In Featured, HSMAI, News, Sales

HSMAI’s Sales Leader Forum

Tuesday January 28th 2020
The Savoy Hotel in London

 

“The industry is changing at a fast pace so we will focus on bringing sales into the 21st century. HSMAI Region Europe Sales Advisory Board therefore now announces two new initiatives – The Sales Award and the HSMAI Sales Leader Forum. They will both take place as part of the ROC and the HSMAI Awards in London in January. The more informed your sales leaders are, the better results you will achieve. That is why I am bringing with me some of our Senior Sales Leaders  from Nordic Choice Hotels to the new HSMAI’s Sales Leader Forum in January in London”

Anant Vithlani, Vice President Sales in Nordic Choice Hotels and chair of the HSMAI Region
Europe Sales Advisory Board

Starting in 2020, the HSMAI Sales Leader Forum Europe will be a unique, new event. It advances the sales discipline by elevating the knowledge and skills of off-property sales leaders in regards to important trends, critical insights and best practices… and what this all means for leading sales teams in today’s landscape. Part of it will also 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.

Meet also many of our Sales Advisory Board members that will share their competence with us in London at our event.

 

The HSMAI Sales Leader Forum is also part of the ROC

The delegates will participate in most of the general ROC program, but some of sessions that will focus just on Sales will take place in a separate meeting room.

Who should attend?

  • 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 & Global Sales Director
  • Strategic Account Director
  • Key Account Director
  • Area Director
  • Regional Director of Sales

→ Sign up for the Sales Leader Forum and The HSMAI Europe Awards here

“Sales leaders rapidly need to adapt to the constantly changing customer & guest landscape.
Being responsible for Sales within Hyatt International in EAME / Southwest Asia I feel that the HSMAI Sales Leader Forum in January in London is one of the best opportunities to gain knowledge and convert enhanced business acumen to best practices in the industry.”

Evert Schuele, Vice President Sales, Europe, Africa, Middle East and South West Asia
HYATT

HSMAI Americas had their first Sales Leadership Forum in November. An initiative we are bringing to Europe too!

The HSMAI Europe Sales Professionals of the Year

The HSMAI Europe Sales Professionals of the Year Award recognizes and promotes excellence in the field of sales in the hospitality industry. Honorees exemplify strong sales performance producing measurable results.

Among other awards, this award will be handed out during the Award Ceremony which takes place on the evening of Tuesday January the 28th at the Savoy Hotel in London. The same day that our HSMAI Sales Leader Forum and the HSMAI Region Europe ROC will take place.

Nominate an outstanding sales professional today!

Sales Leader Forum Programme

07:30 - 08:30

Registration, coffee/tea and Partner Showcase

Visit our partners to learn how their products & services can help you and your business thrive.

08:30 - 08:40

Welcome

By Remy Merckx, VP, Global Digital at Radisson Hotel Group and HSMAIs moderator for the day and evening

08:40 - 09:20

Opening

Take the lead in Revenue Strategy

How to make Revenue Management find its second wind by integrating Sales and Marketing?

By Frederic Toitot, Vice President, Global Learning & Development at Accor & Chair HSMAI Region Europe Revenue Optimization Board

09:20 - 09:50

7-minutes Lightning Round

It has become a HSMAI tradition: Executives will share their best practices, strategic insights, and big ideas for driving profit….in 6 minutes and 40 second each.
We have invited 4 executives that will share their thoughts.

Designing digital marketing models to maximise revenue and profit for hotels

By Finnbar Cornwall, Senior Industry Head Travel at Google UK

Welcome to the Golden Age of Revenue Management

By Klaus Kohlmayr, Chief Evangelist, IDEAS

Strategic Selling

By Evert Schuele, Vice President Sales, Europe, Africa, Middle East and South West Asia, Hyatt International

Topic TBC

By Sean Fitzpatrick, CEO, OTA Insight

09:50 - 10:20

Partner Showcase: Break for Coffee & Conversation

Visit our partners to learn how their products & services can help you and your business thrive.

10:20 - 11:20

A 360 View – focus on cross-functional strategic thinking and expansion of traditional roles

Amanda Elder, Chief Commercial Officer at Kempinski Hotels and member of the Kempinski Hotels Management Board

Anant Vithlani, Vice President Sales, Nordic Choice Hotels

Claire Lyon-Shaw, Group Revenue Director, Iconic Luxury Hotel

Michael Simon, General Manager – Distribution, EMEA & ASPAC at Marriott International, Inc.

Niels Mekenkamp, Director of Business Solutions, EMEA, Cendyn

In 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 the industry and their partners.

Moderator: Damiano Zennaro, Global Director of Advisory services, IDeaS

11:30 - 12:20

What’s on the horizon?

The industry is changing at a fast pace. Antoine Asselin, founder of Upmail and member of the HSMAI Region Europe Sales Advisory Board will lead a session to exchange of ideas, experiences, and insights on what is worrying Sales Leaders and what significant priorities are top of mind within B2B Sales today?

12:20 - 13:20
13:20 - 14:40

Future of Business Travel

Disruption on Business Travel Sector is changing the future for Corporate Travellers. There is a clear shifting landscape on the intermediary side and we have therefore invited Booking.com, TRIPBAM and Expedia Group including Egencia to present their thoughts about future Business Travel followed by a panel discussion led by Antoine Asselin, Founder of UpMail and HSMAI Sales Advisory Board Member

Shelly Ransom, Director Global Lodging at Egencia

Jonathan Svedberg, Regional Director Strategic Accounts EMEA/APAC at Egencia

Jason Grist, Area Manager Business Travel North Europe Booking.com

14:40 - 15:10

Partner Showcase: Break for Coffee & Conversation

Visit our partners to learn how their products & services can help you and your business thrive.

15:10 - 15:45

Exceed Planner Expectations with Exclusive Global Insights

Get significant insights into the thoughts and processes of planners based in different regions. Cvent surveyed more than 2,000 meeting and event planners worldwide to provide you with insights to gain a greater understanding into the thoughts and processes of meetings and events professionals.

 

Get a better understanding of the event planners, including:

  • What planners from different regions expect from a relationship with a venue professional
  • Planners’ considerations for sourcing venues
  • The needs and challenges of planners experience during their sourcing efforts

By Graham Pope, Head of Hospitality Cloud Europe

15:55 - 16:20
16:20 - 16:45

Roundtable discussions Session 2

Concurrent sessions held by specialists in their respective fields. Roundtable attendees will also have the opportunity to ask specific questions.

Same as above.

16:45 - 17:10

Roundtable discussions Session 3

Concurrent sessions held by specialists in their respective fields. Roundtable attendees will also have the opportunity to ask specific questions.

Same as above.

17:10 - 17:25

Fireside Chat

Final conclusions.

The Convergence of Sales with Marketing, Revenue Optimization, Distribution, and Operations. That significant shift in the buyer’s “Path to Purchase” means that our organizations need to evolve in order to keep up.

17:25 - 17:30

Wrap up

By Remy Merckx, VP, Global Digital at Radisson Hotel Group and HSMAIs moderator for the day and evening

17:30 - 19:00

Drinks and networking before the HSMAI Europe Awards

The HSMAI Europe Awards will also take place at the beautiful Savoy Hotel in London

19:00 - 21:30

The HSMAI Europe Awards

The HSMAI Europe Awards 2019 will recognise the people and companies that deserve to be awarded for their great work in Hospitality, travel and tourism in 2019. Press here to read more and to submit entries.

Contact Us

Send us an email for any queries you have about HSMAI Europe and we'll get back to you, asap.

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