PROFESSIONAL INFORMATION
Director/VP/MD/GM/NED/Consultant who has created significant commercial impact across a wide variety of industries and organisations, listed, private equity and non-profit; including travel (Travelport, Orbitz, Amex GBT, Thomas Cook). Has done this using a range of skills including: Sales Management, Digital and Marketing, Strategic Partnership Management (with customers, travel suppliers, technology partners), and Commercial Strategies delivering revenue & profit growth. 23 years in International digital and online travel B2B and B2C marketplaces, with start-ups and global organisations. 20 years practice as a freelance strategic consultant. 5 years on global non-profit board. Seeking Managing Director positions as well as Non-Executive Director roles in travel, hospitality, and tourism or travel technology organisations.
SKILLS HIGHLIGHTS
Strategy and Analytics. 20 years as Freelance Consultant with BA and Marketing Degree. Retained assignments have produced impactful profit and revenue results: identification of E12M cost duplication. Insource strategy boosted revenues 130% to E14M. Identified strategic IT acquisition target, resulting in a $500M purchase.
Digital Online Commerce / Multichannel distribution strategy. Over 15 years experience working with complex global travel technology marketplace platforms and adjacencies, in B2B and B2C environments. Launched new product/services generating $30M additional revenues.
Risk, Governance, Multi-Industry Experience. Highly regulated digital travel and technology marketplaces, data protection, health & safety in transportation and service industry sectors. Global organisations of listed companies, private equity and non-profit inHotel, Restaurant, Business & Leisure Travel, Online Travel, Digital Commerce, Association, Tourism, Travel Technology, Transportation, Mining and client Consulting.
Managing Director / Executive / Director Experience. 20 years B2B and B2C experience with companies in the global digital travel (distribution & technology) industry with start ups and multinationals; including: Travelport, Orbitz Worldwide, Thomas Cook, American Express GBT and as a freelancer. MD of London’s largest sightseeing bus operator. Additional 20 years experience in the hotel industry (Starwood, IHG) Hotel, Regional Sales, and Corporate positions
Strategic Partnerships. 25 years leading International sales/account management and business development teams managing commercial relationships, developing revenue strategies and negotiating contracts of significant commercial value with suppliers/customers/partners. Over $200M revenue pa. Customer & staff presentations
Sales/Commercial. As an executive have generated new highly profitable revenues through performance management, negotiations for new and retained revenues, creating/launching new products and services, re-engineering business models in a wide range of companies of up to £2.3B t/o, and $19B TTV.
International. British and Canadian Nationalities, born in Wales and grew up in Canada. US H-1B Visa. Travelled extensively for work (EMEA, APAC, Americas) and leisure. Has worked in Canada, United Kingdom, United States of America, and many Countries whilst travelling for work. English and French languages. Industry expert speaker, panel participant, panel moderator.
BOARD & ADVISORY EXPERIENCE
Nor1 Investor Advisor, Silicon Valley, CA 2004 – 2006
Company sponsored appointment to an hospitality technology start up
Pegasus Solutions Customer Advisory Board, Dallas TX 2006 – 2007
Invited to the company’s advisory board, providing insights and steering solutions on hotel distribution technologies for their commission processing vertical
HEDNA (Hotel Electronic Distribution Network Association), Washington DC 1999 – 2003
Company sponsored Board position with a non-profit International hospitality and travel association leading the industries digital, electronic sales distribution practices for established and emerging technologies
• Elected by association members to Executive Board, appointed Secretary
• A restructure of membership fees and categories, achieved a 35% revenue uplift
WORK EXPERIENCE
WORLD TRAVEL AND TOURISM COUNCIL, London UK 2019 – 2020
The WTTC is a thirty year old non-profit representing the Travel & Tourism private sector globally. Members include over 200 CEO’s, Chairpersons and Presidents of the world’s leading Travel & Tourism companies. WTTC works to raise awareness of Travel & Tourism as one for the world’s largest economic sectors, supporting 1 in 10 jobs (319M) worldwide and generating 10.4% of global GDP.
