Martina Exnerova
Abu Dhabi,AZ
Summary
Dedicated travel industry professional with a history of meeting company goals utilizing consistent and organized practices. Highly motivated with extensive experience in product creation, sales and distribution. Specializes in leading teams through product design and distribution. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand.
Overview
20
20
years of professional experience
Work History
Head of Product and Contracting
Miral Destinations
10.2017 - Current
- Responsible for executing a comprehensive annual B2B/B2C product and Hotel and Non-Hotel contracting strategy for the division considering all internal stakeholder's requirements from the Business Development, Marketing and System teams as well as external stakeholders such as Hotel Partners, Tour Operators, business distribution channels, market segment and competition
- Managed a diverse portfolio of products, balancing resource allocation while maintaining focus on key business priorities.
- Leading and coaching a mid-size team of Contracting Managers and Product Support Executive
- Increased efficiency in contract management by utilizing technology tools to track progress and deadlines.
- In charge of supplier's Key Account management in private and government segments
- Responsible for scoped sourcing strategy of products including various channels of connectivity to deliver the most competitive pricing and availability of the products
- Ensured timely contract renewals for continued partnerships, managing a portfolio of hotel properties.
- ·Streamlined the contracting process by implementing efficient documentation and filing systems.
- Develop and design a range of products based on analysis of target customer preferences and market intelligence feedback
- Identifying products for each business channel, segments and markets based on fluid market dynamics
- Responsible for monitoring and enhancing product performance on constantly basis while taking an immediate action to modify if required
- Report to stakeholders on the product performances in terms of sales and revenue with data driven recommendations and decisions to improve overall product performance
- Taking a full ownership for the products that are available for sales across all booking platforms while taking responsibility for overseeing the product content and available inventory while working closely with the systems, legal, e-commerce, marketing and finance team to achieve the best product positioning
- Collaborated with sales and marketing teams to develop go-to-market strategies that maximized revenue potential.
- Working with International Tour Operators to get products featured on their booking channels/brochures
- Planning and actively involved in various marketing campaigns to make sure suitable products are pushed in the campaign with the right messaging.
- Collaborated with the Sales teams to develop effective training materials that drove increased product knowledge among staff members, resulting in higher close rates.
- Built strong relationships with key stakeholders across departments, enhancing collaboration on critical projects.
- Developed product documentation to communicate upcoming features and products to internal teams.
- Coordinated design meetings and decisions with internal departments and teams.
- Analyzed metrics to measure product performance.
- Documented user stories, specifications, and product features into detailed work order to communicate across teams and build mandatory requirements.
- Regularly reviewed competitor offerings to ensure our products remained at the forefront of industry trends and innovations.
Sales Manager
Desert Gate
04.2015 - 09.2017
- Responsible for creating sales revenue from new and existing customers and maximizing revenue generation within a specific key region
- Accurately forecasting business and market needs, formulating, and implementing sales strategy along with achieving sales targets, while ensuring high customer satisfaction
- Applying sales methodology and managing the account throughout the sales process including account penetration
- Experienced in sales process planning, negotiation, and closing
- Understanding market requirements, product capabilities and future industry developments and trends
- Working with marketing, sales support, and other key departments within the company
- Carried fundamental products/contract's function, as being responsible for the competitiveness and the updates of all the rates and contracts relevant to the market being serviced.
Sales Executive
Emirates
09.2010 - 03.2015
- Responsibility for developing a portfolio of accounts across the leisure segment
- Managing the sales process from initial contact up to closure, dealing with agent's requirements
- Achieving all revenue targets and objectives in line with the business plan
- Maintaining the business relationships from A to Z
- Identifying of client's needs
- Reporting to the Area Sales and Country Manager
- Providing of training to the assigned accounts
- Representing the company, organizing of local events, roadshows, and FAM trips
- Working with inhouse reservation system Mars and CRM Salesorce.
