Bernardo Millán
Biz dev| Supply Management| Product Development |Sales Enablement
About Bernardo Millán
Senior Professional in Hospitality & E-Commerce | BizStrat | Mkt.Mgmt | BizDev | BizCom | 17+ years of combined success in: Business Development, Sales Growth, Brand Elevation-Travel Industry Epicurean & Tech Lover
I am a Senior E-Commerce executive in the Travel Industry with 20 years of experience in sales, marketing, revenue management, contracting, distribution and data analysis.
I specialize in account management with enterprises, multinational corporations, and businesses related to the travel industry. I have extensive knowledge of working with multichannel, multimarket, and multicompany businesses to boost sales and enhance channel distribution through mergers and acquisitions (M&A). Additionally, I possess strong business acumen and a deep understanding of OTA-Receptive Tour Operator operations, providing valuable advice and developing business strategies for M&A and commercial plan construction.
Throughout my career, I have gained nine years of experience in conducting business in the travel industry, focusing on six lines of business (LOB) in LATAM and the USA. Furthermore, I have successfully worked in Travel Tech companies, including startup ventures, where I have performed various commercial roles.
Employment History
Mexico Travel Group | Cancun, Q.ROO |Corporate Business Development Manager
Aug 2024 — Present
Managed a diverse, multi-brand portfolio across multiple lines of business (LOBs) including travel services, ancillaries, and transportation distribution, serving B2C, B2B, and B2B2C channels. Oversaw commercial operations across key destinations such as Cancun, Playa del Carmen, Cozumel, Los Cabos, Mazatlán, and Puerto Vallarta.
Successfully implemented dynamic pricing and distribution strategies aligned with destination-specific demand and market behavior, maximizing performance across channels. Designed and deployed PowerBI-based executive dashboards delivering a comprehensive view of sales, revenue, channel performance, and destination profitability, enabling data-driven executive decision-making.
Spearheaded negotiations, contracting, and business development initiatives with hotels, wholesalers, marketplaces, and OTAs, strengthening strategic partnerships and unlocking new revenue streams. Through effective account management and commercial alignment, generated $12M USD in net revenue in 2024 and $16M USD in 2025, while achieving a 50% year-over-year increase in new client acquisition.
Led and scaled the commercial team responsible for systems loading, account management, and revenue analysis. Collaborated closely with the CEO, Director of Sales (DOS), and DMC destination managers to drive sales growth, improve tour and activity conversion rates, and optimize destination offerings.
Acted as the primary point of contact for pre-contracted travel agencies, OTAs, and B2B distribution partners across digital marketplaces, driving digital venture opportunities through e-switches and channel managers, while overseeing Travel Tech solution acquisition and integration to strengthen API connectivity, marketplace efficiency, and revenue performance, ensuring full alignment with corporate growth objectives.
Represented the company as buyer and exhibitor at key travel industry trade shows across the United States and LATAM, managing high-value commercial meetings, sourcing strategic suppliers, expanding distribution agreements, and reinforcing brand positioning in priority markets.
Volindo – Global Startup | Mexico City |Business Development
December 2022 — April 2023
Global startup with international presence and B2B2C operations across the AMER, UAE, and CY regions, offering worldwide travel products to independent travel agents through online distribution. Volindo is the first B2B2C super app democratizing travel services and digital travel product distribution.
Played a key role in the company’s incubation and transition to pre-seed stage, constructing and leading all commercial negotiations and strategic partnerships aligned with contact center operations and travel app distribution models. Actively accelerated license sales in a fast-paced, daily execution environment, directly contributing to product validation, go-to-market traction, and the formal constitution of both the product and the company during its pre-seed phase.
Responsible for business development, commercial product strategy, and SaaS product development and sales, overseeing multichannel and multimarket contracting and distribution. Actively collaborated with IT backend and frontend development teams to align sourcing, inventory, and content with distribution strategies across the travel app ecosystem, enabling seamless product flow from supply to end-user. Led Travel Tech and SaaS solution commercialization, embedding dynamic, market-specific logic to ensure scalability, performance optimization, and adaptability across B2C, B2B, and B2B2C channels.
