Arthur Mark Rohr
Corporate Travel Account Manager
Philadelphia,PA
Summary
Highly Experienced Account Executive with progressive career in Corporate Travel. Proven track record of increasing sales and revenue through excellent relationship-building, consistent follow-through with customers and exceptional negotiation skills. Excellent consultative selling talents.
Overview
29
29
years of professional experience
5
5
years of post-secondary education
Work History
Account Executive
American Express, TRS
06.2006 - 10.2019
- Oversaw client portfolio of $25M annual air spend by fostering relationships with primary client contacts and expanding web of influence to upper management and C-level decision makers
- Utilized these relationships to identify pain points and underlying decision drivers. This allowed for customized presentations during account reviews and upsell pitches.
- Cross-sold products and services to clients to secure additional business and grow revenue streams.
- This proactively avoided RFP’s, prevented leakage, and opened opportunities to upsell AMEX products while guaranteeing retention (example below)
- EXAMPLE: During client check-in call I identified an international growth opportunity for NJ-based Pharma client (a $1.3M air spend account)
- Liaised with CFO and Procurement Officer to flesh out existing opportunities in foreign markets including their home country in Europe
- Collaborated with internal teams to develop account strategy in each of the 12 open foreign markets
- Created and presented a successful proposal for consolidating all world travel via AMEX
- This resulted in air spend jump from $1.3M to $19M within 6 months of expansion presentation.
Client Account Rep. Supervisor
American Express, TRS
03.2005 - 06.2006
- Managed staff of 14 including client managers and the new program implementations team
- Conceived and drove implementation of a one page standardized data report to provide all necessary metrics to conduct financial reviews
- Pre-existing protocol was for CM’s to manually pull 11 separate travel reports, scrub data, calculate spend, savings, and opportunities; then reformat into a slideshow
- This boosted efficiency by saving an average of 3 ½ hours of work per CM per review.
VIP Agent/Group Desk Agent
American Express, TRS
04.2002 - 03.2005
- Front line client service on two major AMEX accounts (, Pharmaceuticals and, )
- Assigned to several specialty desks dedicated to high quality service of high-maintenance clients
- Conceived and Implemented an internal international rate desk on the Morgan Stanley account effectively saving our office over $50,000/year in rate processing fees and saving the client over $700,000/year in reduced tariffs
- Assisted in the Apollo to Sabre conversion of the San Francisco Morgan Stanley satellite office resulting in a one-week improvement in TSF from 18% to 88% service levels
Training/Technical Specialist
American Express, TRS
05.1998 - 09.2001
- Developed and delivered account specific and general training to coach a staff of fifty on this complex Enterprise account
- Analyzed CSI (Customer Feedback) database to observe error trends and designed programs to address specific training gaps resulting in an office-wide travel counselor error reduction rate of 82%
- Oversaw all technical computer upgrades and third party software integration (e.g. Agent Journal, SNAP, Cornerstone)
- Interpreted all negotiated airline contracts in order to maintain and troubleshoot SNAP templates and insure accurate airline ticket pricing
- Troubleshot database integration software to synchronize client and AMEX travel profiles
Team Supervisor
KLM Royal Dutch Airlines
07.1996 - 05.1998
- Supervised Staff of 16 direct reports through monitoring and coaching
- Assisted in training of new hires and their transition from training to the reservations floor
- Participated in the hiring of new recruits
Reservations Sales Agent
KLM Royal Dutch Airline
05.1990 - 07.1996
- Calculated International fares and made reservations for this international carrier
- Oversaw flight delay desk which coordinated mass callings and rebooking for delayed/cancelled flights
Education
Theatre/Communications
State University of New York
09.1981 - 05.1986
Skills
Relationship building and management
Business development and planning
Customer presentations
Account management
Contract Negotiation
Written and verbal communication
Timeline
Account Executive
American Express, TRS
06.2006 - 10.2019
Client Account Rep. Supervisor
American Express, TRS
03.2005 - 06.2006
VIP Agent/Group Desk Agent
American Express, TRS
04.2002 - 03.2005
Training/Technical Specialist
American Express, TRS
05.1998 - 09.2001
Team Supervisor
KLM Royal Dutch Airlines
07.1996 - 05.1998
Reservations Sales Agent
KLM Royal Dutch Airline
05.1990 - 07.1996
Theatre/Communications
State University of New York
09.1981 - 05.1986