EXPERIENCE

Over 25 years of hospitality experience with hotels and venues across the industry. Qualified and experienced trainer, coach and consultant that has worked with hospitality organisations. A senior manager and director for over 15 years, specialising in developing sales teams, business development and leadership. James works with Paje Consultancy on the Learning and Development Academy and bespoke training projects.

CORE SKILLS

• Sales performance and sales management
• Business development strategy and core business development skills
• Account development, negotiation, presentation skills, time management and personal productivity
• Coaching, training and mentoring sales and leadership culture
• All aspects of communication and interpersonal skills
• Developing customer service culture and delivery

ADDITIONAL SKILLS

• Experienced industry and conference presenter and speaker
• Interim sales support and sales consultancy
• Design and delivery of bespoke training programmes

QUALIFICATIONS

• Certificate in Training Practice with the Chartered Institute of Personnel & Develop
• Fellow of the Institute of Sales & Marketing Management

EXPERIENCE

Sales, marketing, and business development professional for 24 years, driving business expansion through strategic sales initiatives to deliver revenue growth, market share and market penetration. Driving unprecedented revenue and profitability gains within the higher education and hotel/conference industry.  Rachael works for Paje Consultancy as the Sales and Membership Director for Academic Venue Solutions.

CORE SKILLS

•        Planned and implemented sales, marketing, and business initiatives to support corporate objectives.
•        Sales management, leadership, people development and influencing skills.
•        Relationship management, team building, and general business acumen;
•       Influencing strategies outside immediate environment (HE sector)
•       Mentoring for direct reports and volunteering for mentoring projects outside of my network

ADDITIONAL SKILLS

•       Sales support, Sales Consultancy, Health checks

EXPERIENCE

Melanie Cash has worked in the tourism and hospitality industry for 25 years. She brings a wealth of experience having lead teams in a variety of sales and marketing and training roles at Marriott, Hilton, Rocco Forte, The Grove, The Belfry and Macdonald Hotels.

CORE SKILLS

• Strategic assessment of sales and marketing functions and effectiveness
• Business restructure and team development
• Design and delivery of core sales & leadership training programmes
• On site and field based coaching and development of individuals

ADDITIONAL SKILLS

• Event Sales
• Key Account Management
• Marketing & PR
• Systems: CRM, M&E, RFP

EXPERIENCE

Formerly Director of National Accounts, heading up the central sales team at Sodexo Prestige, Judi has over 25 years experience in the hospitality and events industry. Starting her career in hotels (Virgin Hotels, Hilton, Macdonald, Whitbread and QMH) she then moved in to recruitment to perfect her telesales skills and after missing the excitement of the industry moved back, first to organise events at Barclays and then to head up the Conference and Incentive team at VRG. Since Sodexo Judi has had experience selling (and consulting) within leading high end caterers, event production agencies, hotels and venues including Silverstone, AJ Bell and Murrayfield, as well as some of the most prestigious hospitality events in the calendar. Judi has a professional and structured approach to all her projects and really enjoys motivating teams to hit their targets.

CORE SKILLS

• Pro-Active Sales and Strategic Account Management
• Sales Health Check
• Writing Sales and Marketing Plans
• Target and report setting
• Restructure and recruiting the right team
• Coaching and Mentoring

ADDITIONAL SKILLS

• Exhibition Representation
• Interim Support
• Writing Standards of procedure

EXPERIENCE

Leigh Cowlishaw is an experienced leader in the meetings and accommodation arenas providing specialism in SMM, on line distribution strategies, as well a focus on proposition, strategy and industry disruption. Prior to these roles; Leigh held the position at Capita Travel and Events for six years as Director of Proposition - Accommodation and Meetings.
Appointed in 2016 to the HBAA Chair of the Association, in which Leigh sits on the board today and champions Mental Health awareness for the association and across the industry. Past chair of GTMC Steering Group for Meetings, Conferences and Events. Steering Group Board member of the Meetings Show and CHS.

CORE SKILLS

• Strategic Meetings Management
• Travel Procurement
• Preferred relationship management
• Travel Policy
• Meetings and Events
• Hotel/Venue relationships
• Agency relationships
• Driving value through two way relationships
• Mental Health and Wellbeing

ADDITIONAL SKILLS

• Project Management
• Strategy
• Keynote speaker
• Coaching & Mentoring 

QUALIFICATIONS

• Degree in Experience from the University of Life

EXPERIENCE

Gavin Percy is a Business Development Strategist specialising in assessing and improving sales performance and sales processes to positively impact revenue - often through training, coaching and mentoring of the sales team.
For the last six years has been running his own Sales, Marketing and Training Consultancy for the Hospitality Industry - Winning Edges. Gavin became a qualified Mental Health First Aid Trainer in 2018 and now operates a specialist company delivering training and consultancy in Mental Health and Wellbeing called Balancing Edges.

