Marco Massimo Vitali

AI-focused Business Aviation charter brokerage startup

• Established foundational processes for business operations while managing financial, operational and HR aspects to achieve positive EBIT within 12 months (€226K in 2022)
• Built and developed a team of 9 (including 5 brokers) leading them to €4.2M+ Revenues and €600K+ gross profit in 2023
• Developed forecasts, business plans and MVPs (AI tool) for PR & fundraising efforts while leading negotiations with government and private funds.

• Launched a new role designed to optimize the identification & closing processes of top global partnership deals
• Restructured procedures, pipeline, tracking mechanisms & incentives leading global team of BD executives to improve core KPIs (-59 days average time to close, +13% close rate)

• Hit 192% & 213% of revenue targets in years 1 & 2 respectively while improving partner transition rate (from BD to managed pod) from 12% to 21%
• Designed & built a tool to assess incremental revenue potential of BD prospects, increasing average deal value by 28%
• Spearheaded MENA expansion, identifying through market analysis an incremental revenue potential of €250M. Tripled revenues in the UAE & Israel within 12 months

A leading European charter broker and private jet booking platform

• Led team of 5 Sales Advisors to obtain 36% overachievement of KPIs and become the top sales unit (2019) by redesigning the team framework into a horizontal structure
• Restructured team incentive scheme to shift strategic focus to long term client relationships - increasing YoY sales revenues by €1.2M
• Increased client retention by 8% and referrals by 20% by leveraging CRM and sales data to develop a new loyalty program

• Generated revenues of €13.2M by managing end-to-end sales process; acquisition, client service, flight logistics and firmly negotiating contracts with clients & suppliers
• Acquired 190 new customers & sold 850 charter contracts (142% of targets) to over 230 clients, including large enterprise & government accounts
• Delivered €410K in profits in year 1 (144% target achievement) – increasing that figure by over 60% over following years