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Work experience

Dec 2008Present

Sales & Marketing

A&TIC Support Inc.

Outsourcing of commercial services. A&TIC is a leading sales & marketing service company, focusing business development, management with a strong background in start-ups. Founded in 1997, we have built reputation by providing quality outsourced services mainly, but not exclusively, to the hospitality, travel and airline industry.

With extensive hands-on marketing and sales experience, we believe that delivery of services is a subjective property, because as human beings we all value thing differently. Our values are defined by providing the very best, result oriented and revenue increasing services possible, for your investment. We only consider mission accomplished when your expectations are matched.

Feb 2005Nov 2008

Country Manager

Etihad Airways

Spearheaded the starting of operations to Canada in very competitive and adverse circumstances. Populated 15 positions. Designed Business Plans adopted in Canada, including Sales, Marketing, and Pricing strategies. In collaboration with HDQ constructed cost and revenue budgets. Distributed product through B2B and B2C channels. Start up actions resulted in a successful operation, with seat factors of 85% and revenues surpassing targets leadingto a realignment of goal by 75%. Focus given to high return segment, resulting in increased yield by 23% year on year growth. The company sustained unprecedented growth in Canada and the route was recognized as one of the best of the companies network.

Mar 1997Dec 2004

Director

A&TIC Support Inc.

Provided outsourced commercial services to the travel industry. Actively involved in sale activities, I was responsible for driving sales in Canada for clients from around the world in diverse market verticals, e.g. Tour Operators, Hotels and Airlines. With sales activities and offices located in Toronto, Montreal and Vancouver I was able to successful cover the market place. Established sales relationships and contracts with major Canadian Tour Operators to sell the destination abroad including hotels and land arrangements. Promoted agreements between Canadian  DMC's and Tour Operators abraod to sell canadian products. Organised FAM trips (ncomming and outgoing) to the travel trade staff  and coporates with the aim to promote Canadian and UAE hotels, land & air portions. Provided quotations and carried out customized FIT programs for travelers. Promoted special rates during low season, while practicing yield analysis and selective selling during high season. Customized marketing & sales plans for each client represented. Played a pivotal role in acquiring new clients, while improving services to retaining exiting customers. Closed agreement with partner airline. Designed and operated incoming servicing call center. Handled business negotiations within the travel industry, appointing travel Agents to act as consolidators and wholesalers for specific products. Provide critical market intelligence by analyzing market trends, collaborated on pricing issues and promoted channel shifts. Had the opportunity to interact and do business with diverse corporate cultures from around the world. A member and active participant in business councils and commercial organizations with the aim to promote the product to high yielding segments, e.g. congresses, incentive tours, company’s events, weddings and special interest tours. For a Turkish client increased sales by 570% in three years, for a Sri Lankan client increased sales revenue from $1.6 million to $10 million in seven years. Increased revenues for 12 different companies, big and small, from around the world in the Canadian marketplace.

Participated at various IATA AGM (Annual General Meeting that gathers CEOs, presidents and upper management of IATA participating airlines worldwide) in Montreal 06/1998, Rio de Janeiro 06/1999, Sydney 06/2000, Madrid 05/2001, Shanghai in 06/2002 and Washington in 06/2003

Mar 1978Dec 1996

Sales & Marketing Manager for Brazil

Swissair- Swiss International Airlines

Acted in various positions: 

Sales and Marketing Manager for Brazil, acting deputy district manager.

Sales Manager for São Paulo and South of Brazil, São Paulo,

Service Manager - Reservation and ticket office, São Paulo,

Sales Manager, Rio Grande do Sul,

Sales Manager, Paraná,

Outdoor Sales Executive, São Paulo,

Progressive growth within the company. Acted as project manager to realign market presence.Closed unproductive offices. Changed distribution channels. Conducted market research that caused network changes, resulting in brand awareness and sustained growth for the organization in a highly competitive marketplace and increased revenues by 45% in Sao Paulo and South, and 34% countrywide.

