Giuliano Lunardelli Ponzio
General Manager Europe at Azul Linhas Aéreas Brasileiras- Claim this Profile
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Portuguese Native or bilingual proficiency
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English Native or bilingual proficiency
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Spanish Native or bilingual proficiency
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Japanese Limited working proficiency
Topline Score
Bio
Thierry Curey
As we started the project Asia in 2008, Giuliano distinguished himself immediately by showing a clear understanding of the scope of work and his contribution has been extremely valuable for the achievement of the different phases of this project. More specifically he was in charge of the commercial set up in Japan and Korea and he did it brilliantly through his ability to get to the heart of the matter, his focus on active listening and analysing and his proactive way in taking action. Giuliano is also a fine negotiator and an excellent partnership builder. But beyond the talented professional, there is a man with a great integrity. A team player. He is always ready to bring his help to his colleagues, being an example for all of them. With a natural leadership, Giuliano has managed different cross-cultural teams in Japan, Korea and also in Hong Kong. And most of all, Giuliano has demonstrated to be a Key Person for implementing an innovating project.
Thierry Curey
As we started the project Asia in 2008, Giuliano distinguished himself immediately by showing a clear understanding of the scope of work and his contribution has been extremely valuable for the achievement of the different phases of this project. More specifically he was in charge of the commercial set up in Japan and Korea and he did it brilliantly through his ability to get to the heart of the matter, his focus on active listening and analysing and his proactive way in taking action. Giuliano is also a fine negotiator and an excellent partnership builder. But beyond the talented professional, there is a man with a great integrity. A team player. He is always ready to bring his help to his colleagues, being an example for all of them. With a natural leadership, Giuliano has managed different cross-cultural teams in Japan, Korea and also in Hong Kong. And most of all, Giuliano has demonstrated to be a Key Person for implementing an innovating project.
Thierry Curey
As we started the project Asia in 2008, Giuliano distinguished himself immediately by showing a clear understanding of the scope of work and his contribution has been extremely valuable for the achievement of the different phases of this project. More specifically he was in charge of the commercial set up in Japan and Korea and he did it brilliantly through his ability to get to the heart of the matter, his focus on active listening and analysing and his proactive way in taking action. Giuliano is also a fine negotiator and an excellent partnership builder. But beyond the talented professional, there is a man with a great integrity. A team player. He is always ready to bring his help to his colleagues, being an example for all of them. With a natural leadership, Giuliano has managed different cross-cultural teams in Japan, Korea and also in Hong Kong. And most of all, Giuliano has demonstrated to be a Key Person for implementing an innovating project.
Thierry Curey
As we started the project Asia in 2008, Giuliano distinguished himself immediately by showing a clear understanding of the scope of work and his contribution has been extremely valuable for the achievement of the different phases of this project. More specifically he was in charge of the commercial set up in Japan and Korea and he did it brilliantly through his ability to get to the heart of the matter, his focus on active listening and analysing and his proactive way in taking action. Giuliano is also a fine negotiator and an excellent partnership builder. But beyond the talented professional, there is a man with a great integrity. A team player. He is always ready to bring his help to his colleagues, being an example for all of them. With a natural leadership, Giuliano has managed different cross-cultural teams in Japan, Korea and also in Hong Kong. And most of all, Giuliano has demonstrated to be a Key Person for implementing an innovating project.
Credentials
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Introduction to Exporting
eBSI Export AcademyOct, 2020- Oct, 2024 -
Digital Marketing
Google ActívateJun, 2020- Oct, 2024 -
Distribution and Airline Retailing with NDC
International Air Transport Association (IATA)May, 2020- Oct, 2024 -
Yield Management
APG NetworkMay, 2020- Oct, 2024 -
Interline for Managers
APG NetworkApr, 2020- Oct, 2024 -
IATA Advanced Passenger Fare Ticketing
International Air Transport Association (IATA)Apr, 2006- Oct, 2024
Experience
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Azul Linhas Aéreas Brasileiras
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Airlines and Aviation
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500 - 600 Employee
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General Manager Europe
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Jul 2018 - Present
• Develop Sales Strategies and Commercial Policies for Europe, such as Incentive Schemes (global and local levels), NET Fares levels, Marketing Plans, Alliances colaboration, etc;• Establish and maintain close contact with main stakeholder in each market (IATA, Chamber of Commerce, Embassy and Consulates, Travel Agency Association, Airlines, etc);• Negotiate with Headquarter fare levels and structures for the new markets, considering most attractive O&D;• Maximise short and long-term revenue opportunities and reduce cost of sale;• Increse high yield sales on long haul route route (Lisbon-Campinas and behoyd) and domestic within Brazil;• Compile reports, including statistical and market trends:• Track the growth and potencial sales to South America, supported by sales tools such as PAXIs, Esmash, BSP reports, MIDT;• Implementation of the marketing plan, managing funds and other expenditure budgets to ensure maximum value;• Increse Azul´s brand awarness in these market;• Manage direclty a senior sales team in Europe, steer, direct and lead the commercial team to deliver commercial objectives in such a way as to promote employee motivation and satisfaction.• Manage and provide guidelines to our General Sales Agents (GSA) across our strategic markets in Europe.
