Summary
Overview
Work History
Education
Skills
Professional Attributes
Timeline
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Vicki Poletti

Perth,Australia

Summary

An innovative, adaptive, and results-oriented senior management professional with established leadership credentials, and a focus on aligning organisational vision to strategic outcomes. Possessing proven global success in the corporate, tourism, aviation, and hospitality industries, I excel at making impactful decisions to support business growth and driving incremental revenue performance. A strategic and analytical thinker with expertise in sales and marketing, sponsorships, and partnership activation along with exceptional skills in building highly productive teams to achieve commercial profitability and organisational growth. Recognised for creating and motivating dynamic, highly active sales and marketing teams who are confident and optimistic, and continually exceed national sales quotas and drive significant Year-on-Year sales growth. An exceptional communicator and proven negotiator, adept at liaising between stakeholders and different management teams to achieve results.

Overview

32
32
years of professional experience

Work History

Senior Commercial Sales Manager – WA/SA

Amadeus
05.2013 - 08.2024
  • Company Overview: Amadeus is a leading technology company that provides solutions for the travel and tourism industry
  • Drive sales activities across all sales segment to acquire new customers and ensure retention and effective management of existing customers in accordance with the commercial principles of sustainable and profitable growth
  • Drive business development activities with prospects and existing customers to achieve growth in Sales segments and increase revenues through the introduction of new solutions and services
  • Creation of sales and account development plans to convert strategy into specific customer engagements and activities
  • Provide competitive intelligence, analysis of market trends and competitors performance
  • Build and leverage a network of customers and industry contacts with the express outcome of winning market share
  • Contribute to improved sales support processes, systems and tools to ensure the effective execution of acquisition, retention and development targets
  • Collaborate with key stakeholders (internal & external) to ensure the delivery of sales activities to achieve the Commercial Sales objectives
  • Ensure the sharing of knowledge and best practices across the Commercial teams and to the broader Travel Sellers Unit
  • Proactively use Salesforce to drive sales pipeline and effectively create, manage and promote commercial understanding of the Retail and Business segment
  • Ensure the accuracy and integrity of data in Salesforce is maintained, as well as sales activity reporting
  • Pipeline management - ensure accuracy within the Pipeline in relation to Sales Stages, Expected Signature & Expect Migration dates
  • Deliver Monthly Pipeline review to Asia Pacific Executive Leadership team
  • In conjunction with other teams/ functions, maintain responsibility for the migration of new business and of new products, solutions and services to all customers within my portfolio
  • Develop and maintain a structured sales plan with all customers under my portfolio to drive new product and IT revenue opportunities
  • Achieve expected revenue, profitability, and satisfaction levels within my portfolio
  • Designing, implementing and negotiating contracts with major partners by building commercial business cases and deal decks in line with the company’s financial strategy for key accounts
  • Maintain a high level of functional knowledge of the Global Distribution System (GDS) and the full Amadeus product portfolio through a combination of self-improvement and attending internal sales and product sessions
  • Acquire meaningful market intelligence from customer visits and stakeholder meetings
  • Identifying, developing and implementing Global airline and third-party strategies
  • Collaborating with other senior leaders to align the sales strategy with overall business objectives
  • Developing enterprise sales programs, managing strategic account management capability, and leading participation in product definition and business planning
  • Mapping team objectives, facilitating staff training and coaching, and tracking the achievement of team goals on a weekly, monthly, quarterly, and annual basis
  • Attending major trade show events, customer facing events, roadshows and conferences
  • Leading cross collaboration efforts with multi segments including Retail Leisure, Business, Online, Groups, Strategic Accounts, Travel Management Companies, and Government
  • Leading and managing a variety of projects including core technology products such as Amadeus Selling Platform Connect and Amadeus Online Booking Connect
  • Contract Negotiations and Contract life cycle management
  • Ensuring adherence to all industry relevant legislation and standards
  • Amadeus is a leading technology company that provides solutions for the travel and tourism industry
  • 10+ years as a Commercial Sales Manager, successfully managing high performance teams
  • Successfully negotiated and renegotiated major partnerships and contracts
  • Distribution Sales Olympics Global Top 50 Employee 2015 – Symposium – Cartagena, Colombia
  • Managing Director Award – Employee of the Year 2018 – Pacific

National Business Development Manager

Broome & Kimberley Holidays
12.2010 - 04.2013
  • Company Overview: Broome & Kimberley Holidays is a travel company specializing in tourism in the Broome and Kimberley regions of Australia
  • Manage and implement local and national strategies to drive revenue through retail travel agents, online booking engine and trade partners
  • Product contracting with local and international operators
  • Design and assist with brochure production
  • Grow market share nationally
  • Implement online booking engine and ensure data integrity
  • Upskill stakeholders via national product seminars and roadshows
  • Host Travel Agent familiarisation tours with WA
  • Event planning and hosting
  • Collaboration with Tourism WA and regional tourism bodies to promote adoption and growth within Australia’s Northwest
  • Executed local marketing campaigns and activities in line with global and national strategies
  • Generated revenue from direct business groups and established and maintained working standards to deliver world class direct sales and groups operations
  • Implemented strategic plans focused on revenue management, market intelligence, forecast planning, and key partnerships resulting in high revenue streams
  • Provided high level leadership and guidance to the sales team based in Australia; utilised a hands-on management approach to meet sales targets and drive incremental revenue
  • Implemented business restructures to support objectives and key performance
  • Developed and implemented commercial plans in line with segmentation across corporate, agency and direct business including national and global TMC partnerships
  • Built and maintained key stakeholder relationships within WA
  • Determined annual gross-profit plans by implementing marketing strategies and analysing trends and results
  • Established sales objectives by forecasting and developing annual sales quotas for the region
  • Projected expected sales volumes and profit for existing and new markets
  • Maintained sales volume by tracking changing trends, economic indicators, competitors and supply and demand
  • Broome & Kimberley Holidays is a travel company specializing in tourism in the Broome and Kimberley regions of Australia
  • Successfully restructured the Australian sales team resulting in maximized performance
  • Successfully implemented online booking tool, Explorer, allowing air and land bookings via portal
  • Achieved the revenue budget for direct sales and managed materialization in line with Revenue Management targets

