Vicki Schell Email & Phone Number

Irving, Tx, Us

Greater St. Louis

Dallas, Texas, United States

I was responsible for determining new market segments, product offerings, and effective strategies for B2B payment platform (TACS). I facilitated an existing client base with an emphasis on addressing business and technology challenges and connecting clients with NTT solutions, delivery, and technology practice teams. Besides collaborating with industry property management systems, central reservation systems, and hotel brand IT to provide booking and payment data utilizing API and direct connections to respective customers, I forecasted ROI resulting from product modernization, enhancement and developed a roadmap that facilitated the achievement of determined ROI. I was integral in orchestrating $12 million in the new logo and retention sales throughout the hospitality vertical. Apart from serving as a liaison between solution architects, operation, and customer support teams to ensure overall focus on delivering industry-relevant products, I oversaw the account management team guaranteeing exceptional customer service. I also conducted an in-depth analysis to evaluate market conditions, product innovations, and competitor activity.

I was responsible for directing Pegasus Key Accounts with a revenue retention target of $8 million. Apart from overseeing the North Americas Account Management team, I coached and mentored the team members to help them realize their potential and reach set goals. I established strong customer relationships by transforming internal behaviors, instituting metrics, and addressing pain points. Besides identifying opportunities and following up to upsell and cross-sell to the client base, I was integral in designing strategy and guiding the account management team to foster and nurture productive relationships with existing accounts. I also oversaw the account management team guaranteeing quality service delivery retain and develop the existing client base.

I offered expertise on hospitality CRS implementations while managing the shift of a major hotel brand from their home-grown CRS to the Sabre CRS. Apart from serving as a liaison between the hotel brand and outsourced CRS (Sabre), I organized and headed weekly project meetings with department stakeholders to prioritize needed system enhancements. I briefed the customer's need to CRS provider to ensure the project's execution as per the client's requirements and expectations. Besides delivering expert support, analysis, and research on multiple projects, I evaluated existing protocols, identified discrepancies, and established new, improved processes. I was also instrumental in completing the project five months before the allotted time frame.

I was responsible for instituting robust distribution programs to enhance key business relationships while developing opportunities to open new channel outlets that broadened the Vantage hotel brand's reach and position. Apart from directing overall distribution, I orchestrated the Content Management Team responsible for developing and releasing channel content (rich media and static content), new property builds, and rate and availability management. I conducted research, negotiated with vendors, and established industry tools for monitoring distributed content on all channels. Besides spearheading contract negotiations with key OTA’s and other distribution outlets as well as GDS providers, I established a strong relationship with the CRS provider Sabre and drove negotiations and development initiatives concerning enhancements required for CRS/PMS and OTA connectivity. I was integral in developing and directing the first National Corporate Sales Team to manage sales opportunities with TMC and corporate demand generating companies. I also oversaw cross-functional teams and facilitated efforts to design new distribution strategies, identify, qualify, and present strategic issues to top management. Additionally, I coordinated with Revenue Management and other internal teams to support the creation and direction of new audiences and revenue.

I oversaw sales and marketing opportunities across the US for rich media and digital asset products. Besides directing the development of all Leonardo products and services to the hotel chain and channel distribution accounts, I was integral in creating reseller agreement opportunities and offering strategic direction for existing and new account partnerships. Additionally, I collaborated with Leonardo, Marketing Manager, to design and execute a US marketing strategy.

I was responsible for directing travel management and consortia relationships and top affinity travel programs for AAA and AARP. Besides being instrumental in enhancing exposure and increasing market share from the competitive set, I oversaw national and regional field sales teams to ensure all national partnerships were leveraged and producing. I was also integral in securing three significant partnerships during my tenure, which led to a revenue increase of $15M year over year and enhanced market share by 9 percent.

I was responsible for directing the sales focus of the UltraDirect XML connectivity to the affiliate marketplace. I also partnered with the product group to present tours, meetings, and package opportunities to the marketplace. Additionally, I was instrumental in upgrading the client base by 25 percent and effectively organized prompt execution/onboarding of new channels to impact revenue optimization.

I was responsible for the creation and delivery of training content that focused on selling techniques for our 100-person sales force. Created and delivered new product deployment programs, developed sales policies and procedures and led the new hire training and development programs that assisting existing Director of Sales experiencing difficulty reaching individual goals. I was also integral in creating sales components to the technical training program that enabled a decrease in the learning curve and impacted immediate sales for each region resulting in a minimum ramp up of new sales to 30-60 days compared to three months prior to sales-focused training.

I was responsible to manage the central region of the U.S. and led 15 Directors of Sales. Additionally, I developed sales goals and business objectives for the promotion and selling of electronic marketing products for the GDS and other third-party intermediaries to the hotel, air, and car companies.I successfully built a sales force from 10 field personnel into a team of 70 global sales directors. This resulted in Division revenues growing by double digits in less than a year.

I was managed and coached the National Sales Managers team that was responsible for promoting and negotiating sales volumes with national travel consortiums and major corporations on behalf of the entire hotel chain. I had responsibility for the Inside Sales Department that produced corporate group lead generation as well as oversaw and managed the entire reservation department. Management of 5 managers and their entire support staff. Developed the department into an 80+ staff and 24-hour operation center.