Chris Speirs
Auckland,New Zealand
Summary
Results-driven and customer-focused Account Manager with a proven track record of cultivating and managing key client relationships. Adept at understanding client needs, delivering customized solutions, and driving revenue growth. Experienced in cross-functional collaboration and effective communication. Seeking to contribute my 18 years of car rental knowledge alongside my 6 years experience of working with Aggregator gained from the New Zealand marketplace. to a dynamic organization committed to client success
Overview
19
19
years of professional experience
Work History
Pricing and Wholesaler Manager
SIXT NZ
05.2021 - Current
- Managing wholesaler and retail segments for SIXT New Zealand
- Building and maintaining Wholesaler relationships through Monthly strategy calls, Special offers that create wining scenarios for utilisation filling, Offer for fleet movements
- Marketing campaigns aligning with third party agencies to provide customer experiences
- Developing dynamic pricing strategies based on time of year, per market and Car class to create maximum yielding utilisation and revenue opportunities
- Responsible for 75% of total revenue streams for SIXT NZ using Dynamic pricing tools and benchmarking against competition
- Managing international and local aggregator relationships
- Facilitate Revenue reporting and analytics to see companies state of play versus P&L targets
- Managing availability status of overall fleet per 6 branch locations and 22 vehicle lines.
- Maintained routine communication with clients to assess overall satisfaction, resolve complaints, and promote new offerings.
- Maintained sales tracking reports to support operational enhancements and implement corrective actions.
- Monitored weekly sales to write reports for senior leadership and streamline operational processes.
Pricing and Sales Manager
Aerodrive Car Rental Ltd
04.2017 - 04.2021
- Top level management of all sales channels
- Develop value proposition targeting all relevant sales segments
- Manage revenue and yield across all segments through creating dynamic and flat line price options loaded onto our customer facing platforms
- Build and maintain relationships with account base ensuring year on year revenue growth
- Work within existing structures to identity and grow second growth revenue opportunities
- Manage existing accounts locally and international and increase market share while maintaining and growing yield
- Segment market into defined targetable sub sections build sales strategy to target each subsection always ensuring bottom-line profitability
- Project: Build value adds to each segment to increase overall brand loyalty
- Improve website offering
- Create and implement AeroExpress for aggregators internally/externally
- Create Fastlane loyalty service B2C channel promote internally
- Tender for Christchurch airport in terminal tender
- Develop We Chat and Ali Pay systems for Asian market
- Implement JV’s with third party ‘franchise’ opportunities
- Work on fleet requirements and procurement demands based on customer demand and overall holding cost
- Grow business through all sales channels to achieve overall revenue and utilisation
- Compilation of monthly sales reports
- Participant at monthly board meetings.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
- Met with clients, delivering presentations, and educating on product and service features and offerings.
- Established and cultivated solid business relationships with new or existing customers.
- Closed lucrative sales deals using strong negotiation and persuasion skills.
- Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
Regional Sales Manager
Springs Wholesalers (Pty) Ltd. t/a Dollar Thrifty Care Hire
03.2010 - 03.2017
- Background: national concern with a fleet of over 6 000 vehicles (van hire, car hire, luxury hire) focussing on the corporate and leisure markets
- Project: designed and implemented Thrifty Direct (online corporate booking portal) in conjunction with I.T
- Company
- Project: currently designing Salesforce (CRM) in conjunction with I.T
- Company
- Member of team which achieved the Airports Company of South Africa (ACSA) Feather Award 11 - Best Car Rental Company in the Medium to Small Class at East London and Port Elizabeth regional airports
- Lead team that grew sales by from R8 M in 10 to R55 M in 15
- Conceptualised, organised and implemented a highly successful loyalty awards program ‘Moola Rewards’ for the travel agent industry throughout South Africa
- Implemented international telesales coverage for Namibia
- Member of management team that determines marketing direction and specifics
- Recruitment, selection, management, motivation and training of a Corporate Area Manager, three Key Account Managers, a Teleseller and two additional Key Account Managers situated in other provinces (Port Elizabeth and East London)
- H.R
- Aspects: allocation of workloads, quality control on all work processed, chairing disciplinary enquiries, motivating salary increases, co-authorising leave
- Area: Western Cape Province, Eastern Cape Province and Namibia
- Setting monthly sales targets, ensuring they are achieved
- Extensive liaison with Operations, Auditing, Debtors, Information Technology, Customer Relations and Rates departments to ensure sales process runs smoothly
- Managing key client portfolio including: Discover Africa (national tour operator), Vuza Fleet Management Services (long-term vehicle leasing), RAV Rent A Vehicle (vehicle rental broker) and Reservation Africa (tour operator/accommodation portal)
- Overseeing sales team’s management of clients including Bidvest (Top 3 diversified corporate group), Telkom (telecommunications parastatal), The Village and Life Group (niche hotel chain including The Bay Hotel V&A), Transnet (railways parastatal) and TSU Protection Services (largest close protection/security specialists in South Africa)
- Accompanying sales team on client calls as required
- Promotion of company at industry exhibitions and events
- Compilation of weekly and monthly sales reports
- Participant at quarterly sales management meetings
- Participant at bi-annual management yield meetings
- Liaison with advertising agency regarding advertising requirements
- Referee: Miss F Angelico, National Sales/Marketing Manager.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Developed and maintained positive relationships with clients in assigned sales territories.
