Project Manager - Serko Inc - Auckland New Zealand; U.S. Office Eden Prairie, MN (Virtual Office)
(2019-11)
Serko delivers innovative, integrated travel & expense solutions. Servicing more than 6,000 corporate customers across Asia Pacific, North America, the UK and Europe in over 35 countries.
- Maintain multi-level relationships within global in North America
- Managed multiple, concurrent implementations for client travel programs
- Developed methodologies and communications for traveling employees
- Provided subject matter expertise for travel managers and expense managers to enhance and evolve corporate travel experience
- Established best practices for program and online adoption
Director Business Development/Key Account Manager - Hotel Reservation Services (HRS) - New York, NY (Hybrid Office: Virtual & NYC)
(2015-06 - 2019-11)
HRS is Europe's leading hotel booking portal for business and private travelers. HRS provides applications for more than 3,000 multinational corporate customers plus tens of thousands small and medium-sized companies.
- Added value by optimizing savings within client corporate hotel program
- Maintained multi-level relationships with global and strategic key accounts in the North America region
- Developed, strategy and objectives for corporate clients
- Responsible to hunt, acquire and develop new business opportunities in the North America region
- Overachieved individual and team sales objectives in 2015 at 126%, 2017 at 148%, 2018 at 105%
- Responsible for new sales that account for $375M transient hotel turnover
- Received recognition for Outstanding Sales Performance for 2015
- Received recognition for Outstanding Sales Performance (Top Closer) for 2016, 2017 and 2018
- Assisted in the on boarding and training of new employees
Global Account Director - Concur Technologies - Seattle, Washington (Virtual Office)
(2014-04 - 2015-06)
Concur is a leading provider of integrated travel and expense management solutions. Concur's services are used by over 20,000 clients around the globe with over 25 million users.
- Responsible for the engagement and success of 5 Global Accounts and 200 companies within the Concur client base
- Combined $8M annual recurring revenue from client base
- Established and maintained senior level executive relationships, understanding goals and strategies of client, and creating a plan to achieve those with the client
- Achieved individual and team sales objectives. Assist assigned Regional Sales Executive to sell add on services and expansions
- Developed, documented and kept up to date strategy success plans that support both the business objectives of the client and Concur
- Achieve client satisfaction and retention objectives
- Developed and conducted business reviews quarterly with customers, and achieve quarterly goals with customer as determined in the business reviews
- Identified and prioritized client issues/concerns; coordinated with appropriate internal departments to provide response and/or solutions
Manager, Account Management - Sabre Holdings: GetThere Division - Dallas, TX (Virtual Office)
(2013-03 - 2014-04)
A world leader in the travel marketplace, and provides travel distribution technologies for the travel industry. Sabre Holdings supports travelers, travel agents, corporations, and travel suppliers around the world.
- Managed 8 direct reports responsible for Account Management in the North America region
- Strategic client base accounted for 2.8M bookings annually in 2013
- Growth within the region increased 6% in 2013
- Team was responsible for 22 renewals in 2013 that accounted for 673K bookings with total revenue of $12.5M over contract lifespans
- Account Managers were responsible for interfacing with all customers prior and after closing
- Direct reports developed and maintained positive customer relations and coordinated with various functional areas throughout the company to ensure customer requests were handled appropriately and in a timely manner
- Advised and supported direct reports with client renewals and their reviews assuring return of investment and profitability
- Created and implemented a promotional program to increase product adoption and grow revenue. Program resulted in 43 sales opportunities and 30 contracted wins
- Participated in planning and presentation of client Quarterly Business Reviews
- Manage the Customer Success Managers and supported them on company initiatives and own career development
Global Accounts Director - Sabre Holdings: GetThere Division - Dallas, TX (Virtual Office)
(2010-03 - 2013-03)
Sabre Client: American Express. A world leader in the travel marketplace, and provides travel distribution technologies for the travel industry.
- Succeeded in moving American Express to expedite certification of GetThere functionality through faster than standard acceptance time frames and incorporating more GetThere products to AXO clients than prior to my placement
- Responsible for the overall Global Reseller AXO relationship with American Express representing 2.3M bookings annually (55% of all Reseller bookings)
- Revenue was approximately $6M annually
- Had YOY booking growth of 2.5% in 2011, equal to 7% over plan
- Booking growth YOY of 1% in 2012 against American Express's overall bookings being down 4%
- Growth in LATAM region equal to 34% in 2011 and 60% in 2012
- Coordinated and conducted a Senior Leadership Steering Committee to establish online strategies and related KPIs
- Interacted and established relationships with key contacts and departments within American Express Headquarters. Contacts ranged from Online Strategy, Deployment Team, Technical Sales, and Client Services to Multinational Sales team
- Acted as point of escalation for resolving network, technical, and customer service issues
Partner Success Manager - Sabre Holdings: GetThere Division - Dallas, TX (Virtual Office)
(2008-03 - 2010-03)
Global Accounts American Express. A world leader in the travel marketplace, and provides travel distribution technologies for the travel industry.
- Responsible for maintaining the relationship of key accounts within the American Express AXO Network throughout the United States. Key Accounts included Ernst & Young, Honeywell, Intel, KPMG and Thermo Electronics
- These key accounts produced approximately 2 million bookings
- Dual role in representing the GetThere to the customer and the customer to GetThere in sales-related matters; in depth understanding of customer's business and requirements was necessary
- Built strong relations with all levels of the customer's business team by sharing directions and strategies while conducting quarterly and annual product reviews
- Successfully promoted GetThere products and functionality to increase revenue and retain customer base
- Booking growth for assigned territory increased 30% within first two quarters of 2010
Customer Success Manager - Sabre Holdings: GetThere Division - Dallas, TX (Virtual Office)
(2004-03 - 2008-03)
A world leader in the travel marketplace, and provides travel distribution technologies for the travel industry.
- Responsible for maintaining the relationship of key accounts in the Northeast region. These key accounts produced approximately $925M in ARC sales
- Responsible for sales of GetThere products and services to the existing account base by researching and resolving customer problems and recommending modifications to the product/service line
- Implement programs to drive online adoption and deliver cost savings for existing client base
- Assist sales teams with educating prospective customers, providing technical and administrative product information and/or demonstrations as appropriate
- Coordinate and facilitate projects and service delivery with the appropriate contacts within the company and customer
Technology Sales Manager - Cendant - Galileo International - Parsippany, New Jersey (Virtual Office)
(2002-05 - 2004-03)
Galileo International is one of the leading providers of electronic global distribution services, providing travel information, products, services, and management tools to travel agencies and corporate travel customers.
- Responsible for demonstrating all product lines to potential and existing clients and supporting the Sales team during the sales conversion and renewal process
- Demonstrated all product lines of the Galileo Reservation system (Apollo) and Online-booking product (Highwire) to potential clients to achieve sales team goals and corporate business objectives
- Supported and participated in travel related trades show such as GBTA and ACTE
- Conducted workshops at regional conferences for existing clients
- Conducted learning seminars to the Account and Market Development teams to educate the field on new products
- Researched and created several solutions with the sales team and implemented the tool that best fit the client's needs
Consultant - Systems Specialist - Sony Enterprise Group - Montvale, New Jersey
(2000-02 - 2002-05)
Contracted as consultant in January 2000 and was hired as a full-time employee in August 2001. Sony is a leading manufacturer of audio, video, communications, and information technology products for the consumer and professional markets.
- Responsible for the development, implementation, and marketing of a customized corporate online booking product (GetThere's Global Manager product)
- Successfully launched a customized corporate online booking product for SEG Travel ahead of their projected timelines
