Sales Customer Service

Ray Hourani

* ********* *** ( GROTON, MASSACHUSETTS 01450 (

**********@*****.*** 617-***-**** CELL

Travel & Tourism Industry Executive

Distinguished career with more than 20 years' experience in operations

management, strategic planning, marketing, and new venture development and

launch. Proven success driving profitable growth through account

development, negotiations and new product introduction programs that ensure

long-term market position. Skilled negotiator able to build working

relations with key partners. Fluent in French and conversational Spanish.

CORE COMPETENCIES:

CONSULTATIVE SALES ( PRIVATE LABEL MARKETING ( TRAVEL TECHNOLOGY ( JOINT

VENTURES ( P&L ( PRESENTATIONS ( B2C

BUSINESS DEVELOPMENT ( B2B ( CUSTOMER SERVICE ( SALES CYCLE MANAGEMENT (

ECOMMERCE ( VENDOR RELATIONS

INTERNATIONAL PROTOCOL & DIPLOMACY ( COMPETITIVE ANALYSIS & FORECASTING (

PROCUREMENT ( CONTRACT NEGOTIATIONS BUDGET ADMINISTRATION ( DISTRIBUTION (

PROCESS IMPROVEMENT ( TEAM BUILDING ( TRAINING & DEVELOPMENT ( ROI

PROFESSIONAL EXPERIENCE

RJH CONSULTING, GROTON, MASSACHUSETTS ( 2006 - PRESENT

Privately held enterprise providing full-service consulting strategic

travel solutions to the travel industry.

Consultant: Launched enterprise specializing in identifying market

opportunities and create tactical business plans to drive revenue growth

and expand market penetration for businesses in the travel sector. Design

and execute competitive analysis matrix to support pricing models.

Expertise includes strategy consulting, internet sales management, business

planning, contracting and electronic distribution methods.

. Negotiated and closed strategic marketing and service agreements. Result:

Slashed overhead costs by 2% capturing $400K in annual cost reductions.

. Built new distributor and client network that generated $2M in new

revenues annually YOY.

. Spearheaded strategic business planning for online travel start-up to

attract venture capital investors and create new revenue stream.

WSJtravel.com, Iselin, New Jersey ( 2009 - 2010

An extension of The Wall Street Journal franchise offering travel packages

to destination worldwide.

President: Recruited to spearhead growth of newly formed enterprise and

charged with full responsibility for operations and call center including

P&L accountability, vendor negotiations, marketing infrastructure, sales

management, information technology and administrative affairs. Trained and

mentored staff of 30.

. Led start-up venture through planning, staffing, and budgeting to full-

scale operation packaging and marketing on-line travel programs to WSJ

subscribers within first 60 days of tenure.

. Collaborated with the Wall Street Journal to negotiate media buys, and

created innovative multi-media advertising campaign to competitively

position WSJ.com and accelerate online traffic.

. Developed Book & Pay promotions that increased positive cash flow during

traditionally slow seasons.

Club ABC Tours / ABC Destinations, Bloomfield, New Jersey ( 2008 - 2009

A multi-million dollar members-only travel club providing vacation values

since 1966.

Vice President - Product Development & Sales: Senior Sales, Marketing and

Product Development Executive charged with driving marketing and travel

product development. Oversaw and mentored 4 Product Directors managing tour

components in the U.S., Mexico, Europe, Africa, Asia and the Caribbean.

Concurrent responsibility for budgeting, strategic market planning, sales

forecasting, vendor contracting, and staffing. Set sales quotas. Designed

pay per click campaign, SEO, print ads and direct mail pieces to boost ROI.

. Recruited national sales team to achieve aggressive business goals

targeting both corporate and not-for-profit sectors. Result: Pipeline

growth from $4.5M to forecasted opportunities representing $8M in 2010.

. Introduced inventory procedure that increased load factors for group

departures by 23%, enhanced profit margins by 2%, and generated $320K in

additional annual sales revenues.

Ray Hourani Page 2.

**********@*****.***

Lyon Travel, Brattleboro, Vermont ( 2007 - 2008

Travel management company providing travel arrangements for non-profit

organizations and a wide range of educational institutions such as the

School for International Training, Landmark College and Harvard

University.

Director of Operations: Charged with increasing operational efficiencies

for land and air operations, and implementing new technology systems to

enhance customer satisfaction and retention. Managed call center

operations, 38 staff members and 3 direct reports. Held full accountability

for P&L management.

. Developed and implemented a comprehensive training program for new hires

that resulted in a 30% reduction in employee turnover within 1 year.

. Redefined staffing levels and instituted new work shifts for operations

capturing a 20% increase in productivity and a $1.5K reduction in monthly

overtime expenditures.

. Designed incentive plan for Call Center that drove a 40% increase in

Business Class sales within 6 months.

Grand Circle Travel, Boston, Massachusetts ( 2003 - 2006

Leading tour operator offering international travel packages, cruises and

escorted tours in the Americas, Asia, South Pacific, Europe, and Africa.

Senior Vice President of Air Contracting: Core leadership role in business

planning, contract negotiations, management and quality control for pre and

post tours that included air travel. Held full accountability for P&L

management of more than $185M. Collaborated with Product Development team

designing new programs.

. Re-negotiated airline contracts to capture $1.5M+ savings in 2004 and

2005 and projected savings of more than $2M in 2006.

. Orchestrated relocation of air operations department from Boston to

Bangkok office, and pioneered outsourcing operation that captured

significant savings in labor costs.

. Key player implementing automated ticketing, air mapping, and pricing

software. Results included $250K in annual cost reductions.

Far & Wide Travel Corporation, Miami, Florida ( 2000 - 2003

One of the largest companies in the value-added sector of the leisure

travel industry, offering the most diverse array of destinations on all

seven continents and types of travel experiences.

Vice President of Vendor Relations (2002 - 2003): Promoted to direct all

negotiations for airlines, cruise lines, car rental and major hotel chains.

Forged strategic alliances that generated new business development.

. Designed partnership marketing programs through e-commerce, consumer, and

trade advertising that captured a $1.2M increase in marketing funds.

. Developed an extensive airfare database that improved efficiency

contributing to $500K+in annual savings.

Director of Global Air Services (2000 - 2002: Contracted all airlines and

GDS' consolidating the air buying process and saved more than $1M in annual

costs. Played a pivotal role in due diligence process during acquisition.

Managed staff of 35 in locations across the nation.

. Integrated and streamlined air operations for 14 business units slashing

annual cost reductions by $125K.

. Created, implemented and directed Crisis Management Program.

Previous professional positions: Director of Airline Contracts and

Strategic Alliances for Collette Tours, Pawtucket (1991-2000), General

Manager for Isram Tours (1989-1990) and Regional Group and Tour Manager for

Pan American World Airways (1986-1989). Details available on request.

Education and Professional Training

Bachelor of Science in Finance

Hofstra University, Hempstead, New York

Completed Negotiating and Decision Strategies Program Columbia University

Graduate School of Business, New York, New York

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