| michael_tunnicliffe_2017.pdf |
MICHAEL TUNNICLIFFE
GLOBAL BUSINESS DEVELOPMENT MANAGER
More than 20 years of experience as a strategic, successful and respected relationship builder working with leading travel companies. Skilled in interpreting business requirements to deliver creative solutions that increase revenue, decrease costs and build customer loyalty. Generates new and expands existing business as a consultative sales producer for clients at all levels with a proven track record of exceeding goals. Cross-cultural communicator who leverages strong analytical, collaborative and decisive leadership skills to build cross-functional teams and deliver solutions that exceed customer expectations.Areas
Areas of Expertise
B2B & B2C Sales and Marketing / Partner & Client Relationship Development / Product Development and Implementation / Manage Internal Teams & External Agencies / Cross-Functional Project Management / Integrated Marketing Communications / Contract Negotiation and Pricing / Distribution Channel Strategy and Planning / Budget Forecasting and Goal Setting / International Brand Awareness / On-line advertising
PROFESSIONAL EXPERIENCE
CHEAPFLIGHTS MEDIA - Boston, MA
2012 to 2017
Cheapflights.com is an on-line search and compare site for travel deals.
Senior Manager - Global Business Development
Head hunted for travel expertise to develop sales with portfolio of existing advertisers and attract new accounts for Cheapflights.com. Focused growth on core search engine, display advertising and email marketing with international and domestic travel brands.
* Consistently exceeded budget each quarter through expansion of route portfolios and negotiating higher cost per click rates with key advertisers.
* Gained 12 new advertisers in first quarter contributing 35% revenue growth to the newsletter mailings.
* Developed display advertising to exceed budgeted revenue by 32% with on-site premium CPMs and off-site follow-along impressions.
VANTAGE DELUXE WORLD TRAVEL - Boston, MA
2009 to 2011
Large international tour operator targeting senior travelers through direct marketing channels; 300,000 customers/year.
Vice President Airline Contracts and Operations
Selected for new position to improve company's portfolio of tour programs and airline supplier relations to enrich customer tour experience. Played influential role in driving revenue growth during period of downturn in leisure travel industry. Conducted pricing negotiations with 17 major international airlines.
* Achieved 20% discount on net rates for Europe and North Africa programs by leveraging expert knowledge of travel industry and negotiating skills.
* Gained 15% increase in quality metrics by developing new tour product aligned with customer needs for paced travel and value.
* Negotiated advantageous net fare contracts with 17 major international airlines.
UNITED AIRLINES - Chicago, IL & London, UK
1992 to 2008
Leading international airline operating ~ 3,000 flights daily to 200+ U.S. and international destinations.
National Account Manager (2007 to 2008)
Captured new sales nationwide while managing top 35 international tour operator accounts to generate combined $90M in annual revenue. Planned and guided complex sales cycle with presentations and pricing negotiations. Directed integrated marketing campaigns with top accounts, incorporating direct mail, online strategies, print advertising, and collateral.
* Delivered $6M+ in new contract revenue in first year.
* Propelled 10% revenue growth in portfolio in first half of 2008 through successful pricing policy and revenue management for Pacific, Latin America, and Atlantic markets.
* Achieved 3% market share increase through strategic fare promotions that jumpstarted demand.
Product Marketing Manager North America (2004 to 2007)
Handpicked to join companyís U.S. headquarters team to strengthen North American integrated marketing communications with insights into international markets. Subsequently tapped to co-lead Chapter 11 exit communications to rebuild consumer trust in face of continued corporate instability. Managed $80M budget, multidisciplinary marketing team, and external agencies providing traditional, digital and new media advertising.
* Challenged to revitalize company brand with 2006 campaign that encompassed powerful messages demonstrating companyís emergence from bankruptcy into growth.
* Secured $1.5M in incremental revenue and 100K+ registrations by designing and implementing a national promotion in partnership with Palm and Cingular Wireless.
* Assembled and led cross-functional matrix team of stakeholders to define transition plan for new International Premium Product.
