NATALIA NAVARRO
KIRKLAND,WA
Summary
Results-driven professional with extensive background in product marketing, value consulting, and account management within the travel and technology industries. Proven ability to drive revenue growth, enhance client retention, and develop data-driven business strategies. Expertise lies in consulting, establishing strategic partnerships, and conducting thorough analysis, consistently contributing to the bottom-line performance and success of organizations served.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Product Marketing Director – Regional ENT Americas
SAP Concur
06.2022 - Current
- Led the Retention & Growth program from ideation and business justification to deployment
- This is an ongoing program with multiple sales plays based on competitive scenarios through product mix recommendations, competitive reframing and offer strategies to achieve growth & retention targets
- Created a program based on addressable market and customer segmentation to support the adoption and growth of the new Concur Travel experience
- North America Regional Product Marketing lead for several key initiatives including product launches, migrations and sun-setting
- Participated in Net New Business Executive Initiative working with a cross-functional team to develop growth strategies for the North American Enterprise organization.
Senior Value Experience Consultant
SAP Concur
04.2019 - 06.2022
- Consulted Enterprise clients on their employee initiated spend processes and policies to identify gaps and solutions and create a roadmap for them to increase compliance, control spending through greater visibility, and engage their workforce for a better bottom-line performance
- Identified and influenced qualified white-space opportunities following a value-based methodology by either direct delivery to the client or by cross-functional collaboration, that resulted in pipeline creation and subsequent “closed won” opportunities (sales)
- 2019 results: 24% conversion rate (pipeline/closed won) and total deal value 200% higher than rest of the business
- Conducted data analysis and business outcome messaging in support of SAP Concur’s Go to Market (GTM) Value strategy
- Provided thought-leadership and subject matter expertise to both internal and external audiences via webinars, presentations, and participation in company events (Fusion, Travel Summit).
Consulting Services Manager
Egencia
02.2017 - 03.2019
- Renewed and upsold 100% of client portfolio achieving 30% YoY revenue increase
- Executed air and hotel RFP consulting engagements for global corporate customers negotiating with travel suppliers on their behalf to maximize cost savings and program effectiveness
- Global airline subject matter expert for the Consulting team responsible for liaising with strategic partners on best practices.
Account Manager Air Supplier Relations
Egencia
01.2015 - 01.2017
- Business development manager for international airlines: consistently increased revenue yield for assigned account portfolio by 30% and 29% respectively in the two-year tenure by negotiating agreements and devising and implementing strategies to optimize partner relationship
- Increased marketing and promotional spend by 20% YOY, driving results for preferred partners and organization
- Drove and executed strategy and ensured fulfillment of all contractual obligations working cross-functionally
- Created rhythm of business KPI dashboard that drove actionable insights to drive results.
Sr. Analyst Digital Channels Strategy
American Airlines
05.2014 - 12.2014
- Led the integration of project roadmaps for digital channels (.com, mobile, and app)
- Wrote business justifications and obtained approval for key post-merger integration projects
- Spearheaded ad-hoc projects related to Capital Planning, new processes and procedures, and website performance.
Sr. Analyst Online Strategy & Distribution
US Airways
06.2013 - 05.2014
- Oversaw commercial agreements and account management of online third-party distributors
- Prepared contract and cost analysis comparisons for online travel agencies (OTAs), Global Distribution Systems (GDSs), and eCommerce Ancillary Partners for post-merger close and ongoing strategy
- Drove channel strategy: reduced distribution costs, and increased revenue and cost efficiency
- Created programs to increase the adoption of US Airways services via OTAs
- Conducted market and industry analyses and benchmarks to drive development of distribution strategies.
OTAs & Sales Administrator North America
Avianca
11.2011 - 03.2013
- Strengthened relationships and achieved 11% year-over-year revenue growth
- Increased brand awareness and sales on OTAs by developing 70% more marketing campaigns (2012 vs
- 2011)
- Negotiated contracts maintaining company’s desired distribution costs while expanding account portfolio
- Led strategic projects for: merger processes, regional strategy and performance; collaborating cross-functionally regionally and globally on yearly commercial planning, sales and agency incentive programs.
Marketing Analyst
Avianca
04.2011 - 10.2011
- Marketing lead for East Coast – responsible for managing and executing marketing plan in 5 cities
- Successfully distributed marketing budget while meeting ROI and brand awareness goals
- Executed initiatives involving events, fairs, sponsorships, trade marketing support, e-mail advertising and new flights.
Pricing and Business Development Analyst
Avianca
11.2008 - 03.2011
- Monitored and analyzed business performance: created reports, forecasted results, analyzed market trends and monitored competitor’s fares and strategy
- Regional lead for localization of companywide projects, contract and agency information, and pricing.
Education
Bachelor of Science in Business Administration -
Universidad del Norte
01.2005
Skills
Strategic Planning & Execution
Business Development / Strategic Partnerships
Consulting
Data Analytics & Interpretation
Value Selling
Contract Management
Communication & Influence
Presentation
Stakeholder Engagement
Sales Enablement
Product Marketing
Market & Competitive Research
Certification
- McKinsey Academy Hispanic and Latino Management Accelerator: Business Strategy, Problem Solving, Adaptability & Resilience
- PMC Level I & II – Pragmatic Institute
- Managing Project Risks and Changes
- Budgeting and Scheduling Projects
- Initiating and Planning Projects
Languages
English
Native or Bilingual
Spanish
Native or Bilingual
Timeline
Product Marketing Director – Regional ENT Americas
SAP Concur
06.2022 - Current
Senior Value Experience Consultant
SAP Concur
04.2019 - 06.2022
Consulting Services Manager
Egencia
02.2017 - 03.2019
Account Manager Air Supplier Relations
Egencia
01.2015 - 01.2017
Sr. Analyst Digital Channels Strategy
American Airlines
05.2014 - 12.2014
Sr. Analyst Online Strategy & Distribution
US Airways
06.2013 - 05.2014
OTAs & Sales Administrator North America
Avianca
11.2011 - 03.2013
Marketing Analyst
Avianca
04.2011 - 10.2011
Pricing and Business Development Analyst
Avianca
11.2008 - 03.2011
Bachelor of Science in Business Administration -
Universidad del Norte
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