Participated as buyer and exhibitor at key travel industry trade shows, promoting SaaS solutions and contracting products to global travel partners. Led the selection and implementation of payment processors and payment orchestration frameworks supporting all distribution models.
Served as corporate commercial representative in Mexico, managing supply management, distribution, and partnerships with travel associations, federations, and bureaus across Mexico, the Caribbean, and the United States, while providing direct reporting and strategic commercial advisory to the CEO and founders.
Shuttle Central – Mexican Startup | YC Combinator (YC W22) |Sr. Commercial Manager
August 2021 — November 2022
Mexican startup recognized as a Silicon Valley Top 500 company and YC Combinator (W22) participant, with national presence and B2C, B2B, and B2B2C operations across the AMER region. Shuttle Central is the first transportation and mobility bank in Mexico and LATAM for OTAs, airlines, travel agencies, wholesalers, and DMCs, delivering worldwide mobility solutions for SMBs through online distribution.
Led commercial and product strategy, as well as sales development plans across B2C and B2B channels, covering multiple verticals within the travel industry ecosystem, overseeing multichannel and multimarket distribution. Played a key role in building the commercial organization from the ground up, creating the initial cluster teams for contracting, account management, and distribution establishing scalable commercial and operational frameworks.
Directly led and supervised more than 7 managers and senior contributors, including acquisitions and contracting managers, account managers, and system loading executives, ensuring execution excellence across supply onboarding, partner management, and distribution readiness. Provided hands-on coaching, sales enablement, and performance management, consistently aligning teams with revenue targets and growth objectives.
Owned and expanded wholesaler, OTA, and DMC business partnerships, driving sales growth under challenging acquisition and performance quotas. Executed ROI-driven commercial strategies aligned with company runway objectives, working closely with Finance to negotiate healthy commercial terms, credit limits, and payment conditions. Ensured strong financial discipline, including credit risk mitigation, punctual accounts receivable practices, and sustainable cash flow, supporting scalable growth without compromising liquidity.
Coordinated branding, trade marketing, and go-to-market initiatives, ensuring alignment between commercial strategy, product positioning, and market expansion goals. Maintained full accountability for revenue plan execution and sales performance, working closely with leadership to scale operations in a fast-paced, VC-backed startup environment.
Actively contributed to the continuous evolution of the digital SaaS White Label ecosystem, consolidating structured feedback from internal stakeholders, suppliers, partners and clients translating insights into recurrent data-driven development sprints and enhanced implementations in close collaboration with the CTO and engineering teams.
Drove product advancement by enhancing core functionality, user experience and integration capabilities strengthening the platform as a robust all-in-one – one-stop multichannel Travel Tech solution for DMC, Transportation and Ancillary product distribution.
A key objective was to achieve a 7:1 return on investment over six consecutive months by acquiring and scaling Mexican wholesaler partnerships for U.S. transportation distribution across major markets, including Las Vegas, Orlando, New York, Chicago, Los Angeles, San Antonio, and San Francisco.
Comnet Engineering – Mexican ExO | TIC Corporation |Sr. Manager – Travel Industry Sales & Marketing / Product Development
May 2019 — July 2021
Mexican ExO TIC corporation with national presence and B2B operations across Mexico, the Caribbean, and the United States, providing on-premise and cloud-based telecom solutions across multiple industries, including Hospitality, Travel, Financial Services, Manufacturing, Construction, Healthcare, Government, Warehousing, and Logistics.
Led Travel Industry Sales & Marketing and product development initiatives, driving consultative B2B sales of Telecom and tailored cloud-based solutions, including IoT, SD-WAN, LoRaWAN, PBX, connectivity services, and integrated telecom ecosystems. Acted as in-destination commercial representative in Cancún and the Yucatán Peninsula, promoting technology solutions for hospitality and travel operations as well as adjacent enterprise verticals.
Designed and executed commercial and go-to-market strategies, overseeing marketing planning, trade show participation in Mexico and international markets, and demand-generation initiatives. Active participant in the HFTP Cancún–Riviera Maya Chapter. Worked closely with C-level stakeholders (CEO and President) to ensure alignment between commercial execution and corporate growth objectives.
