Worldspan by Travelport
·Redefined corporate strategy for Brazil and successfully renegotiated the conversion of a joint-venture agreement to a wholly owned subsidiary operation, which generated net profits of US$10MM in 7 years and seven consecutive yearly gross revenue, profitability and market-share records.
·Conceived a process-based, customer-solution oriented approach and led multidisciplinary teams to replace the traditional organizational model on local B2B services including consultative sales, training, help-desk and technical support, driving a 15% staff productivity increase and allowing for the incorporation of improved intelligence that enabled lateral expansion of subsidiary activities.
·General management of subsidiary’s structure, budget and P&L including staffing, capital and operational expenses and local contracts to reduce total and transaction costs, such as the relocation of its country headquarters, which allowed savings of US$200K in 30 months, as well as efficiency and interactivity gains through an open-office concept, and the consequent improvement in organizational climate as an added benefit.
·Intensified functional segregation in B2B sales structure and delivered customer segmentation levels in accordance with business segment, transaction and profitability levels which, supported by an individual performance planning process, allowed for increment of sales in the order of USD300K in one year and a 4% rise on existing customer base productivity in a 20%-year retreating market.
·Managed brand positioning when balanced the suppliers’ offense and influence on stakeholders’ perception of technology agents’ role in the travel business chain by founding and coordinating ABGEV’s (Brazilian Chapter of NBTA) Technology Committee, which results and structured communication tactics positioned Worldspan as a pioneer player on proposing innovative alternate and viable business and technology models to the existing challenges at the marketplace.
·Developed and implemented B2B marketing strategy based upon pioneer and wide-scale utilization of GDS XML solutions in country, which allowed Worldspan’s positioning as a local leader in travel e-commerce, doubling its market-share to 8% from 2004 to 2007.
·Developed and implemented competitive strategies that led the Brazilian unit to be the first (among 65 countries) to fully convert customer base to (at the time) incipient web-based solutions which increased operation efficiencies, saved yearly US$650K in communication infrastructure costs and generated sources of competitive advantage through more seamless customer service processes.