Pavel Zhabinskiy

Pavel Zhabinskiy

Director of Sales at Rixos Borovoe Hotel
Lives in Burabay, Kazakhstan

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About me

A highly energetic and commercially focused team leader with over 14 years dedicated to tourism and hospitality industry. Able to deliver revenue gains through planning and executing comprehensive strategies in Hotel’s Sales, Digital Marketing and Revenue Management. Staying in tune with industry trends, with a passionate approach to exceptional customer service as a priority for successful and profitable business.
• Sectors / type of clients:
Wide experience in Resort Hotels and City Hotels, including Pre-openings. Experience with various market segments, such as MICE, Wholesalers, FIT, Leisure Tour Operators, Corporate Sales, Airlines and Government.
• Feeder markets:
Experienced in working with such countries as Germany, France, the UK, Spain, Italy, eastern Europe, Russia & CIS, China, India, GCC (UAE), South Africa.

Experience

16 years and 9 months

  • Director of Sales

    Rixos Borovoe Hotel - Burabay, Kazakhstan

    Sales
    June 2018 - Now · 5 years and 10 months

    Resort 5* hotel (200 rooms), Casino, 5 restaurants, activity park and 5 conference halls. Booking.com rating 8.9. My role combined Sales in the corporate segment and developing international FIT tourism. I managed the Proactive team with focus on networking, bringing large residential MICE groups from Kazakhstan, India, Europe. Also I managed Reactive team and structured and supervised Meeting & Events operations on the property. With new GM and whole HODs team I implemented the SOPs, lead the team, supervised the team from Nur-Sultan via CISCO & Trello, based in the capital with intensive travelling to Almaty, Russia, and west of Kazakhstan to Oil&Gas companies. Revenue management was involved as the hotel is in the very seasonal location, implemented new rates strategy in 2018 and 2019. In tourism sector I promoted destination of Nur-Sultan and Borovoe in European markets, India, China, GCC, hosted multiple MICE FAM trips, visited London WTM 2018, SATTE New Delhi 2019, MITT Moscow 2019 and KITF Almaty 2019, contracted several Tour operators to boost the sales from the abroad markets. Key Achievements: Change in the attitude in the Sales team to positive and productive work with real increase in group revenue coming from new markets. I boosted incremental revenue from new tour operators markets. Developed the concept of new direction of Sales – outbound weddings from India, with realization plan of real Indian food festival and entertainment program. The stable and secure pipeline of new groups, many new pharma cycle meetings and touristic groups combined with seasonal yield management resulted in ~50% revenue increase in Summer and overall 30% GOP increase in the property in comparison with last 5 years of operations.

  • Director of Sales & Marketing

    Tulip Inn Sofrino Park - Sofrino, Russia

    Sales
    January 2017 - June 2018 · 1 year and 6 months

    Pre-opening and opening stage of new franchised branded 4* resort hotel (114 rooms), and Operation of existing 3* hotel (125 rooms) – Pre-opening Marketing and Operational activities on behalf of Management Company: P&L, budgeting in USALI format, controlling Revenue management activities and tools (budgeting, forecasting, rate management, technical aspects of OTA-CM-PMS connectivity). Operations of Front office, Reservations & Sales teams. Marketing & Branding strategy: marketing plan, defining competitors and targeted customer profile, pricing strategies; Technical aspects of online distribution. Leading Digital Marketing initiatives, websites development, CMS and booking engines, developed visual and text web content, managed and budgeted paid advertising (with vendor), email marketing, social media marketing (supervising SMM specialist), email marketing (HTML emails - Mailchimp). Media advertising – outdoor advertising, video advertising, budgeting Advertising in the context of ROI. Key Achievements: Built a strong team, implemented new SOPs, and successfully opened hotel and established the hotel as a new destination for MICE events very close to Moscow.

