• My business task within the business plan for 2006-2010 is to move up direct sales to 70% of the whole volume and help sales in creating an ancillary revenue able to cover about 10% of the airline operating revenue. Web Launch of the group on line tour operator wokita.com. and integration of the sister leisure airline Eurofly within the group direct sales policy and single common web portal, including in the project all the traditional pricing and distribution activities.
• My operational task along the above time frame is running a team of experts composed of 11 people, covering the day by day operation and project activities and handling projects coordination responding directly to CEO and sharing responsibility and budget with CIO.

Definition of the direct channel sales policy for B2C and B2B group portals trough all the possible tools able to influence consumer choices; this includes web functionalities,price promotions, banner advertising, Newsletter and DEM, splash pages, miniweb sites and other direct marketing activities,Search Engine Optimization (SEO) and online advertising with Search Engines (adwords-kwords), On line marketing campaigns with global providers and ad hoc travel internet portals, Commercial agreements with Online travel agencies for increasing sale activities, affiliation & Metasearch contract, sales and marketing activities. In charge for budget, cost control and key account management of these activities. In charge of the developments for new commercial web functionalities; web graphic, web content management and usability/navigation.

Ancillary e-commerce partnerships to enhance other revenue incomes and definition of the cross selling activities trough White Label websites , XML and Dynamic Packaging.

Airline E-Commerce partnerships: capability to interlink different airline websites to promote and market activities and routes for other airlines in the LCC/LFA environment. Enhance web popularity trough this kind of partnership.

Contract definition and negotiation; Key Account Management , cost control linked to ROI enhancements and Channel Management (Amadeus, Galileo, Worldspan, Sabre, Sita, Payment System gateways; Technology providers and software houses; ancillary revenues providers; ATPco; Online SEO agencies and On line marketing advertisers; affiliation program;etc);Integration and Distribution of the Company products trough the Major Internet Booking Engines and Metasearch portal - New Low Cost Distribution System analysis.

Cost Management; Distribution Strategy & Project Management in order to reduce distribution costs and decrease variable unit costs. In charge for the commercial distribution costs and B2B revenues within the Group Business Plan.

Hosting system migration; new web functionalities; new distribution channels; new GDSs enhancements and revenue integrity; Code-Share agreements & contracts; Pricing and SPA structure strategy; Interline and IATA external activities; Ancillary and Tour operating technology capabilities and Dynamic Packaging; new airport on line capabilities. New Direct Channel analysis and capabilities; Consultancy for other airlines. On line Tour operator and Third party integrations.

Traditional and Low Cost Inventory Systems – Business upgrades and process definition on direct points of sales, contract and commercial project development for the applications defined in the company strategy process; Internet Booking Engine policy– Product and contract management; Bench-market activity; Control over all the web applications, costs and generated revenues; Commercial supervision on the Technology integration of third online providers within the group web sites in order to offer a common group product and get advantage of the scale economies .- new GDSs product and application developments - Direct Payment Service providers and applications, cash flow process, commission and reports; credit cards contract negotiation-Telecommunication providers.

Commercial Distribution Coordination for Direct Sale Channels – Call Center / ATO (Airport Ticket Offices)-CTO (City Ticket Office) / Internet Web Sites/ On Line Tour Operator/ Ancillary providers /Technology Providers/code share agreements.

Representative to the business conferences covering group company business expectations and needs : Hosting system user conferences; IT and GDSs annual conferences; ZED&MIBA AGM Forums; Ecommerce Forum.

Code-shares; MITA and Bilateral/Unilateral agreements; Special Pro-Rate Agreement (SPA); Staff Travel – Duty and Leisure agreements: Bilateral, ZED, and MIBA.

Start Up of New Volareweb.com ecommerce web site and call center; Start up of the new AirEurope.it website; start up of the new Volare and Air Europe Call center.