Manager & Senior Travel Consultant

Fremantle Cruise & Travel Centre
06.2006 - 11.2010
  • Company Overview: Fremantle Cruise & Travel Centre is a travel agency specializing in cruise and travel services
  • International Travel Consultant, responsible for itinerary planning and booking corporate and leisure travel
  • Specialising in complex travel and round the world itineraries
  • Exceeding Sales Targets year on year
  • Facilitated training, coaching, mentoring, talent development, and succession planning of staff across the business
  • Proficient in Galileo and Cross Check Travel
  • Ensuring team sales targets were reached
  • Monthly reporting, accounts and budget planning
  • Designed and implemented sales plans to achieve set revenue and market share targets and ensure achievement of overarching business strategies
  • Fremantle Cruise & Travel Centre is a travel agency specializing in cruise and travel services
  • Nominated as Best International Travel Consultant at the NTIA awards 2008

Client Relationship Manager

New Horizons Holidays
04.1999 - 01.2004
  • Company Overview: New Horizons Holidays is a travel corporation providing holiday packages and travel services
  • Provided high level management across the West Australian and South Australian regions
  • Provided leadership and supervision to a team of five sales staff; facilitated sales training and managed performance
  • Oversaw all aspects of the new market activation for South East Asia, including identifying and signing key strategic partnerships
  • Developed and executed strong relationships across corporate, trade, premium, and revenue driving partnerships resulting in high level contracted business and incremental revenue
  • Identified, developed, and implemented Bali Weddings International in Australia, including a standalone brochure release
  • Implemented strategic key sponsorship partners for brand awareness with proven ROI
  • Monthly Sales reporting, sales target reviews and identifying growth opportunities within the market
  • Host Travel Agent familiarisation tours to SE Asia, including escorting groups every 3 weeks to Asia
  • Build strong relationships with ground operators, airlines and hoteliers across the SE Asia region
  • New Horizons Holidays is a travel corporation providing holiday packages and travel services
  • Played a key role in the successful growth of the company to be the market leader in leisure travel sales to South East Asia
  • Nominated as Best Wholesaler Australia at NTIA Awards 2002

Travel Manager

Traveland Fremantle & Barrack Street
02.1993 - 03.1999
  • Company Overview: Traveland is a travel agency providing various travel services
  • Traveland is a travel agency providing various travel services

Education

Certificate II and III - Travel & Tourism

TAFE WA
01.1993

Skills

  • Executive Leadership
  • Sales & Marketing Management
  • Strategic Sales Planning
  • Branding & Campaign Development
  • Competitor Analysis
  • Market Research
  • Project Management
  • Contract Negotiation
  • Contract Life Cycle Management
  • Customer Relationship Management
  • Service Delivery
  • Client Retention & Loyalty
  • Commercial Analysis
  • Revenue Growth
  • Budget Development & Oversight
  • Process Improvement
  • Reporting
  • Legislation & Compliance
  • Business Development
  • Industry Networking
  • Team Leadership
  • Travel Governance
  • Performance Management
  • Staff Training & Coaching
  • Stakeholder Engagement
  • High level IT capabilities

Professional Attributes

  • Innovative sales leader with the ability to drive sales activity, improve efficiency and productivity, whilst maximising business growth.
  • An innovative and purpose driven Senior Manager who engages teams in a shared vision for the future, sets clear direction, and embeds transparent decision-making frameworks to empower teams.
  • An articulate communicator with an appreciation for the different communication styles required when working with clients, colleagues, and stakeholders.
  • Outstanding communication and influencing skills with a demonstrated ability to build and manage collaborative business and stakeholder relationships to optimise business opportunities.
  • Adaptable and thrive in dynamic environments, can support last-minute demands and changes.
  • Geared with a combination of dynamic organisational skills and excellent time management skills with the ability to multitask, plan, prioritise, and deliver complex tasks within tight schedules.
  • Proven ability to negotiate successful deals and contracts with vendors.
  • Knowledge of relevant legislation and policy and the ability to make sound decisions and recommendations.
  • Contract life-cycle management experience, ensuring secure and efficient workflows.

Timeline

Senior Commercial Sales Manager – WA/SA

Amadeus
05.2013 - 08.2024

National Business Development Manager

Broome & Kimberley Holidays
12.2010 - 04.2013

Manager & Senior Travel Consultant

Fremantle Cruise & Travel Centre
06.2006 - 11.2010

Client Relationship Manager

New Horizons Holidays
04.1999 - 01.2004

Travel Manager

Traveland Fremantle & Barrack Street
02.1993 - 03.1999

Certificate II and III - Travel & Tourism

TAFE WA

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Vicki Poletti