Organized workplaces to be functional, creating workflows and initiated filing systems, wrote protocols and procedures. Encouraged cross training throughout the organization.

Education

Mar 1976Aug 1980

Bachelor

PUC - Pontificia Universidade Catolica de Sao Paulo

Strong proponent of continued education; Selected courses, workshops and seminars include:

·MIDT-Sales Advance  ·Yield Management  ·ATQL-Total Quality  ·Emergency Procedures  ·Disaster Response  ·Leadership  ·Revenue Management   

·Performance Management    ·Leadership Communication  ·IATA GSA Management

Skills

Delegation
Delegation, identifying and agreeing tasks, measuring, follow-up, management by objectives (MBO's).
Multicultural ( languages & awareness)
Multi-lingual: English, German, Portuguese, Spanish. Multi-cultural exposure and awareness.  
Self Starter
Self propelled, I am able to work in a “lean and mean” environment as a team player that works closely with associated departments to ensure seamless project execution and problem solving. 
Communication
Communication and presentations skills, questioning and active listening, building empathy and mutual understanding. Able to prepare and deliver professional business pitches and proposals to C level individuals.
Critical Thinker
Critical thinker able to isolate problems and issues for root cause analysis, and identify and apply innovative solutions. Able to translate business strategy into clear and executable plans and focus resources accordingly.  
Customer Relations
Establish and manage key customer relationships through joint business planning that strengthens and builds success.  
Yield Management
Managed yield improvement programs by identifying market threshold keeping revenues steady and increasing profitability
Planning and Structuring
Entrepreneurial approach in planning and structuring organizations including new business start-ups, as well as flexible turn-around in highly competitive markets.    
Distribution
Able to develop and implement a distribution strategy that centers the business around key customers, leverage the company’s strengths, deploy resources against the most attractive opportunities and set the stage for the achievement of critical business goals    
Business Development
 Proven track record in Business Development, designing profitable business strategies in changing market environments.  

References

Mr. Patrick Kahr

We worked together on various airlines accounts as a GSA -General Sales Agent in Cnada and USA.  . 

Mrs. Sherine Nooman

Sherine and I worked toghether in ongoing traffic flow between UAE and Canada. 

Ms. Diana Conconi

Diana headed the local contracted PR agency for 2 ½; years before she moved on to a new agency. Besides Public Relations, we worked together on promotional activities.

Mr. Al Hinton

Client and business partner while promoting international trade between Canada and the GCC countries.

Mr. Zakaria (Zak) Sheikh

Zak knows my working habits. We carried out significant projects together.

Mr. David Hutton

As a director of the CABC myself, I had the privilege to work closely with David. We did  business together while he was still the Canadian Ambassador to the UAE and after as co-director of the CABC.

Ms. Roseanne Longo

Roseanne and I worked together to promote Toronto in the GCC. We performed joint presentations in the UAE and organised trade missions.

Mr J.R. (JR) Aurora

JR knows me and my trajectory in Canada, he and his team acted as a consolidator for many airlines in which I held management roles.

www.airliners.ca

Mrs. Ava Czapalay

Ava was a client at Etihad Airways we worked together in brining large group movements of UAE nationals for summer camps to Canada.

Winning Highlights

Sales & Marketing

Highly efficient, effective and result driven executive with a strong business acumen and kwnoledge of diverse critical business areas, with an emphasis in sales and marketing. Recognized for taking on complex situations affecting operations, resolving it methodically and task oriented; consistently surpassing targets. Works sensibly to become an expert in assigned projects. Deadline conscious, plans ahead and delivers on time. Customer focused, positions the organization as professional, high quality and unique. Ensures organization meets all legal and government requirements and regulations. Core Business Expertise includes:

·Strategic Planning  ·Critical Thinker·Negotiation  ·Client Relations & Retention

·Recruitment & Training ·Commercial Understanding ·Communication & Presentation

·Business Development  ·Multi Lingual & Multi Cultural

Interest

Everything that floats’ in the water and / or takes wing.

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