  • Director of Sales & Marketing

    Coral Strand Smart Choice Hotel - Victoria, Seychelles

    Sales
    October 2015 - October 2016 · 1 year and 1 month

    4* resort hotel with 163 rooms, 3 restaurants, 2 conference halls. Annual occupancy over 80%, turnover ~$12 mln/year. The hotel is a part of a cluster with Savoy 5* Moscow and Savoy 5* Seychelles. Revenue management, pricing strategy, forecasted volume and revenue from OTA. Balanced it with online / offline promotions, tactical offers, resort freebies, add-ons. Executed marketing & PR activities. Hired, trained, led and supervised the team of 4 members: Sales, Reservations, E-commerce; and 7 representative offices in Germany, France, UK, Russia, China, India, GCC. Developed and managed budgets, planned and executed S&M activities, which targeted Tour operators, individual guests, different OTA, Tourism boards, etc. Key Achievements: Built a strong team, implemented new SOPs, and built rate structure for 2016-2017 with new seasonality and SPOs. Connected 2-way interface with new Channel manager. Revenue results – consistently exceeded the numbers of last year by ~5-7%. Consistent increase in market share, maximum occupancy (annual >80%) and highest possible ADR during all seasons.

  • Senior Corporate & MICE Sales Manager

    Radisson Blu Paradise Resort & Spa - Sochi, Russia

    Sales
    December 2013 - September 2014 · 10 months

    New 5* star hotel located in Sochi on the Black sea coast, 508 rooms, 8 luxury beachfront villas, 5 restaurants, 8 conference rooms. Leading role during pre-opening and opening stage. Set up and executed optimal sales strategy with focus on top high class Leisure and right mix of guaranteed Leisure & profitable MICE groups. I was leading the sales team of 2 people and supervised Conversion M&E team (4 people), worked on Hotel Marketing: promotions, SEM, developed content, Social Media & PPC campaigns, worked on 2 hotel videos. Key Achievements: The revenue of 2014 & 2015 exceeded the budget by ~80%. Strong relations with key TO/WS and MICE players helped to position the hotel on local market as the 1st choice for vacations and as MICE venue.

  • Senior Corporate Sales Manager

    Holiday Inn Moscow Sokolniki Hotel - Moscow, Russia

    Sales
    April 2011 - December 2012 · 1 year and 9 months

    4*+ star hotel located in Moscow city centre, 523 rooms, 3 restaurants, 17 conference rooms. Business hotel with focus on MICE business; during summer months – on Leisure business. Handling all Key corporate (this segment was >50% of annual OCC with highest ADR) & some MICE accounts. Liaising with Revenue Manager I had a strong focus on revenue and displacement strategy in highly competitive market. Key Achievements: During all times achieved revenue targets in Corporate segment through daily networking and effective negotiation process. Brought new corporate clients with annual volume 500-1500 r/n per year.

  • Protocol & Event Manager

    Sochi 2014 Olympic - Sochi, Russia

    Event
    September 2009 - February 2011 · 1 year and 6 months

    I combined different roles on the position of manager of Protocol Department such as: Business Travel coordination for President & Vice Presidents of Sochi 2014 and international partners; Project management and Event management: official visits, meetings, commissions, small events on weekly basis; Account management for International Olympic Committee, international clients and partners: Protocol job like speech writing, official letters; production of souvenirs and presents.

  • Global Sales Manager - Conferences & Groups

    Starwood Global Sales Office Moscow - Moscow, Russia

    Event
    March 2008 - April 2010 · 2 years and 2 months

    Global Sales Office in Moscow was supervised by Starwood GSO Frankfurt, Germany and gave me full knowledge of their operational procedures through several trainings with Frankfurt team. The scope of role was representing 4* and 5* star and luxury hotels in EAME – a leadership business development role in Russia & CIS in Corporate and MICE segments and support Company’s road shows across CIS, FAM trips in Moscow, hosted buyers trips to IMEX & EIBTM. Key Achievments: Established effective teamwork with MICE requests and stimulated demand among clients for this service provided by GSO. The budget figures for 2008 and 2009 exceeded by 50% through credible & friendly relationships with accounts (mix of MICE agencies and corporate clients).

  • Leading MICE manager

    Concord Business Travel MICE agency - Moscow, Russia

    Event
    November 2005 - March 2008 · 2 years and 5 months

    Concord Group was one of the first Russian MICE agencies for outbound travel. The scope of role was business travel support for individual clients and groups with personal visits to numerous (12+) international exhibitions in UAE, UK, Germany, France, Spain, Italy, China, India, Chile, Malaysia and Russia. Event and Project management job, active Sales activities towards prospect accounts.

