Skip Stearns - Stratham, NH (Click for CV)
Untitled Document
Skip Stearns
Salt River Farm
21 Depot Road
Stratham, NH 03885-2104
Telephone: (603) 778-0110
Fax: (603) 778-0333
Email: SaltRiverFarm@yahoo.com
SUMMARY OF QUALIFICATIONS
Thirty years of sales, marketing
and hotel operations experience
Twenty-seven years of management
experience
Franchise leadership including
sales and contracting
Drafted operating standards and
trained managers for their execution
Inspected for and supervised standards
compliance
PROFESSIONAL EXPERIENCE
THE HOTEL EXPERTS, STRATHAM, NH &
PALM BEACH GARDENS, FL
Partner: 2002-Present
THE HOTEL EXPERTS (THE) provides
strategic support and expert witness services to attorneys and their clients
litigating claims related to hotels, resorts, motels, casinos, cruise lines,
restaurants, racetracks and other entertainment venues. THE serves both plaintiffs
and defendants who are hotel owners, operators, franchisors, franchisees and
individual litigants by guiding attorneys through discovery and depositions,
and by writing expert opinions and testifying at deposition and trial on hospitality
practices and reasonable standards of care.
FRANCHISE ASSOCIATES, STRATHAM, NH
Principal: 1996-Present
Franchise Associates provides
consulting services targeting small to medium-sized management companies and
individual hotels. Services include but are not limited to: strategic planning,
annual planning, organizational analysis, team building, problem solving,
marketing, operating standards and services, customer relations, growth and
development, franchise selection and negotiation, contracting and franchise
relations
OMNI HOTELS, HAMPTON, NH
VP, Director of Franchising: 1991-1996
Full responsibility for franchising
program comprised of 17 hotels or 50% of North American properties
Generation of development prospects
and active participation in solicitation process
Negotiation, preliminary drafting
and authorized signatory on all franchise contracts
Drafted plain language Uniform
Franchise Offering Circular (UFOC)
Facilitation of all new hire
executive level orientation
Supervising author and guardian
of Omni Hotels Operating Manual
Active support of field management
with respect to training, motivational programs, quality assurance, brand
products and revenue generation
Member of corporate executive operating
committee reporting to President & CEO
VP, Director of Franchise Sales
& Marketing: 1987-1991
One of two corporate officers
chosen to launch franchising program aimed at increasing brand presence, fee
income and marketing funding
Participated in development planning,
execution and closing of new hotel contracts
Professionally trained in the
selling of franchises
Planned for corporate resources
to effectively deliver support services
Provided sales, marketing and general
support to all franchisees and their operators
VP, Director of National Sales:
1983-1987
Constructed the merger of Omni
and Dunfey Hotels' National Sales organizations
Supervised 26 directors of sales,
sales managers and support personnel in Boston, Chicago, New York and Washington,
DC
Opened National Sales Offices
in Atlanta, Los Angeles and Dallas
Responsible for collateral development,
advertising and direct mail
Initiated database account management
Constructed company-wide group
and convention sales contract
Vested sales executives with the
authority to directly negotiate and to contract clients at a time when competitors
had not yet demonstrated the ability to do so, thereby creating a unique strategic
advantage with buyers and unusual credibility with hotels served
DUNFEY HOTELS, HAMPTON, NH
Regional Director of Sales & Marketing:
1982-1983
Provided corporate sales and
marketing supervision to 8 hotels from California to New York
Responsible for hiring, training
and ongoing support of all sales-related departments
Led sales and marketing transition
of the 1,240-room New York Sheraton
NEW YORK STATLER, A DUNFEY HOTEL
(1,800 rooms), NEW YORK, NY
Director of Sales: 1980-1982
Supervised 53 people in 7 departments
including room sales, catering sales, banquet and convention services for
this hotel boasting over 95,000 square feet of function and exhibit space
Personally attracted and negotiated
largest convention accounts, airline crews and other volume producers
Responsible for collateral development,
advertising, direct mail and public relations
Served on hotel's executive operating
committee
DUNFEY HOUSTON HOTEL (450 rooms),
HOUSTON, TX
Director of Sales: 1977-1980
Arrived as Assistant Director
of Sales and promoted to Director of Sales within one year
Hired, trained and supervised
14 sales, catering and banquet service executives focused on the solicitation
and servicing of commercial transient and group buyers, state and national
associations and other groups, wholesale buyers and banquet events
Personally improved solicitation
of largest and most strategically critical accounts
Responsible for all collateral
development, advertising, direct mail and public relations
Served on hotel's executive operating
committee
DUNFEY ATLANTA HOTEL (370 rooms),
ATLANTA, GA
National Sales Manager: 1976-1977
Senior sales responsibility via
telephone and personal sales calls for national association, corporate and
other group meetings suited to the hotel's 13,000 square foot ballroom and
additional 20,000 square feet of meeting and function space
Assisted director of sales in orientation,
training and supervision of all new hires
DUNFEY HYANNIS RESORT (225 rooms),
HYANNIS, MA
Regional Sales Manager: 1975-1976
Solicitation of association, corporate
and other group meeting and incentive business attracted to this hotel's Cape
Cod location, extensive function capabilities and recreational facilities
including golf, indoor and outdoor tennis, health spa and indoor and outdoor
swimming pools
Account pursuit covered all of
New England at various times via personal and telephone sales calls
DUNFEY'S HOWARD JOHNSON HOTEL (275
rooms), NEWTON, MA
Sales Manager: 1974-1975
Initiated program to capture
transient commercial travelers
Door to door and telephone solicitation
of corporate accounts and travel agents
NEWTON PUBLIC SCHOOLS, NEWTON, MA
Secondary School Teacher: 1973-1974
Taught grades 7-9 in the English/Social
Studies Department of Meadowbrook Junior High School
EDUCATION
UNIVERSITY OF MASSACHUSETTS, BOSTON,
MA
B.A., Psychology, 1973
Secondary School Teacher Certification,
1973
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