Mary Flynn
Business Development Manager
Orlando,FL
Summary
With over thirty years of experience in business development, end-to-end sales, contracting, and big key account management in various travel industries, including hotel, third-party, online, SaaS, and B2B, defines me. I'm proud of my dependability, professionalism, and ability to work effectively as part of a team. Because of my experience, I've consistently delivered above expectations in various contractual and sales responsibilities. Exceptional customer service skills. My success can be attributed to various factors, including prospecting using cutting-edge tools, research, data mining, strategy planning, and acquisitions; strong communication; and creative presentations. Although the strategic approach sets me apart, it consistently yields exceptional outcomes under pressure. Active listening, a key element of my communication style, ensures that I understand and address the demands of my clients and coworkers. I am well-versed in the technology used in travel distribution, including content services, push-and-pull connectivity, and online travel agencies.
Overview
23
23
years of professional experience
9
9
Certificates
Work History
Business Development Manager
Priceline Agoda
09.2022 - 07.2024
- Championed targeted outreach initiatives within the business development team, focusing on non-participating hotels and vacation rentals and hotels that have not participated with Priceline Agoda in over two years; executed strategic negotiations resulting in an 88% increase in engagement with key partners
- Developed and collaborated with diverse external third-party vendors to enhance existing and potential new revenue streams. These included traditional travel agencies, new and existing wholesalers, online and conventional travel agencies, corporate travel accounts, hotels, airlines, and credit card organizations.
- Established and maintained a CRM database of Salesforce and HubSpot with over 1600 leads, improving targeting methods and resulting in successful conversations with underperforming and new Priceline Agoda partners
- Created a Proof-of-Concept program, which improved efficiency by 60% and achieved a 97% success rate within new sales campaigns, showcasing the power of strategic planning and execution
- Engineered data-driven development roadmap to optimize sales strategies; implemented targeted training sessions that improved sales team performance metrics by 30%
- Achieved an exceptional 100% conversion rate by integrating over 1500 new hotel listings, including acquisitions from a newly purchased partner. Within the project's first year, it generated $14 million in incremental revenue
- Databases: hands-on workshops emphasizing critical aspects of market analysis and effective utilization of internal databases; identified gaps that led directly to fixing three major obstacles impacting lead generation efforts across teams
- Developed an interactive Tableau dashboard that visualizes real-time KPIs, enhancing team performance insights and enabling strategic decision-making processes to drive quarterly revenue growth by $500000
- Secured competitive agreements for hotel partnerships spanning the U.S. and Latin America by leveraging relationships with SLT members, resulting in a significant boost in portfolio offerings within six months
- Directed efforts toward optimizing automated error detection systems for real-time rate updates in collaboration with tech teams, resulting in swift corrections that prevented potential revenue loss
- Led retail distribution expansion into eight new territories and markets in LATAM, resulting in 85% sales growth and the fastest-growing sales location
- Developed and implemented a proof-of-concept program, improving efficiency by 60% and reaching a 97% success rate within new sales campaigns
- Optimized account management processes using Hubspot.com and Salesforce, resulting in 98% customer retention and a 77% boost in cross-selling opportunities over six months
- Comprised sales strategy for franchise operations, resulting in a 28% increase in franchise adoption and a 32% rise in global sales within the first year
Saas Sales Business Development / Data Analyst
Zartico, Inc.
08.2020 - 05.2022
- Successfully showcased, negotiated, and secured contracts for cutting-edge SaaS software products from a start-up company, engaging with decision-makers such as senior leadership teams and CEOs of various destination marketing organizations to provide unprecedented travel insights.
- Throughout the travel industry, I successfully negotiated and managed strategic agreements, which paved the way for the company's expansion throughout North America and Latin America. North America and LATAM Account Management handle modest to large revenue generators worth over $23 million.
- Secured advantageous terms with suppliers, guaranteeing contract compliance and cultivating enduring mutually beneficial relationships
- Launched tailored marketing strategies for diverse customers, adding new SaaS product features based on client input; improved usability and engagement, resulting in 70% more active users within six months
- Led comprehensive assessments of partner capabilities, streamlining communication channels, which uncovered additional revenue opportunities, driving a 38% growth in partner-based income streams within one fiscal year
- Analyzed competitors' strategic objectives, market responses, new products, operational procedures, and business alliances
- Presented persuasive demonstrations of novel hospitality and SaaS solutions for a start-up, increasing clientele from two to over 200 in just over a year while engaging with senior leadership teams and other decision-makers.
