Head of Revenue Management in PE-backed Leisure Business case study
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Venari Partners were retained by a leading private equity firm to source a Head of Revenue Management for one of their portfolio companies operating within the leisure industry. This was a key hire for the business, reporting to the company’s CEO, with the remit of building out a sophisticated pricing/revenue management structure, culture, and systems within the organisation.
The firm are based in Scandinavia and so mapping the local market for available talent took precedent before widening the search across Europe. The search reviewed candidates across different industries, namely hospitality, car rental, airline, and cruise, as revenue management within these sectors is often seen as further advanced than others.
After a thorough interview process, initially via Zoom before some travel restrictions were lifted and an on-site interview was possible, a candidate was offered the role.The successful candidate had extensive revenue management leadership experience across three different European countries and has since integrated very well into the business.
Tags:
- Talent Strategy
- Case Study
- Executive Search
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Nelamar specialises in board, C-level, and senior executive leadership roles across travel, hospitality, and leisure, focusing on businesses where geographically dispersed customer experiences are ‘phy-gital’. With a truly global perspective, gained from living and working in the U.S., Latin America, and Europe, Nelamar is a respected advisor to multinational companies, family-owned companies, high-growth startups, and private equity firms. Based in Miami, Nelamar leads the Americas for Venari Partners. Previously, she was a Partner at True Search, bringing over 15 years of executive search experience from prestigious firms, including Spencer Stuart and Heidrick & Struggles. Additionally, she built the global executive recruitment function from scratch and led it at REEF Technology, a private-equity-backed, high-growth tech company. Nelamar began her professional career in strategic marketing at Telecom Italia Group, where she was part of an Americas B2B startup and later joined their DTC retail business in France. Nelamar holds a bachelor’s degree in International Affairs from John Cabot University in Rome and a Wine & Spirits Certificate from Le Cordon Bleu in Paris. She is fluent in English, Spanish, Italian, and French. A travel aficionado, Nelamar enjoys savoury cooking, reading nonfiction, dancing salsa, and traveling with her family to destinations renowned for their delicious cuisine.
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