Experience

TripStax
• Technology, Information and Media
• 1 - 100 Employee
• Chief Operating Officer

  • Aug 2022 - Present

Global Leadership Management
• United States
• Business Consulting and Services
• Independent Management Consultant

  • Dec 2016 - Jul 2022


Association of Corporate Travel Executives / ACTE

• Canada
• Civic and Social Organizations

• Regional Director Europe, Middle-East & Africa

  • Jan 2020 - Jul 2020

  • Leader and Chair of ACTE EMEA Board holding full responsibility for strategic positioning and oversight. Managed full P/L EMEA budget. • Media spokesperson, Keynote speaker and moderator at Industry leading conferences in Germany, France, Belgium and UK. • Secured association EMEA partners through new contract agreements expanding and maintaining the highest reputation for leading industry conferences, education workshops, private events, webinars and research whitepapers. • Launch of industry’s first online community member platform and achieving an immediate and tremendous growth of participating members.



Yapta

• United States
• Technology, Information and Internet
• 1 - 100 Employee

• General Manager EMEA

  • Aug 2018 - Aug 2019

  • Joined the Yapta senior leadership team to prepare company for Global expansion and further the sale of company to Coupa Software. • Responsible for introducing, building awareness and education of Price Assurance concept to Top 50 Travel Management Companies in the UK and EMEA Key Target Markets and top Corporations FTSE250 and DAX100. • Created and implemented EMEA strategic go to market sales plan. • Built Success Stories and shared these in numerous speaking events through-out the EMEA region including speaking engagement at ITB Berlin – worlds leading travel trade show



Antenna International

• United Kingdom
• Entertainment Providers
• 1 - 100 Employee

• Vice President Global Customer Success

  • Mar 2016 - Nov 2016

  • Promoted to rollout across the success seen within EMEA region to the Americas operation. Within 6-months the reduced costs and increased business efficiency and profitability doubled the EBITDA. • Organisational restructure appointing 3 new Executive Directors and a new sales and account management global team while reducing overall headcount team by 50%, turning around an underperforming team to now exceed sales targets by average 20%.• Focussed global account management team to renew 3 or 5-year contracts on better margins than the previous contracts, which, in 2016 won all renewal contracts generating over $10m revenue and doubling EBITDA contribution.• Established Sales Effectiveness Group rolling out global standards and guidelines with new solution selling foundations, 100% implementation of Salesforce to improve profitability of all contracts.

• VICE PRESIDENT COMMERCIAL OPERATIONS EMEA

  • Mar 2015 - Mar 2016

  • Managed 7 General Managers and Country Managers in the EMEA region that represented 66% of global revenues.• Prepared and executed strategy and business plan to rebuild the EMEA operation resulting in successfully secured top 5 customer renewals within 6-months across top 3 EMEA markets representing 25% of company global revenues. • Restructured Territory and management structures saving over $1m. Reducing staff by 34% to 230 staff.• Provided organisational excellence by streamlining deal proposal presentation leading to doubling of margins as well as identifying our true cost and reducing that cost to serve our customers.



Travelport

• United Kingdom
• Information Technology & Services
• 700 & Above Employee

• Country Manager Kingdom of Saudi Arabia

  • Aug 2013 - Aug 2014

  Turned around operation losing market share in the region after appointing specialist project team and reformed the local KSA management team increasing market share from 15% to 35% within 12-months. Change Management Streamlined new internal communications and introduced reward and recognition Introduction of product development and training programme Marketing strategy Turned around operation losing market share in the region after appointing specialist project team and reformed the local KSA management team increasing market share from 15% to 35% within 12-months. Change Management Streamlined new internal communications and introduced reward and recognition Introduction of product development and training programme Marketing strategy

• VICE PRESIDENT COMMERCIAL SOUTHERN AFRICA

  • Nov 2010 - Sep 2012

  Successfully merged two teams (Galileo & South African Airlines {SAA}) with a focused change management strategy that achieved highest level of staff motivation, engagement and organisational affiliation.Led all commercial negotiations and operational support for customer base in Southern Africa while Travelport acquired local franchisee (SAA); moving company from a distribution market to wholly owned Travelport operation.Customer engagement marketingKey media spokesperson for Travelport in Southern Africa.

