Michael Moretti

Email: abozao@r.postjobfree.com

Address: *** ***** **** ******

City: Buffalo

State: NY

Zip: 14216

Country: USA

Phone: 716-***-****

Skill Level: Management

Salary Range: 85

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Michael A. Moretti

286 North Park Avenue, Buffalo, NY 14216

716-***-****

abozao@r.postjobfree.com

Summary

High-energy sales and marketing professional with a proven track record in driving results. Insightful, and consultative leader who can both strategically plan and create solutions; both internally and externally. Collaborative, and goal oriented with strong customer engagement skills. Proven leadership in project management and adept in developing winning marketing strategies. Excellent platform and communication skills, and well versed in both domestic and international markets.

Qualifications

- Consultative Selling

- Project Management

- Facilitation & Mentoring

- Business Development

- Strategic Marketing

- Development & Execution

Professional Experience

American Airlines 1991-2012

Global Agency Relationship Manager HDQ/Buffalo, NY 2003-2012

Responsible for the largest travel agency call center territory in the US/Canada worth $150M. Reported to Principal, Global Sales, developed SME/new business plan while growing both channel and established corporate business. Managed HDQ administrative relationship for largest channel producers in the world. Responsible for business planning and execution at field level and accountable for development and execution of both internal and external programs that drove growth for carrier, channel, and corporate customer. Crafted National Sales campaigns to stimulate growth and channel earnings.

- Grew annual territory revenue by 8-10% each year through analysis, consultative selling, and channel & customer advocacy. Consistently ranked in top 5 for performance in last four years.

- Developed business relationships with both leadership and business development managers within agency channel base. Developed and executed market improvement plans to support key international markets that generated on average $160K-$280K in one month to the carrier while subsequently supporting increased channel earnings.

- Developed and executed plan to reduce non-contracted revenue dollars while subsequently moving customers to contract programs. Recognized for 42 newly signed accounts and $4.5M in new business in one quarter.

- Developed internal strategy to better manage call center business, improve productivity, and reduce manpower expense. Plan was later adopted as template for new organizational design, and served as training document for sales force.

- Reviewed quarterly account performance and direction for both internal customers and external call center leadership. Recommendations identified measurable actions that served to improve earnings and drive new opportunities.

- Created program that increased performance in Canadian top markets by 25% and drove incremental revenue from competing airports. Solicited partnerships with key departments to ensure effective measurement while creating an automated process that streamlined booking opportunities for channel customers.

- Developed both plans and budgets to strategically place marketing support dollars that significantly grew new business opportunities and better partnerships.

International Project Manager, oneworld(R) Alliance Toronto, Canada 2001-2003.

Seconded expatriate position responsible for leading all joint Alliance selling efforts in both Canada and Mexico. Responsible for engagement of online airline teams and incorporation of Alliance strategies to carrier selling roles. Change management advocate who successfully implemented b2b platform and improved productivity by significantly reducing contract approval process and implementation timetable. Resulting revenue gains in first year exceeded $2.2M.

- Chaired monthly executive meetings and reviewed carrier and alliance performance with all country managers and teams that ensured a coordinated brand strategy and improved communications.

- Developed product and automation training within joint selling environment resulting in first b2b corporate contract worldwide and simplified reporting for carriers. Canadian program adopted as design template for other markets.

- Created contracts that were both culturally sensitive and offered in both French and Spanish; subsequently improved adoption rates by customer and airline staffs while reducing pipeline timetable by ten days.

- Developed Canadian brand strategy that showcased Alliance strengths and coordinated marketing opportunities to support efforts and brand placement. Implemented partnership programs at premium venues to showcase brand.

- Successfully identified and created turnkey programs to secure new business opportunities and clients resulting in new vertical markets valued at $15M in new business opportunities.

District Sales Manager, American Airlines Southern California 2000-2001

Provided leadership to a ten person sales team responsible for both corporate and channel sales valued at $256M. Responsible for increasing market presence in both corporate and channel segments. Implemented mentoring program for team later adopted by Division resulting in greater resource efficiencies and new pipeline opportunities worth $10M. Identified new route opportunities and successfully supported subsequent launches resulting in $70M in new revenue and expanded customer base.

- Led efforts to ensure that high profile customer base remained in tact despite increased competition. Reallocated resources to ensure maximum sales focus and retained $8M in potential lost business.

- Mentored team members through coaching and professional development resulting in 3 top award winners in first year.

- Established business relationships relevant to new market opportunities by aligning with new vertical market. This resulted in both corporate and channel growth of 10-15% per year.

Multinational Account Manager Canadian/American Airlines Toronto, Canada 1998-2000

Seconded expatriate position located in Toronto. Leveraged existing US relationships with multinational accounts doing business in Canada. Responsible for developing new Canadian business opportunities and otherwise competitively contracted organizations.

- Delivered new multinational customers in two years totaling $16M in new revenue by leveraging US relationships.

- Identified competition's top customers and developed long-term sales strategies to support conversion leading to two significant wins and $8M in revenue.

- Reporting to the Vice President, developed new systems, processes and pipeline for American Airlines corporate selling in light of Canadian Airlines acquisition by its largest competitor.

Other Professional Experience: American Airlines & Eastern Airlines

Career punctuated by experience through a series of increasingly responsible leadership promotions based on strong performance. Career responsibilities have included Sales & Marketing, Marketing Support Leadership, Administration, Budget/Real Estate, & Sales Training.

Education

Master of Arts, Organizational Leadership

Significant coursework: Systems Thinking, Leadership Interactions, Diversity and Multiculturalism, Leading Change, Problem

Solving & Decision Making, and Capstone.

Medaille College, Buffalo, New York

Bachelor of Arts, Government & International Relations

University of Notre Dame, Notre Dame, Indiana

Awards, Recognition, & Community:

- Medaille College, Commencement Speaker & Academic Award Recipient

- Medaille College, Leadership Management Council

- Four time American Airlines PAAcestter/Synergy Awards

- Sigma, Beta, Delta Honorary Business Society

Contact this candidate