Vice President of Ancillary Sales

Jessica Polo

** ******* **** ** ************, NJ, 07840 917-***-**** *********@*****.***

I am a forward thinking, persuasive and multilingual leader with a proven track record of delivering business initiatives and sales results in North America and EMEA markets. I am results oriented and decisive with expertise in developing versatile sales teams in new markets, identifying revenue growth opportunities and maintaining strong business alliances. Thrive in dynamically changing environments to meet strategic objectives. CORE COMPETENCIES

Team Leadership Sales Training International Markets Revenue and Profit Growth Sales Initiative Implementation

Customer Service and Relations New product development Sales Team Coaching and Development PROFESSIONAL EXPERIENCE

AVIS BUDGET GROUP

Vice President of Ancillary Sales – New Jersey, NJ, USA April 2016-Current Reporting to the Senior Vice President of Operations, I am responsible for improving ancillary revenue growth in the Americas Division includes Canada, United States, Brazil, Argentina and our the licensee network. I am currently leading a team of 73 Sales Performance Managers and 7 Area Sales Performance Managers. Key Accomplishments:

2016 total CSI performance in the Americas resulting in a total incremental revenue improvement of €534 million EBITDA.

New product launch of Navigator piloted in 3 key major markets; Dallas, Miami and Orlando in November 2016 resulting in an uplift of $88,000 in incremental revenue sales in 2 months.

Developed our enhanced service & sales program 2017 to bring a new and innovative strategy to our strategy that includes updated technology to service our customers and advanced sales techniques for our front-line team to differentiate us from our competition. Generated additional incremental revenue of $20M

Designed new training materials to support 2017 initiative on individualized service and sales dialogue, telephone technique “winning the reservation” and creating centers of excellence. Director of Counter Sales International – London, UK May 2015-April 2016 Reporting to the Group Operations Director, I am responsible for improving ancillary revenue growth in EMEA and APAC which includes a total of 18 corporate countries and in the licensee network. I am currently leading a team of 50 Sales Performance Managers and 7 Area Sales Performance Managers. Key Accomplishments:

2015 total CSI performance in EMEA has improved by 7.8% in total CSI RPD resulting in a total incremental revenue improvement of €14 million.

New product launch of travel partner piloted in Spain in November 2015 resulting in an uplift of 75 sales per week within the 5 major airport locations in counter sales.

Acquired 7 new licensee countries to join the ancillary program and in 2015 total revenue generated was €32.5 million equalling to an improvement of 32.5% and total incremental royalty fees on PY was €442,000.

Implemented 2015 summer peak strategy focusing on broker sales, bundling technique and upsell dialogue in partnership with the CLE team. Achieved double digit improvement in CSI RPD totalling €13,860,000 incremental revenue and NPS score of 28%.

Designed new training materials to support the local market initiative on individualized service and sales dialogue, telephone technique “winning the reservation” and creating centers of excellence in the field. Local Market performance in 2015 resulted in 10% improvement in CSI total RPD over 2014 performance.

Recruitment and training of counter sales team in APAC launched in October 2015 resulting in an increase of

$960,000 in Australia and $209,000 in New Zealand in quarter 4.

Partnered with senior leadership during the acquisition of Scandinavia into the EMEA division to launch ancillary strategy. Results achieved at the end of December in total CSI were 4.9% in total RPD and top performance in Norway which was €2.5 million and Sweden of €1.3 million in additional incremental CSI revenue.

Director of Counter Sales EMEA – London, UK, Apr 2014-May 2015 Reporting to the Group Operations Director, I was responsible for improving ancillary revenue growth across EMEA which includes a total of 12 corporate countries. I led a team of 30 Sales Performance Managers and 6 Area Sales Performance Managers. My main responsibilities include developing the direct team of ASPMs as well as maintaining PY performance levels by balancing service and sales behaviors, implementation of accountability processes and new training tools.

Key Accomplishments:

Changed the current team structure to create the ASPM position within the existing teams which allowed me to identify the high potential employees of the team.

In 2014 total CSI performance in EMEA improved by 10% in total CSI RPD resulting in a total incremental revenue of €170 million and an improvement of €18,7 million compared to 2013 performance.

Designed new training materials to support walk up strategy in collaboration with revenue management to improve market share. 2014 walk up performance improved by 7% over prior year and generated a total of

€53.5 for the total year.

Implemented new training materials for the division that included online modules for ABG University supporting product knowledge for the front line and management operations, power hours were launched by country in English and in country language, aligned with L&D to implement the counter sales modules for ATC and MTC in EMEA.

Partnered with HR to develop the Accountability process in EMEA. In addition CSI District calls were created and aligned across the division and “Red Calls” were launched by quarter facilitated by the Group Operations Director to support the performance steps previously launched.

