MARCIA COLLARES GALVÃO Rua Frei Caneca 485 ap. 151 – Consolação – São Paulo – São Paulo

Mobile: + 55 11 97175 5633 Personal email: marciacollaresgalvao@gmail.com

https://br.linkedin.com/in/marcia-galvao-b2a92514

Areas of Experience

Sales, Marketing & Business Development Manager with extensive experience in Aviation / Cruise & Hospitality

Brief Professional Profile

Self-motivated and hard working person. Creative, enthusiastic and an effective communicator with a strong sales, marketing & customer services background, handling negotiations with trade and corporate clients, objections and being able to work under pressure. Able to use own initiative and work as part of a team, with good organizational skills. Seeking to enter a lively and demanding environment, where optimum sales, marketing & product management is required.

Professional Experience and Main Achievements

March 2016 until current - Star Alliance São Paulo, Brazil Position: Corporate Sales & Business Development Manager Brazil

Development and management of the implementation of business plans and budget of Star Alliance

in Brazil. Creating and ensuring synergy and best practice and solutions amongst all airline members. Buildup network and Product campaigns with suppliers such as Hotels, GDS, Corporate and Travel

Agents for brand and product awareness of Star Alliance portfolio Coordinate joint events and workshops with strong focus on Corporate plus development Manage and develop new corporate plus contract/local and or Global from top accounts Prospecting and visiting potential (non-Star) clients Encourage shift of individual airline agreements into Star agreements when this makes business sense Support lead airlines in back-office administration Primary liaison with participating carriers and Star HQ Monitor compliance with legal guidelines and process framework Coordinate CWG (Corporate Working Group) chair in reporting to CSC (Star Alliance Chair Steering

Commission) Coordinate & facilitate corporate sales functions

August 2013 – March 2016 - Costa Crociere São Paulo, Brazil Position: Sales & Marketing Manager Brazil Responsible for a Budget of USD 60M in Brazil and manage a team of 10 Planning, organizing and controlling sales operations and Budget. Responsible for Product development and solutions/ contact with suppliers such as airlines, hotels,

car rentals to develop new products and solutions on Pre and post cruise/ evaluate deals with suppliers to shift business to the best suppliers that serve Costa Crociere more effectively in product and cost wise

Implementation of products and projects existent in HQ in Genoa for South America Market Manage and develop corporate contract/local and Global contracts from top accounts E-commerce development plan for South America / implementation of payment gateway and

installment plan possibility Primary liaison with Travel Trade and suppliers (Retailers, Tour Operators, Corporate, airlines, hotels

and DMCs)

December 2012 – August 2013 - Total Stay Group London, UK Position: Territory Manager South America (web’s leading hotel booking provider) Responsible for a Startup company in South America Planning, organizing and controlling sales operations and Budget of USD 5M first year Develop XML and White Label amongst key B2B clients Facilitate deals and processes amongst clients and IT – technology companies Work closely with Product department in London to grow number of direct hotel contracts in South

America.

January 2007 – December 2012 - Emirates Airlines (6 years) São Paulo, Brazil Position: Sales & Marketing Manager Brazil Responsible for a Budget of USD 120M in Brazil and manage a team of 12 Startup team to implement Emirates in Brazil Planning, organizing and controlling sales operations/business Plan and Budget from day1. Implementation of all Pricing and Distribution policy (Filing of Public and Private fares) Development of commercial contracts with Travel Trade (Retailers, MICE/Tour Operators & TMCs/

DMCs) Responsibilities included managing contacts/meetings with Head Office in Dubai and New York, and Primary liaison with the Brazilian Civil Aviation Authority (ANAC). Routines included commercial calls to top producers to evaluate potential and to design pricing solutions for specific market needs.

Ensure business compliance with legal guidelines and process framework E-commerce development plan for South Bidding and negotiation with local payment gateways in Brazil for the company local website Exceeded all targets during the period 2007 to 2012 Chairman Award of Best sales team in 2009 Chairman Award of Best High Yield station in 2012 Emirates online Sales growth of double digit per year since 2007 when operations started

March 2004 – January 2007 - South African Airways São Paulo, Brazil Position: Sales, Marketing & Customer Service Manager Brazil Responsible for a Sales Budget of USD 80M in Brazil and manage a team of 6 Formulating and development of commercial Policy in South America Restructuring and simplification of Pricing Strategy Monitoring competition trends and controlling commercial contracts with Travel Trade (Retailers,

MICE/Tour Operators & TMCs) Routines included commercial calls to top producers to evaluate potential and to design pricing solutions for specific market needs.

