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, UKSkills
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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