Marketing Manager Europe (2002 to 2004)
Promoted to take full responsibility for strategic planning, creative design, development, and production of all European marketing communications as company tackled transition to new ad agency and post-9/11 economic and security environment. Led multinational marketing team geographically dispersed across 6 countries. Guided SEO strategy for website. Managed $9M budget.
* Steered transition to new creative and media agencies, and led development and implementation of crisis communication strategy following 9/11 attacks.
* Won industry recognition for Europe-wide advertising campaigns, resulting in 14 creative awards including best online creative campaign in 2004.
* Propelled companyís competitive advantage by overhauling European website with compelling communications, cohesive branding, and intuitive functionality, resulting in 20% sales growth.
Marketing Manager United Kingdom (1998 to 2002)
Advanced companyís U.K. growth goals by directing development of B2B and B2C communications and promotions. Boosted brand awareness and market share with country-specific advertising and marketing.
* Won industry recognition for best multi-media campaign at 2002 Travel Industry Marketing awards in London.
* Achieved 31.7% increase in consideration to fly United among U.K. business travelers and 64.2% for U.K. leisure travelers through memorable, fully integrated media campaign.
* Selected to chair Star Alliance marketing committee that shaped all trade marketing communications in the U.K. for 14 airlines.
ADDITIONAL EXPERIENCE
UNITED AIRLINES - London, U.K.
Distribution Manager
Corporate Sales Manager
SHELL U.K. LIMITED — London, U.K.
Sales Executive
BRITISH AEROSPACE PLC — Bristol, U.K.
Contracts Administrator
EDUCATION
Postgraduate Diploma in Marketing, CHARTERED INSTITUTE OF MARKETING, U.K.
BA (Hons) Business Studies, THE UNIVERSITY OF SOUTH WALES, U.K.
PROFESSIONAL DEVELOPMENT
EEC Young Worker Exchange Program, UNIVERSITY OF STRASBOURG, France
Digital Media Sales Certification - INTERACTIVE ADVERTISING BUREAU, USA
COMPUTER SKILLS
Microsoft Office - Word, Excel, & PowerPoint, Pivot Table analysis, Web content management, Salesforce
AFFILIATIONS
Member, Sustainable Travel International (nonprofit organization)
GLOBAL BUSINESS DEVELOPMENT MANAGER
More than 20 years of experience as a strategic, successful and respected relationship builder working with leading travel companies. Skilled in interpreting business requirements to deliver creative solutions that increase revenue, decrease costs and build customer loyalty. Generates new and expands existing business as a consultative sales producer for clients at all levels with a proven track record of exceeding goals. Cross-cultural communicator who leverages strong analytical, collaborative and decisive leadership skills to build cross-functional teams and deliver solutions that exceed customer expectations.Areas
Areas of Expertise
B2B & B2C Sales and Marketing / Partner & Client Relationship Development / Product Development and Implementation / Manage Internal Teams & External Agencies / Cross-Functional Project Management / Integrated Marketing Communications / Contract Negotiation and Pricing / Distribution Channel Strategy and Planning / Budget Forecasting and Goal Setting / International Brand Awareness / On-line advertising
PROFESSIONAL EXPERIENCE
CHEAPFLIGHTS MEDIA - Boston, MA
2012 to 2017
Cheapflights.com is an on-line search and compare site for travel deals.
Senior Manager - Global Business Development
Head hunted for travel expertise to develop sales with portfolio of existing advertisers and attract new accounts for Cheapflights.com. Focused growth on core search engine, display advertising and email marketing with international and domestic travel brands.
* Consistently exceeded budget each quarter through expansion of route portfolios and negotiating higher cost per click rates with key advertisers.
* Gained 12 new advertisers in first quarter contributing 35% revenue growth to the newsletter mailings.
* Developed display advertising to exceed budgeted revenue by 32% with on-site premium CPMs and off-site follow-along impressions.
VANTAGE DELUXE WORLD TRAVEL - Boston, MA
2009 to 2011
Large international tour operator targeting senior travelers through direct marketing channels; 300,000 customers/year.
Vice President Airline Contracts and Operations
Selected for new position to improve company's portfolio of tour programs and airline supplier relations to enrich customer tour experience. Played influential role in driving revenue growth during period of downturn in leisure travel industry. Conducted pricing negotiations with 17 major international airlines.
