HSMAI Sales Leader Forum

October 26, 2021

Charlotte, North Carolina

We’re looking forward to seeing you IN PERSON in October for a Smart Restart!

The HSMAI Sales Leader Forum advances the hotel sales discipline by elevating the knowledge and skills of off-property sales leaders when it comes to important trends, critical insights, and best practices…and what it means for leading hotel sales teams in today’s landscape.

The Forum is organized by HSMAI’s Sales Advisory Board.

“The hotel industry is changing at a tremendous rate. That means that the needs of hotels are constantly changing, which in turn affects the skills required of sales leaders to manage those demands. HSMAI’s Sales Leader Forum is the place for sales leaders to get critical insights on important issues.”
–Eric Kreins
Managing Director, Strategic Accounts
Hilton Worldwide Sales

Who should attend?

  • Off-property seasoned sellers who want to fuel, update, and/or reinvigorate their career in sales or sales leadership
  • Sales professionals from Brands, Management Companies, and Independent hotels and resorts who are leading teams and impacting front-line sellers – from corporate leaders who support on-property teams to regional DOS who oversee multiple properties
  • Examples of attendee titles include Group & BT:
    • national sales director
    • strategic account director
    • key account director
    • area director
    • regional director of sales


“The more informed your sales leaders are, the better results you will achieve. That’s why IHG is sending some of our top performers to HSMAI’s Sales Leader Forum in October.”
–Jonathan Kaplan
VP, Americas Sales
IHG

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Detailed information on each session, including speaker information, is updated regularly.  Check back often for the latest details.

Highlights

  • The agenda will include strategic conversations, tactical solutions sessions – all designed to build business acumen to elevate sales as a whole.
  • Chief Sales Officers will weigh in on the digital realities of selling, focusing seller attention to drive growth, demand generation strategies, and evolving sales skills for the new world
  • Deep dives into how sales leaders can Demonstrate the Value of Sales, Recruit & Retain Sales Team Talent, and Do More with Less
  • The Sales Awards Dinner will recognize and celebrate the Sales Professionals of the Year and the 2021 Lifetime Achievement Award in Sales honoree

Events In Conjunction With the Forum

  • HSMAI’s Chief Sales Officer Executive Roundtable (by invitation)
    • Wednesday, October 27 (+ dinner the evening before)
    • 8:00 am – 4:00 pm
  • HSMAI’s Hotel Management Company Sales & Marketing Executive Roundtable (by invitation)
    • Wednesday, October 27 (+ dinner the evening before)
    • 8:00 am – 4:00 pm

Tuesday, October 26, 2021

8:00 am ♦ Partner Showcase & Networking Breakfast

8:30 am ♦ KEYNOTE: The World Around Us: The Outlook for Sales

Dr. Lalia Rach has worked for three decades to guide leadership development, advance strategy, and help leaders understand the forces impacting the hospitality industry.

Lalia will help us sort through the aftermath of a business landscape altered by Covid, and identify strategies for success when our new normal is continuous disruption.

  • with Dr. Lalia Rach, Executive Managing Director, Associated Luxury Hotels International (ALHI)

9:15 am ♦ A View from the Top: The Chief Sales Officer Panel

A panel of Chief Sales Officers (CSOs) provide recommendations and insights into the most pressing of the day’s issues—the digital realities of selling, focusing seller attention to drive growth, demand generation strategies, evolving sales skills for the new world, and more. It is a candid conversation with actionable insights that you’ll only hear at HSMAI – the industry’s only organization committed to fueling sales, inspiring marketing, and optimizing revenue for hotels and their partners.

Panelists will include:

  • Kaaren Hamilton, CMP, Vice President, Global Sales, Sonesta Hotels
  • Jonathan Kaplan, Vice President, Americas Sales, IHG Hotels & Resorts
  • SiuYin Ko, Vice President of Global Sales, Rosewood Hotel Group

10:00 am ♦ Partner Showcase & Conversation Break

10:30 am ♦ Opportunities & Threats: Strategic Issues for the Short- & Long-Term

  1. Demonstrating the Value of Sales…with thought leader Amy Infante, CEO & Visionary, GitGo
  2. Recruiting & Retaining Sales Team Talent…with thought leader John Brich, Vice President, SearchWide Global
  3. Doing More with Less…with thought leaders:
    • Kemp Gallineau, President & CEO, Groups360
    • Jeff Patton, Vice President of Sales Operations, Hilton Worldwide
    • Raghav Puranmalka, Consultant, ZS

12:15 pm ♦ Lunch & Partner Showcase

1:00 – 2:50 pm ♦ COLLABORATE: Deep Dive Discussions on Strategic Issues

Industry experts and well-known keynoters offer lots of takeaways and insights, but HSMAI also believes that it is important to make time to allow attendees to learn from one another.

