Summary
Overview
Work History
Education
Skills
Timeline
Generic

MARY TROTTER

Winter Haven,FL

Summary

Goal-focused business development management professional driven to exceed revenue objectives and drive business growth. Excellent networking and lead development skills. Dedicated to providing innovative, effective business plans.

Overview

24
24
years of professional experience

Work History

Director, Business Development

Viking
Woodland Hills, California
02.2022 - Current
  • Identified potential customers, established relationships, and negotiated contracts.
  • Leveraged cold calling, in-person visits and referrals to build leads.
  • Facilitated training and development programs for sales and business development teams.
  • Developed and executed strategic business plans to achieve revenue and growth targets.
  • Conducted Consumer Presentations 2-3 times per week in partnership with Travel Advisors.
  • Represented the company at industry conferences, networking events, and trade shows to build brand awareness.
  • Leveraged Consortia partnerships to further growth with accounts.
  • 20% YOY increase in revenue

Manager of Host Accounts

Crystal Cruises
Miami, FL
10.2021 - 01.2022
  • Management and Business Development of top Host Travel Agencies
  • Facilitated and managed business plan development
  • Collaborated with each Host Agency Headquarters to develop plan to increase revenue across all Crystal Cruise Experiences
  • Built monthly reports for each agency and held monthly strategy meetings
  • Collaborated with other corporate departments to develop effective business strategies
  • Identified top and potential individual advisors and worked with them on strategies to promote and sell Crystal Cruises
  • Attended conferences and trade association meetings to represent company and promote cruise line
  • Created effective marketing, sales and other promotional initiatives
  • Provided ongoing agency education and training (webinars, in-house training etc), provide marketing tools to agents, product differentiation, and value proposition
  • Implemented new ideas to reach advisors in a virtual platform
  • Extensive use of Sales Force to manage agents, sales calls, marketing plans and budget

Strategic Business Development Manager

Crystal Cruises
Miami, FL
10.2019 - 10.2021
  • Facilitated and managed business plan development based on market and industry research
  • Generated leads and capitalized on valuable business opportunities to bring in new company revenue and improve bottom line profit
  • Collaborated with other corporate departments to develop effective business strategies
  • Identified business development opportunities and implemented effective strategy for client acquisition
  • Attended conferences and trade association meetings to represent company and promote products
  • Created effective marketing, sales and other promotional initiatives
  • Provided ongoing agency education and training (webinars, in-house training etc), provide marketing tools to agents, product differentiation, and value proposition
  • Implemented new ideas to reach advisors in a virtual platform
  • Extensive use of Sales Force to manage agents, sales calls, marketing plans and budget

Business Development Manager

Apple Leisure Group (The Mark Travel Corporation)
08.2015 - 10.2021
  • Achieve prescribed territory sales/passenger goals with over 30% YOY growth
  • Maintain relationships with Top Level agency accounts to retain revenue and passenger volume across brands
  • Focus on Mid-Level agency accounts to maximize growth opportunity
  • Identify and Engage new agency Opportunity Accounts, securing share shift revenue and investment commitment by brand
  • Provide ongoing agency education and training (webinars, in-house training etc), provide marketing tools to agents, product differentiation, and value proposition of booking by brand
  • Built training program for BDM team to assist in growth of Disney Ear Marked agencies transition to selling other products
  • Increase and promote distribution through VAX booking platform in line with established goals
  • Represent TMTC at events in the US and International destinations
  • Monitor competitive activities in the marketplace and provide feedback in weekly reporting and in meetings
  • Employ Strategic Coach tools as foundation of Business Methodology
  • Used BI Reporting tools to target new revenue growth opportunities
  • Align with Analytics Team to determine profitability and opportunity by account and territory
  • Use reporting tools to understand profitability, trends and goal tracking
  • Increase agency profitability based on directional selling
  • 2017 and 2018 Business Development Manager with top overall sales growth

