Executive Leadership
  • Operations development
  • Value Proposition
  • SQL
  • Salesforce
  • CRM
  • Google Analytics
  • Revenue Software
  • OnQ
  • R&I
  • ISAC Sales
  • Lightspeed
  • Galaxy
  • Opera
  • FOSSE
  • IDeaS
  • SAS
  • Knowland
  • G3
  • OTA Insight
  • Tableau
  • Visual Matrix
  • Delphi
  • Amadeus
  • Microsoft Office
  • Brand management
  • Delphi
  • Amadeus

Websites

Certification

  • Hospitality and Sales Marketing Association International Hospitality Digital Marketer (CHDM)
  • MIT Sloan School of Management Executive Education
  • Best Western Sales Champion
  • Master Connection Associates (MCA) Sales Strategies SS1
  • MCA Sales Productivity
  • MCA Sales & Catering
  • MCA Strategic Selling
  • MCA Conference Event Management
  • Dallas Tourism Ambassador CTA
  • Texas Alcoholic Beverage Commission
  • CPR Certified

Timeline

COMMERCIAL STRATEGY SERVICES REVENUE MANAGER

Lighthouse
11.2024 - Current

REVENUE MANAGER

Omni Hotel’s & Resorts
10.2022 - 11.2024

REVENUE MANAGER, RMCC AMERICAS

Hilton
07.2021 - 10.2022

CORPORATE E-COMMERCE REVENUE DIRECTOR

Aimbridge Hospitality
05.2019 - 11.2020

TASK FORCE DIRECTOR OF SALES

MCR Development, LLC
06.2016 - 04.2019

DIRECTOR OF SALES, MARKETING, REVENUE MANAGEMENT

Best Western Plus Dallas Hotel and Conference Center
11.2015 - 06.2016

CORPORATE SALES MANAGER, THE WESTIN GALLERIA DALLAS

Starwood Hotels & Resorts Worldwide, Inc.
02.2015 - 11.2015

CORPORATE GROUP SALES MANAGER, CATERING MANAGER

HEI Hotels & Resorts
10.2010 - 02.2015

Master of Business Administration - Data Analytics Concentration

Louisiana State University

Bachelor of Science - Hospitality and Tourism Management

San Diego State University

Sloan School of Management and Executive Leadership -

Massachusetts Institute of Technology

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ERIC W. GIRARD