Managed third-party virtual carrier vendors and strategic hardware partners, ensuring effective plan execution, last-mile and backbone connectivity delivery and post-integration performance, enabling scalable deployment of telecom, cloud, and IoT solutions across enterprise clients.
One of the most significant contributions of this experience was the integration of more than 300 tourist transportation assets—including buses, SUVs, and yachts into a mobile virtual carrier Wi-Fi data pooling network, complemented by last-mile connectivity solutions deployed in remote and infrastructure-limited locations, such as Chichén Itzá and other destinations without existing telecom coverage.
Best Day Travel Group – Cancún |Sr. Market Manager Orlando
June 2010 — April 2019
Owned end-to-end supply, commercial, and distribution strategy for the Orlando and Eastern Seaboard destinations Covering OTAs, wholesalers, DMCs, and receptive operators across B2C, B2B, and B2B2C models. Held full P&L accountability for an $80M USD annual sales portfolio and $1.3M USD in marketing and Co-Op investment, reporting directly to the Vice President of Supply Management.
Led U.S. market contracting and supplier strategy, integrating core supply and ancillary revenue streams across West, Southwest, Midwest, Southeast, and Northeast regions, directly managing Market Managers and Supplier Operations teams. Designed and executed multi-channel pricing, distribution, and yield strategies, negotiating differentiated commercial conditions across six distribution channels, resulting in $83M USD in revenue (+47% YoY growth).
Defined and executed enterprise-level supply partnerships, positioning Orlando among the top three U.S. destinations company wide and contributing 7.5% of total corporate revenue. Built mid- and long-term Co-Op and joint business plans with enterprises, CVBs, and destination stakeholders ensuring sustained growth and market leadership.
Drove commercial governance and financial discipline, managing OKRs, KPIs, RFPs, NDAs, W8/W9, LOCs, and benchmarking frameworks to maintain 93% distribution efficiency and continuous market share expansion across channels and lines of business.
Owned ancillary & add on revenue strategy, including budget planning, ADR governance, pricing, and P&L optimization, expanding the USA, Canada, and ROW supply portfolio by 50% YoY. Designed destination-level ancillary packaging strategies and seasonal yield models, positioning the company as the leading Mexican ancillary producer and distributor for U.S. travel.
Acted as executive buyer and exhibitor at major travel industry trade shows in the U.S. and Canada, leading high-value commercial negotiations and representing the organization in strategic M&A-related account management initiatives.
Established and scaled cross-functional operating models for B2C, B2B, and contact center distribution, delivering sales enablement, supplier training, and FAM programs to accelerate conversion and partner performance.
Originated and governed strategic enterprise partnerships with Enterprise Holdings (car rental JV), Disney Destinations LLC and Disney Cruise Line, Universal Parks & Resorts, SeaWorld Parks & Entertainment, and leading global hotel groups, securing long-term supply, exclusive advantages and competitiveness.
Capitalizing on this experience. I transformed the commercial management of a U.S.-based supplier into a board-level M&A strategy directly supporting Best Day Travel Group’s geographic expansion and vertical integration in Orlando through the acquisition of a corporate operating entity, DMC transportation assets, and the corresponding regulatory permits and licenses, establishing long-term market control and scalable growth capabilities.
JW Marriott | Cancun, Q. Roo |E-Commerce & Inventory Supervisor
December 2009 — June 2010
Responsible for E-commerce and Property Inventory Management, reporting directly to the Inventory Director with direct supervision and coordination of Wedding & Events and Groups & Conventions teams. Accountable for in-house extranet administration, ensuring accurate booking confirmations, inventory controls, and rate integrity across all digital channels.
Provided strategic support to the corporate contact center for rate plan design, implementation, and optimization for OTAs and wholesalers across the Americas. Managed strategic account relationships beyond traditional travel agency and wholesale channels while maintaining direct coordination with airline partners to support passenger protection programs and last-minute accommodation needs.
Oversaw airline crew room reservations and sales, collaborating closely with Revenue Management to define and execute daily room pickup strategies. Ensured the effective operation of e-commerce inventory and sales performance, including room pickup, occupancy, sales forecasting, competitive market share analysis, SEM performance, and shop controls.
