Svetlana Transka-Lea International Business Development Manager Mobile: 0435 315 655 Email: sve_tr@yahoo.com Address:55 Yarabah Cresent, Shailer Park, 4128 Svetlana’s passion is first and foremost; people. This passion combined with her positive and enthusiastic persona allows her to obtain results effortlessly. Svetlana doesn’t just achieve and exceed sales targets; she creates lasting business relationships, bringing repeatable business value to her employers. What sets Svetlana apart from her piers is that she not only looks to create beneficial long term partnerships with clients but she proactively creates opportunities for her clients to benefit from each other. Svetlana has a strategic, collaborative and friendly approach, always looking to achieve Win-Win situations. Her genuine interest in people, desire to help and support individuals and organisations grow combined with her sense of humour, integrity and positive attitude contributes to her successful and rewarding career. Career: August 2012 – Present: Position:
Brisbane Convention and Exhibition Centre (BCEC) International Business Development Manager
Achievements
Handed over 5 qualified leads to the international bid team (estimated revenue potential of $4 million) Initiated a collaboration effort between and International Conventions and Corporate Sales Departments, which has resulted in increased cross selling, lead generation and ultimately increased revenue Developed training and inductions documents for the team, resulting in increased efficiency with respect to on-boarding new team members Developed documents on internal hosting procedures, which were adopted by the entire Sales team of BCEC, resulting in increased efficiency, clients experience and BCEC brand image Leveraged existing relationships from previous BCEC position to generate new and progress existing leads, resulting in new business for the conventions team
Experience
Established new leads and developed existing opportunities through extensive research and networking across the medical and educational sectors. Worked with senior professionals at the top of their respective fields to persuade them to submit a bid for Brisbane. Established and maintained strategic alliances across universities, hospitals and medical research institutions, government to identifying organisations/individuals wishing to submit a bid for Brisbane Organised, managed and attended networking and industry events with a view to increasing awareness of BCEC’s primary international conventions services and support services Developed and delivered presentations to prospective clients promoting BCEC’s primary international conventions services and support services Worked with BCEC representatives to qualify, develop and progress leads, acting as a point of contact between BCEC representatives and the internal sales team.
September 2008 – August 2012: Position:
Brisbane Convention and Exhibition Centre (BCEC) Sales Manager Corporate and Events
Achievements
Generated new business with sales over $12 + million within 4 years (Exceeded targets in in downturn economic environment) Set up and managed Induction and Training plans for Corporate Sales Assistant and corporate sales manager positions Identified training needs and carried out coaching of the sales assistant to achieve improved enquiry taking, product knowledge resulting in improved client experience and ultimately sales
Actively promoted ways of improving procedures in the Corporate Sales department as well as BCEC, which lead to improved client experience, efficiency, along with revenue and sales opportunities. Fostered team spirit within Corporate sales team and other BCEC departments, shared knowledge and experience, promoted cross training with the BCEC sales teams Developed and maintain strategic industry relationships to market BCEC and generate more business leads
Experience:
Actively sought new business opportunities within the local and national market place via telecalls, proposals, invitations, familiarisations, site inspections and other appropriate methods. Handled incoming enquiries, prepared tailored proposals, conducted on site familiarisations, followed up and prepared contract documents for confirmed business. Managed and attended events, trade shows and functions for prospective clients and participants Liaised with clients, suppliers and all relevant departments at the centre to ensure accurate and relevant information was provided Prepared weekly sales report and monthly Board Report.
October 2003 – September 2008: Position:
The Grove Hotel, Hertfordshire, UK (Member of Leading Hotels of the World), www.thegrove.co.uk Events Sales Manager and Departmental Trainer
Achievements
Involved in the set up of department’s procedures and processes as part of the hotel’s start up team Worked in the development of Grove client incentive package Consistently achieved the highest business conversion in the events sales team, converted over £10 million in sales over 4 years Organised and carried out training in other departments in order to produce synergy within the business as well as improve organisation efficiencies Initiated ways in which to create more business for clients in relation to weddings and social events Consistently achieved and exceeded company benchmarks relation to call quality offered to clients. (Metrics included knowledge of the products/services, customer service and enquiry conversion.
Experience:
Received, handled and converted client enquiries in line with the corporate sales strategy Used diary management and yield management techniques to ensure achievement of the sales targets Assisted in the production of weekly and monthly revenue reports along with analytical reports used by senior management to foster corporate goals and sales targets Organised, planned and managed site inspections and familiarisations for clients to support the achievement of conversion and revenue targets Communicated with all hotel departments to ensure that the client’s experience exceeded their expectations Negotiated with clients on senior level in discussing quotes, submitting proposals and the finalising contracts Inducted new staff within the events department incorporating initial training and support Managed staff (5) through mentoring and coaching initiatives Produced and updated the departmental training plan along with other training artefacts
February 2002 – September 2003: Position:
Grange Hotels Group, London, (5*deluxe property - Grange City Hotel) Conference and Events Co-ordinator
Achievements
Achieved a supervisory position within the first month looking after Front Office, Reservations, Food & Beverage and Housekeeping Fast tracked through the management training programme due to proven ability Involved in the set up of department’s procedures and processes as part of the hotel’s start up team
Experience
Managed the events office and trained new employees while new events manager and coordinators were recruited Assisted in the setting up and running of functions, acting as a liaison person for the client and operational staff Negotiated quotes and designed contracts for clients Produced detailed function sheets for each event and liaised with clients, suppliers and all relevant departments in the hotel to ensure smooth and successful running events Created financial and management reports detailing such things as finances and occupancy
April 2001 – November 2001: Position:
Marcus Evans, London, UK Senior Sales Executive
Achievements
Obtained a supervisory position within the first month after exceeding sales targets Recognised as one of the best sales people in the team through receiving sales award
January 1999 – November 2000: Position:
LTH Group of Hotels, London, UK Front of House Team Leader (Full-time employment)
Achievements
Achieved a supervisory position at the Front Office in the three hotels of the group (Notting Hill Gate, Comfort in Bayswater and Quality Hotel Paddington) Involved in training and coaching new staff within the group Ran the entire front office in the absence of the Front Office manager Involved in proactive cross selling across the whole group in order to maximise room occupancy, therefore profit
May 1997 – December 1998:
Position:
International Black Sea Club (a non-profit organisation working for the economic development and integration of its city members from the Black Sea and Aegean Sea regions) Project Co-ordinator
Achievements
Successfully obtained funds from the EU following a stringent application process Involved in a translation exercise with the Provost of Huron University USA in London, which created significant opportunities for Bulgarian graduates to study at Huron University
Education:
Masters Business Administration – Huron University USA in London 2000 – 2001 (Full-time) Diploma of Management Studies - Huron University USA in London 1999 – 2000 (Full-time) Diploma of Hospitality and Catering Management – College of Tourism, Varna, Bulgaria 1994 – 1997 (Fulltime)
Languages:
English, Bulgarian (Fluent)
Skills:
Microsoft Office (Access, Excel, Word, PowerPoint and Outlook), Internet, Hotel Systems: Innsite, Expert Hotelier, Fidelio Front Office, Delphi 9.1 & EBMS CRM computer systems
Interests:
Reading, hiking, travelling, charity work
Russian (Intermediate)
German, Polish (Basic)