1. Jeffrey W. Horch
6995 Doran Drive, New Albany, OH 43054; [p] 614-579-9061; jeff.horch@gmail.com
SALES & ACCOUNT MANAGEMENT EXECUTIVE
Visionary, entrepreneurial sales leader of Fortune 1000 global company, with a track record of success and
over 26 years of direct sales and account management experience in the travel, textile, culture, and computer
industries. Deep experience in executive sales managementand organization (with professional staffs ranging
up to 30 people), strategic alliances, channel creation and management, new business development, and
client management. Key responsibilities also included oversight of Pricing, Product/Benefit Offerings and
Accounts Receivable & Payable. Looking for a strategic role with a growing enterprise in the discipline of
Sales and/or Account Management.
AREAS OF EXPERTISE
Account Management & Customer Relations – Management & Leadership – Negotiation & Analysis
Organization & Multi-Tasking – Sales Discipline – Decisive Problem Solving – Networking – Communication
Vision & Innovation - Vendor Relations - New Business Development – Strategic Alliances – Salesforce.com
Customer Centric Selling
PROFESSIONAL EXPERIENCE
Antenna International, Inc. – London, UK and Norwalk, CT 2014 – 2016
Was hired November 2014 as the General Manager, Americas for this $50M multi-national company with
more than 400 clients, which is the world’s leading provider of audio and multimedia visitor experiences.
Antenna helps cultural institutions attract visitors, increase revenues, and fully embrace their mission by
applying their unique expertise in audio and multimedia tour production and execution. Was promoted after
5 months to Vice President, Commercial Operations, Americas / Asia-Pac and General Manager, Americas.
Vice President, Commercial Operations, Americas / Asia-Pacific and General Manager, Americas –
Antenna International, Inc. – Norwalk, CT
- Held complete P&L responsibility for the Americas region - $13M in revenue, and the Asia-Pacific
region - $5M in revenue
- Managed new sales and renewal negotiation strategy, alignment, and execution – team of (6)
regional sales leaders and (6) account managers
- Implemented new sales philosophy - Customer Centric Selling – and new CRM system –
Salesforce.com - across entire Sales and Account Management organization
- Implemented the outsourced sales and fulfillment of a new product for thousands of smaller, U.S.-
based cultural institutions – Antenna Direct
- Performed as co-interim CMO for six months

2. Marriott International, Inc. – Bethesda, MD 2011 – 2014
Was hired January 2011 as the Senior Director of Global eChannels, Americas for this multi-national
hospitality company with more than 4,000 hotels around the world.
Senior Director of Global eChannels, Americas – Marriott International, Inc. – Bethesda, MD
- Established and implemented the overall global account management strategies for Online Travel
Agents, Metasearch companies, and Global Distribution Systems located in the Americas
- Optimize revenue for the above business partners, which together accounted for $3.5B, $40M,
and $6B of revenue for Marriott International
- Lead partner negotiation strategy, alignment, and execution
TripAlertz LLC – Boston, MA 2010
Was hired January 2010 as the Vice President of Supplier Development for this angel funded, online travel
start-up company that leverages social media to connect travelers with travel deals, and harnesses a
community of travelers to create group buying power. Was a 25-hour per week consulting contract but
received company equity and was considered a member of the small executive team.
Vice President, Supplier Development – TripAlertz LLC, Boston, MA 2010
- Created sales materials from scratch, including sales brochures, powerpoint presentations,
prospect letters, etc.
- Gave companydemonstrations and proposals to more than 160 hotel and resort prospects;closed
(14) customers as of October 1, 2010
- Implemented Salesforce.com hired/trained (2) new Directors of Supplier Development
Quik Hands LLC – Columbus, OH 2010
Was hired January 2010 as the Vice President of Sales and Marketing for this family-owned company that
manufactures and sells a weighted “wellness and fitness” glove which adds benefits to aerobic activities such
as walking, running and jogging.. Was a 15-hour per week consulting contract but received company equity
and was considered a member of the small executive team.