- Generated detailed sales reports and forecasts to analyze performance and track progress.
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Executed successful promotional events and trade shows.
Key Account Executive
Alisa Car Rental (Pty) Ltd. t/a Hertz Rent A Car
07.2006 - 02.2010
- Secured national SAFMarine (MAERSK) account (10)
- Increased area sales from initial ½ M per month to R3.8 M per month (09/10)
- Reporting directly to Regional General Manager
- Ongoing canvassing to expand on initial client portfolio
- Servicing existing clients
- Area: Western Cape Province
- Major clients include: Investec (top national investment corporate), Greenwood Chartered Accountants, Schlumberger (French oil drilling), Lewis Stores (national furniture retailers) and Rennies Travel (national travel organisation)
- Boardroom presentations
- Calculating profit models and gross profits, negotiating rates and contracts
- Setting sales targets in conjunction with General Manager
- Le Franschhoek Hotel and Spa Project: costing, negotiating in-hotel travel desk with the Financial Director of the Three Cities Group, interviewing and appointment of 3 Designated Drivers, sourcing/branding/marketing of vehicles.
- Built and maintained strong client relationships to drive business growth.
- Supported sales and reporting for large and medium-sized accounts.
- Created sales forecasts to target daily, monthly and yearly objectives.
- Improved account management by predicting potential competitive threats and outlining proactive solutions.
Car Rental Agent
Cape Town International Airport
05.2005 - 07.2006
- Client service at airport, assisting client’s complete application forms
- Sales, reservations, booking out of vehicles, vehicle deliveries
- Reason for leaving: To expand on management experience
- Referee: Mrs L Thirion, former Manager, Airport Branch.
- Managed multiple tasks in high-volume environment.
- Determined clients' needs and helped select appropriate rentals fulfilling requirements.
- Skilled at working independently and collaboratively in a team environment.
Education
Bachelor of Science (Business Studies) (2.1 pass) -
University of Surrey
Roehampton, Surrey09.2002
International Market Economists Program -
Lyngby Business School
Copenhagen, Denmark08.2000
B. Soc. Sci. (Human Resources) -
University of Cape Town
02.1995
Matriculation with university entrance -
Abbots College
Western Cape Prov., South Africa11.1994
Skills
- MS Office Suite
- Omnix, Bluebird, Cars, Cobra Operating systems
- Salesforce, Cyberquery, QlikView data systems
- Business Development
- Cross-functional Collaboration
- Performance Metrics
- Relationship Building
- Contract Negotiation
- Product Knowledge
- Market Analysis
- Revenue Generation
Accomplishments
- Achieved market penetration by introducing a branded localised a inventive based rechargeable cash card for Travel Agent and Hotel Concierge staff.
- Managed a project to build a XML driven booking platform for multiple travel segments that after completion increased booking numbers by 30%. In additional we managed to convert 80% of all B2B booking to use this platform.
- While working at Aerodrive, a local startup ,non international car rental brand ,Managed to open accounts and XML links to all of the top 10 wholesalers selling car rental to the word
Additional Information
- Above studies successfully completed as listed to date.
- Denotes Distinction attained. Relevant documentation is available on request.
Cellular
+64 27 560 6681
Timeline
Pricing and Wholesaler Manager
SIXT NZ
05.2021 - Current
Pricing and Sales Manager
Aerodrive Car Rental Ltd
04.2017 - 04.2021
Regional Sales Manager
Springs Wholesalers (Pty) Ltd. t/a Dollar Thrifty Care Hire
03.2010 - 03.2017
Key Account Executive
Alisa Car Rental (Pty) Ltd. t/a Hertz Rent A Car
07.2006 - 02.2010
Car Rental Agent
Cape Town International Airport
05.2005 - 07.2006
Bachelor of Science (Business Studies) (2.1 pass) -
University of Surrey
International Market Economists Program -
Lyngby Business School
B. Soc. Sci. (Human Resources) -
University of Cape Town
Matriculation with university entrance -
Abbots College
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