Contract definition and negotiation; Key Account Management (Amadeus, Galileo, Worldspan, Sabre, Navitaire, Sita, Atraxis, BIBIT, PBS, B+S; British Telecom; Italian Telecom; Software houses; IT providers; Acquiring Banks; payment system gateways – Bibit;Banca Sella - ancillary revenues providers; Local On line system providers ) & Cost Management; Distribution Strategy & Project Management organized with direct resources and covering also online web marketing activities including web graphic and content management in coordination with Communication Dpt; IT; Sales; Suppliers’ key account managers and external developers & Consultants as per following: Host System Migration PARS-SITA; Development of an higher access of distribution functionalities for Volare and Air Europe with GDSs and SITA (i.e.Direct Access; Direct Sell, SSM; Interactive Seat Assignment; Claim Pnr; Pro-Web Accesses; etc); Integration and coordination of distribution in the code-share process with Alitalia; Integration and Distribution of the products in the Major Internet Booking Engines – Opodo; Travelocity; Expedia; E-Dreams; Last Minute, etc - New Low Cost Distribution System definition;contractualization; implementation and operational coordination ; commercial integration with traditional Inventory (SITA); Change and Retrieve Pnr On Line; Business Terms and Conditions arrangements; XML Itinerary email and express conditions’ application; XML data extract applications; Promo code on line; web voucher application ; new system upgrades coordination; new IBE and Inventory management system for AirEurope branded long haul flights.
Business Development for Distribution System Applications
(Inventory Systems – Business upgrades and process definition with direct sales points; Contracting and development of the applications defined in the Strategy process/Internet Booking Engine – Product and contract management; Bench-marketing activity; Definition with the Top management of the provider; application and development; cost and revenue control; Integration of third party systems and portals - /GDSs new product development and applications/Direct Payment Service Providers and applications to handle the direct payment services according to the market needs, cash flow process and flexibility and reports offered; credit cards contract negotiation/Telecommunication Providers able to handle different kind of phone access and to develop with a high flexibility new numbers from different countries/etc); Opensky By NAVITAIRE System administrator (Definition and application of the : Control Panel/Control Edit/User Group Control/Users Control/Schedule Planning & Schedule Manager application coordination/Reflection Reporting System). Flight Speed Super User - call center GUI-Graphic
User Interface-.
2nd level business operations handling.
New IBE and Inventory system for long haul flights

Definition, negotiation, contractualization and implementation/ coordination of the web graphic–web development–content management – look and feel - newsletter communication – on line other revenues (i.e. volarewebcars.com; volarewebhotels.com; volarewebinsurance.com; etc) for the new Volareweb.com and AirEurope.it web site.

Commercial Coordinator for Direct Sales Channels – Call centers / ATO (Airport Ticket Offices)-CTO (City Ticket Office) / Internet Web Site: Business Terms & Conditions: definition and application; Call Centers First Point of Contact for 2nd level assistance and all Commercial matters.
This activity has been applied with most of people not directy reporting to me but part of different teams and placed in different locations.

Operational and commercial coordination to be handled with a large numbers of departments involved in order to define the business needs to be adapted to operational issues and enforce applications of commercial decision to the operating departments.

Airline Represantive at : Navitaire and Sita user conferences; ZED&MIBA AGM Forums; GDSs conferences.

Start Up distribution activities on web and traditional environment; rebuild of volareweb.com distribution systems and website; Inventory systems migration and application development strategy; Low Cost flights Start Up process for distribution activities and call center; Code-Share agreements & contracts; New Schedule Intercontinental Routes start-up; Interline and IATA start up activities.

Code-shares; MITA and Bilateral/Unilateral agreements; Special Pro-Rate Agreement (SPA); Staff Travel – Duty and Leisure – agreements: Bilateral, ZED, and MIBA.