Joined as VP Membership & Engagement
THE ORIGINAL TOUR, London UK 2018 – 2019
Established by the London Transport Executive in 1951 for the Festival of Britain, sightseeing tours for visitors to explore London. 100 stops on 6 routes, 700,000 passengers per annum experience hop-on hop-off sightseeing of London & Windsor. T/O £20M.
Joined as Managing Director, responsible for the overall organisation, profit and loss and capital accountability. Operational delivery of consumer sightseeing products and services for London and Windsor. Managing all aspects of the business with the brief to diversify, digitalise the business, increase market share and return to profitability. Achievement include:
• Developed new product diversification with a digital consumer strategy — £1.5M revenue growth
• Re-focused the organisation from an Operationally led business to Sales & Marketing
• Developed new Company vision, values and rebranding
• Restructured leadership team with functional responsibilities
• Negotiated a JV partnership with a competitor, an additional £2.5M annual revenue
• Operational plan for one site garage, reductions and improvements in overall financial performance
JL CONSULTING, London UK 1997 – 2017
Founder and Principal. Following a request to lead a JV’s market entry business strategy, founded my consultancy providing impactful results to hotel, travel, travel technology & distribution partners,. International assignments. Some project achievements:
• Interim GM of London boutique hotel, 80 staff, boosting revenue to £5.4M, profit to £1.5M
• Developed commercial strategy with 300% revenue growth over 3 years, to E20M
• Restructured transaction pricing, 35% growth to E50M pa revenue
• Identified acquisition strategy for travel distribution, investment of $500M
• Initiated a new product & revenue stream in digital advertising, E10M pa
• Created & delivered hotel distribution training for global TMC, $30M annual revenue growth
• Series of academic studies to support EU government legislation around the direct and indirect distribution practices in the hospitality industry
• Two years advising PE, Investors, and analysts on the global online travel, distribution, business travel and hospitality industries
• Restructured the sales & marketing for trendy London boutique group, £2.5M revenue uplift
AMERICAN EXPRESS GLOBAL BUSINESS TRAVEL, Chicago, IL 2014 – 2015
GBT is a leading travel products, services and solutions provider with a global customer base of travel spend over $19B annually. An agency network of 14,000 employees in over 139 Countries
Headhunted to join as Vice President Strategic Relationship Management, leading a team of 50, covering 43 US based global accounts with a $709M annual travel spend spanning government, pharmaceutical, finance, automotive and technology sectors. Achievements include:
• Accounts with annual travel transaction revenues ranging between $10M and $180M
• Portfolio with a 75% risk factor. 100% retention in 12 months, securing $493.5M TTV pa
• Led negotiations for new annual revenues for Meetings & Events of $15M
• Step changed relations retaining 2 hostile customers, securing $57M TTV pa
• Directed team of 95, hotel booking initiative, +3%, bookings in six months
ORBITZ WORLDWIDE, London UK & Chicago, IL 2012 – 2014
Innovative start up, tech-company, an online travel agency operating B2C commercial platform for 4 consumer sites; affiliate network, and business travel. (NYSE: OWW) 2014 net revenue $932M
A move to Chicago Head Office as Vice President, Global Strategic Accounts and Pricing responsible for 21.5% ($200M) of net revenue. High profile role, directing two teams: Account Management, and Analytics of inventory and pricing. Company spokesperson for hospitality industry trends. Achievements include:
• Conceived and implemented strategy, $2.2M margin revenue retention
• Led negotiations with hospitality partner resulting in a $3M pa cost saving
• Developed and implemented an account management practice: segmenting customer base prioritising by revenues, structured Quarterly Business Reviews and revenue generation activities with measurable growth targets
• Transformation of the global strategic account team to a collaborative, highly motivated, focused, and efficient force
• Deployed new analytics team in 3 regions, $5M additional revenue pa
• Business process and practice improvements for commission revenue collection, $2M pa
• Introduced new product with technology partner for additional $1M annually
TRAVELPORT, Langley, UK 2003 – 2011
At the time, Travelport was an established pioneer in travel distribution technologies, with a B2B travel commerce platform generating $2.3B pa in transaction revenue. 3700 employees, 160 Countries
Vice President Hospitality and Leisure 2009 – 2011
