Romania
With over 20 years in the travel industry, I lead the commercial division of Karpaten Outgoing, overseeing B2C sales (owned agencies and call center), a B2B network of 1,500+ partner agencies, and the Corporate Travel segment. I focus on driving revenue growth through pricing and yield strategies, strengthening distribution channels, and building long-term partnerships, while leading initiatives that enhance customer loyalty and sales performance.
Leads the overall commercial strategy with full responsibility for revenue growth, pricing, and distribution performance across a complex multi-channel ecosystem. • Defines and executes pricing & yield strategies to maximize profitability across charter routes and destinations • Manages and scales B2B network (1500+ partner agencies) and own B2C channels (retail + call center) • Drives revenue optimization through demand-based pricing, inventory control, and sales velocity analysis • Secures and manages co-marketing funds with destinations and strategic partners • Oversees commercial marketing, campaigns, roadshows, and trade fair participation • Uses data-driven insights to monitor KPIs (load factor, yield, revenue per seat) and adjust strategy in real time Focus: Revenue growth, dynamic pricing, distribution control, and market expansion
• Identifying potential clients and developing a network of relevant partners in order ensure proper product distribution. • Establishing and implementing national sales and marketing programs in order to raise the brand and product awareness and reach the yearly sales quotas • Realizing monthly reports, managing statistic data, competition analysis • Negotiating and closing contracts • Managing business relationships (both at supplier and distribution level) • Managing, developing, coaching, supporting and motivating members of the subordinated departments so that a high professional standard is achieved.
• Market research to develop products and identify prospects in accordance to client’s needs • Generating appropriate product supply for the company’s distribution network • Negotiating terms and conditions with suppliers for guaranteed allotments • Contacting customers in order to promote the current product portfolio • Use relevant market knowledge to highlight the company’s distinctive competence and the product’s particularities • Increasing sales volume and product mix, while aligning the sales strategy to changing trends and competitors
Participated in a post Post-Merger Integration Process while: • working on data-gathering assignments side-by-side with the clients team • performing complex analyses of the companies data • organizing public tenders Participated in implementing a compliance program (Sarbanes-Oxley) while ensuring: • An accurate process mapping • A risk assessment and scoping of the companies current workflow • Proper documentation of internal controls • Compliance testing • Evaluating and reporting
Led the organization through the COVID-19 crisis, ensuring business continuity in a near-zero demand environment • Implemented rapid cost optimization measures, including contract renegotiations, workforce restructuring, and strict cash-flow management • Managed high volumes of cancellations, rebookings, and refunds, balancing customer satisfaction with financial protection of the company • Maintained transparent and proactive communication with clients, partners, and stakeholders during a highly volatile period • Oversaw risk management and scenario planning to navigate uncertainty and support decision-making • Ensured team alignment, resilience, and performance under crisis conditions