Who I am

About the Job

About the Cost

My Availability...

Born in 1972, I began my career in the tourism industry as a hotel receptionist in Rome in the early '90s. I was later promoted to Front Office Manager and then recruited by Gulliver's Travel Agency, at the time the world's leading tourism company (now Kuoni Tumlare). There, I gained experience in group reservations for Italy, before taking on the role I still passionately fulfill today: Contract Manager.

Over the years, I have collaborated with major international companies such as JTB, Tumlare Corporation, and GTA, which are now all part of the Kuoni group, as well as with Italian companies like Boscolo, Profitour, and others. I have worked in both the FIT and group segments, with a strong focus on the latter, where I believe the role of a contract manager is even more crucial. Today, in the FIT sector, negotiations revolve more around contract conditions rather than pricing, which is largely determined by advanced revenue management software and artificial intelligence.

A Comprehensive Industry Vision

While my primary focus is on the hotel product, I have also developed a deep understanding of ground services and experiential offerings, from coach rental companies to private transfers (NCCs) for both tourism and business travel.

I have always found greater satisfaction working with international companies, where the distinction between Purchasing and Sales roles is clear—something that is often misunderstood in Italian companies. However, I have also gained experience in sales-oriented roles, particularly as Director of Sales for GlobRes Sabre Hospitality Solutions Partner. This experience broadened my expertise in GDS, booking engines, channel managers, and PMS systems.

Thanks to this diverse background, I now have a competitive advantage over other contract managers: I can communicate with suppliers on equal footing, better understanding their needs and often providing them with solutions to optimize sales and diversify market segments. This, in turn, leads to more advantageous contracts for the companies I represent.

Experience, Relationships, and High-Value Contracts

I don't believe in self-promotion: I know there are many highly skilled professionals in my field. However, it is also true that there are too many "self-proclaimed experts" who claim extensive market knowledge without truly mastering even the basics of negotiation and persuasion.

Throughout my career, I have been fortunate to meet people who believed in me and pushed me to go beyond my limits. I recall a conversation with the CEO of a major Italian tour operator about ten years ago. At the time, I was handling group contracts for the French market and guided tours. He proposed that I take on the role of Head of the Bus Department. Initially, I hesitated, thinking I lacked the necessary expertise. But he reassured me, saying that with my skills and contract management experience, I could negotiate any type of product. That insight has proven valuable many times in my career, particularly when I started handling ground services such as buses and shuttles, realizing I was perfectly capable.

The Importance of Human Relationships

I firmly believe in the value of human relationships at every stage of the contracting process. Beyond formal agreements and written clauses, a handshake remains the true symbol of a solid and lasting partnership. A contract manager must travel, meet suppliers, and build direct relationships—even if it's just over a quick coffee. The best contracts are signed through genuine human connections.

One particularly memorable experience occurred about 15 years ago during a business trip to Venice. My wife accompanied me while I visited several hoteliers. She was surprised to see that, during my meetings, we spoke about everything except contracts. These were long-term partners, and at the end of each conversation, they would simply say, "Send me the contract, and I'll sign it right away". This is the result of years spent nurturing trust-based relationships.

This is my story, my way of working, and my vision of the Contract Manager role.

How Much Does an Expert Contract Manager Cost?

In the hotel contracting industry, there are standard reference points for professional fees, both for Junior and Senior profiles. However, compensation should not only reflect a contractor's experience but also be aligned with a company's current and projected business volume. It's essential to recognize that while purchasing services from a wholesaler might seem advantageous, an experienced contractor can secure the same net rates through strategic negotiation.

What truly sets large operators apart from smaller ones are the contractual terms they negotiate with suppliers—especially concerning Release conditions and Payment Terms. Major international hotel chains tend to offer exclusive advantages only to a select group of wholesalers handling high business volumes and operating on a multinational scale.

A clear example? In Scandinavia, the renowned Scandic Hotels has restricted its group travel contracts to a handful of key wholesalers, granting them 30-45 day releases and post-departure payment terms. For all others, the minimum release period is 60 days, and an advance deposit is required upon booking confirmation.

If you're looking to maximize your revenue and profit margins, improve your market positioning, enhance your team's skills with the expertise of a seasoned professional, or explore direct negotiation options for your tours instead of relying solely on wholesalers, let's talk. I'm open to discussing new strategic opportunities.

Regarding my availability, unless I am already engaged with companies that meet my expectations, I am open to evaluating proposals in line with the services that distinguish me:

• Contract Manager, Senior Contractor, Purchasing, Sourcing (equivalent terms for the same role) in the groups, events, or MICE segment for hotels in Italy or other European countries, with a base in Italy;
• Land Service Contract Manager (managing bus services, shuttles, and various ground services) for groups and FIT;
• Contract Department Director, coordinating contractors;
• Trainer for new contractor profiles, with mentoring opportunities;
• Director of Group, Event, and MICE Reservations Departments;
• Travel Manager for large companies in the business travel sector;
• Hotel Manager for a single hotel or a hotel chain.
• Consulting for spot negotiations of ad hoc or series groups in any Italian destination
  

I already have a VAT number, if needed. I am not a sales agent.
I am not interested in roles involving the sale of services or products in the tourism industry, except for Hotel Management positions, which, among other responsibilities, include sales, market segmentation, and revenue optimization.