Promoted to Executive leadership role, accountable for 100% of revenues, P&L and global account management of hospitality, car rental and leisure suppliers. Team of 25, 300 accounts with $200M annual revenues. Company spokesperson for hospitality industry trends. Achievements include:
• Introduced products boosting sales transactions, 3.1M bookings and $15.5M revenue
• SLT approved 5 year growth strategy, £25M investment, doubling revenues to $400M pa
• Addressed disintermediation with strategy protecting $15M annual car revenues
• Rebrand and launch of B2B sales platform, using meta search technology, driving $30M annual revenue, 23 languages, 103 Countries
• Initiated new transaction pricing model, improving average value from $5.00 – $15.00
• With Tax and Legal teams, improved revenues by additional $10M annually
• Introduced service deploying new sales team of 11, in 6 Countries, $17M new revenue
Senior Director Hospitality & Car Rental EMEA/APAC Regions 2003 – 2009
Initially hired as Director, promoted within 18 months during many company changes: ownerships, mergers, acquisitions and integrations. Responsible for new and retained sales revenues of $82M annually, over 100 Countries (2 regions), team of 10. Achievements:
• Business development plan achieved 30% revenue growth ($65M) over 18 months
• Hired new digital marketing sales team, two regions, $10M annual revenues
• First to bring to market travel trade distribution “Best Available Rate” programme
• Introduced International customer market research survey, revenues up by $5M over 2 years
• Appointed advisor to new hospitality technology “start up”
MILLENNIUM & COPTHORNE HOTELS, London UK 1999- 2003
(LSE: MLC), registered global hotel chain of 120 mid to upscale hotels, £300M revenue pa
Innovative role as Global Business Development Director, to improve revenues, reduce costs through technology, distribution systems and the Internet, Strategic Account Management of distribution partners and online travel agencies, annual revenues over £35M. Achievements:
• Developed RFP and gained Board approval on a CRM investment of £2M
• Project managed global installation of commission processing, annual saving of £1M
• Initiated negotiating strategy with online travel agencies, £10.5M new pa revenue
• Grew revenues by £17M, with London based Internet partner
• Digital marketing campaigns, 60% revenue growth for London hotels, £1M in 6 months
• Developed an industry leading e-commerce distribution strategy addressing the emerging Internet business channel, increased revenues whilst protecting brand and rate integrity
THOMAS COOK GROUP, London UK 1994 – 1997
World’s leading iconic business and leisure travel brand, operating in 120 Countries
Approached to join the Executive Leadership Team as Global Partnership Director, Worldwide Hotels. Responsible for the global travel network’s adoption of contracted hotel chains. Internal and external programme marketing and PR. Achievements:
• £15M annual revenue from global strategic accounts (commissions & overrides)
• Masterminded the “Blue Ribbon” added value programme for preferred hotel chains
• Built global brand equity for Mandarin Oriental, ITT Sheraton, Ritz Carlton and Fairmont
• Developed the hotel electronic distribution operating standards, used by 40,000 hotels
ITT SHERATON 1987 – 1993
At the time, global hotel brand owning, operating and franchising 450 luxury hotels in 67 Counties
REGIONAL SALES CENTER UK & IRELAND, London, UK 1990 – 1993
Promoted to lead the company’s 2nd largest revenue generating outbound sales territory. Corporate, Leisure groups & tours, MICE, Business Travel, Aircrew business mix
Regional Director of Sales & Marketing UK and Ireland, responsible for sales, marketing and PR strategies. Sales and reservations team of 18, Operating Budget of £2M
• Restructured the sales teams account management activities
• Strategic Account Management of BA Aircrew account, in excess of £6M annual revenue
SHERATON HEATHROW HOTEL 1987 – 1990
Increased professional experience, with a move to the 4 star, 500 bedroom hotel at Heathrow Airport, the world’s most volatile hotel marketplace and during a £10M refurbishment
Director of Sales, Marketing, Conference & Banqueting, responsible for developing growth sales strategies, establishing a structured sales force of 9. Achievements included:
• Sales, marketing, & PR strategies achieving annual revenues of £16M
• Secured business base of 50% during refurbishment, guaranteed £5M pa revenue
COMMONWEALTH HOLIDAY INNS OF CANADA LTD
The largest IHG franchise holding company with over 70 hotels in Canada, UK and USA
HOLIDAY INN CARDIFF, Cardiff Wales 1985 – 1987
Transferred to Cardiff Holiday Inn to gain International experience. Pre & Post Opening sales & marketing of a 4 star, 200 bedroom city centre conference hotel BUT, in low demand market
Director of Sales and Marketing, responsible for pre and post opening sales, marketing PR activities to achieve £5M annual turnover, team of 4.
