Jim Mckenna Email & Phone Number

Provide independent ad-hoc consulting services to business professionals around the world for an American expert network that operates a membership-based platform. Share my professional learnings and expertise on a wide range of projects spanning the entire travel, leisure and hospitality sectors including sales, marketing, retail, business development and emerging markets, as well as the wireless telecommunications industry.

Miami/Fort Lauderdale Area

Responsible for business development, innovation and sales of an infotainment software platform integrating communication and entertainment features for the travel leisure industries in the Americas. Develop market strategies, business cases, sales targets, and marketing campaigns, including pricing and contract negotiations, to maximize sales of product and consulting services to new and existing customers. Closely monitor current performance and KPIs while leading efforts to define product vision and enhancements by understanding the competitive landscape, researching market and technology trends, and analyzing customer requirements to rapidly define and drive strategic digital enterprise solutions. Using an Agile software development process, work closely with Development, Marketing, QA, and Production teams to deliver new mobile application offerings while ensuring roadmap specifications, revenue, cost savings and customer satisfaction targets are met.

Miami, Florida

Responsible for all elements of the transition and launch of gift shops and duty free sales onboard 10 Carnival Cruise Lines ships, including daily operational issues through to long-term strategic initiatives ensuring revenue and customer satisfaction levels were maintained. Opened the company’s flagship Miami office while hiring and leading a team of six shoreside managers (District Managers, Merchandiser, Marketing Manager, Loss Prevention). Primary responsibilities included:• Revenue – lead management team in delivering revenues and PPD targets, including development of new merchandising and marketing initiatives based on customer demographics and pricing opportunities.• People – developed shoreside and shipboard Managers in recognizing merchandising and revenue opportunities, collaborated with HR to hire top caliber onboard employees based on itinerary and deployment requirements.• Cruiseline – daily point person ensuring delivery of customer’s retail vision and strategy, including merchandise selection, floor plans, windows, signage, promo schedules and marketing messages across all touchpoints and across all major product categories (liquor & tobacco, jewelry, beauty, logo and apparel).• Operational – worked closely with internal stakeholders (Marketing, Buying, Logistics, Loss Prevention, Finance) to ensure that product selection and inventory deliveries maximized sales and margins.

Miami/Fort Lauderdale Area

Responsible for all in-flight duty-free sales, marketing, customer acquisition and online promotional activities generating more than $125 million annually in luxury goods, liquors, cosmetics and fragrances onboard Delta Airlines, American Airlines, US Airways, Hawaiian Airlines, Air Canada, Avianca, Virgin Atlantic, El Al, Gulf Air, and Air Mauritius.• Oversaw 15 people organized geographically and functionally responsible for the design of creative, compelling marketing materials to elevate awareness and drive sales (onboard catalogues, webmarketing, e-commerce touch points, airline loyalty programs, videos for in-flight entertainment systems onboard aircraft), as well as business intelligence from CRM, sales data and marketing analytics to create compelling promotional offers.• Analyzed sales and volume performance to determine next season’s product selection most likely to resonate with customers across liquor, tobacco, cosmetics, fragrances, gifts and accessories. Used international market research and passenger demographics by airline to capitalize on customer preferences by region around the globe, resulting in a 44% increase in sales YoY for one of our largest airlines.• Responsible for the design and production of 2 million onboard in-flight catalogues annually across all airlines, including working with global design agencies through concept design, printing and distribution. Introduced cutting edge technology including augmented reality around printed ads to enhance sales. Also accountable for managing and maximize advertising and placement fees from vendors.• Designed and implemented airline-specific incentive programs and rewards for Flight Attendants to motivate onboard sellers to maximize sales. Also responsible for launching a new online home delivery initiative for tax-paid items to all airline partners and stimulating preorder sales.