- Led a series of business acumen learning workshops, improving team decision-making processes and contributing to a 42% increase in quarterly profits
- Acquired new customer from a significant rival valued at $9 million in sales
- Formulated comprehensive strategies that elevated customer retention rates to 98%, securing six major RFP wins worth over $6 million-demonstrating strong capabilities in driving significant business expansion initiatives
- Presented client outcomes using analytical problem-solving and data to produce precise, concise insights and reports for resolving complex issues
- Successfully utilized business reviews to identify and capture new market opportunities, resulting in significant revenue growth
Sales Director, Media & Analytics,B2B
ADARA, Inc
07.2018 - 04.2020
- Company Overview: Lay off due to Covid
- Devised a data-driven upselling initiative that refined customer segmentation, directly contributing to an unexpected influx of $9.8 million
- Conducted comprehensive company research to identify market trends and opportunities, resulting in a data-driven strategy that boosted annual revenue by an additional $22 million
- Reviewed the campaign's efficacy using analytics that spanned multiple periods, as the portfolio's clients were diverse, ranging from well-known brands to smaller companies
- Formulated Google AdWords strategy: increased customer acquisitions by 20% and decreased cost per acquisition by 50%
- Maintained a target 96% clientele renewal rate, with an average contract length of three years renewal length of 3 years.
- Helped with new business development with trade shows, organizations, and clubs, establishing communication with potential clients via email and phone
- Cultivated relationships with a diverse portfolio of over 250 prospects throughout North America; showcased state-of-the-art SaaS products that generated heightened interest among hospitality decision-makers without relying on external support.
- Incorporated web advertising and new media initiatives into the marketing strategies of clients to increase brand recognition
- Maintained consistent communication with clients, accentuating the benefits of new brand items and realigning objectives
- Scheduled monthly sales outreach events, including the participation of each sales manager, prospecting by using all methods: telephone, email, and in-person
- Developed materials for the sales team to articulate the value of a unique platform; performed competitor analysis and customer calls to inform product positioning and pricing
- Lay off due to Covid
National Multimedia Account Manager, B2B
AAA National
06.2014 - 07.2018
- Drove the enterprise expansion strategy for print and media products across domestic and international markets, resulting in a 77% increase in partnerships and a significant rise in annual revenue
- Established and nurtured strong relationships with key partners, serving as the primary point of contact and ensuring seamless communication, resulting in a 99% increase in client satisfaction scores
- In charge of strategic partnerships with major hotel brands and independents. This includes presentations, production reports, and monthly calls
- Negotiated contracts and management
- Surpassed challenging departmental targets, generating over $24 million in revenue and an additional $8 million in digital and print upgrades
- Crafted targeted training modules for the sales team, focusing on data insights and customer engagement techniques; the sessions generated measurable improvements in key performance indicators, boosting sales activity by 32%.
