Sales Management

Peter Valiando 617-***-**** . ********@*****.***

* **** *****, *********, **, 21401

Senior Travel Executive

Proven profit driver. A vigilant, innovative driver of bottom line

results, excellence and growth who has consistently delivered results for

over 30 years in strong or weak economies, established or startup

businesses by building strong teams with shared values.

Strategist who can clearly communicate the company's vision, identify and

leverage trends, develop and mentor a strong management team to exploit

market opportunities and understand the complex needs and solutions

required of its business customers.

Leader who has motivated his organization and has promoted a culture of

shared values and high performance.

Experience and Achievements

PAUL GAUGUIN CRUISES, INC. Bellevue, WA. 2005-2010

[Privately held company with $50MM Revenue providing luxury cruise

vacations in French Polynesia & South Pacific]

Chief Operating Officer

Transformed a marginally performing entity into a highly profitable

business. Full P&L accountability for a $50MM business. Developed,

implemented, and drove business plans that doubled operating margins and

tripled profit margins. Provided vision and strategy to rebrand and

reposition a niche travel business into a destination specialist and

market leader in the luxury segment. Built infrastructure and a high

performing, values based culture. Led, and motivated 30-person

organization (sales, marketing, operations, finance and administration).

. Introduced new products, strategy of managing customer acquisition costs

by distribution channel, pricing strategy "Giving Value to Luxury" that

resulted in a 20 point improvement in occupancy and an 11 point

improvement in renewal rate ($8MM).

. Reorganized Sales Organization to better serve and grow Top Producing

Accounts with Field Sales Team, introduced Inside Sales Team to improve

lead generation and grow other producing accounts and prospects,

identify new business opportunities and in call center introduced

multiple call queues, standards and scripting that doubled sales

conversion ratio.

. Spearheaded direct marketing approach that grew direct consumer channel

from 3% to 15% ($0.7MM)

. Renegotiated suppliers and concessionaires. Replaced ground operator and

went direct to suppliers on hotels, shore excursions and transfers

saving $2MM annually.

. Sourced and negotiated business acquisition with luxury hotel operator

resulting in a business combination and creation of a market leading

destination specialist in French Polynesia's luxury vacation market.

GRAND CIRCLE CRUISE LINE Boston, MA. 2003-2005

[Privately held company with $400MM Revenue provides value based worldwide

vacations]

Chief Financial Officer

Led team through a rapid expansion and 40% growth of small ship fleet. Key

member of the executive management team responsible for driving growth and

improving operations. Lead team of 20. Directed new business development,

budgeting & planning, product pricing and costing, profitability &

marketing analysis, finance & accounting.

. Identified growth opportunities for expansion in small ship fleet

resulting in 40% expansion in ship capacity and $16MM improvement in

EBIDTA

. Drove $3MM annual improvement in optional tour and shop income while

improving excellence by 10 points through enhanced learning & discovery.

. Implemented changes in legal structure of foreign entities that resulted

in $3.5MM in VAT recoveries and future tax avoidance of $2MM annually.

FAR&WIDE Travel Fort Lee, NJ, 1998-2003

[Venture Capital funded rollup of worldwide tour operators with $250MM in

Revenue]

Chief Financial Officer - European Division

Developed and implemented business plans to integrate tour operators

eliminating $20MM in overhead expenses. Provided executive and strategic

leadership at both the division and corporate levels of the organization.

Responsible for driving profitability, operational improvements and

control. Lead team of 15 people. Directed financial and management

reporting, analysis, budgeting, forecasting, product pricing/costing,

systems and accounting. Managed the corporate financial services center

which was responsible for treasury function and cash management.

. Eliminated marginal products & refocused team on improving margins and

quality on reduced line of escorted tours in Italy & Ireland resulting

in a 10 point improvement in profitability & excellence.

. Identified and implemented a change in legal structure that allowed for

the recovery of VAT on Italiand ground costs saving $1MM annually.

. Spearheaded the rollout of an integrated travel management software

package throughout the seven acquired European tour operators.

JMH Developments New York, NY, 1994-1998

[Real Estate Development & Construction Company]

Chief Financial Officer

Refocused a struggling commercial construction company into a profitable

real estate development company. Provided executive and strategic

leadership to owner and management team. Responsible for all commercial

aspects of business.

Cunard Line limited New York, NY, 1978-1994

[Public Company subsidiary with $500MM in Revenue providing World-wide

luxury cruise vacations.]

VP Financial/Operational Planning, 1990-1994,

Delivered innovative analytical solutions that drove $6MM in profit

improvements. Managed team of six analysts. Responsible for P&L

forecasting, planning, profitability analysis, and risk management.

. Adopted Top Product focus to analyzing over 1,000 products offered.

Eliminated marginal/negative contributing products resulting in $1MM

profit improvement. Refocused team on driving P&L growth on Top Products

through pricing and cost reductions.

. Recovered over $5MM in increased operating expenses that were

recoverable under company insurance policies.

Director, Ship/Hotel Operational Planning, 1981-1990

Led project teams on two successful business acquisitions and three

successful ship conversions. Partnered with Senior VP on all ship and

hotel business development projects. Managed four analysts and various

contract staff. Responsible for investment analysis and recommendations

on hotel and ship business opportunities. Participated in due diligence

and led project teams on several acquisition/conversion projects.

. Recovered $30MM in claims from underwriters/shipyard related to late re-

delivery of project.

. Commercial lead on $150MM QE2 re-engine/hotel conversion project.

. Led team on sale/leaseback acquisition of Sea Goddesses from Norske

Cruises.

. Participated in defending against a US shipyard's attempt to change $5MM

fixed price into $10MM cost plus job

. Led team on successful acquisition of Norwegian America Cruises.

Manager Financial Planning & Analysis, 1978-1981

Developed Cunardcare, self insured travel cancellation insurance program

which became a $20MM annual profit center. Responsible for forecast and

budgeting process. Directed 3

Education

Columbia university (1994) Masters of Business Administration / Major:

Finance

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