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Regional Commercial Manager Portugal, Spain, Italy
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May 2016 - Jun 2018
• Develop Sales Strategies and Commercial Policies for Portugal, Spain and Italy, such as Incentive Schemes (global and local levels), NET Fares levels, Marketing Plans, etc;• Establish and maintain close contact with main stakeholder in each market (IATA, Chamber of Commerce, Embassy and Consulates, Travel Agency Association, Airlines, etc);• Negotiate with Headquarter fare levels and structures for the new markets, considering most attractive O&D;• Maximise short and long-term revenue opportunities and reduce cost of sale;• Increse high yield sales on long haul route route (Lisbon-Campinas and behoyd) and domestic within Brazil;• Compile reports, including statistical and market trends:• Track the growth and potencial sales to South America, supported by sales tools such as PAXIs, Esmash, BSP reports, MIDT;• Implementation of the marketing plan, managing funds and other expenditure budgets to ensure maximum value;• Increse Azul´s brand awarness in these market;• Manage a senior sales team in Portugal, Spain and Italy (7 employees), steer, direct and lead the commercial team to deliver commercial objectives in such a way as to promote employee motivation and satisfaction.
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LATAM Airlines
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Chile
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Airlines and Aviation
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700 & Above Employee
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Partner and Director of Franchised Sales Office
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Feb 2013 - Apr 2016
• Responsible for all macro aspects of business• Team Management and Career Development• Sales and Marketing Strategy - short, middle and long term• Finance Process and Control• Customer Relation Management (CRM)• Negotiation with all stakeholders, including suppliers • Generated sales of U$3,3 million in 2015 • In 2015 business increased +21% vs 2014, and cost reduced 46% in the same period
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Country Manager Japan
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Sep 2012 - Feb 2015
• Responsible for both TAM and LAN sales and commercial strategy in Japan, the largest market for LATAM in Asia and the most importante offline station worldwide for LATAM Airlines Group.• Develop macro business strategy in Japan, focusing on corporate, leisure an ethnic markets• Analyzing, reporting, giving recommendations to HQ and developing strategies on how to improve quality and quantity of sales and brand awareness, according cultural behavior of the market• Preparing and presenting results, structural gap analysis, Key findings, and woking plan to the top management • Achieve business and organization goals, visions and objectives• Responsible for the growth and increase in the organizations' finances and earnings• Follow up the strategies making adjustments, if needed• Responsible to manage a team of 9 employees (all Japanese). • Involved in employee selection, career development, succession planning and periodic training• Legal representative of the company in the country • Represent LATAM Airlines Group at local promotional events and trade organizations, acting as official spokesperson for the country
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Country Manager Japan & Korea
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Jan 2010 - Sep 2012
• Involved in all stages of TAM’s project to set up an Asia Headquarter in Hong Kong.• Designated to set up the office in Japan, being responsible for all steps of the process• Legally representative of the company in Japan• Develop macro business strategy in Japan and Korea, focusing on corporate, leisure an ethnic markets• Represent the company at Star Alliance´s Country Steering Council (CSC) meetings in Japan and Korea• Follow up the strategies making adjustments, if needed• Compile reports, including statistical and market trends, to track the growth of sales to South America. Promote TAM on the Japanese and Korean market to increase the sales thru BSP• Supervise and manage the overall performance of TAM’s partners (GSA)• Suggesting marketing plans/activities to fulfill the specific needs of each market, working closely with Marketing Dpt to develop assertive strategies • Analyzing, reporting, giving recommendations to HQ and developing strategies on how to improve quality and quantity of sales and brand awareness, according cultural behavior of the market• Achieve business and organization goals, visions and objectives• Responsible for the growth and increase in the organizations' finances and earnings• Identifying problems, creating choices and providing alternatives courses of actions• Involved in employee selection, career development, succession planning and periodic training.Important achievements in this position:• Successfully supported the approval and establishment of TAM’s Asia Headquarter• Successfully established branch in Japan as legal representative• Increase of 145% sales in 2011, comparing to 2010 in Japan. YTD 2012: sales are 76% higher than 2011• Increase of 267% sales in 2011, comparing to 2010 in Korea. YTD 2012: sales are 48% higher than 2011.
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Business Development Manager for Eastern Europe and Asia
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Feb 2008 - Jan 2010
• Responsible to identify potential markets to open sales thru BSP or IBCS• Responsible for been the project leader to prepare and execute all steps of the process to start the business in these potentials markets• Establish and maintain close contact with main stakeholder in each market (IATA, Chamber of Commerce, Embassy and Consulates, Travel Agency Association, etc) • Negotiate with Headquarter fare levels and structures for the new markets, considering most attractive O&D • Compile reports, including statistical and market trends• Track the growth of sales to South America.• Promote TAM Airlines to the travel agencies to increase the sales thru BSP.
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Senior Commercial Instructor
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Apr 2005 - Feb 2008
• Provide sales techniques training to the Account Managers and Commercial Managers.• Provide TAM's commercial systems and procedures training to the ticket office and call center agents.• Planning all-year training schedule fulfilling necessity of TAM’s stations all over Brazil and the world• Managing a team of 7 Commercial Instructors
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Call Center Supervisor
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Dec 2000 - Apr 2005
• Manage a team of 30 employees• Deal with customer’s requests• Strategic decisions to increase sales thru Call Center.
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Education
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2012 - 2013
Fundação Getulio Vargas / FGV
Master of Business Administration - MBA, Executive Business Administration and Management -
2020 - 2021
Alison
Project Management -
2001 - 2004
Universidade Anhembi Morumbi
Graduate, Tourism
Community
