Self-motivated and productive commercial professional with extensive experience in client relationship management, product development and providing valuable insights on strategic planning, risk management, sales forecasting and business development within the aviation sector. Proven track record of managing airline sales, marketing, reservations and revenue management processes while delivering exceptional customer services to clients. Instrumental in managing various activities including field sales, direct marketing and sales management of corporate and leisure market segmentation. Possessing in-depth understanding of planning and scheduling, B2C and B2B relationship management, commercial administration and global account management. Inspirational leader and an outstanding team player, with exceptional ability to translate vision into achievements while demonstrating strong analytical, problem-solving and decision-making skills. Excellent communicator, fluent in English, French and German as an independent, with proven ability to interact effectively with people of diverse nationalities. Displaying outstanding capability to work within multicultural set-up, utilising innovative marketing strategies while managing challenging opportunities. Currently seeking an opportunity to leverage acquired expertise and lead dynamic team within a reputed organisation.
Senior Aviation Commercial Director
Budget and Pricing Management
Process Optimisation –
Commercial Manager Italy
January 2013 - January 2014
Responsible for Italian country with below commitments:
Improve high yield revenue passengers and liaise with Regional office in London and the Head Office in Doha
Meet & exceed passenger revenue target of $150.000.000 and the route profitability.
Manage, coach and guide the Italian team, 80 units, in their account management approach as well as with negotiations and the administration of all investments towards corporate and leisure account.
Ensure the most effective utilisation of sales efforts and provide optimum attention to Qatar Airways revenue.
Negotiate incentive agreements with the Business Travel Agent (both the big 4 TMCs (UvetAmex, BCD, HRG, CWT and the independents), through use of the BSP returns, examining the BSP ESMASH data and interrogating the MIDT information. Take appropriate action to reverse adverse trends.
Maximise corporate revenue by negotiating and administering all major national corporate incentive agreements through the effective use of corporate deals, cluster deals and corporate value add products such as Business Rewards
Develop processes to support the business plan for Italy.
Improve and increase e-commerce revenue, market penetration and online database. Target 3.5 millions Facebook fans.
Develop and implement sales and marketing strategies in order to maximize point of sale revenues, strengthen market share and position the company in new business environments
Increase Premium traffic and Premium Leisure revenue and improve high customer service excellence at 5 star Company level.
In conjunction with HQ Corporate Communications, instigate and manage themed tactical promotional road shows, Business Travel Trade activities, Agency Promotions and premium travel Direct Mail initiatives. Special key Focus Campaign on MICE segment.
Ensure the administration of exhibitions, functions, press, agency and corporate educational flights and event co-ordination, is handled professionally and in accordance with...
Commercial Manager Italy
Malev Hungarian Airlines
January 2008 - December 2012
Responsible for Italian market; responsible for passenger sales revenue, marketing and Cargo activities. Reports to Western Europe Area Manager in Budapest. Build and maintain high level relationships with local authorities, media, travel partners and the like to ensure maximum visibility and commercial return for the company. To provide weekly and monthly reports, data, research and analysis, highlighting business performance, competitive landscape and recommendations for improving commercial return.
Meet & exceed revenue budget 15.000.000 euro; 34 weekly flights from Milan, Rome, Venice to Budapest.
Recommend and implement ways of growing distribution channels and market segments for corporate, leisure and ethnic travel markets. Improve the route commercial performance. Revise local sales policy and increases agency networks and corporate agreements.
Enhance sales and marketing analysis by origin/destination and market segmentation (high yield, low yield, agent groups, agent networks, and origin/destination) with appropriate sales tools- MIDT and ESMASH-.
Prepare yearly revenue and passenger budgets, incentive agreements for direct customers and agency networks.
Revise, improve and extend SGHA service agreement to all Italian airports; obtain marketing funds from airport authorities in order to operate the route by reducing operational costs for the Company; Improve the route profitability. Negotiate code share agreements and RSA agreement with Alitalia in order to secure International and domestic traffic.
Maintain the overall administrative and budgetary control of the country to ensure a seamless operation that focuses on the overall objective of the organization. Implement continuous cost reduction actions.
Responsible to communicate & negotiate at the highest levels of Government & Civil Aviation organizations.
Secure buy in' within the organization at country and head office level, recommending systems, processes and policies...
Commercial Manager Italy
January 2005 - December 2007
Responsible of indoor and outdoor sales organizations passengers and Cargo
Responsible to implement the new sales policy and commercial strategy
Fares strategy and price harmonization
Re organize the group desk for Italy and sales support
Responsible for the sales budget and cost savings
Elaboration of new incentive scheme contracts and negotiations
Implement and organize the call centre for Italy
Organize travel agents events and presentations
Responsible for fair and marketing events
Commercial Director Italy
Ligabue Gate Gourmet
January 2002 - December 2004
Definition and diffusion of country/group commercial guidelines
Management, development, promotion of the customer portfolio
Preparation and submission of tenders and spontaneous offers
Elaboration and negotiations of contracts
Coordination of all the commercial activities and customer relationship
Revenue BU, P&L and BP Italy
Monitor quality service and performance (with Hygiene Manager)
Propose policies, marketing plan, costing model and market analysis
Buy on board start up, project development and training for Volare Airlines and Meridiana
Restaurant start up and management during Venice Film Festival
Sales and marketing department manager
Rome - Venice (Italy)
November 1979 - December 2001
Rome - Venice (Italy)
Country Manager of Italy Airport organizations
Project Manager Qualiflyer Group
Direct Sales Manager for Italy
Sales & Servicing Manager for Lombardy
Sales Manager Passengers and Cargo for the Venetian regions
Sales Manager for Lombardy, East area
Pricing & Distribution Manager for Italy and Malta
Ticketing and Reservation Manager
Qualifications & Certifications
Bachelor degree Sociology
University La Sapienza
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