Stefan GUMUSELI

Leadership of the region in order to optimize turnover, market share, cost and organization. Accountable for the safe and smooth running of airport operations. Company representative towards clients, partners and local authorities. Managing 110 FTE’s (sales, commercial, airport, support functions) Increase team performance and engagement Design and lead internal reorganization to reach rationalized lean and efficient organization Initiator of innovative Sales and Commercial strategy

Leading the team of Global Account Managers in order to achieve optimal contract terms with multinational companies aiming at market share and revenue improvements generating crucial impact on the company results Managing 11 Global Account Managers located across the world Driving sales by expanding established client relationships Defining a new global negotiation strategy combining the needs of the customer, the fit of our footprint, and leveraging the strength of our network

Leading the regional commercial strategy and policy: pricing, corporate and travel agencies policies, marketing, loyalty programs, E-commerce, market intelligence. Sales responsibility of Lagos district. Management of 36 FTE’s Merging the Air France and KLM organizations and reorganizing the Commercial and Sales Teams Development of the team’s sales mindset, skills and commercial approach Development of a local agile and innovative incentive system improving brand image and market share

Leadership of the Central Asia organization optimizing revenue, margin and market share; Company representative towards clients, partners and local authorities. Responsibility of the airport operations. Managing 13 FTE’s Focus on corporate business Radical change of pricing strategy leading to 100% increase of revenue Renegotiation of GSA contract resulting in a decrease of 50% of the cost Doubling flights permissions, thanks to relationship building with stakeholders

Leadership of the Sales organization in order to optimize revenue, margin and market share and achieve customer loyalty • Managing a team of 6 FTE’s • Setting up the business operations, team selection, relations with authorities and officials • Exceeded the revenue and market share targets • Surpassing the opening business case revenue target of the Amsterdam – Tbilisi line • Internal lobbying to adapt strategy towards market realities • Management of the closure of the activity and the office

Management of a portfolio of approximately 40 travel agencies, aiming at increasing revenue and market share targets at optimal margins • Achieved an average revenue growth of 60% annually • Additional Responsibilities: o Monthly Revenue Forecasting and annual budget for Turkey o Sales Campaign Management for Travel Agents

Effective handling of travel agencies and individual clients’ requests face to face and by phone. • Selling and promoting products and services and ensuring the delivery of operational excellence and quality of service towards customers