• DIRECTOR MARKET SUPPORT, AFRICA.

  • Mar 2010 - Dec 2010

  Secured top 5 customers on 5-year contracts in Tanzania, Kenya, Uganda, Malawi, Zimbabwe and Zambia.Successfully increased Nigeria market share from 13% to 21% within 3-months.



Interglobe Technology Quotient

• India
• Airlines and Aviation
• 1 - 100 Employee

• PRESIDENT & CHIEF EXECUTIVE OFFICER

  • Apr 2006 - Mar 2009

  PRESIDENT & CHIEF EXECUTIVE OFFICER 2007-2009 (2 years) | New Delhi, India Headhunted by the MD to improve the operation of India’s foremost travel conglomerate with 23 offices, 19 service centres, 450+ employees and annual turnover of US$33m. Introduced clear vision, core values, meaning & purpose and strategic plan to the organisation which was then communicated across all levels in the company resulting in increased staff motivation and engagement. Set up change management group to introduce and achieve a Learning Organisation Culture. Preparing strategy and business plans to attract Private Equity funding. Led ITQ management team in securing strategic financial investors, attracting Standard Chartered Private Equity, Singapore’s DBS and Credit Suisse as investors with 35% stake in ITQ. Outperformed GDS annual market growth, turned around business performance increasing market share 4% to achieve 38% market share. Successfully achieved Number 1 in Travelport Asia Pacific Region producing over 15m segments/year. Increased both revenues by 18.7% and net profit by 21%. Achieved 100% retention of key accounts in customer base – Amex, HRG, Riya, Akbar and Thomas Cook. CHIEF OPERATING OFFICER 2006-2007 (1 year) | New Delhi, India Captured 30% online booking market share within 12-months reaching Number 2 Online GDS in the market. Reduced staff attrition rate from 39% to 16% with 75% of all new people hired coming from Employee Referral Scheme. Created and introduced Innovations Group that generated additional US$500k revenue. Led ITQ leadership bi-weekly internal business reviews feeding into Quarterly Board reviews.



Cendant

• Travel Arrangements
• 1 - 100 Employee

• DIRECTOR ACCOUNT DEVELOPMENT

  • Nov 2004 - Mar 2006

  Responsible for 100% retention and customer satisfaction of Cendant’s Global Corporate Customers. Represents 18 million segments to Galileo and over $55 million revenue generation to Cendant. This was a newly formed group, within Travel Distribution Services (TDS), in November 2004. Key Achievments: Leadership ~ Built a team of 6 individuals, fully hired and in place within 6 weeks. ~ Promoted a proactive culture resulting in a highly motivated and driven team. ~ June 2005 took full responsibility for Cendant’s On Line Booking customers without increasing headcount. Strategic direction for new group ~ Built and communicated customer value proposition. ~ Pivotal role within TDS, bridging Galileo and Cendant Corporate Travel Solutions (CCTS), promoting working together and establishing processes for win-win situations. Results and Revenue ~ Secured, on contract, 6.3 million annual segments. This represented in excess of $22.4 million revenue to Galileo per year and contributed over $2.4 million for CCTS. ~ 100% of all customers ‘reference-able’. ~ 100% Customer Retention in 2005. New Processes and efficiencies introduced ~ Strategic Value Analysis Tool implemented with Key Customers. ~ Customer Centric Selling concept introduced within team and full implementation of Strategic Value Analysis tool across Key Customers. ~ Introduced new and improved contract process with legal, finance and contract group within Galileo. ~ Creation of RFP library and legal language library for GDS to create efficiencies and assist others to work smarter in the future.



Galileo International

• IT Services and IT Consulting
• 1 - 100 Employee

• COMMERCIAL DIRECTOR GLOBAL ACCOUNTS

  • Mar 2004 - Sep 2004

  Overall responsibility for the profitability of Galileo International Number 1 customer. Exploring opportunities to leverage Cendant Corporation in order to maximise revenues and relationships. ~ Defined and executed strategic sales plan establishing key contacts, influences and barriers within account. ~ Created business development plan across global markets exploiting joint growth opportunities and cost efficiencies to maximize profitability. ~ Execution of Global contract and management of rules of engagement.