Associate Business Development Manager

The Mark Travel Corporation
06.2014 - 08.2015
  • Developed alliances with new travel agencies
  • Seek out new “right fit” agencies for our brands and target share shift from competitors
  • Training of new agencies on our brands
  • Continued education and engagement of existing agencies on all updates and promotions to the 5 Mark Travel brands
  • Represented Mark Travel at many industry and consumer events
  • Developed innovative ideas on how to promote revenue growth with the fastest growing segment in the travel agency market, home based agencies
  • Conflict/Resolution for agents using the resources available to me and other departments
  • Strategized approaches to meet objectives and capitalize on emerging opportunities
  • Generated leads and capitalized on valuable business opportunities to bring in new company revenue and improve bottom line profit

Travel Operations Specialist

Disney Cruise Line
09.2013 - 06.2014
  • Exceeded targets consistently for performance, service quality and raw reservation numbers
  • Maintained customer loyalty by quickly resolving complaints and service issues
  • Clear all waitlist for Walt Disney World and Outport Resorts
  • Reconcile invoices for outport hotels
  • Voyage reconciliation
  • Identified operational and performance issues and worked with managers to resolve concerns
  • Created Hurricane contigency plans for all Disney Cruise Line Ships and ports.

Concierge, Trainer, Back Office Support, Group Assistant

Walt Disney World- Yacht and Beach Club Resorts
Lake Buena Vista, FL
11.2012 - 09.2013
  • Front Desk
  • Lobby Concierge, Lounge Concierge, Club Concierge
  • Back Office Operations Support
  • Facilitated research of local venues, restaurants and visitor spots per guest requests
  • Trained newly hired top talent to fill key positions and maximize productivity
  • Reviewed BEOs and took action on requests
  • Site Inspections
  • Assisted in blocking and room requests
  • Processed all VIP reservations
  • Set billing codes per group contract

President/Co-Founder

TotallyTrips.com
Crystal City
01.2004 - 07.2012
  • Served as President for retail travel agency consisting of 3 store front locations and over 75 agents (Small Host Agency)
  • Agency growth exceeded 50% growth year over year for all years.
  • Developed training system and continuing education courses for new and existing agents
  • Monitored individual and overall sales of company and set sales goals
  • Received top sales recognition from multiple travel brands, such as Funjet Vacations, Sandals Resorts, Karisma Resorts, Riu, MLT, Apple Vacations, Iberostar Resorts, and Superclubs Resorts.
  • Hosted and developed weekly Disney Vacation Planning Podcast
  • Resolved guest challenges with innovative solutions, systems and process improvements proven to increase efficiency, customer satisfaction and the bottom line

Purchasing Manager

Computer Business Consultants Inc.
Crystal City, MO
01.2001 - 01.2005
  • Vendor Relations
  • Built and managed inventory management system
  • Dispatch of technicians for field work
  • Wrote proposals for the implementation of computer networks
  • Developed and managed cost reduction and waste elimination policies
  • Located and vetted vendors, established good relationships and negotiated contracts
  • Tracked and approved procurement plans and inventory levels

Education

Vocal Performance -

Evangel University
Springfield, MO

High school or equivalent -

FJ Reitz High School
Evansville, IN

Skills

  • Training and mentoring
  • Sales leadership
  • Territory and account management
  • Performance goals
  • Proficient in Office Suite
  • Sales Force
  • Seaware
  • Sharepoint
  • Market and competitive analysis
  • Sales and market development
  • Key accounts and territory management
  • Issue and conflict resolution
  • Contract development and management
  • Brand management
  • Revenue development
  • Negotiation
  • Issues resolution

Timeline

Director, Business Development

Viking
02.2022 - Current

Manager of Host Accounts

Crystal Cruises
10.2021 - 01.2022

Strategic Business Development Manager

Crystal Cruises
10.2019 - 10.2021

Business Development Manager

Apple Leisure Group (The Mark Travel Corporation)
08.2015 - 10.2021

Associate Business Development Manager

The Mark Travel Corporation
06.2014 - 08.2015

Travel Operations Specialist

Disney Cruise Line
09.2013 - 06.2014

Concierge, Trainer, Back Office Support, Group Assistant

Walt Disney World- Yacht and Beach Club Resorts
11.2012 - 09.2013

President/Co-Founder

TotallyTrips.com
01.2004 - 07.2012

Purchasing Manager

Computer Business Consultants Inc.
01.2001 - 01.2005

Vocal Performance -

Evangel University

High school or equivalent -

FJ Reitz High School

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