Michael Deane Email & Phone Number

As head of commercial development at HBX Group—a B2B travel tech company— oversaw commercial development operations and strategy, working with a team of 120 (sales, sourcing, and global technical services functions) to coordinate initiatives and improve efficiency. Additionally, managed the North America Revenue Guarantee Program, involving negotiating contracts with hotels to guarantee a certain amount of room revenue in exchange for better terms and conditions. Also designed and tested pricing and revenue management strategies in collaboration with the pricing and business intelligence teams, using data analysis to identify opportunities for improving margins which contributed higher-than-average performance towards a $2.5B budget.Highlights in this role include: ✔ Multiplied gross operating margin by 2X across 1,000+ hotels by implementing conversion data, enhanced metric tracking and systems, and competitive pricing to fulfill client needs. ✔ Delivered exceptional training, development, and work culture for team, achieving a 100% employee retention throughout tenure and highest ENPS score growth across the commercial development team.✔ Grew the NA Revenue Guarantee program by 19% in year 1, compared to an annual market growth of 5%; the program produced nearly 30% of regional profit and 20% of top line sales.

Led the Fit-4-Growth contracting program evaluating the nearly €7B integration of HotelBeds, GTA, and Tourico Holidays, identified areas for improvement, and leveraged successful practices across the organization. Through this process, worked in close collaboration with McKinsey & Company and presented data-driven recommendations to HBX’s executive team on topics including market competitiveness, training strategies, and incentive structures. Highlights in this role include: ✔ Redesigned and rewrote the entire approach to the company's revenue guarantee program, creating a "best practices" document delivered to global commercial teams, enhancing performance of both global teams and the program; these developed materials and practices were well-received and continue to be used across the organization today.✔ Augmented performance and capabilities of 500+ employees by strategically working with BI team to automate processes, craft business-focused reports, and create and provide better dashboards and tools. ✔ Architected and delivered the revenue guarantee program training, adopted by all commercial employees globally.

As VP of the Eastern USA region, directed the most profitable region for Tourico Holidays (which later integrated with HotelBeds and GTA to form HBX Group), representing approximately 30% of company profit. In this role, also provided training to sourcing and sales teams across other regions, replicating what had been successful in Eastern US. Highlights in this role include: ✔ Achieved $250M in top-line sales revenue and $37.5M in operating margin by guiding a team of three sub-regional directors and their 25-member teams at Tourico Holidays, outperforming competitors (Hotelbeds and GTA).✔ Maintained losses at less than 1% of revenues, as a key member of the Executive Approval Committee, by evaluating and monitoring risk to optimize company profitability.

Identified, pitched, and built relationships with strategic partners across North America while managing a portfolio of over 120 hotels, negotiated high-performing guarantee agreements, and steered the pre-purchase of hotel blocks to generate continuous revenue streams. Highlights in this role include: ✔ Negotiated and handled 60% of the company’s highest-producing hotel guarantee contracts.✔ Closed over $25M in new business in 2014, spanning ownership groups, management companies, and individual hotels. ✔ Improved effectiveness of current and new employees in closing, growing, and renewing contracts.

Leading product development across Northeast, Southeast, and West Coast regions, I managed multiple teams along with regional budgets ranging from $20M to $45M. Additionally, I trained and supported regional supervisors as we filled the roles permanently. Highlights in this role include: ✔ Promoted from directing product development in the Northeast region (2009-2011), extending responsibilities to two additional regions (2011-2012).✔ Drove 215% revenue growth for the NE region over three years, as director of Northeast product development; uplifted year-over-year regional revenue growth by 30-50%✔ Built and grew strategic partnerships, increasing regional revenue by more than 150%.