• CHIEF OF STAFF STRATEGIC PLANNING

  • Apr 2003 - Jul 2003

  Responsible for overseeing Americas Region progress against strategic priorities. Worked as right hand to EVP & General Manager of Americas Region, ensuring development and execution of strategic plan, produced status reporting and measurement of impact. ~ Conducted a wide variety of special studies and analysis on complex issues. Worked closely with each of the Americas Leadership team Vice Presidents and other senior management throughout the organization. ~ Streamlined processes and produced Americas Regional Monthly Letter to CEO / President. ~ Scriptwriter and presentation creation for EVP & GM Leadership / Region Staff Monthly Communication sessions.

• DIRECTOR ACCOUNT DEVELOPMENT

  • Jan 2001 - Jul 2003

  B2B and B2C technology sales environment involving multiple decision makers and complex decision criteria. Built, led and motivated a high performance team through Cendant acquisition and two major re-organisations. Ultimate responsibility for account retention customer base representing over $40 million revenue.~ Created and implemented strategic sales and service business plans for Key Customers and Target Renewal Customers representing over $15 million revenue.~ Exceeded Target Renewal Contracts and EBIT Goals in first six months of 2003, representing $11.25M in revenue.~ Customer advocate and champion, escalating customer product needs to assist in the development and prioritisation of products and enhancements to remain competitive in the market place.~ Implemented Consultative Selling concept and customer analysis tool to Account Development team, directly leading to expedited contract renewals of key customers.

• REGIONAL CUSTOMER SUPPORT MANAGER

  • May 1999 - Dec 2000

  Directed and managed team of Multinational Customer Support Managers and Customer Support Executives in Hong Kong Regional office. Influenced and led service and support teams in corporate owned markets of Singapore, Hong Kong, Philippines, China and Taiwan. Strengthened internal relationships between Galileo Asia and key Galileo International departments such as Global Service Centre and Product Management.~ Planned, organized and executed New Market Implementation process in Korea and Bangladesh.~ Collated business justification for product enhancement which directly led to seven out of top ten GlobalFares issues resolved for Asia/Pacific. ~ Redesigned and implemented Support, Best Practise and Escalation Procedures in 17 Markets within four months and reduced open Problem / Orbit Tickets across region by 50% within six weeks.~ Negotiated with Chinese government (CAAC) to increase Galileo’s air link by additional 84 airlines and became sole GDS provider for hotel and car bookings.~ Secured beta test contracts for Internet based solution with Multi-National Corporations – Goldman Sachs, UBS Banking Corp and Standard Chartered Bank.

• EMEA SALES & MARKETING MANAGER, CARS

  • Jan 1998 - Apr 1999

  Responsible for business development, sales and marketing programmes of car rental reservations in Europe Middle East and Africa Region. Working closely with multinational Account Managers on implementation of Incentives and Marketing Plans and increasing collaboration between key industry players through regular presentations and communication updates to Country Managers, Vendors/Suppliers and Travel Agents.~ Exceeded revenue and segment goals for EMEA CarMaster goals in line with corporate strategy.~ Implemented CarMaster product in new markets – France, Italy and Belgium.~ Global Vendor Marketing Recognition ‘Circle of Champions’ Award 1998.

• BUSINESS DEVELOPMENT MANAGER

  • Aug 1996 - Dec 1997

  Responsible for new customer sales, customer retention, contract negotiation, asset management and preparation of financial proposals. ~ Directed, motivated and led Account Management Team.~ Galileo UK 100% Retention of Customer Base and secured business for further 3 years.

• COURSE DEVELOPMENT EXECUTIVE / TRAINING SPECIALIST

  • Aug 1993 - Feb 1996

  Designed and delivered flexible training curriculum to meet the needs of both internal and external customers. Developed the coaching skills of Training and Support Specialists. Obtained a clear understanding of a variety of customer business activities and how the Galileo product range meets these requirements. Also responsible for training customers in the complete range of Galileo Products. ~ Galileo UK Training and Support sole achiever of 100% on Post Course Questionnaire 1995. ~ Dedicated Training and Support Specialist for major UK Key Customers.