South African Airways
Director Sales Development - National Accounts
Director, Sales Development - National Accounts at South African Airways
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Director Sales Development - National Accounts
I am a detail oriented team-player with an innate passion to relentlessly pursue results.
• The positions that I have had at airlines have strengthened my ability to think strategically and quantitatively to find effective methods to overcome obstacles as a Sales Manager. I had the opportunity to develop these skills in areas such as budget management, operations, decision modeling and policy analysis.
• In past experiences, I have forged strategic partnerships to maintain sales relationships and become a trusted advisor. I have forged lasting relationships with each customer that I have worked with over the years. Together with effective strategic planning, organization and a tremendous amount of professional development, customers see me as a trusted advisor.
• Design - Generates creative solutions; Demonstrates attention to detail.
• Problem Solving - Gathers and analyzes information skillfully.
• Technical Skills - Strives to continuously build knowledge and skills.
• Customer Service - Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance.
• Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Demonstrates group presentation skills.
• Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Develops realistic action plans.
• Dependability - Follows instructions, responds to management direction; Keeps commitments.
• Initiative - Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
Specialties:Contract negotiations, International corporate sales experience, global account sales experience, key account sales experience, airlines, hotels, GDS, brands, passenger sales analysis, airline supervisory experience, customer service supervisory experience, flight operations, union negotiations, sales training, computer training, corporate tool training, hotel inspection negotiations, corporate systems expert, negotiation skills, presentation skills, marketing, product distribution.
Identify opportunities, communicate and implement strategies to grow sales from existing Mega TMC customers and introduce new corporate customers to increase incremental, profitable sales to South African Airways.
Disseminate various revenue reports to measure customer performance identifying, formulating and implementing strategies to maximize sales opportunities to increase profitable sales. Review market analysis to determine customer needs, price schedules, and discount rates.Analyze sales statistics to formulate policy and assist largest TMCs in promoting sales. Provide company representation at both trade and public events and maintain a dynamic, high profile relationship with major clients and local trade/government organizations. Develop and deliver sales presentations to key clients. Meet with key clients to maintain relationships and negotiating and closing deals. As appropriate, ensure the coordination of customer activity and communication in local, national and multi-national markets. Monitor and evaluate the activities and products of the competition. Provide timely reports, recommendations and feedback as required by senior management. Analyze and manage expenditures to comply with regional and departmental budgetary requirements. Engage South African Airways trade partners in marketing campaigns to create additional value and enhance the position of SAA. Provide timely reports, recommendations and feedback, as required by senior management. Represent South African Airways as a member of Star Alliance. Represent South African Airways as a member of the Corporate Sales Adivisory Committee to involve SAA in Corporate Plus contracts worldwide.
Managed and maximized revenues and profits from assigned accounts in the South Florida region through a combination of excellent territory management and solid account management, business development and consultative selling skills. Territory was in another airline’s hub and only low cost division of United flew out of the area. Portfolio included mid to large corporation and several mid-size Travel Management Companies. During the tenure, all accounts achieved premium share over QSI and the territory was one of the few to achieve all components of success. Revenue growth year over year was over 10% each quarter in a shrinking territory.
Strategically account managed multi-million dollar corporate customers on a global level. Traveled to each country that United Airlines served in Latin America and taught local Account Managers how to solicit, maintain and grow corporate business which up until this point was only managed by the local TMCs. Maximized revenues and profits and grew the corporate revenue over 200% year over year. Assigned strategic accounts doubled through a combination of world class account management, business development and consultative selling skills. The Latin Division relocated to Mexico City, which caused the Coral Gables office to close.
Managed and maximized revenues and profits from assigned accounts of most of the top Fortune 100 companies through a combination of excellent territory management and solid account management, business development and consultative selling skills. Assigned accounts included a mix of current United customers and important prospects. Portfolio also included several large regional Travel Management Companies (TMCs). One of two Key Account Managers that handled over $170M USD in one territory in United revenue. Successfully renewed each Corporate Share Agreement in the territory as expiration dates approached with reduced discounts, reducing United's cost of sale.
Conducted trend analyses, reviewed key metrics and take actions to address items not on track. Worked with Sales Executives throughout the Northeast to analyze what next steps to take in their respective territory. As a former sales executive, the position became well respected and territories grew during a time when the airline was in bankruptcy. Analysis was also conducted in regards to the possible emergence of routes, aircraft, and market share. Meetings were conducted to ascertain the profitability of contracts. When PRISM was introduced, I was instrumental in implementing the corporate third party system throughout the Northeast territory. A new upfront commission program for International bookings was created and introduced in 2001 which is still in service today.
Focused on leading and developing the skills of over 250 front-line employees with the goal of delivering consistent and excellent customer service and delivering a quality product in accordance with Company guidelines. Ensured consistency on operational, service and product delivery. Lead performance dialogues with front-line crew to review metrics, performance boards and issues boards. Focused on performance issues with the goal of changing co-worker behavior. Lead performance dialogues with front-line co-workers to review metrics, performance boards and issues boards. Provided technical guidance and interpret company guidelines and procedures and/or union agreements to assist employees in performing functional tasks and to ensure that safety, security and service are delivered consistently. Ensured that front line co-workers are delivering on service, performance and safety objectives set by the company and station.
Graduated the industry-leading and well-known United Airlines Sales Representative and Account Executive training courses in Chicago. The pass/fail program helped to assure that the Sales team all understood how to bring in incremental revenue to a given territory. Negotiated innovative and industry leading partnerships with a strong emphasis on corporate and large regional TMC related development initiatives. Developed and implement client specific sales programs for key TMC partners. Supported an existing account base in achieving business objectives using analytics tools and worked with core internal departments to ensure that programs are effectively communicated with all stakeholders. Prepared and reported ongoing portfolio results to senior level management
Began in a General Clerk position soon promoted to Coordinator position at very busy NYC Flight Office. Duties included the assistance of pilot bids, vacation time, news information and communication and coordination of pilot workplace. Worked all three NYC airports and developed new methods of printing bids and helped developed internet solutions for the bid process for many commuting pilots.
Worked with various training centers around the USA to maintain the schedules, work rules, training requirements and FAA standards for both airline customers and pilots in training.
Specialized Insurance Company, working mainly with general aviation aircraft. Entailed customer service, teamwork and effective management of book of business. Used underwriting philosophy in ascertaining the profitability of insurance. Continuously serviced existing risks in order to maintain quality control.
Worked summers and holidays off from school and processed passengers at the airport using the SABRE computer system. Checked in passengers, baggage and pets on domestic and international flights. Entailed light ticketing, ramp control, and reservations
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