lsil Kaplan

Leading and managing all aspects of DMC and TO operations within a designated region. This includes strategic planning, financial oversight, sales and marketing initiatives, supplier and client relationship management, and ensuring exceptional service delivery.

• Regional Strategy & Leadership:
  Develop and implement the regional business strategy aligned with the company's global objectives.
  Lead, manage, and support country or area managers and operational teams in the region.
  Monitor regional performance and ensure KPIs and revenue targets are met or exceeded.
• Sales & Business Development:
  Identify and pursue new business opportunities (B2B).
  Build and maintain relationships with key hotel partners, travel agents and corporate partners.
  Represent the company at trade shows, industry events, and sales missions.
• Operational Excellence:
  Ensure high-quality service delivery and customer satisfaction across all destinations in the region.
  Oversee product development, itinerary design, and pricing strategies.
  Implement and maintain operational procedures ( including transfer , excursions, experiences..etc) , health & safety standards, and sustainability practices.
• Financial Management:
  Prepare and manage regional budgets, forecasts, and financial reports.
  Monitor profit margins, control costs, and implement corrective actions as needed.
• Team Development:
  Recruit, train, and develop high-performing teams.
  Foster a collaborative and positive work culture aligned with company values.

1. Online Sales Growth Strategy:● Develop and implement a comprehensive online sales growth strategy for a diverse portfolio of more than 20 properties, including core, local, and international properties. ● Utilize digital marketing channels and platforms to increase online visibility and drive sales conversions.

2. Revenue Management and Optimization:● Provide guidance and education to hotel partners on effective hotel revenue management practices and utilization of online platforms for revenue optimization. ● Implement data-driven revenue management strategies to maximize ADR (Average Daily Rate) and RevPAR (Revenue per Available Room) across the portfolio.

3. Digital Marketing and Branding:● Lead digital marketing initiatives to enhance the brand presence of the properties across various online channels, including social media, OTA (Online Travel Agency) platforms, and the official hotel website. ● Develop and execute digital advertising campaigns to target specific demographics and market segments effectively.

4. Performance Evaluation and Reporting:● Conduct regular performance evaluations and analysis to assess the effectiveness of online sales strategies and initiatives. ● Prepare comprehensive reports detailing key performance metrics, revenue trends, and actionable insights for senior management.

5. Partnership Development and Management:● Cultivate strong partnerships with OTAs, online booking platforms, and digital marketing agencies to leverage their resources and expertise in driving online sales growth. ● Negotiate and manage contractual agreements with digital partners to ensure mutually beneficial terms and conditions.

6. Education and Training:● Develop and deliver educational programs and workshops for hotel staff on topics related to digital sales, revenue management, and online marketing. ● Stay updated on industry trends and best practices, and incorporate relevant educational content into training programs.

1. Team Management: ● Responsible for the account management team in the appointed region, overseeing more than 1500 properties in Turkey. ● Identifying training needs for employees to ensure they are adequately equipped to perform their jobs effectively. ● Creating team OKRs and setting KPIs in alignment with the company strategy. Supporting the team in achieving their individual and team KPIs and completing assigned projects on time. ● Conducting regular performance evaluations of individual employees or groups of employees to measure their progress toward meeting goals and achieving objectives. ● Providing coaching and feedback to employees on how they can improve their performance. ● Evaluating employee performance to identify candidates for promotion within the company. ● Participating in hiring decisions by conducting interviews with candidates and reviewing resumes and applications. ● Leading the Partner Experience team at the country level (webinars, events, etc.) to achieve the expected NPS score and attendance rate in alignment with the company’s objectives in EMEA.

2. Strategic Alignment: ● Ensuring the department aligns with the company’s strategic goals and objectives. ● Creating quantitative and qualitative reports on results and performance (using tools such as Tableau, Google Sheets, PowerPoint, Dexi, etc.). ● Collaborating with different departments within the organization to develop the most appropriate way to promote tools to the account management team.

3. Market Analysis and Strategy: ● Keeping up with market trends, analyzing data, and using the available information to anticipate demand and adjust strategies accordingly. ● Performing competitive benchmark studies and following market trends. ● Identifying new revenue opportunities.