  • Team Member

    Pret A Manger Ltd (chain of restaurants) - Brighton, United Kingdom

    F&B kitchen
    May 2005 - October 2005 · 6 months

Education

  • Revenue Management for the Hospitality Industry.

    eCornell University course materials and Wiley publishing house books and materials

    January 2016 - December 2017

    It is only course materials that I managed to get access to.

  • Excel2013, Microsoft Office Specialist course. Leadership and team management. Trello task manager. Digital marketing fundamentals. Fundamentals of SEO. Email marketing, HTML.

    Linked In Learning - Online courses Lynda

    January 2015 - January 2019

    Majors: Excel 2013, Microsoft Office Specialist. Leadership and team management. Trello task manager. Digital marketing fundamentals. Fundamentals of SEO. Local SEO. Email marketing, HTML.

  • Bachelor. Major: Sociology, PR, Marketing.

    State University of Management - Moscow, Russia

    September 2000 - June 2005

Languages

4 languages

  • Russian

    Native or fluent

  • Spanish

    Full professional

  • English

    Full professional

  • German

    Notions

Personal information

Nationalities

  • Russian

Work Permits

  • Czechia

  • Kazakhstan

  • Russian Federation

  • Seychelles

Date of birth

June 29th 1983

Driving License

Yes

Skills

48 skills

  • B2B and B2C promotions
  • Budgeting/P&L
  • Budgeting (USALI), and forecasting revenue.
  • Building personalized client relationships
  • Channel managers
  • Corporate Sales, Airlines and Government.
  • Cost effective Media activities
  • CRM (Salesforce.com, Microsoft),
  • CRS, PMS Connectivity (Travelclick),
  • Customer-service
  • Digital marketing: PPC, E-commerce
  • E-commerce, OTA Revenue,
  • Email marketing tools (MailChimp, GetResponse, WIX
  • Excellent communication and leadership skills
  • Hotel Management
  • HTML emails. Designer tools.
  • In-depth knowledge of the hotel industry
  • Key Account Management, CRM.
  • Loyalty program
  • Making real-time decisions in high pressure
  • Management in hotel business
  • Marketing and Media plans
  • Marketing budgeting.
  • MICE, Wholesalers, FIT, Leisure Tour Operators
  • MS office (Excel, Powerpoint).
  • Photo shooting. Outdoor video production
  • PMS Connectivity (Travelclick)
  • PMS management (Opera, Fidelio, cloud PMS Shelter)
  • Pre-openings
  • Project management
  • Rate and pricing strategy
  • rate shopper, reputation monitoring,
  • Recruiting, motivating and developing teams.
  • Revenue management tools
  • Revenue Management, Yield Management,
  • room division management
  • Sales & Marketing, Business Development Networking
  • Social media dashboard Hootsuite
  • Social Media Marketing
  • Strategic planning, Hotel annual plans,Pre-opening
  • Strong Analytical Skills
  • Trade Shows ITB, MITT, WTM, SATTE, IMEX, EIBTM
  • understanding SEO tools & metrics
  • Various CMS
  • various market segments
  • Web Content, various CMS,
  • Website Booking Engine. Hotel websites.
  • Wide experience in Resort Hotels and City Hotels,

Additional Information

1 information shared

  • Personal information:

    Nice manners, tact and diplomacy, empathy with other cultures. Strong work ethic. Charismatic character. Team leader with passion to results. Responsible and hard working. Accurate in documentation, attentive to important details. Outside interests – sports, fishing, travelling, education and lifelong learning.
    International driving license. Single status.
    The references are available upon request.

Connections
Krisantus Sutrisno
People and Culture Coordinator at Four Seasons Hotels and Resorts
Anton Kozlov
Outlet Manager at Corinthia St. Petersburg Hotel
Masud Kysar
Administrative Coordinator at Al Maria United Trading & Contracting Co.
View 6 connections
Following
Corinthia Hotel Lisbon Pierre & Vacances España Hilton Prague
Hilton Prague
Prague, Czechia
Other members
Raji Aljesry
Kuala Lumpur, Malaysia
Rares Ciuverca
Brașov, Romania
Rajmilan Poudel
Vancouver, Canada
Kinga Simon
Brașov, Romania
Renata Biro
Guernsey, WY, United States
View more
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