- Ran monthly sales meetings with hotels and third-party websites to explain strategies for revenue enhancement through analytical assessment and testing
- Started a collaborative objective-setting process with five sales managers that outlined clear performance metrics and sales strategies, contributing to a 148% growth in sales and aligning the team on brand goals
- Increased hotel partner's financial performance by 20% using revenue management techniques, including forecasting and competition analysis
Strategic Account Manager/Market Manager
ORBITZ WORLDWIDE
08.2005 - 06.2014
- Spearheaded designing and implementing an innovative Vacation Rental Market product model, resulting in a remarkable 126% increase in room nights within three months post-launch across significant platforms like Orbitz and Cheap Tickets
- Excelled in identifying and capitalizing on new opportunities, resulting in significant revenue growth for diverse accounts
- Achieved a 152% increase in revenue and a 137% increase in room nights within the first year of employment
- Led a multi-channel market penetration campaign that launched customer engagement, leading to brand loyalty and $400,000 in new partnership revenue
- Investigated market intelligence, including competitor data, partner reports, and key performance indicators
- Enhanced hotel revenue per room (RevPAR) by a quantifiable 119% in a concentrated six-month period through in-depth analysis, data synthesis, and implementation of new pricing strategies
- Directed the management of a diverse portfolio encompassing six states and over 1800 hotels and resorts, both branded and independent
- Negotiated favorable terms, exclusive promotions, pricing, and inventory security with senior leadership teams, owners, and executives to meet sales goals
Director of Sales & Marketing-Hotel Operations
MARRIOTT International
03.2001 - 08.2005
- Executed a suite of innovative sales strategies and targeted marketing initiatives for a 350-room hotel, yielding a notable increase in direct reservations by 41% within three months post-implementation
- Designed a robust learning module focused on Business Acumen and Microsoft Office proficiency, enhancing employee productivity by 18% and reducing onboarding time for new hires by 25%
- Secured partnership with a prominent OTA that expanded market reach to over 1 million potential travelers; helped with pricing agreements with corporate travel departments, enhancing lodging options for various visit types
- Conducted detailed analysis of third-party contracts and pricing, using data analytics tools to uncover cost-saving opportunities; findings directly influenced contract changes that strengthened negotiation leverage
- Increased revenue by 86% and filled more than half of the hotel each night after soliciting and signing contracts with the Business Travel departments to be the preferred hotel for travel
- Conducted monthly strategy sessions with Online Travel Agencies (OTAs) and wholesale managers, analyzing performance metrics to formulate actionable strategies that increased market share by 15%
- Developed and executed comprehensive hotel-level sales and marketing strategies aligned with company goals, resulting in a 31% increase in occupancy rates and a 15% boost in average daily rate over six months
- In-depth market research to identify trends in extended stays, tailoring marketing efforts; findings led to developing targeted content that resonated with the audience, driving engagement rates up by 32%. 13-1 ROI
- Produced, executed, and aimed a sales program that modernized critical selling skills across 10 team members; directly contributed to year-over-year revenue growth of 102% through improved client engagement strategies
Education
Revenue Management -
Cornell University
Ithaca, NYHospitality Digital Marketer - undefined
HSMAI University
Destination specialist - Hawaii, New York City, and the Boroughs
Hawaiian and New York State Visitors and Convention Bureau
Skills
Revenue Management
Hospitality Digital Marketing
Destination Specialist
CRM
Conceptual Selling
Sales and Contract Negotiations
Presentation Skills
Foundations of Leadership
Business Management
Operations
Public Speaking
Digital Marketing
Microsoft Suite
Excel
Google Suite
PowerPoint
Teams
Slack
Mavenlink
ZoomInfo
Tableau
Cvent
Certification
Business Development Foundations
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Business Development Manager
Priceline Agoda
09.2022 - 07.2024
Saas Sales Business Development / Data Analyst
Zartico, Inc.
08.2020 - 05.2022
Sales Director, Media & Analytics,B2B
ADARA, Inc
07.2018 - 04.2020
National Multimedia Account Manager, B2B
AAA National
06.2014 - 07.2018
Strategic Account Manager/Market Manager
ORBITZ WORLDWIDE
08.2005 - 06.2014
Director of Sales & Marketing-Hotel Operations
MARRIOTT International
03.2001 - 08.2005
Hospitality Digital Marketer - undefined
HSMAI University
Destination specialist - Hawaii, New York City, and the Boroughs
Hawaiian and New York State Visitors and Convention Bureau
Revenue Management -
Cornell University
Affiliations
- Former VP of HSMAI Hospitality Sales & Marketing Association, International
- HIA - Hospitality Industry Association
- IAAPA - International Association of Amusement Parks and Attractions
- FAA - Florida Attraction Association
- SKAL International USA - Professional Organization of Tourism Leaders around the World
- FADMO - Florida Association of Destination Marketing Organizations
- STS - Southeast Tourism Society
- SETTRA - Southeast Travel and Tourism Research Association
- LTA - Louisiana Travel Association
- Former VP of CFVRMA - Central Florida Vacation Rental Managers Association
- NYHCHA
- Experience Kissimmee