Radisson Blu Mall of America Appoints Gary O’Driscoll to Director of Sales and Marketing

USA, Chicago, Illinois. August 26, 2019

Radisson Blu Mall of America announces the appointment of Gary O'Driscoll to director of sales and marketing. O'Driscoll brings nearly two decades of experience in the hospitality industry to his new role, and he has overseen hotels throughout Illinois and Texas.

"The Radisson Blu family is thrilled to welcome Gary O'Driscoll to the team," says Harry Gorstayn, general manager of Radisson Blu Mall of America. "Gary has a proven track record of success and has consistently surpassed his properties' sales goals year-over-year. His fresh perspective and leadership will be a great addition to our talented marketing and sales teams."

In his new role, O'Driscoll is responsible for leading all sales and marketing efforts throughout the 500-room hotel. Prior to joining Radisson Blu Mall of America, he oversaw several properties in Texas as director of sales and marketing, including Wyndham Riverwalk San Antonio, Hilton San Antonio Airport, and Crowne Plaza Dallas near Galleria-Addison. Before moving to Texas in 2014, O'Driscoll oversaw marketing and sales for several properties in Illinois, including Hyatt Regency Deerfield and Chicago Marriott Southwest at Burr Ridge. He began his career in hotel sales in 2002 as reservation sales manager for Wyndham Northwest Chicago.

"I started my career in the Midwest, and I'm grateful that my work with Radisson Blu Mall of America has allowed me to return home," says O'Driscoll. "Radisson Blu embodies the best of Midwestern hospitality from superior guest service to a staff that feels more like a family across all hotel departments. I couldn't ask for a better team to mentor."

An Illinois native, O'Driscoll graduated from Western Illinois University with a Bachelor of Arts in sociology. He's also received a number of accolades for his work in sales, including Aimbridge Hospitality's "Sales Manager of the Year," and he's a four-time recipient of the company's Presidential Award for achieving the highest market share growth.

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Revenue Management: Focus On Profit

Revenue Management is still a relatively new profession within hotel operations and as such, it continues to evolve. One significant trend in this area is a shift away from using revenue as the foundation to generate key performance indicators (KPIs) and to instead place the emphasis on profit. Traditionally, revenue managers have relied on total revenue per available room (TrevPAR) and revenue per available room (RevPAR) as the basis of their KPIs. Now, some revenue managers are using gross operating profit per available room (GOPPAR) as their primary KPI. This puts profit at the center of revenue management strategy, and managers are increasingly searching for new ways to increase the profitability of their hotels. Return on Investment is the objective of any hotel investment, so it is only logical that profitability and ROI will be emphasized going forward. Another trend is an expanded focus on direct hotel bookings. Revenue managers know that one way to increase profitability is to steer guests away from online travel agencies (OTAs) and book directly with the hotel. This tactic also reinforces brand identity and loyalty, and encourages repeat business. In addition, it provides a valuable platform to market the hotel directly to the customer, and to upsell room upgrades or other services to them. Another trend for revenue managers involves automation in their software programs. Revenue management systems with automation are far more desirable than those without it. Automating data entry and logistics increases efficiency, allowing managers to spend more time on formulating strategy. As a bonus, an automated system helps with aggregating and interpreting data. The October issue of the Hotel Business Review will address these developments and document how some leading hotels are executing their revenue management strategies.