Summary
Overview
Work History
Education
Skills
Languages
Timeline
Generic
Dilan Selvadurai

Dilan Selvadurai

Southern River,Australia

Summary

Experienced sales professional with a successful history of driving sales and building client relationships. Proficient in identifying customer needs, providing tailored solutions, and closing deals effectively. Skilled in communication, negotiation, and problem-solving. Strong team player with a proactive approach and a dedication to achieving targets.

Overview

34
34
years of professional experience

Work History

Industry Account Manager – WA

Malaysia Airlines
Perth, Australia
10.2018 - Current
  • Managing and accountable for WA’s sales portfolio.
  • Engaging and working together with the state’s industry partners to achieve the set commercial sales KPI’s.
  • Develop and implement sales growth activities with trade partners along with building and growing relationships with key travel partners to achieve the revenue and market share targets.
  • Identify and Implement tactical activities for market share growth.
  • Represent the carrier across various trade fairs, functions and other travel related activities.
  • Exceeded Year over Year revenue targets for 2019 by 8% and 2023 26%.

Travel Manager

RAC Travel
Perth, Australia
06.2018 - 10.2018
  • Directing the effective management of travel consultants by providing coaching, support, guidance, and leadership to achieve sales and performance targets maintaining a high level of customer service.
  • Monitor and coach staff performance while fostering a positive and competitive work culture.
  • Responsible for the outlet P&L and, strategic marketing plans to increase footfall potential.

Sales Manager – Dubai, Northern Emirates, and Al Ain

Etihad Airways
Dubai, United Arab Emirates
01.2010 - 07.2016
  • Directed sales operations for three locations, managing a diverse team of more than 30 executives and retail sales agents.
  • Held responsibility for an annual revenue target of $8.6M.
  • Negotiated sponsorship agreements with trade partners and vendors, maintaining productive relationships and working to ensure efficiency and cost savings.
  • Coordinated tactical promotional activity roll-outs in collaboration with senior management.
  • Monitored customer satisfaction targets and sales KPIs.
  • Minimized operational errors by effectively implementing processors.
  • Mentored staff members, offering personalized leadership coaching and conducting annual performance reviews.
  • Aggressively pursued targets to successfully achieve year-on-year market share and sales growth of more than 32% above plan.
  • Created and implemented use of a monthly staff performance review scorecard to enhance employee timesheet accuracy.
  • Coordinated cut-off and subsequent implementation of new UAE-wide reservation system.

Sales Outlet Manager (Sales & Operations)

Etihad Airways
Dubai, United Arab Emirates
12.2008 - 01.2010
  • Managed 11 retail sales outlets, including several Abu Dhabi Airport locations.
  • Led a team of more than 50 multicultural retail sales agents with a $23M annual revenue target.
  • Responsible for providing excellent customer service as well as staff administration duties and implementation.
  • Handled leave management and outlet rostering.
  • Secured year-on-year revenue growth of more than 15% above plan.
  • Designed a customer-service skills training program for employees across all retail locations.
  • Implemented improved cash handling and, ADM management processes to ensure efficiency and accuracy while deterring fraud opportunities.

Senior Client Relationship Manager, Corporate Travel

Hogg Robinson Group – UAE HRG Emirates Airline Group
Dubai, United Arab Emirates
04.2002 - 12.2008
  • Grew existing portfolio of 55 multinational and local corporations, consistently exceeding $25M revenue target.
  • Prospected for new clients and analysed existing client account performance.
  • Prepared financial business cases to be evaluated by senior management, generating detailed reports.
  • Created and monitored client service-level agreements.
  • Managed a team of 12 operations consultants, conducting monthly and quarterly performance reviews.
  • Responsible for vendor relationship building.
  • Negotiated with airline partners to establish corporate travel agreements.
  • Directed the travel booker training program.
  • Managed the creation and implementation of SLAs.
  • Sustained a 97% retention rate while growing account base from 75 to 108.
  • Won the Cisco Travel account from competitors, successfully implementing travel implant locations for TetraPak, PepsiCo, and Cisco.
  • Significantly improved business relationships with notable blue-chip clients such as Cisco, Credit Suisse, Kodak, PepsiCo, Sasol Gulf, and Toshiba.

Senior Sales Executive – HRG UAE

Hogg Robinson Group – UAE HRG Emirates Airline Group
Dubai, United Arab Emirates
04.1991 - 03.2002
  • Acquired new corporate accounts and maintained existing accounts for call centre.
  • Designed service-level contracts and agreements.
  • Managed the bid process, astutely utilizing RFPs and RFIs.
  • Negotiated financial transactions.
  • Earned promotion from Team Leader.

Education

Master of Business Administration -

University of Cumbria
Carlisle, UK

Skills

Process implementation

  • Budgeting and finance
  • Change management
  • Contract negotiation
  • Market growth
  • Client acquisition and retention
  • Operations management
  • Strategic negotiation
  • Leadership coaching
  • Customer relationship management
  • Business development
  • Revenue growth
  • Strategic planning
  • Team leadership
  • Problem solving
  • Conflict resolution
  • Coaching and mentoring
  • Networking skills
  • Client rapport building
  • Sales analysis
  • Complaint resolution
  • Territory management

Languages

English
Professional
Hindi
Limited
Urdu
Limited

Timeline

Industry Account Manager – WA

Malaysia Airlines
10.2018 - Current

Travel Manager

RAC Travel
06.2018 - 10.2018

Sales Manager – Dubai, Northern Emirates, and Al Ain

Etihad Airways
01.2010 - 07.2016

Sales Outlet Manager (Sales & Operations)

Etihad Airways
12.2008 - 01.2010

Senior Client Relationship Manager, Corporate Travel

Hogg Robinson Group – UAE HRG Emirates Airline Group
04.2002 - 12.2008

Senior Sales Executive – HRG UAE

Hogg Robinson Group – UAE HRG Emirates Airline Group
04.1991 - 03.2002

Master of Business Administration -

University of Cumbria

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Dilan Selvadurai