Led OTA key account management and strategic corporate account relationships, coordinating invoicing and accounts receivable processes with Finance. Maintained full compliance with AAA standards, and administered CRS, extranets, and rate plan systems, including in-house platforms such as Oscar and MARSHA, enabling cross-brand collaboration with other Marriott ecosystem properties, including Ritz-Carlton and affiliated brands.
Worked in close collaboration with Front Desk and Sales teams to manage guest relocation (walks) during overbooking scenarios of all types, ensuring seamless accommodation at protection hotels of equal or higher category, safeguarding guest satisfaction and brand standards.
Performed detailed ADR, RevPAR, and TrevPAR analysis, supporting P&L control and inventory optimization, including COMP rate plan administration based on demand and occupancy patterns. Represented the property as an exhibitor at hotel and tourism industry trade shows.
Maintained a 0% inventory oversell rate across all e-commerce channels. Successfully optimized room pickup and last-minute sales strategies, enabling rate flexibility to maximize margins and operating performance. Managed convention allotments during high-occupancy periods, and executed real-time charging and collection of non-refundable bookings, sustaining a 0% cancellation rate.
PriceTravel Holding | Cancún Q. Roo|Travel Executive
January 2008 — September 2009
Provided comprehensive support for customer travel and accommodation inquiries, managing the end-to-end sales lifecycle for hotel room nights, airline tickets, tours, and attractions across online and offline channels. Gained hands-on, operational mastery of the OTA ecosystem, working manually across all stages—from booking capture and reservation management to confirmation processing and real-time credit card payment collection.
Managed CRM, CRS, reservations, confirmations, and customer service operations, supporting 95% of international sales calls and CRM requests within the distribution center. Achieved 100% sales conversion across inbound and outbound English-language calls, consistently delivering high customer satisfaction.
Ranked #1 in gross booking production for five consecutive months, meeting and exceeding sales quotas established by the Distribution Center Director during each period, demonstrating strong discipline and consistency in quota-driven environments.
Actively participated as a member of the Product Management taskforce, gaining hands-on experience in inventory management, rate loading, and product operations. Supported product configuration, including image and text content setup, product descriptions, and inclusion guides across all website listings ensuring accuracy and optimized product presentation.
Club Med | Turks and Caicos Isl. |Front Desk Executive & Airport Traffic
July 2006 — September 2007
Reported directly to the Rooms Division Director, with direct supervision of bell staff, housekeeping, and maintenance teams. Led the coordination of guest arrivals and departures in collaboration with the Traffic Director, overseeing check-in, check-out, and account settlement operations to ensure efficient and high-quality guest experiences across all touchpoints.
Provided personalized service to premium and group guests, managing all accommodation needs while driving in-house service sales and add-on products, including walk-in room upgrade sales, travel packages, and wellness services.
Actively participated in front desk and airport operations, managing arrival, pre-check-in, and welcome processes for FIT and group travelers.
Acted as Front Desk and Airport Traffic Agent, coordinating airport-to-hotel and on-property transportation services, including the contracting and management of bus rentals for transfer sales. Led guest service recovery efforts, resolving lost luggage cases and coordinating directly with airline partners to ensure service continuity and guest satisfaction.
Played an active role in hotel public relations, engaging with guests throughout the full resort experience—including meals, events, entertainment, and nightlife—to strengthen guest satisfaction, loyalty, and brand perception.
Through this immersive on-site role, developed strong public relations, guest service, and conflict resolution skills, operating within a fully integrated live in hospitality environment that combined daily operational leadership with continuous guest interaction and service excellence.
Education
Bachelor of Business Administration (BBA)
Major: Hotel Administration
Universidad de Turismo y Ciencias Administrativas A.C. — Mexico City, Mexico
January 2002 – July 2006
Languages & Certifications
English — C1/C2 (Advanced to Proficient)
TOEFL iBT — Académie Linguistique Internationale, Montreal, Canada (2007)
TOEFL ITP — Interlingua, Mexico City, Mexico (2006)