Miami/Fort Lauderdale Area

Reporting directly to the CEO, responsible for all revenues and customer relations of an AT&T joint venture providing mobile communication services to guests and crew onboard worldwide cruise and ferry lines. Oversaw a team tasked with maximizing the $100 million + revenue performance, new product development and global roaming agreements supporting nearly 140 vessels across 30 different customers on three continents.• Primary point person for all revenue and operational issues interfacing with cruise line executives, including ongoing revenue maximization efforts and securing new business opportunities. Solid track record of successfully negotiating challenging new and renewed multi-year contracts, including expanding our customer portfolio to include Star Cruises, the largest cruise line in Asia. Achieved a 24% increase in passenger revenues over three years via rigorous ongoing internal and external review of revenue trends and new marketing opportunities, identifying and winning new business, and implementing strategies to increase customer penetration and average spend through advertising and communications with trade and consumers.• Lead company-wide product development initiatives creating new and derivative products and services comprising at least 10% of our revenue portfolio. Leveraging innovation and creative talent from AT&T Labs and Foundry, managed initial ideation, voice-of-the-customer analysis, business case validation, marketing and product implementation with input from Legal, Marketing and Finance. Successes include the expansion of our CrewzFone product from just two to 83 ships worldwide yielding a 99% revenue increase over the past three years, as well as the launch of new cruise ship calling plans in 2Q13 incorporating multi-channel marketing using internet, social media, e-commerce touch points, video, call centers, TV and print campaigns that generated nearly 8,000 new signups and increased penetration 5% in its first three months.

Miami/Fort Lauderdale Area

Oversaw revenue performance in excess of $200 million from all on board revenue areas across both fleets, including Casino, Gift Shops, Shore Excursions, Port Shopping, Spa, Acupuncture, Photography, Bingo and Art Auctions. Worked with corporate executive team to continuously monitor all on board revenue streams while developing and implementing new revenue ideas, synergies and best practices. Lead a team of 10 Onboard Marketing Managers and six corporate shoreside managers to present a seamless operation to the guest via brand standards, training, recruiting and inventory controls. Negotiated contracts for all revenue partners, including the launch of the Azamara brand. Monitored new trends within all on board revenue areas including changing demographics to provide guests with innovative first to market services. Reviewed monthly P&L operating budgets to ensure goals were met. Developed new revenue concepts and assisted in the design and development of new ships for both brands

Miami/Fort Lauderdale Area

Responsible for maintaining Celebrity Cruises’ competitive position by introducing cutting-edge products and services that created marketing buzz for the brand. Utilizing competitive and cross-industry trends and customer research, evaluated ideas based on ROI, profitability and marketability. Lead enterprise-wide, cross-functional teams to develop and execute ideas with internal and external partners.

Miami/Fort Lauderdale Area

Lead multiple, large-scale project teams tasked with identifying and implementing new management tools, technology and strategies to promote continuous improvement within the Royal Caribbean International and Celebrity brands. Focusing on quality, alignment and integration with the corporate business plan, drove change, cost savings and process improvement across all functional areas. Lead projects while identifying process opportunities, drove streamlined solutions yielding superior ROI, measured and communicated project results, and determined future trends and external best practices.

Bal Harbour, Fl

Responsible for revenue maximization, cost reduction and customer satisfaction at this 645-room property, ranked in the top ten in overall revenue and profit contribution within Starwood Hotels & Resorts Worldwide, Inc. Duties included driving innovative business process improvements yielding measurable financial and customer loyalty gains by leading multiple, cross-departmental project teams.

Bal Harbour, Fl

Orchestrated sales efforts of three Account Directors, one Sales Manager and three Executive Meeting Managers. Coordinated daily revenue maximization meetings, monthly forecasting, competitive market analysis, training and coaching of new sales managers, and formulation of quarterly plans and actions. Oversaw administration of hotel’s Internet-based lead referral system and marketing channels

Bal Harbour, Fl

As Executive Assistant Manager, recruited as the only candidate for the North American division of ITT Corporation's exclusive Chairman's MBA Program. As part of this executive management training program, assigned to the resort for complete, hands-on exposure to the administration, finances and logistics of hotel operations. Member of the six-person Advisory Board tasked with overseeing overall resort operations. Reporting directly to the General Manager, responsible for supervision of the Customer Service, Recreation and Fitness Center departments, representing over 50 employees and a budget in excess of $3 million. As Director of TQM, ensured quality and consistency across operations through on going process improvement initiatives. Worked with individual business units (IBUs) throughout the resort on business plan development, assisting with yearly budget planning, identified revenue generating opportunities.

Mba, Finance

Conducted independent research on "Corporate Strategy and Alliances in the Airline Industry." Sep 96 – Apr 97: Interned at Citicorp.

Master Of International Affairs, International Business

Received a Foreign Language Area Studies Fellowship in Mandarin Chinese (full tuition).

Ba, Government & International Studies / Asian Studies

Activities and Societies: Phi Beta KappaStudied abroad during sophomore year at the University of Innsbruck, Austria.

Certificate, Mandarin, Chinese, A