Product Manager
Marco Polo Internationa
07.2007 - 08.2010
- In charge of Sout East Asia Product
- Completion of travel packages for individual, groups, incentive and tailor-made travel
- Dealing with individual and corporate clients
- Contracting abroad partners
- Responsible for contracts and price lists
- Excellent knowledge of the products
- Preparing of catalogues, brochures and leaflets with offerings
- Accompanying and guiding of incentive groups
- Working with global reservation systems Amadeus, Galileo.
Sales Manager
GSA Singapore Airlines - Special Tours Prague
01.2007 - 06.2007
- Sales Manager responsible for leisure Market
- Marketing and Sales Support
- Account Manager for Tour Operators, Travel Agencies and Air Ticket dealers
- Monthly reporting about the sale and situation on the Czech Market
- Cooperation with other partner airlines on the Czech Market
- Presentation of the airline and its productsto the professional public
- Developing of client's portfolio
- Seeking for the new opportunities
- Account Management.
Incentive Travel Consultant
Travel Plus, Lufthansa City Center
05.2005 - 12.2006
- Completion and realization of incentive packages for groups, business and VIP clients
- Direct personal contact with clients
- Presentations of the incentive products
- Tailor-made packages
- Final invoicing and analysis.
Office Support
Travel Plus, Lufthansa City Center
02.2004 - 05.2005
- Student practice.
Air Ticketing Agent
Travel Plus, Lufthansa City Center
06.2004 - 04.2005
- Direct personal contact with B2C clients of air-ticket department (FIT and corporate)
- Working with reservation system Amadeus
- In charge of reservations, ticketing and invoicing.
Education
TravelBox -
03.2018
CRM Salesforce -
01.2014
Reservation system Easy Mars -
Emirates
09.2010
GDS Galileo -
Galileo by Travelport, Czech Republic
08.2007
Reservation system Start -
Singapore Airlines
01.2007
GDS Amadeus -
Amadeus Central System
06.2004
Diploma -
College of Business Studies
Prague, Czech Republic01.2004
Graduation test -
Business Academy
Prague, Czech Republic01.2001
Primary School -
Primar School Praha Dolni Pocernice
Prague, Czech Republic01.1997
Skills
- Accountability
- Customer orientated
- Problem solving
- Efficient to plan
- Leadership
- Product analytics
- Project Management
- Data-driven decision-making
- Sales and communication
- High flexibility
Accomplishments
- Played key role in the development and delivery of the Miral Destination's B2B and B2C channels/portals.
- Collaborated with the team on implementation of Miral Destination's white-label B2C leisure product supply for Abu Dhabi's Dept. of Culture and Tourism (delivered 100+ direct contracts with Hotels and 40+ experiences).
- Supervised team of 5 staff members.
- Developed unique products tailored made to the company business needs.
- As a Sales Manager have established assigned market from zero to the 50+ Partners
- Pre-final of Emirates Chairman’s Award for Sales Excellence in the Individual category for achieving excellent results with Dubai Stopover Program (2014)
Languages
Czech
English
Personal Information
- Place of Birth: Prague, Czech Republic
- Date of Birth: 05/31/82
- Nationality: Czech Republic
- Driving License: Czech, International and UAE driving license
- Marital Status: Single
Timeline
Head of Product and Contracting
Miral Destinations
10.2017 - Current
Sales Manager
Desert Gate
04.2015 - 09.2017
Sales Executive
Emirates
09.2010 - 03.2015
Product Manager
Marco Polo Internationa
07.2007 - 08.2010
Sales Manager
GSA Singapore Airlines - Special Tours Prague
01.2007 - 06.2007
Incentive Travel Consultant
Travel Plus, Lufthansa City Center
05.2005 - 12.2006
Air Ticketing Agent
Travel Plus, Lufthansa City Center
06.2004 - 04.2005
Office Support
Travel Plus, Lufthansa City Center
02.2004 - 05.2005
TravelBox -
CRM Salesforce -
Reservation system Easy Mars -
Emirates
GDS Galileo -
Galileo by Travelport, Czech Republic
Reservation system Start -
Singapore Airlines
GDS Amadeus -
Amadeus Central System
Diploma -
College of Business Studies
Graduation test -
Business Academy
Primary School -
Primar School Praha Dolni Pocernice
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