Key Account Management with Galileo International and Worldspan.
Product and Project Management for AMP global projects (Galileo Global Fares New Generation; Automatic Solutions for New Commission Schemes; Distressed Inventory Gds Solutions); Revenue Integrity and GDS Cost Budgeting.
Business development of new products to be implemented trough our IT provider ATRAXIS for our Group and for all the airlines of the alliance that accepted the project developed by our team and the cost split.
Evaluation, analyse and establish new distribution channels and GDSs function for optimising the booking facilities for AMP and all other airlines of the Alliance followed by project management for the business development.
Responsible for definition of Global Strategy in Electronic Distribution for SR/SN and other airlines of QFG (Qualiflyer Group) and for assuring optimal presence of SR/SN product in all GDSs in order to enlarge market-share.
Implementation of Strategies and provide appropriate training and coordination in worldwide SR/SN markets.
Representing SR/SN and QFG in different industry boards
Cost analysis and cost savings audits of the AMP distribution costs.
Presentation of projects and reports to the various AMP markets and to the distribution leaders of the other QFG Alliance Airlines.

Distribution: Definition of main Distribution Channels,
Start Up activities for the Airline’s participation in main Global Distribution Systems (GDSs) from the scratch.
Key Account management and 8 Billions ITL Budget responsibilities for GDSs/OAG/ATPCO
Air Europe’s representative and leading contact in the Qualiflyer Group Alliance Distribution Group.
Evaluation of new Distribution Systems and new trends in electronic distribution (WAP, Bank Accounting, Internet Booking Engine from GDSs, B2B, B2C)
Pricing: Definition and Implementation: Strategic and Tactical pricing; Benchmark actions; Fare Analysis; Fare Statistics; Pricing and Yield Budget Evaluation, Fare Basis Marketing; ad-hoc Yield Management; Country Pricing Plan for Italy, Mauritius and Cuba; Special segments pricing (i.e.: Last Minute and Student Contracts, Pricing Actions, Internet Pricing Scheme); Fare Distribution and Fare Filing; Pricing Code of Conduct.
Air Europe’s representative in the Qualiflyer Group Alliance Pricing Group.
Interline Affairs: Contacts with other Airlines; Special Prorate Agreement, Definition and implementation of: Multilateral, Bilateral and Unilateral Ticketing and Baggage Agreements – Staff Travel Agreements- Prorate and Proviso amounts contracting and definition with other Carriers. Participation in MIBA and ZED, including negotiations and contracts.
Special Projects: Airline Start Up for Pricing & Distribution Systems; Direct Sales Office implementation; Pricing & Distribution Marketing Plan Chapters, Road Show for Distribution Systems. Pricing and Fare Distribution Harmonisation
Staff Responsibility 1 Full Time Employee

Reservation Agent in the national Call Centre located in Segrate - Milan.
As for 20th September 1997 I stepped to the position of Revenue Management controller for Italian market under the responsibility of Reservation Manager.
As for 9th February 1998 I stepped to the position of Account Analyst in the Leisure Market Business Unit.
As for 1st October 1998 I stepped “ad interim” to the position of Account Executive in the Leisure Market Business Unit.
As for 22nd December 1998 I stepped to the position of National Account Executive in the Leisure Market Business Unit.

Window95/98/NT - Office 95/97/2000 – Schedule Plus – E- Mail Programmes (Microsoft Outlook and Lotus) – Internet Explorer – ITPM Project organisation, Tracking Card – Airline Reservation System (PARS/CORDA/OCTOPUS/GABRIEL/ NAVITAIRE) – Global Distribution Systems GDS.

Window 2000 / Excel –Word- PowerPoint-Outlook
MIS - Management Information System
Presentation and Networking Techniques
Business negotiation / Integrated sales
Project Planning and Reporting
SITA Code-share
Navitaire Open-Sky Control Panel& Edit, Users and Users Groups; Reports; Schedule Manager and Planning; Reservation GUI
- Foreign Languages
English - written and spoken fluently; German - school knowledge; Spanish understood