Vice President, Sales and Marketing – Quik Hands LLC, Columbus, OH 2010
- Created a Private Placement Offering to attract angel investors for up to $1,000,000 of funding
- Created 3-year company financial projections
- Helped sell more than 1,130 product units through Oct 1, 2010
- Implemented Salesforce.com
Optimer Inc. – Chicago, IL 2009
Was hired May 2009 as the Vice President of Sales for this private equity (Sterling Partners) funded research-
based textile company which has developed and owns worldwide patents for drirelease, FreshGuard, and
Nanergy. The work was very rewarding, and we achieved several growth milestones, but the appetite for
continued investment from Sterling changed, leaving a very small sales opportunity.
Vice President, Sales – Optimer Inc., Chicago, IL 2009
- Grew drirelease revenues $28% YTD for a company annual record forecasted to be $2M
- Successfully migrated sales organization from consultant-based to FTE-based within 5 months
- Mined (12) legitimate industrial prospects for the new Nanergy product, which could have resulted
in annual sales of $1.5M+, but unfortunately the Nanergy product never left the laboratory research
& testing phase

3. - Launched new “full package” turnkey service business for existing drirelease customers &
prospects. Expectations for this business were $5-8M in revenue for the first 12-18 months, and
we had already signed our first three launch customers when Sterling made the decision to re-
trench the company and thus not to further fund this endeavor.
- Implemented new sales philosophy - Customer Centric Selling – and new Customer Relationship
Management system – Salesforce.com - across entire Sales organization
Travelport GDS / Cendant Corp – Atlanta, GA, and Parsippany, NJ 1998 - 2009
Promoted regularly to positions of greater authority and responsibility through a distinguished 10.5 year
experience for Travelport, which is one of the world’s largest global distribution system (GDS) providers. The
Company offers a convergence of traditional and online travel distribution services that empower travel
suppliers, travel agencies, Web sites and Corporations to provide first class travel services to travelers on a
global platform.
Vice President, Supplier Sales & Services – Travelport, Atlanta, GA 2007 - 2009
Upon completion of a merger between Galileo and direct competitor Worldspan Inc, accepted an offer
to once again lead Supplier Sales & Services, responsible for sales and account management of “land
and sea” suppliers (hotels, cruise lines, and tour operators), which accounted for over $100 million in
annual revenue and in excess of 15 million transactions per year. Full P&L responsibility for 4 product
lines and 16 professional employees, plus a “tuck-in” Travelport business called THOR, Inc. with $3
million in annual sales and $2 million in annual EBITDA.
- Successfully integrated the work teams from Galileo and Worldspan into one cohesive unit, with
consolidated work flows, sales contracts, processes and pipelines
- Executed global price increases on hotel suppliers – the increases resulted in additional yield per
transaction of $0.12 in 2008 and $0.07 in 2009
- Added two GDS industry exclusives to hotel content - 7,000 GTA properties and Worktopia small
meeting room inventory. No competitive content gaps exist in hotels.
- Added two cruise lines to content, with two more contracted and being implemented
- THOR business unit exceeded annual goals by 23% in Sales and 42% in EBITDA
Vice President Subscriber Sales – Galileo Americas, Parsippany, NJ 2007
Moved from the “Supplier” (hotels, cruise lines, etc) customer side of business to “Subscriber” (travel
agency) customer side of the business at the special request of the Galileo Americas President. The
Subscriber team consisted of approximately 30 people, 3,000 customers and had an annual sales
goal of more than 70 million transactions (U.S. and Canada)
- Accomplished a $30 million reduction in annual telecom run rate
- Maintained responsibility for the THOR business unit, and exceeded annual goals by 1% in
Sales and 30% in EBITDA
- Automated all contracts and amendments to the fullest extent possible
- Saved up to 30% time for Sales and Account Executives by removing them from the resolution
of billing issues while maintaining customer satisfaction
- Increased field efficiency by rolling out Salesforce.com
Vice President Supplier Sales & Services – Galileo Americas, Parsippany, NJ 2006 - 2007
- Achieved annual goal of 6M transactions for “Leisure” direct sales, which was an added
responsibility
- January 2007, added responsibility for managing the Air Supplier Services team of 6 people
for 120 airline vendors and approx 100M annual transactions
- Implemented new sales philosophy - Customer Centric Selling – across entire Supplier
Services organization, and all disciplines subsequently exceeded sales targets

4. - From Oct 2006 through Oct 2007, was a member of the “Americas Leadership Team” – the de
facto Board of Directors for Galileo International’s business in the Americas region
Vice President Hospitality Distribution – Cendant Travel, Parsippany, NJ 2002 - 2006
Was responsible for sales to and account management of hotel vendors in several different Cendant
product lines: GDS, online travel agency, corporate online booking tool, THOR, and a “dynamic”
online travel packaging engine, all of which accounted for 15 million transactions per year. Held full
P&L responsibility with up to 28 professional employees and 4 product lines.