This portion of the program will spark attendee conversation, engagement, and peer-to-peer learning, taking advantage of the collective brain power at the Sales Leader Forum.

Deep dives will focus on the day’s three big issues that are teed up in the morning:

  1. Demonstrating the Value of Sales
  2.  Recruiting & Retaining Sales Team Talent
  3.  Doing More With Less

It will be an open exchange of ideas, experiences, and insights that leverages the talent in the room, and leaves you with new connections and knowledge that you can use to immediately impact your business.

2:50 – 3:15 pm ♦ Afternoon Break & Partner Showcase

3:15 pm ♦ Leverage Strengths, not Skills, to Drive Results from Your Team

In order to make the most of the streamlined sales teams most hotels have today, we need to turn the traditional model of “deploy first, set goals second” on its head. Today we must start with goals and objectives, and align the strengths of individuals on our teams to them.

You will walk away from this session with actionable insights from the owner, operator, and brand perspectives about:
• making the prioritization of goals a priority,
• the difference between the strengths and skills of your team members, and
• the best was to determine the deployment to meet specific goals, targets, or business needs.

Katie Davin, Associate Professor, Johnson & Wales University-Providence
Allison Handy, Chief Commercial Officer, Prism Hotels & Resorts
Eric Kreins, Assistant Managing Director, Sales, Hilton Worldwide Sales

4:00 pm ♦ Keynote: Leading Sales into a Post-Pandemic World

For 18 months, sales teams across the industry have been operating at skeleton levels, and they’re still struggling to staff back up. The good news: This is a chance to do things differently.

  • with Cindy Novotny, Radical Mentor, and internationally known leader in sales, leadership, and customer service

6:30 pm ♦ Sales Awards Dinner & Networking Reception

Celebrating and elevating the sales disciple, we’ll recognize HSMAI’s newest recipient of the Lifetime Achievement Award in Sales and the Sales Professionals of the Year. Attendees will include Sales Leader Forum participants, and guests of both the CSO and Hotel Management Company Sales and Marketing Executive Roundtables.

Attire is “festive business casual.”

Registration includes the the entire program on Tuesday, October 26 including breakfast, lunch, and breaks, and the Sales Awards Dinner.

Online Registration is now closed. Please register onsite at the Grand Bohemian Hotel Charlotte on the day of the event.

FEES

Registration Type Early Bird through October 12
Member4/Nonmember
October 12–Onsite
Member4/Nonmember
Local Only (North and South Carolina)

Hotel/Associate1

$400

$775 / $1125

$400

$975 / $1325

Partner/Supplier2 $875 / $1225 $1075 / $1425
Faculty or Student HSMAI members $388 / na $388 / na
Hotel Group Pricing Inquire at mhart@hsmai.org

1 Individuals who are directly employed by hotel brands, management companies, ownership groups, independent hotels and resorts, DMO’s, restaurants and attractions
2 Individuals from supplier organizations who market to hotel/associate professionals
Join HSMAI today to save on registration fees.

Health & Safety Protocols: What You Can Expect in Charlotte

We’re looking forward to soon hosting you in Charlotte, NC. For everyone who has registered, thank you for committing to join us. Our Sales Advisory Board team has worked hard to plan an incredible conference for you! 

We reiterate our commitment to providing a safe, healthy, and rewarding experience for everyone in attendance. From the onset of planning, HSMAI taken into account all recommendations from the CDC, local hosts, and North Carolina health authorities.

Based on the latest guidance from the CDC for indoor gatherings, HSMAI will require masks to be worn throughout all indoor events in Charlotte regardless of attendees’ vaccination status. While we would all much rather operate with no limitations or protocols, our industry must lead by example and demonstrate how to safely bring large groups together. We ask you to partner with us by self-regulating and wearing your mask to make all HSMAI’s events safe and successful for everyone.  