Q4, 2014 launched the proposal for the licensee network in Turkey and piloted the ancillary program in Denmark and Malta. The pilot included the recruitment of a Sales Performance Manager, alignment of products to match corporate strategy, creating aligned metrics of weekly CSI and PCR reports and in country field visits. Pilot resulted in a 27% improvement in Denmark and 45% in Malta of total CSI RPD over PY. EMEA Lead Sales Performance Manager – London, UK June 2012-Apr 2014 Reporting to the Group Operations Director, I was responsible for recruiting a sales performance management team in EMEA and launching the ancillary strategy in 12 corporate countries and improving ancillary revenue performance in the division.

Key Accomplishments:

2013 total CSI performance in EMEA improved by €1.07 in total CSI RPD resulting in a total incremental revenue of €154 million and 18% improvement over prior year.2013 summer peak performance improved by 20%

Recruited and trained a team of 21 sales performance managers to support the main airport locations by district.

Aligned all counter sales products across 12 countries including the service and sales techniques to match the process including the new product development of zero excess vehicle coverage, variable up sell, road side assistance and EZ fuel.

Created the training materials to support the management and front line operations teams in English and in country languages to support the official launch communication packages for 2013. The training was completed by quarter 1 for major airports in EMEA of 600 managers and 2500 rental sales agents.

Created tier based commission schemes for all countries averaging a cost of sale of 3%. Central Area Sales Performance Manager – Houston, TX, USA June 2010-June 2012 Reporting to the Director of counter sales, I was responsible for improving CSI revenue in the central region. My main responsibilities included the development of sales performance managers, established strong relationships with key business partners, weekly performance reviews of our performance and developed action plans to improve results and developed key training materials to support the behaviors of the service and sales process. Key Accomplishments:

Performance in the Central Region consistently was the highest RPD performance amongst the division. Averaging a total CSI RPD of $12 and positive above prior year performance.

Partnered with human resources to implement the performance management process for the area. Clarifying the accountability steps for bottom performing front line staff to improve results.

Collaborated with finance and human resources to implement a CSI quarterly goal for all locations using a tier system for RPD performance allocating locations to small, medium and large groups to increase performance and identify top performers and recognize them in the top 200/100 list for the country.

Selected to launch the pilot in Spain in 2011 of the ancillary program. The pilot consisted of hiring the sales performance manager team, translations of the training materials and coaching of the Spanish team in Houston before launch. Spain generated an additional €5 million in incremental growth from Feb.2011-December 2011. Sales Performance Manager – Houston, TX, USA Nov. 2006-June 2010 Reporting to the Regional director of South Texas Region, I was responsible for improving CSI revenue for the key districts of Houston, Louisiana, Little Rock and Memphis. My main responsibilities included workshop training for managers and frontline teams, coaching and development of station managers in feedback and counter activities and weekly follow up via district sales calls and trip reports. Key Accomplishments:

South Texas region results were in the top performing countries year over year. Houston IAH was in the number 1 spot year over year highlighted in by the coverage RPD performance of $18 year over year.

Was part of the original team that partnered with Khoury frontline team and launched the service and sales wheel across all major locations in quarter 4 of 2008.

In 2009, was nominated black belt of the team and distinguished for double digit RPD performance in the south Texas region.

GREEN MOUNTAIN ENERGY – Houston, TX, USA Jan 2005-Nov.2006 Area Manager

Reporting directly to the national sales director, I was responsible for creating and leading the outside sales team of 20 sales representatives in Houston to acquire new customers to convert to our natural pollution free product. Key Accomplishments:

Sales results the first year were record breaking compared to other sales channels. Averaging 80-100 new customers we achieved 120% above plan on a monthly basis. SRHC CORPORTATION-WESTEX COMMUNICATIONS – Houston, TX, USA Jan 2002-Jan 2005 Outside Sales Manager

Reporting directly to the sales direct I was responsible for leading the outside sales team for our B2B department and the residential door to door team in Texas. The main goal was to convert customers from other CLEC providers and acquire new accounts for their utility needs.

AWARDS & CERTIFICATIONS

2011 Best In Class Award- Highest CSI performance achieved in the Division, Central region

Women in Leadership - The Aspire 2014 'Connected Leadership' Event

2015 High Performance Behaviors Award- Modelling the high performance behaviors in ABG

2009 Black Belt Certification- Certification in advanced facilitation and coaching skills

2009 completion of communications course in the University of Houston EDUCATION

University of Houston Downtown

Major: Business Administration, Minor: Management

LANGUAGES

Bilingual in English and Spanish

Intermediate French

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