Download MICHAEL J. LORENZ Viceroy Hotel Group 2008

MICHAEL J. LORENZ
4044 Bonita Avenue • Coconut Grove, FL 33133
c (305) 510-4794 • [email protected]
Career Overview
A tenured Sales & Marketing Executive whose career has spanned over 20 years with equal experience working for large, corporate hotel
companies and small, privately held companies; both in hotel management and branded real estate. With a background representing
various brands such as Ritz-Carlton, Mandarin, Fairmont, Raffles, Auberge, Hyatt, Wyndham, Viceroy, Tides, Trump, Nicklaus and
a few independents; competitive knowledge is well established. Segmentation experience that ranges from Urban Hotels (Chicago,
Atlanta, and California) and Resorts (Caribbean, Mexico, Florida, and Asia) to International Markets (Middle East, Central/South
America, Europe and Asia).
A leader with the ability to build, motivate and train a solid Sales & Marketing team, coupled with strong analytical and creative
skills. Extensive pre-opening and transitional experience, having led the Sales & Marketing efforts in opening seven hotels and three
management transitions.
Core Competencies
Training & Development
Recruitment
Revenue Management
Owner Relations
Business Development
Strategic Innovator
Creative Thinker
Digital Marketer
Sales Structure
ROI Modeling
Public Relations
Real Estate
Social Media
Budgeting
Branding
Professional Experience
Viceroy Hotel Group
2008 - 2013
Corporate Office
Senior Vice President, Sales & Marketing
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irectly oversee and manage Marketing, Revenue Management, Central Reservations, E-Commerce, National Sales,
Public Relations, Social Media, CRM and property sales leadership
• Responsible for Budgets, Business Plans and Proformas (both at property and corporate levels)
• Current portfolio is comprised of 15 operating hotels and 3 pre-opening
• Stimulated re-branding transition from Kor Hotel Group to Viceroy Hotel Group in 2009
• Recruited International GSA network and opened up ISO offices in New York and London
• Successfully launched hotels in Anguilla, Snowmass, Miami, Maldives and Abu Dhabi
• Transitioned management in hotels in New York, San Francisco and Beverly Hills
• Drove top line revenue growth for portfolio from $109m (2008) to $290m (2013 budget)
IMI Resort Living
2006 - 2008
IMI Caribbean Properties
Vice President, Sales & Marketing
• O
versaw real estate Sales & Marketing for Fairmont Anguilla, Raffles St Lucia, Raffles Tortola and Mandarin
St Kitts. Also worked with Trump Hollywood and Viceroy South Beach.
• Achieved total pre-sales of over $100m
• Managed Marketing budget of over $8m annually
• Worked direct with luxury developers (Trump, Related Group, Kiawah), hotel brands (Raffles, Mandarin, Fairmont,
Viceroy, Auberge), golf brands (Nicklaus), land planners and architects on all aspects of development
The Ritz-Carlton Hotel Company
1999 - 2006
The Ritz-Carlton Hotels, Caribbean & Mexico
Area Director of Sales & Marketing
esponsible of management of area Sales & Marketing team comprised of over 40 employees
R
Worked direct with property Director of Sales and Executive Committee members
Oversaw properties in San Juan, Jamaica, Cancun, St Thomas, Bahamas and Grand Cayman
Pre-opening responsibilities in St Lucia, Mexico City, Turks & Caicos and Bahamas. Prepared proformas, participated
in initial meetings with developers and involved in conception of resort models.
• Accountable for Marketing budget of $20m annually and top line revenues of over $300m annually
• Personal employee satisfaction score of over 90% during my tenure
• Achieved double digit RevPAR gains yearly from 2002-2006 on average in all resorts
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The Ritz-Carlton, Cancun
Director of Sales & Marketing
• Responsible for Sales and Marketing of property in Cancun based out of regional office in Miami
• Achieved record year in 2000 exceeding top line revenue budget by nearly 20%, $8m over prior year
Williams Hospitality / Wyndham Resorts
1993 - 1999
The Wyndham Rose Hall, Jamaica
Director of Sales & Marketing
• U
pon takeover, transitioned the property from an All-Inclusive concept to a more diverse (EP) offering attracting
higher end group and leisure business
• Promoted to Director of Sales & Marketing for property after Wyndham purchased Williams Hospitality
• Achieved 109% of total revenue budget in 1999 despite major hotel renovations throughout year
• Increased group base in 1999 by 42% over 1998 and 24% increase in group average rate
• Re-launched all marketing collateral for resort with major renovations including waterpark
El Conquistador Resort & Country Club
Associate Director of Sales
• Achieved 118% night goal each year with over 20,000 room nights booked annually
• Booked over 15 groups with USMotivation out of Atlanta and was recognized as their Top Supplier in 1997
El San Juan Hotel & Casino
National Sales Manager
Hyatt Hotels & Resorts
1988 - 1993
Hyatt Regency Woodfield
National Sales Manager, Group
Hyatt Regency Atlanta
Group Sales Manager
Hyatt Lisle
Server
Professional Training & Committees
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1990 Hyatt Corporate Training Program
1991 Hyatt Telemarketing Training Program
1992 Hyatt Sales Training Program (Level 1)
1993 Hyatt Sales Training Program (Level 2)
1995 Williams Hospitality Leadership Training
2000 The Ritz-Carlton Leadership Training
2001 The Ritz-Carlton Sales Training (Level 4)
Education
1989 Northern Illinois University, DeKalb, Illinois
Bachelor of Science, Major in Economics
Bachelor of Science, Minor in Mathematical Sciences
References
Furnished upon request
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2001 The Ritz-Carlton Revenue Management Training
2002 The Ritz-Carlton Group Meeting Committee
2003 The Ritz-Carlton Incentive Plan Committee
2004 The Ritz-Carlton Sales Training Committee
2004 The Ritz-Carlton Sales & Service Foundations
2005 Certified Trainer for The Ritz-Carlton Sales
2009 Covey Leadership Course