• Go to market strategy secured strong business base, ie: 25% local corporate, 35% conference & banqueting, 15% tour & travel
HOLIDAY INN, Prince George, BC Canada 1981 – 1985
Holiday Inn was a newly opened 4 star, 150 bedroom hotel. Corporate, Government, Conference business mix BUT, it was in receivership.
Director of Sales and Marketing; promoted from Hotel Accountant in 1982.
Responsible for: developed and implemented structured sales, marketing and PR strategies, and grew the sales team to 3, achievements:
• Sales, Marketing & PR plans achieved solvency in 2.5 years
• Won company top sales person 2 years running; 180% YOY revenue growth in 1 year
EARLY WORK EXPERIENCE 1974 – 1980
DELTA HOTELS, Vancouver Airport Hotel, Vancouver, BC Canada 1978 – 1980
A West Coast Canadian Hotel Chain which offered Graduate Recruitment Programme – Management Trainee selected as 1 of 2 candidates to join the Delta Management scheme.
Rotated through key front and back of house areas: Kitchen, Restaurant Hostess and Waitress, Cocktail Bar, Switchboard, Front Desk, Reservations, Housekeeping and Duty Management
Early hotel, restaurant and mining work experience with local companies: Sous Chef, Bartender, Waitress, Hostess, Receptionist, Office Services Assistant, and Labourer
EDUCATION and PROFESSIONAL DEVELOPMENT/QUALIFICATIONS
Orbitz Worldwide 2012 – 2014
Negotiation Dynamics – an Ingemar Dierickx course – INSEAD BS Program Director
Franklin Covey – the Five Choices
Henley Business School 2004-2008
Sponsored by Travelport to take a number of courses at Henley BS, Including: Managing Remote and Virtual Teams, Leadership in Changing Economic Times, Customer Engagement and Satisfaction
A number of other company sponsored courses, include: The Talking Trade – Motivational Presentations and Public Speaking, Global Leadership Programme, Project Management, Strategic Account Management Effectiveness, and Media Interacting for TV, Radio and Press
University of Wales – Newport Wales 1988
Chartered Institute of Marketing, Degree in Marketing
British Columbia Institute of Technology – Vancouver, Canada 1978 – 1980
Received BA Hospitality and Business Administration with 3.5GPA.
Royal Conservatory of Music, Toronto – Fernie BC, Canada 1970 – 1978
Pianoforte to XI, Rudiments of Music Theory I and II
ADDITIONAL SKILLS
Microsoft Office – Word, Excel, PowerPoint, Outlook, One Note
Apple ioffice – Pages, Numbers, Keynote iworks – photos, mail
GDS Systems – Galileo, Apollo, Worldspan and Amadeus – proficient at cryptic & digital bookings and knowledge of back office database
GDS systems – Amadeus and Sabre – knowledge of bookings and back office database
Hotel CRS/PMS systems – Trust Voyageur, Pegasus RezView, Fidelio Opera, Micros, Newmarket/Amadeus
CRM – Salesforce.com, Siebel, Sugar
PERSONAL
Travelling, Gardening, Cooking, Theatre, Ballet, Classical Music, Music Concerts, Pilates, Yoga, Meditation, Long Distance Walking, Circumnavigated the World Twice