As the head of business development, Charles is responsible for leading the growth of the firm in the North American marketplace. His duties include the development and implementation of strategic growth plans for the North American region in alignment with the overall company objectives. Identify and pursuing business opportunities to expand Areka Consulting's client base and market presence in North America. Building and maintaining strong relationships with key stakeholders, including clients, partners, and industry influencers. Lead marketing & communication for North America, represent the firm at industry events and bring thought leadership to the market as well as manage media relations.

Supporting the new business development team empowered to bring Travel Leaders unique and differentiated Corporate Travel Management capabilities to enterprise and global accounts. We are focused on supporting the travel needs of the Mission, Marine, Medical, Media, and Professional and Financial Services sectors. We provide the technology, agent services, supplier content, account management and support services necessary to support these vertical industries complex, international, group and high touch travel needs. We are flexible in developing unique travel programs that we configure to order and leverages the vast array of travel assets available across the Internova Group, as well as those of our global affiliate network.We operate on a global scale with the ability to support in-country solutions in over 85 countries and provide access to a global travel supply marketplace that is second to none. We back our focused approach and flexible service configurations with a highly experienced team of corporate travel professionals.

Responsible for leading the consulting practice for Funnel Metrics, Charlie helps clients define, develop and implement sales performance management processes that drive continuous quota performance improvement for B2B organizations. He and his team help Funnel metrics clients effectively implement Funnelocity, a Sales Performance Management application that enables sales management to more effectively assess team performance beyond the common default of quota-based ranking. Funnelocity® provides both Quantitative and Qualitative insights into B2B sales representatives' skills, activities, and behaviors that drive quota attainment and provides actionable insights for line sales managers to coach their teams to continuous productivity improvements.

Executive in charge of new sales and account management for Egencia’s $150M Global Accounts business in the Americas for the corporate travel technology division of Expedia Group. Led a sales staff of 7 Directors and 48 Sales representatives with a budget of over $11M. This team was accountable for managing and expanding a client portfolio over $1 Billion in travel spend, as well as acquiring new accounts in the Fortune 1000 marketplace. • Increased annual recurring revenues by 102% from $67M to $148M after collaborating with the Finance, Product Development and Marketing teams, to implement a new go to market strategy for the global accounts market segment • improved Annual Recurring Revenues per Headcount of 34% from $2.36M to $3.17M through the implementation of a new demand generation program that increased sales pipeline volume, sales-cycle velocity, and new account closed rates • improved sales rep productivity by 13% per rep/annum through the establishment and implementation of a formal sales process methodology that resulted in the acquisition over 150 new Fortune 1000 global accounts including US Bank, Workday, S&P, Broadcom, Autodesk, Aetna, Uber, and Red Hat • Consistently delivered and/or over-achieved quota assignments in 2016, 2017, 2018 and 2019Responsible for directing Egencia's global sales and account services organization based in the Americas.

As a member of the Executive Leadership Team, was responsible for all new business acquisition activities globally for the corporate travel services division of Orbitz Worldwide. Managed a team of 3 Directors and 22 Sales representatives with a budget of over $4M • Directed and coordinated the acquisition of over 1,200 new accounts through the development and execution of annual go-to-market sales plans • Drove new sales activities at a 28% compound annual growth rate for the period of 2010-2015 by coordinating the expansion into new market segments • increased average sales productivity by 22%, qualified pipeline development by 16% and deal close rates by 11% through the implementation of a formal sales process methodology and pipeline grading system

Maintained overall P&L responsibility and operational accountability for the Americas division’s $3M+ IT Advisory services business. Managed a team of 26 inclusive of sales, marketing, customer service, finance and accounting, and production functions.• Improved the financial performance from a $300K loss to over $350K in net profits by overseeing and coordinating the implementation of a new go to market strategy.• Increased the penetration of the Global 2000 client base including new business relationships with Citigroup, Deutsche Bank, Intel and AMD by implementing a customer-centric sales process • Increased new account acquisition revenues by 19% per annum through the recruiting, hiring and training of an expanded sales organization • increased client retention rates from under 60% to over 90% through a cross-organization initiative to improve product quality