4. Partner Relations: ● Communicating with key hotel partners in Turkey to boost their revenue and maintain relationships. ● Ensuring the correct products and services are delivered to partners in a timely manner. ● Expanding relationships with existing partners by continuously proposing solutions that meet their objectives. ● Serving as the communication link between key partners and internal teams.

• Conducted regular account reviews with clients to assess performance, identify areas for improvement, and strategize future growth opportunities.
• Analyzed sales and customer data to identify trends and opportunities for increased profitability.
• Analyzed market trends, identifying opportunities for expanding product offerings within key accounts.
• Strengthened client relationships through regular communication and effective problemsolving.
• Developed and delivered presentations to key customers to position products and services.
• Built and maintained strong client relationships to drive business growth.
• Proactively identified potential issues within key accounts, taking corrective action to prevent loss of business or dissatisfaction.
• Created sales forecasts to target daily, monthly and yearly objectives.
• Implemented strategic sales plans to achieve consistent revenue growth across key accounts.
• Coordinated with internal teams to ensure timely delivery of products and services, meeting client expectations.
• Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
• Engaged in continuous learning to stay abreast of industry trends and competitive landscape, applying insights to account strategies.
• Delivered detailed product presentations, effectively communicating value propositions and features to decision-makers.
• Developed and maintained strong relationships with key clients to ensure long-term business growth.
• Streamlined internal communication processes, ensuring team members were aligned with account objectives and strategies.
• Set and achieved company defined sales goals.
• Attended monthly sales meetings and quarterly sales trainings.
• Contributed to team objectives in fast-paced environment.
• Contributed to event marketing, sales and brand promotion.

• Increased client satisfaction by building strong relationships and addressing their needs promptly.
• Successfully resolved escalated issues, preventing potential loss of valuable clients while maintaining positive relationships with all parties involved.
• Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
• Collaborated with sales team to identify potential upsell opportunities and expand client base.
• Provided comprehensive reporting on account performance, enabling clients to make data-driven decisions about future investments.
• Developed customized account plans for clients to help them achieve their business goals.
• Managed a diverse portfolio of accounts, ensuring timely communication and effective problem resolution.
• Negotiated contract terms with hotel partners, securing favorable agreements for both parties.
• Improved overall team productivity by implementing best practices in organization and time management.
• Monitored market trends to advise clients on potential impacts to their business, positioning as trusted advisor.
• Set and achieved company defined sales goals.

1. Training and Support: ● Deliver training by phone to new and existing properties on how to use the extranet and rates & availability system. ● Provide guidance to accommodation partners on managing their webpages on the Booking.com website, including updating availability, specials, and promotions.

2. Monitoring and Analysis: ● Conduct daily/weekly rate and availability checks on various platforms. ● Discuss opportunities with partners that will help improve business performance.

1. Project Opening and Coordination: ● Assigned for the opening of the project. ● Make arrangements for sales calls. ● Promote hotel’s services and facilities at fairs and special events.

2. Event and Group Management: ● Prepare the function event order or group information and distribute it to the relevant departments. ● Prepare the initial proposal and official contract for groups or events, and closely coordinate with related departments for function and group detail changes, such as Banquet Service and Front Office.

1. Banquet Sales Management: ● Responsible for banquet sales. ● Make arrangements for sales calls. ● Conduct hotel site inspections for potential accounts.

2. Event Coordination and Communication: ● Prepare the initial proposal and official contract for functions. ● Prepare the function event order and distribute it to the concerned departments. ● Follow up on the spot on the function date for any last-minute changes.

3. Departmental Coordination: ● Closely coordinate with related departments for function detail changes, such as Banquet Service, Kitchen, etc.

1. Banquet Event and Group Room Sales Management: ● Responsible for banquet events and group hotel room sales. ● Make arrangements for sales calls. ● Conduct hotel site inspections for potential accounts.

2. Event Coordination and Communication: ● Prepare the function event order and distribute it to the concerned departments. ● Prepare the initial proposal and official contract for functions and group reservations. ● Follow up on the spot on the function date for any last-minute changes.

3. Departmental Coordination: ● Closely coordinate with related departments for function detail changes, such as Banquet Service and Front Office

1. Client Meetings and Communication: ● Arrange meetings with potential clients, including travel agencies and companies.

2. Proposal and Contract Preparation: ● Prepare proposals and official contracts for functions or group reservations in hotel accomodation