Gavin brings nearly 40 years of hospitality and sales experience with an engaging style and informed research and experience to deliver quality training.

CORE SKILLS

• Training
• Coaching
• Mentoring
• Business Development
• Meetings & Events
• Sales & Marketing
• Sales and Marketing planning
• Process improvement
• Mental Health and Wellbeing

ADDITIONAL SKILLS

• Strategy
• Vision, Mission and Values
• Leadership

QUALIFICATIONS

• Qualified Mental Health First Aid Trainer
• MBA (Univ of Leicester)
• BA in Hotel Management (Univ of Strathclyde)

EXPERIENCE

Mia Butler believes ‘vanilla’ is not an option. Creator of Pistachio View and Director of Like a Boss Consulting, Mia is an entrepreneur, business consultant, thought leader, facilitator and EventProf. Recognised for her commitment to sales, with 25 years’ experience on the sales frontline, Mia knows how to create a winning edge. Driven, and encouraging sales professionals to ‘show up’ and do more, Mia is creating change with Pistachio View making personalised video a part of everyday sales. Consultant to the industry, Mia is often called upon to help facilitate learning and panel discussions and can be regularly found supporting key industry events.

CORE SKILLS

• Sales performance & sales management
• Personalisation strategy
• Business development strategy & skills
• Key Account Management
• Coaching, mentoring & training sales
• Time management & improving productivity
• Meetings & Events

ADDITIONAL SKILLS

• Experienced industry & conference moderator, presenter & speaker
• Using video in sales
• Design & deliver bespoke training course
• Agency relationships
• LinkedIn social selling strategy

EXPERIENCE

I am a creative professional with over 25 years of repeated success guiding strategic business development plans, and directing operations resulting in increased business revenue and growth of the portfolio. I am highly skilled in analysing the effectiveness of operations in alignment to the business objectives, formulating and implementing standard practices and ensuring planned targets are achieved within set budget and time.

I’m a passionate team player with a collaborative leadership style and bring with me years of operations, and management expertise and excellence, working for recognised brands including Lensbury Limited, Forte Hotels, Choice Hotels International, Acorn Management Group Limited and others.  I have the talent for launching programmes related to training and team development, and P&L accountability.

CORE SKILLS

• First class strategic and analytical abilities to manage business and financial operations including business planning, estimating and preparing annual budgets and to align with long-term and short-term objectives.
• Expertise to design and implement new and updated sales actions, service improvement initiatives and to enhance overall efficiency resulting in increased bottom-line returns.
• Dedication to devise sales and marketing processes to boost sales implementing change management through the teams to deliver goals and objectives.
• Highly organised with passion to design and implement various processes enabling the business to grow, in addition to conducting research and finding new markets.
• Expert communicator, presenter, and collaborator; able to forge solid relationships with strategic partners and build consensus across multiple organisational levels.
• Design and implement management change across businesses.

ADDITIONAL SKILLS

• Directorship of two associations and Treasurer of one
• Mentoring of businesses
• Qualified trainer, sales and negotiator
• In-depth knowledge of H&S

EXPERIENCE

Gillian has spent many years working at a senior level in major chains, such as Marriott, Thistle, Shire Hotels as well as Iconic hotels such as Celtic Manor, St. Pierre Park Guernsey, The Grand Jersey, to mention but a few. For the last five years she has worked with the Coniston Hotel, Country Estate and Spa to develop their sales and marketing.

Gillian is an experienced hotel sales and marketing professional - versatile, energetic, creative and commercially minded, embracing all aspects of SEO and traditional PR. As an excellent all-rounder, she is able to support the operational goals of a hotel with sound practical advice, support and leadership. She identifies unique opportunities through packaging across all key corporate and leisure segments. She has, and continues to build excellent customer and colleague relationships to maximise all opportunities for the business.

CORE SKILLS

• Maximise sales through understanding revenue strategies and market segments very well.
• Strategic assessment of sales and marketing functions and effectiveness
• Leisure sales and marketing – packages, online distribution, incentives
• Business restructure and team development
• On site and field based coaching and development of individuals

ADDITIONAL SKILLS

• Event Sales
• Key Account Management
• Marketing & PR
• Systems: CRM, M&E, RFP

EXPERIENCE

Mark Fuller is a seven time hotel general manager through his 20 year career with Forte, Moat House and De Vere Hotel Groups.    His career includes being involved in the design, build and opening of two brand new hotels, running large meeting and event hotels as well as hands on experience running his own hotel business.

An experienced, entrepreneurial hotel operator, his particular skills lie in identifying market opportunities, product re-positioning and implementing new products and services.  Mark is able to share his experience and knowledge through coaching and mentoring business leaders and managers, assisting them to fulfil their own and their business potential.