Customer Relation and mileage program Manager for South America Amadeus (GDS) trainer for South America Last performance appraisal was “excellent” in 2007

1988 – 2003 - British Airways (15 years) São Paulo, Brazil Position: Retail Sales & Distribution Manager Brazil Responsible for Customer Service, Pricing/Group Sales and E-Commerce (beginning stages) Bidding and negotiation with local payment gateways in Brazil for the company local website Exceeded all targets related to direct sales (USD1.5M) in British Airways (2002) Last performance appraisal was “exceeded”. Apr 2002. Award of Extraordinary Personality of Latin America and the Caribbean in 2001. Line trainer for Amadeus - Brazil /Latin America and the Caribbean. Trained more than 200 staff over

a period of 3 months. Certificate licensed trainer for Amadeus Promoted to Corporate Account Manager South of Brazil -RS/SC/PR - The area increased its Net

Revenue to 40% VPY, leading to an award as sales person of the year in 1998. Award for the increase in BA student traffic of over 50% VPY - Rio de Janeiro- 1993 Created a project that led to an award in London for best low budget control - 1993. Invited to be part of the team that represented one world joint corporate sales group.

Education

Uniban University, São Paulo - Business Communication - 2006 Institute of Sales & Marketing Management, London - Certificate in Sales & Marketing - 1999 PUC RS, Porto Alegre - Tourism - 1985

Extra-Curricular Activities & Courses

Global Corporate Plus training Frankfurt STAR ALLIANCE - 2016 Performance Management Leadership Course Italy (Costa Crociere) - Carnival Cruise Group - 2014 "Successful Negotiation: Essential Strategies and Skills" - University of Michigan (online) - 2013 High Impact Leadership Course in Dubai - Emirates - 2010 Strategic Selling Course in Dubai - Emirates - 2009 Sales Management Course in Johannesburg – South Africa - 2005

Amadeus Line trainer for Latin America and Caribbean - British Airways – 2001 - 2002 Professional Selling and Negotiation, Sales Skills (São Paulo) - 2001 Facilitator in Putting People First (London) – British Airways - 2000 Winning for Customer (London) - British Airways - 2000 World Class Selling (6 months’ course) in London - British Airways - 1999 -2000 Advanced Fares and Ticketing Course (London) - British Airways- 1998 Construction of Website (PUC-RIO) - 1998 BA World Sales Passport parts I/II/III (London) – British Airways - 1992 - 1993 Basic Sabre Course in Dallas – Texas - 1988 Basic & Intermediate Airline Course - Academy of Travel Management (London) - British Airways -

1987

Personal Skills and Knowledge

Computer literate: Amadeus/Atraxis/Sabre/Travel Port Windows Office package (Word/Excel/PowerPoint/Internet) Fluent in English and Portuguese Calm and focused on objective Strong negotiation skills Strong presentation, written and verbal communication skills Strong use of initiative and creativity Strong Can Do Attitude

Awards

Emirates: Chairman Award of Best High Yield station in 2012 Emirates: Chairman Award of Best sales team in 2009 Award of Extraordinary Personality of Latin America and the Caribbean in 2001 (Amadeus cutover

project) British Airways: Sales Person of the Month - May / June / Aug - 1999 British Airways: Award for best Customer Sales and Service Agent - 1991/2

Experience living abroad

I have had the opportunity to live for eight years in New York, where I attended school and could experience the American way of life. I also lived for almost two years in London (1986-1988) where I attended British Airways Travel and Tourism Academy based in London. I was given an opportunity by British Airways to live 6 months in Chile, where I assembled a training facility and trained Latin America and the Caribbean on a new reservation, fares and ticketing system - Amadeus.

References

Nigel Page Ralf Aasmann SVP Emirates Airlines Former Country Manager Brazil at Emirates Airlines nigellp@yahoo.co.uk ralf.aasmann@gmail.com Anders Ibsen Ian Gillespie VP Revenue Management Emirates Country Manager Avianca International division anders.ibsen@emirates.com ian.gillespie@aviancataca.com Altamiro Medici Ricardo Cano Country Manager for South African Airways Products Manager SABRE Altamiromedici@Flysaa.com ricardo.cano@sabre.com +55 11 98401 1001 +55 11 97342 0504 Annette Tauber Maria Peralta Regional Director Lufthansa Group LHG Corporate Manager Star Alliance Frankfurt annette.taeuber@dlh.de Maria.Peralta@staralliance.com

Trade References

Cassio Oliveira Eloi D’avila Ancoradouro Turismo Flytour cassio@ancoradouro.com.br eloi@flytour.com.br Carlos Vasquez Valter Patriani Esferatur São Paulo CVC cpv@esferatur.com.br valterpatriani@cvc.com.br Andras Fullop Fernando Vasconcellos Ait Operadora – Grupo Highlight Kontik andras@grupohighlight.com.br fernandovasconcellos@kontik.com.br Dulce Bonaldo Marcos Balsamao Viajanet Alatur dbonaldo@viajanet.com.br marcos.balsamao@alatur.com

Rodrigo Martines Paul Barry

Submarino.com (B2W) BCD Travel rodrigo.martines@b2wdigital.com paul.barry@bcdtravel.com.br