Additionally, on-site you can expect: 

  • Hand sanitizer stations and disinfectant wipes will be conveniently available throughout the event space. 
  • Food will be individually packaged or served by masked attendants. 
  • Room set ups will encourage social distancing while giving you plenty of opportunities to connect with and learn from other attendees. 
  • Friendly reminders regarding health and safety measures will be placed strategically throughout the event.
  • A fully vaccinated HSMAI staff team.

Between now and the time we meet, HSMAI will continue to monitor the situation and develop new protocols as needed. 

In the meantime, we all play a role in stopping the spread. If you have not already been vaccinated against Covid-19, we strongly encourage you to do so. Find a Covid-19 vaccine near you. 

We are looking forward to seeing you in person soon!

Please make your reservations at the Grand Bohemian Hotel Charlotte, Autograph Collection ($249 USD per night).

Reserve your room online.

Or, call 1-704-372-1877 and reference “HSMAI Sales Leader Forum.”

HSMAI Sales Leader Forum Partnership Tiers

Platinum Partner

Benefits:

  • Welcome attendees from the main stage during a general session (2-3 minutes).
  • Send three (3) company representatives to take advantage of your complimentary registrations and connect with influential attendees face-to-face.
  • Be recognized for your investment in the sales discipline and hotel industry.
    • Premium logo recognition in pre- and post-event marketing
    • Logo placement on print and email marketing
    • Logo recognition as a “Platinum Partner” on the event website
    • Onsite branding on the sponsor logo loop
    • Logo in printed program with 200-word company description
  • Connect in person with attendees at your premium-placed display table in the general session room. You will have room for collateral and a display screen.
  • Provide a customized logo item for distribution at attendee place settings. The item is produced at the sole cost of the sponsoring company, and must be pre-approved by HSMAI.

Cost: $10,000

Silver Partner

Benefits:

  • Send two (2) company representatives to take advantage of your complimentary registrations and connect with influential attendees face-to-face.
  • Be recognized for your investment in the sales discipline and hotel industry.
    • Logo recognition in pre- and post-event marketing
    • Logo placement on print and email marketing
    • Logo recognition as a “Silver Partner” on the event website
    • Onsite branding on the sponsor logo loop
    • Logo in printed program with 150-word company description
  • Connect in person with attendees at your display table in the general session room.

Cost: $5,000

Bronze Partner 

Benefits:

  • Send one (1) company representative to take advantage of your complimentary registration and connect with influential attendees face-to-face.
  • Be recognized for your investment in the sales discipline and hotel industry.
    • Logo recognition in pre- and post-event marketing
    • Logo placement on print and email marketing
    • Recognition as a “Bronze Partner” on the event website
    • Onsite branding on the sponsor logo loop
    • Recognition in printed program with 100-word company description
  • Connect in person with attendees at your display table in the general session room.

Cost: $2,500

Co-located Event Partnership Opportunities

Sales Awards Dinner Co-Host – Tuesday, October 26, 2021

HSMAI will recognize the 2021 Lifetime Achievement Award in Sales Honoree and the Hotel Sales Professionals of the Year Awards, and celebrate them along with an audience of their peers.

Attendees at this exclusive networking event will include hotel sales executives participating in the Chief Sales Officer and Hotel Management Company Sales and Marketing Executive Roundtables, Sales Leader Forum attendees, Sales Advisory Board members, and members of HSMAI’s Americas Board.

Partners Benefits:

  • 3-minutes of presentation time on the main stage
  • Registration and reserved VIP seating for four (4) company representatives
  • Post-event registration list (name, title, company, address, phone)
  • Company logo and 200-word description in the printed program
  • Company logo recognition on the event website and in select direct marketing and promotional materials
  • Company logo recognition onsite including signage and main-stage visuals.

 Cost: $15,000

 

Executive Roundtables – Wednesday, October 27, 2021

A select thought leadership opportunity – sponsor an executive roundtable for senior leaders of hotel companies

HSMAI Executive Roundtables are networks of like-minded senior hotel leaders that meet periodically at face-to-face forums. The by-invitation-only executive roundtables in Charlotte, NC will host 15-20 senior executives, each responsible for a leading hotel brand or hotel management company’s sales strategy and execution.

Each roundtable has three exclusive partnership opportunities available to connect with these unique audiences.

