Experience

Hickory Global Partners

• United States
• Leisure, Travel & Tourism
• 1 - 100 Employee

• Vice President, Industry Relations

  • Feb 2013 - Present

  Responsible for supplier strategy that includes negotiating and securing contracts with airlines car rental companies, ground transportation companies, and technology partners. Contracts include member benefits, commissions, override revenue opportunity and marketing dollars. Responsible for supplier strategy that includes negotiating and securing contracts with airlines car rental companies, ground transportation companies, and technology partners. Contracts include member benefits, commissions, override revenue opportunity and marketing dollars.



Beacon Travel Consulting, LLC

• Managing Director

  • Dec 2008 - Present

  Consulting practice that assists corporations with improving current spend and overall T & E process. Also consults with travel agencies, hotels and resorts, car rental, cruise line, tour operators and other companies to improve operations and financial control. Available to law firms as a travel industry expert witness for lawsuits, depositions, mediation and other legal proceedings with a trusted reputation. Consulting practice that assists corporations with improving current spend and overall T & E process. Also consults with travel agencies, hotels and resorts, car rental, cruise line, tour operators and other companies to improve operations and financial control. Available to law firms as a travel industry expert witness for lawsuits, depositions, mediation and other legal proceedings with a trusted reputation.



Truvle

• Greater Atlanta Area

• Vice President, Relationship Management

  • Nov 2010 - Jan 2012

  Manage all US based accounts; developed comprehensive plans that included account implementation and ongoing customer support on the software, custom solutions and resolving escalated client issues. Collaborate across multiple departments (Support, Research & Development, and finance) to coordinate on time delivery of projects, promote client satisfaction, and ensure competitive edge for the product. Facilitated seminar training using presentation and training skills to all levels of users resulting in an expansion of customer product usage. Collaborated with sales representatives to provide pre-sales customer service.



Atlas Travel

• Travel Arrangements
• 100 - 200 Employee

• Chief Operating Officer

  • Apr 2004 - Nov 2008

  Responsible for directing all areas of daily corporate and leisure operations of top 30 Travel Management Company, including finance, sales pricing, technology and human resources. Integral in growth of client base and annual transactions, online adoption, and employee base while maintaining profitability by instituting financial controls on staffing levels, implementing a sales pricing program, and championing key initiatives such as a company-wide training program. Increased agent transactions with minimal head count growth by implementing a companywide pay-for-performance program, effectively transitioning company from a longevity-based compensation structure. Improved productivity and reduced costs by implementing strategic improvements; decreased new client implementation timeline, achieved best-in-class response rate for 14,000+ monthly calls, and introduced cutting-edge customer data management technologies in tandem with the CTO. Boosted supplier revenues by negotiating best-in-class agreements with major suppliers.



Teplis Travel Service

• Vice President & General Manager

  • Jan 2002 - Mar 2004

  An $85 million corporate and leisure travel service company, Teplis has consistently ranked among the Top 100 travel agencies in the U.S. providing travel management for over 200 companies. Directed a management team of Vice Presidents in Operations, Sales, IT, Client Services, Business Travel Development and Finance. Performed in-depth analysis and process review of company operations and issues; set guidelines; developed and implemented key strategies to achieve business growth and operational excellence. Led turnaround of company with a substantial loss in 2001 to achieve a breakeven revenue results in two years, and profitability in three years by establishing a new company vision, a philosophy of accountability and proactive thinking, new sales strategies, and easy-to-sell, simple pricing platforms. Generated $15 million in new business in year one by installing structure, refocusing the management and sales teams, implementing competitive pricing, and championing a commitment to service and technology. Resolved morale issues by developing a cohesive management team based on mutual respect and shared goals.



American Express

• United States
• Financial Services
• 700 & Above Employee

• Director, Supplier Relations

  • 1994 - 2001

  Progressively advanced to positions of increasing responsibility during ten-year tenure, culminating in corporate-level position as Director of Supplier Relations for the travel division. Established preferred supplier strategy for Corporate Travel Services and Consumer Travel Network. Interacted with field management on regional and multinational accounts and assisted in implementing airline strategy. Managed allocation of soft dollars and coordinated usage with field and finance departments.Achieved best-in-class incentive commission and annual results averaging more than 20% above budget.Championed business development goals by designing and launching reports for the field management organization that communicated quarterly results and identified new opportunities for revenue growth.Forged relationships with key industry executives and negotiated best-in-class incentive and business development contract agreements.

• Senior Manager, Tour Industry Relations

  • 1993 - 1994

  Developed and implemented preferred supplier strategy for the American Express Retail and Representative Network Travel Offices. Directed development and implementation of a Network training program that included a Preferred Tour Reference Guide and other visuals tools that promoted preferred selling to the Retail/Representative NetworkAchieved a 75% first-year increase in preferred supplier sales, resulting in increase of preferred sales by negotiating critical program changes and improvements. Generated $2 million in additional revenue by negotiating new preferred supplier agreements, as well as assisted Marketing in negotiating $1.7 million in supplier contributions and an additional $5.9 million at a zero company cost.Assisted the American Express Card Strategic Business Unit in signing key suppliers as a Service Establishment, and continuously developed the Amex Card / Disney relationship, subsequently resulting in the availability of Cardmember offers through Private Label American Express Vacations Disney product.

• Senior Manager

  • 1992 - 1993

  Managed profitably marketing of multiple lines (Caribbean, Florida, Latin America and Mexico). Oversaw product development, hotel contract negotiations, and, air and ground transportation. Provided direction and training for 150+ agent reservation centers, managed travel agent/supplier relationships, and administered all financials/forecasting.Negotiated cooperative advertising support and ensured preferred supplier strategy; oversaw development of literature plans for marketing efforts for a $3.5 million campaign 100% funded by participating suppliers.



Garber Travel

• United States
• Travel Arrangements
• 1 - 100 Employee

• Manager, Retail Marketing

  • 1987 - 1991

  Solely responsible for negotiations and scheduling of airlines and aircraft for all air travel services required for the 1988 Democratic Presidential Campaign, its Presidential and Vice Presidential candidates, and the Democratic National Committee. Designed, developed and tracked the billing and collection of $11 million in usage fees from the national and international media and Secret Service who traveled with the campaign. Directed the retail marketing activities for a 70 branch travel agency that included negotiating all preferred supplier agreements (tour and cruise), and cooperative newspaper advertising. Also responsible for the developing, managing and operating of Magic Carpet Vacations, a 17 destination in-house tour operator.



GWV Travel

• Manager

  • 1980 - 1986

  Progressively increasing responsibility with experience that included participating in and supervising portions of the initial certification process for the FAA and DOT for Five Star Airlines; management responsibility for all domestic and overseas customer service operations that included negotiating contracts with local service firms; and supervisory and management of accounting operations and computer systems for a staff of 30. Progressively increasing responsibility with experience that included participating in and supervising portions of the initial certification process for the FAA and DOT for Five Star Airlines; management responsibility for all domestic and overseas customer service operations that included negotiating contracts with local service firms; and supervisory and management of accounting operations and computer systems for a staff of 30.