Summary
Overview
Work history
Education
SKILLS
Languages
Timeline
Jerome Llewellyn Derby

Jerome Llewellyn Derby

Abu Dhabi,UAE

Summary

An Astute, results-driven Partnerships Manager offering expertise in B2B & B2C Partnership Management, Business Development, Customer engagement and Campaign management in the Aviation, Tech and Telecommunication Industries. An articulate negotiator who exemplifies professionalism through the ability to source and manage multiple projects in a high paced environment, while providing high-quality administration through end-to-end business operations focused on building leading partnerships and driving revenue.

Overview

20
20

Years of professional experience

12
12

Years in Loyalty Partnerships

Work history

Manager– Customer Engagement & Partnerships

Etisalat E&
ABU DHABI, UAE
06.2022 - Current
  • Develop, integrate and implement the partnership strategy of the Smiles Marketplace to achieve diversified growth in line with organizational objectives
  • Defining and implementing the program's roadmap in accordance with Etisalat's Strategic Objectives, garnering the necessary support from management and key stakeholders for the Program’s Business Objectives and plans as well as the implementation of these strategies and objectives.
  • Managing the Smiles Marketplace and its Partner Network via Aggregators and Direct B2B partner Relationships, which includes identifying, negotiating, executing contracts, developing processes and implementing tactical programs for partner networks.
  • Accountable for Etisalat Consumer partnerships, to add value beyond telecom services for the customers - The point of contact for all consumer related partnerships including loyalty, co-branding programs, government partnerships, tactical initiatives, etc.
  • Daily external interactions with senior management/CXO/government officials
  • Collaborative discussions with potential partners across all industry categories, to evaluate new ways to offer unique services to Smiles customers and increase revenue through these partners
  • Cross functional support to the Etisalat Consumer team, on requests related to collaboration with external partners
  • Manage B2B relationships with key strategic partners to dually grow revenue and member base
  • Commercial Negotiations with external B2B partners and finalizing and maintaining contracts
  • Responsible for accumulation and redemption of Smiles points with the partner network
  • Responsible for the P&L of the partner network, monitoring ROI and costs
  • Monetization of B2B relationships by offering co-created incentives as well as extra upsell and cross-sell services to partners, such as deal sourcing.
  • Increasing partnership growth by driving cross-pollination across market segments.
  • Developing reports and metrics for growth at the partner level
  • Managing significant strategic partnership initiatives working flexibly and cooperatively with internal partners (IT/Finance/Operations) and external partners to deliver a high volumes of offers, features, and capabilities in a timely and high-quality manner
  • Working alongside various Etisalat departments (including Partners, IT, PD, Communications, B2B Business etc.) to execute projects and meet KPIs, as well as with a global network of partners and aggregators.
  • Ensuring full compliance by liaising with all necessary regulatory and security interfaces.

KEY ACCOUNT MANAGER / PARTNERSHIPS

ETIHAD GUEST LLC
ABU DHABI, UAE
03.2012 - 08.2020
  • Explored and initiated potential loyalty non-airline partnerships with the objective to increase customer acquisitions and drive member engagement within key regions globally
  • Effectively managed relationships with existing financial (banks), retail, hospitality and lifestyle partners
  • Facilitated the setup of inter-departmental easy payment procedures with Payfort
  • Liaised with internal stakeholders such as the consumer insights & analytics teams, to develop and enhance triggered life-cycle engagement strategies focused on customer experience
  • Daily monitoring and resolution of operational escalations
  • Designing & the rollout of the life cycle engagement strategies for 60 + (lifestyle, retail, OTA, hospitality, car rental and financial partnerships)
  • Successfully negotiated commercial contracts and preferential rates of major global non-airline partners
  • Competently liaised with the legal team to optimize partner contracts and avoid prolonged negotiations
  • Partnership team technical lead during the cut-over and conversion of the Etihad Guest Loyalty platform for the non-airline partnership portfolio
  • Financial partners: Cultivated strategic relationships with senior stakeholders from potential financial partners by adopting a customer-centric mindset, understanding their business challenges and developing plans that help drive their commercial goals to ensure swift onboarding
  • Managed the brand strategy and marketing calendars of Etihad Guest' global co-branded credit card, point exchange partners and managed wallet plus (travel money card)
  • Avidly sourced and developed the commercial business models for multiple international financial partnerships; this included the launch of point exchange partnerships and the creation of the co-branded credit card member proposition (UAE, UK, and Saudi Arabia)
  • Supported cross-functional airline projects & objectives through the use of partner channel
  • Developed and launched large-scale strategic partnership with First Abu Dhabi Bank, ENBD, EIB and numerous other local UAE banks
  • Launched a global partnership with HSBC in 9 regions to help drive member acquisition target by +9% against annual target (2019)
  • Created and executed cross-functional annual marketing campaigns to drive commercial growth
  • Developed effective business requirements for technology and operational teams to ensure member data was integrated in such a way that consumer propositions were effective and could be automated to substitute manual processes
  • Worked cross-functionally with Commercial and Marketing teams to support distressed network routing with customizable solution initiatives
  • Identified and took part in change initiatives, programs and projects that reflect international best practice and changes in the competitive environment

Sales Manager GCC

Kappa LLC
Abu Dhabi
10.2011 - 12.2011
  • Business Development among high-profile clients and partners such as professional and semi-professional sport clubs, corporations or government entities purchasing football attire
  • Marketing of products, handling administrative duties (quotations, client offer letters, catalogues)
  • Constantly delivered desired business development (BD) goals towards meeting the set targets
  • Customer relationship management among existing clients to ensure strategic objectives are met

Education

Master of Business Administration - International Management

Geneva Business School Geneva, Geneva - UAE Chapter
01.2020 - 07.2021

12 core business modules 6 specialized modules

Thesis: The Impact of Unique selling, consumer purchase behaviour within the aviation sector in the UAE

Aviation Management professional certification (AvMP) - Airline Management

Stanford University, USA - UAE Chapter
01.2015 - 12.2015
  • Air Transport fundamentals
  • Airport Operations
  • Converting Strategy into action
  • Mastering the project portfolio
  • Executing complex program
  • Airline revenue management

Engineering N2

Western Province Technical College, College of Cape Town
2000

SKILLS

Soft skills

  • Excellent communicator and presentation skills
  • Strong negotiator
  • Strategic and Analytical thinker
  • Problem resolution
  • Client Relationship skills


Industry skills

  • Project management
  • Negotiator
  • Account Management
  • Customer Relationship management
  • Partnership Management
  • Program management skills
  • Process development skills
  • Digital Marketing skills
  • Profitability Management
  • Excellent organizational and time management skills
  • Strong networking & Creative thinking


Technical skills

  • Software proficiency
  • MS Office (word, Excel, Powerpoint) and MS Teams

Languages

English
Native
Afrikaans
Native

Timeline

Manager– Customer Engagement & Partnerships - Etisalat E&
06.2022 - Current
Geneva Business School Geneva - Master of Business Administration, International Management
01.2020 - 07.2021
Stanford University - Aviation Management professional certification (AvMP) , Airline Management
01.2015 - 12.2015
KEY ACCOUNT MANAGER / PARTNERSHIPS - ETIHAD GUEST LLC
03.2012 - 08.2020
Sales Manager GCC - Kappa LLC
10.2011 - 12.2011
Western Province Technical College, College of Cape Town - , Engineering N2

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Jerome Llewellyn Derby