WARWICK BROWN
Director Of Key Account Management
Maida Vale
Summary
Goal-oriented senior director with distinguished experience in business travel industries and proven leadership abilities. Expert in increasing productivity and customer satisfaction while driving revenue and sales. Committed to streamlining procedures while optimizing employee talent.
Overview
16
16
years of professional experience
3
3
years of post-secondary education
Work History
Director of Business Development
Carlson Wagonlit Company
London
01.2017 - 06.2019
- New role leading consultative sales of CWT’s corporate hotel booking technology within EMEA
- Focus on pursuit and retention accounts above €5m turnover
- Developed sales pipeline strategy and associated resources to systemise sales process and qualify leads
- Commercial growth of customer base from 56% to 61% in first 12 months through targeted initiatives with account management teams in France, Germany and United Kingdom
- Hosted hotel strategy workshops in Stockholm targeting prospects
- 30% of attendees have converted to clients
- Presented RoomIt value proposition at showcase events in United Kingdom and Germany
- Launched business development roles in France and Germany
- Hotel partner for global sales opportunities worth €340m
- Written significant content related to hotel solution for sales bid library
- Established, initiated and optimized business development strategies based on company targets, product specifications, market data and budget factors.
Senior Manager
Expedia Inc
London
10.2011 - 01.2017
- Leading a team of 9 Account Managers responsible for a portfolio of 120+ mid and large market clients with a combined value of £200m
- Focused on supply chain optimisation and client-centric value creation to become “trusted advisor”
- Developed a new practice line for consultancy services for outsourced administrative support for clients
- Initial project delivered £56k in revenue
- Designed an end-to-end account planning framework
- RFP avoidance increased by 70% and retention rates increased 23% including zero churn in 2015
- In 2016 grew discretionary product sales by 174% and delivered £41m in client renewals
- Management of delinquent debt saw return of £1m in aged receivables returned in 2012, outstanding since 2008
- Between 2014 and 2016 developed a client engagement solution in 2014 which included core curriculum, collateral, branding and technology with a focus on scalability
- In 2016, over 2,500 users trained face-to-face and 3,700 virtually
- Facilitated quarterly peer-led team training sessions to develop strategic thinking among the team.
Senior Account Manager
American Express Business Travel
01.2007 - 01.2011
- Providing tactical client management to a range of large-market clients in industries as diverse as construction, mining, investment banking and pharmaceuticals
- Focused on providing innovation and value through assessment of client travel programs and finding opportunities to deliver savings, improve service, and maximise policy control:
- Exceeded discretionary revenue targets for 2009 by 47%
- Creative online adoption strategies for portfolio lifted usage from 10% to 70%, savings of $453k and lower average ticket price of 12%
- Domestic hotel program management for client resulted in reduction of preferred partners from 49 to 24, lowered average room rates, and on target to achieve savings of $72k or 8%
- Outstanding client management performance scores in Key Contact Survey 2009 – 10/10 in overall performance (average 7.6)
- Analysis of airline submissions for client with annual spend of AUD$10M
- Recommendations directly influenced negotiations and led to AUD$750k saving in first year
- 100% retention in 2009 and 90 % retention in 2010
National Account Manager
Carlson Wagonlit Travel
01.2004 - 01.2007
- Providing key account management to large market clients primarily from the banking, professional services and infrastructure sectors
- Portfolio value $40m
- Developed and implemented customised reporting products to more effectively represent data to clients
- Reduce report production requirements by 60%
- Reduction in operating costs by 12% through efficiencies, such as properly resourcing staff, managing travel policy exceptions and more
- Recovery of “lost” commissions in excess of $70k through systematic reconciliation of airline transactions
- Led global data consolidation project for large multi-national and ongoing data quality management.
Corporate Account Manager
Atlantic Pacific Business Travel
01.2003 - 01.2004
- Providing account management services to a range of commercial clients primarily in the telecommunications and fast-moving consumer goods verticals, in addition to leadership of a team of travel consultants:
- Creating and promoting value added products (such as events), leading an increase in sales of such products by $120k
- Implementation of quality control systems including the creation of a database to log and report service issues
- Significant overhaul of reporting systems
Education
Bachelor of Business - International Business & Management Reporting
University of Technology
Sydney, Australia 01.2008 - 01.2011
Skills
Sales training and leadership
Timeline
Director of Business Development
Carlson Wagonlit Company
01.2017 - 06.2019
Senior Manager
Expedia Inc
10.2011 - 01.2017
Bachelor of Business - International Business & Management Reporting
University of Technology
01.2008 - 01.2011
Senior Account Manager
American Express Business Travel
01.2007 - 01.2011
National Account Manager
Carlson Wagonlit Travel
01.2004 - 01.2007
Corporate Account Manager
Atlantic Pacific Business Travel
01.2003 - 01.2004
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