Experience

• 

  APG USA

  • Miami, Florida, United States

  • Airline Key Account Manager

    • Nov 2022 - Present
    • Miami, Florida, United States

• 

  Cathay Pacific Airways

  • Hong Kong
  • Airlines and Aviation
  • 700 & Above Employee

  • Account Manager Southwestern USA

    • Jun 1994 - Jan 2019

    Directly responsible for managing and generating high yield revenue for a large account portfolio of multiple sales channels, covering the South Central/Southeastern USA.• Proven track record of driving and growing revenue, shifting market share through corporate direct, global accounts, corporate travel agencies, consolidators, marine, seaman, and offshore accounts.• Data driven, analyzed trends, monitored competitive activity, formulated and negotiated RFP’s and sales strategies to exceed revenue targets and positive share growth of 10%-20% in key corporate accounts ranging from Fortune 10-1000, to small and medium size enterprises and TMC accounts.• Continually prospected and engaged my corporate network resulting in an on-going pipeline of accounts in various stages of the sales cycle with commitments to contracts.• Achieved and maintained 85%-90% market share in fifth top U.S. corporate account year over year, for more than a decade resulting in over 50 Million in revenue.• Collaborated internally with my commercial teams in marketing, revenue management, and pricing to meet and exceed our regional annual target, with a focus on high yield revenue.• Maintained 80% contract renewal and retention rate of corporate and TMC accounts through consultative selling, quality client engagement and strategic sales planning.• Effectively negotiated, gained cross-functional consensus and implemented corporate sales contracts to achieve mutually agreed short, medium and long-term revenue goals.• Demonstrated ability to penetrate, develop and maintain long-term strategic relationships at all management levels, within corporate and TMC accounts.• Organized and conducted top client educational and familiarization trips globally for key corporate accounts and decision makers.• Participated in numerous corporate and industry trade shows and sales events. Engaging with prospects and current customers, promoting and ensuring support of my global brand.

  • Account Manager Southeastern USA

    • Mar 1989 - May 1994

    Direct management of corporate accounts, consolidators, tour operators, marine, seaman agencies and cruise lines throughout Florida, & Southeastern USA. • Analyzed and implemented various marketing and promotional programs to enhance product exposure and increase revenue.• Developed new business while maintaining and increasing revenue in existing leisure agencies, TMC’s, corporate, and cruise line accounts-resulting in a 10%-20% revenue increase year over year.• Negotiated pro-rates with South America and Latin American carriers, coordinating with GSA teams in South America and Latin America.• Created, negotiated, implemented and managed all air/sea contracts and cruise activity, working closely with all stakeholders in the cruise line industry.

• 

  Midway Airlines

  • Miami/Fort Lauderdale Area

  • Regional Sales Manager Southeastern USA & Caribbean

    • Jan 1984 - Mar 1989
    • Miami/Fort Lauderdale Area

    Effectively managed two sales representatives and all sales processes for generating new business and growing existing revenue.• Executed business and marketing strategies to increase market share and revenue in corporate accounts, leisure agencies, marine, seaman accounts and cruise lines throughout Southeastern USA and Caribbean.