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Experienced professional with 25 years of success leading global sales and distribution strategies driving revenue growth and cost optimization. Unique experience leading cross-divisional initiatives including the design, development and execution of strategies producing industry leading results. Extensive experience in sales, distribution, business development and strategic planning.Change leader, leveraging innovation and creativity delivering results that grow margins and insulate the business from disruptive events. Results oriented with a proven record of building and leading top performing teams. Effective communicator able to clearly convey strategic intent and identify mutually beneficial solutions.
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Vp Global Sales - AtpcoAtpco 2020 - PresentDulles, Va, UsLeading ATPCO's global sales and partner success efforts to enable our airline and travel industry partners to unlock the benefits of airline retailing. We are the industry’s richest source of pricing data driving innovation, reducing complexity and delivering optimized revenue performance to the entire distribution ecosystem. Transforming ATPCO's role as the engine that powers airlline retailing. -
PrincipalFour Corners Consulting Group 2017 - 2020Leader of commercial travel consultancy producing profitable strategies across all segments of sales and distribution. Effectively combine experience with practical, results oriented planning and execution. • Provided strategic guidance in development new omni-channel intelligence platform for global technology company ‒ Enables travel suppliers to unlock power of data to accelerate merchandising and personalisation strategies ‒ Leveraged company investments in machine learning, AI and data visualisation to accelerate speed to market• Developed innovative global distribution strategy for large Asian airline ‒ Led negotiation efforts of global commercial contracts reducing distribution expense by 50%. ‒ Designed commercial road map for strategic channel relationships improving revenue generation and cost efficiency• Provided sales and distribution guidance for market leading European LCC ‒ Guided strategy to unlock revenue performance from under-served, high-margin market segments ‒ Delivered customised, 3rd party distribution strategy tailored to corporate culture and competitive dynamics
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Managing Director - Global DistributionDelta Air Lines 2011 - 2016Atlanta, Georgia, UsLed global distribution efforts responsible for $5.5B revenue portfolio and $1.1B operating plan. Re-defined global distribution strategy enabling continued revenue growth while materially reducing costs.● Lead negotiator for commercial agreements producing over $22B in annual sales, establishing productive commercial partnerships positioning Delta as a global launch partner for new merchandising opportunities improving upsell and attachment rates by 20%● Optimized $1.1B operating plan (75% of divisional operating plan) through renegotiation of global commercial agreements, reducing expense by over $100M annually ● Led global channel share optimization strategy, shifting sub-optimized 3rd party ticket sales to delta.com, improving direct channel share by 18% ● Re-invented gift card platform improving sales 220% YOY● Led global expansion of proprietary credit card program generating $1.5B in sales and $20M in annual savings ● Thought leader in development of global joint venture strategies leading to partner cost reductions >$5M annually● Designed global payment acceptance road map driving revenue growth through previously inaccessible customers and reducing merchant expense● Led diverse global distribution team achieving highest employee satisfaction score in division (4.48 out of 5.00) up 23 basis points YOY, exceeding the division average by 53 basis points -
Director - Business Development And Distribution StrategyDelta Air Lines 2005 - 2010Atlanta, Georgia, UsDirected global business development and distribution strategies generating over $17B in annual revenue. Strategic oversight of global business development efforts between airlines and distributors. Recognized for leveraging extensive commercial experience in setting and exceeding aggressive sales targets and matrix based strategic planning. Led team of >80 professionals.● Led sales development integration efforts for Delta-Northwest merger generating >$100M in annual benefits through improved commercial agreements and technology platform optimization● Designed and developed new share-gap based sales incentive program, improving relative share performance, achieving $375M in cost and revenue synergies ● Business leader responsible for sales division Ch. 11 re-organization plan achieving $80M in annual savings through effective organization design efforts and contract re-negotiations● Created forecasting models, performance dashboards and scorecards improving business intelligence, transparency and speed to market● Improved sales effectiveness through creation of global training manuals for sales strategies, programs, policies and procedures
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General Manager - Market DevelopmentDelta Air Lines 2001 - 2004Atlanta, Georgia, UsStrategic, forward thinking change champion leading a team of 12 market managers in the development of actionable business plans in support of newly launched routes or under-performing markets ● Coordinated cross divisional efforts to isolate drivers of market performance and execute business plans to improve market performance● Leveraged evolving analytical tools (Brio, Hyperion, SAAS) to develop interactive performance dashboards, improving business intelligence, speed to market and cross divisional alignment on performance drivers● Created “New Market Launch” packages in support of aggressive international network expansion, providing a single, unified summary of performance expectations, market dynamics and prioritizing key accounts to ensure market success
Chris Phillips Skills
Chris Phillips Education Details
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William & MaryMarketing
Frequently Asked Questions about Chris Phillips
What company does Chris Phillips work for?
Chris Phillips works for Atpco
What is Chris Phillips's role at the current company?
Chris Phillips's current role is VP Global Sales - ATPCO.
What is Chris Phillips's email address?
Chris Phillips's email address is ch****@****lta.com
What is Chris Phillips's direct phone number?
Chris Phillips's direct phone number is +140471*****
What schools did Chris Phillips attend?
Chris Phillips attended William & Mary.
What skills is Chris Phillips known for?
Chris Phillips has skills like Airports, Airlines, Aviation, Management, Pricing, Sales Management, Commercial Aviation, Leadership, Revenue Analysis, Team Leadership, Travel Management, Marketing.
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