* Achieved 20% discount on net rates for Europe and North Africa programs by leveraging expert knowledge of travel industry and negotiating skills.
* Gained 15% increase in quality metrics by developing new tour product aligned with customer needs for paced travel and value.
* Negotiated advantageous net fare contracts with 17 major international airlines.
UNITED AIRLINES - Chicago, IL & London, UK
1992 to 2008
Leading international airline operating ~ 3,000 flights daily to 200+ U.S. and international destinations.
National Account Manager (2007 to 2008)
Captured new sales nationwide while managing top 35 international tour operator accounts to generate combined $90M in annual revenue. Planned and guided complex sales cycle with presentations and pricing negotiations. Directed integrated marketing campaigns with top accounts, incorporating direct mail, online strategies, print advertising, and collateral.
* Delivered $6M+ in new contract revenue in first year.
* Propelled 10% revenue growth in portfolio in first half of 2008 through successful pricing policy and revenue management for Pacific, Latin America, and Atlantic markets.
* Achieved 3% market share increase through strategic fare promotions that jumpstarted demand.
Product Marketing Manager North America (2004 to 2007)
Handpicked to join companyís U.S. headquarters team to strengthen North American integrated marketing communications with insights into international markets. Subsequently tapped to co-lead Chapter 11 exit communications to rebuild consumer trust in face of continued corporate instability. Managed $80M budget, multidisciplinary marketing team, and external agencies providing traditional, digital and new media advertising.
* Challenged to revitalize company brand with 2006 campaign that encompassed powerful messages demonstrating companyís emergence from bankruptcy into growth.
* Secured $1.5M in incremental revenue and 100K+ registrations by designing and implementing a national promotion in partnership with Palm and Cingular Wireless.
* Assembled and led cross-functional matrix team of stakeholders to define transition plan for new International Premium Product.
Marketing Manager Europe (2002 to 2004)
Promoted to take full responsibility for strategic planning, creative design, development, and production of all European marketing communications as company tackled transition to new ad agency and post-9/11 economic and security environment. Led multinational marketing team geographically dispersed across 6 countries. Guided SEO strategy for website. Managed $9M budget.
* Steered transition to new creative and media agencies, and led development and implementation of crisis communication strategy following 9/11 attacks.
* Won industry recognition for Europe-wide advertising campaigns, resulting in 14 creative awards including best online creative campaign in 2004.
* Propelled companyís competitive advantage by overhauling European website with compelling communications, cohesive branding, and intuitive functionality, resulting in 20% sales growth.
Marketing Manager United Kingdom (1998 to 2002)
Advanced companyís U.K. growth goals by directing development of B2B and B2C communications and promotions. Boosted brand awareness and market share with country-specific advertising and marketing.
* Won industry recognition for best multi-media campaign at 2002 Travel Industry Marketing awards in London.
* Achieved 31.7% increase in consideration to fly United among U.K. business travelers and 64.2% for U.K. leisure travelers through memorable, fully integrated media campaign.
* Selected to chair Star Alliance marketing committee that shaped all trade marketing communications in the U.K. for 14 airlines.
ADDITIONAL EXPERIENCE
UNITED AIRLINES - London, U.K.
Distribution Manager
Corporate Sales Manager
SHELL U.K. LIMITED — London, U.K.
Sales Executive
BRITISH AEROSPACE PLC — Bristol, U.K.
Contracts Administrator
EDUCATION
Postgraduate Diploma in Marketing, CHARTERED INSTITUTE OF MARKETING, U.K.
BA (Hons) Business Studies, THE UNIVERSITY OF SOUTH WALES, U.K.
PROFESSIONAL DEVELOPMENT
EEC Young Worker Exchange Program, UNIVERSITY OF STRASBOURG, France
Digital Media Sales Certification - INTERACTIVE ADVERTISING BUREAU, USA
COMPUTER SKILLS
Microsoft Office - Word, Excel, & PowerPoint, Pivot Table analysis, Web content management, Salesforce
AFFILIATIONS
Member, Sustainable Travel International (nonprofit organization)