- Designated as the “hotel expert” for the successful due diligence and
acquisition/implementation teams for Orbitz.com (2006) and Lodging.com (2002) – both
companies remain part of the Travelport product portfolio today
- Grew Galileo (GDS) hotel transactions at an annualized rate of 8-10% from 2002 thru 2007
Director Hotel Products – Cendant Corp, Parsippany, NJ 1998 - 2002
Was responsible for account management of 9 preferred hotel vendors for Cendant Travel (now
Affinion) “Travelers Advantage” membership program. Held full P&L responsibility for hotel product
lines and 2 professional employees
- Created and implemented innovative new products for the Travelers Advantage membership,
including Bed and Breakfast discounts, Hotel Value Pack, Holiday Cottages, and International
Hotel Savings Network
- Improved non-commissionable hotel bookings from 4.6% to 3.3% of total sales for an annual
revenue improvement of $68,000. Also contracted for a past-due commission collection service
which drove $25,000 annual revenue.
- Added 2 new domestic hotel suppliers to the core “Hotel Savings Network” product
Red Roof Inns - Hilliard, OH 1990 - 1998
Red Roof was incorporated in 1972 and at the time consisted of just over 200 family-owned hotel properties,
each with an average size of 110 rooms and average annual revenue of $3 M.
Director, Partnership Marketing 1997 - 1998
- Promoted to focus on generating revenue from non-traditional (non hotel room) sources, such
as AT&T, American Express, Showtime, and credit card companies. Met a company goal of
$6 million.
Director, Travel Industry Sales 1992 - 1997
- Promoted to also (in addition to National Sales Manager responsibilities) handle all travel
industry marketing and relations
- Entertained, as sponsor, over 200 clients at IndyCar race weekends in the U.S. and Canada
National Sales Manager 1990 - 1991
- Hired into newly created position and created a national sales team which between 1990 and
1997 grew the nascent Red Roof travel industry sales from $0 to > $17 M, or approximately
4.5% of total company sales
- Executed contracts with (4) GDS’s in order to electronically distribute Red Roof hotel room
inventory to the global travel agency industry
- Created a centralized commission payment system for travel agents – at the time, Red Roof
was the largest hotel chain in the U.S. without such a system

5. The Limited Inc. – Columbus, OH 1988 - 1989
Recruited by Limited Credit Services as a Budget Analyst to create financial models of The Limited’s quickly
expanding credit card business and portfolio, which were used for planning, budgeting, and projecting long-
term business needs, e.g. staffing, telecom, bad debt, computers, facilities. The Limited Inc. sold lingerie,
apparel and accessories through several brands in over 2,000 specialty stores nationwide.
NCR Corporation – Westerville, OH 1985 - 1988
Promoted after 18 months from Financial Analyst to Regional Financial Analyst and concentrated on the
disciplines of RFP responses, pricing strategies for major accounts, accounts payable, accounts receivable,
payroll, order processing, equipment procurement and inventory. NCR was a global technology company
and leader in automated teller machines, self-checkouts and other self- and assisted-service solutions,
serving customers in more than 100 countries.
EDUCATION
Bachelor of Science Ohio State University Graduated with 3.59 GPA
Undergraduate Program University of Dayton Presidential Scholarship