Benefits:

  • Opportunity for one (1) company representative to sit for a 20 minute Partner Insights session (10 min case study presentation/10 min discussion with attendees). Discussion topics will be mutually agreed upon with HSMAI, our partners and the Roundtable Planning team
  • Invitation for the interviewee and one (1) other company representative to attend the networking lunch
  • Co-branded content with logo recognition and partner mention in the Roundtable summary providing insights for the industry at large
  • Recognition on signage, and in the onsite guide with company description, representative listing, and logo
  • Opportunity to offer guests a branded gift
  • Pre- and post-event access to full contact information for all attendees (except email)
  1. Brand Chief Sales Officer Executive Roundtable
    • Cost – $7,500
  2. Hotel Management Company Sales & Marketing Executive Roundtable
    • Cost – $7,500


Rising Sales Leaders Council Host | $2,500

HSMAI’s Rising Sales Leaders Council will meet face-to-face in order to plan and launch its annual program of work including professional development and advocacy for the sales discipline among “next generation” sales leaders.

Comprised of up-and-coming sales professionals working in a mix of hospitality sales roles (e.g., hotel on-property, regional, or corporate, DMO, DMC, Management Company, brand or partner, etc.), the Council is part of the HSMAI Sales Advisory’s Board’s work to cultivate the next generation of industry leaders.

Members will advance their skill sets, shape the future of HSMAI, network with peers, and contribute to the industry via their insights, feedback, and thought leadership.

Benefits:

  • Opportunity for one (1) company representative to attend the Council’s kick-off lunch
  • Opportunity to welcome the group and introduce your company with a 5-minute executive brief
  • Recognition with verbal mentions and logo placement on the meeting agenda
  • Access to full contact information of all Council members

Cost: $2,500

Interested in learning more about the benefits of being a Sales Leader Forum Partner? Contact:

Elise Rhinehart, CMP
Business Development Manager
Hospitality Sales & Marketing Association International
7918 Jones Branch Drive, Suite 300, McLean, VA  22102
T: 703-506-3297 | F: 703-506-3266 | erhinehart@hsmai.org

Ready to Sign Up? Complete the SLF Partner Commitment Form and return to erhinehart@hsmai.org.

Tickets for the Sales Awards Dinner on Tuesday evening, October 26, are available for $125 per person.

Representatives from these companies are registered for the conference. Register today to be part of this HSMAI Commercial Strategy event.

Accor
Amadeus
Aria
Atrium Hospitality
Associated Luxury Hotels International
BCV
Best Western Hotels & Resorts
Chartwell Hotels
Cincinatti Marriott at RiverCenter/Spire Hospitality
Concord Hospitality
CoralTree Hospitality Group
Cornell University
El Conquistador Tucson, A Hilton Resort
Embassy Suites
Expedia LPS AMER
First Hospitality
GitGo
Grand Bohemian Charlotte & Asheville
Grand Bohemian Orlando
Grand Bohemian Charleston & Mountain Brook
Greenwood Hospitality Group
Groups360
Hampton Inn & Suites / Tru by Hilton Burlington
Hilton
Hilton Memphis
Hilton Worldwide Sales
Hyatt Regency Dulles
IDeaS Revenue Solutions
IHG Hotels & Resorts
IVvy
Johnson & Wales University
Kelly, Wollard & Associates, Inc.
Kessler Collection
Knowland
M & R Hotel Management
Makr Hospitality
Marcus Hotels & Resorts
Mansion on Forsyth Park
Master Connection Associates
Mohegan Sun
NCG Hotels
O Henry & Proximity Hotels
Oliver Companies
Pacifica Hotels
Park MGM
Parks Hospitality- Cary Collection of Hilton Hotels
Preferred Hotels & Resorts
Prism Hotels & Resorts
Pyramid Hotel Group
Radisson Hotel Group
Real Hospitality Group
Red Roof
Regency Hotel Management
Remington Hotels
Rosewood Hotel Group
Sabre Hospitality Solutions
SearchWide Global
Sonesta+RLHC
Star Performance, Inc.
Staypineapple
The Westin Dallas Stonebriar Golf Resort & Spa/Sheraton Stonebriar Hotel
Under Canvas Inc.
University Place Hotel and Conference Center
VisitDallas
The Woodlands Resort, The Westin at The Woodlands & Embassy Suites by Hilton The Woodlands at Hughes Landing
Wyndham Hotels & Resorts
ZS

Bronze Partner

Knowland