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Burt Pinoli

Ukiah, CA 95482 Mobile: +1 (707) 467-7569 or +86-136-0122-1022 Email:

Harmonized, Empowered, Accountable, Responsible, Trustworthy

Bringing HEART to the Business Unit:

Professional Summary Highly accomplished, results-oriented management professional experienced in Business Unit Management, Marketing-Sales Team Leadership, Business Development and Management Consulting, complimented with 15+ years international expertise and skills in China/Asia Regional markets. Proven ability to provide solutions-based approach to sales, customer service delivery and operations that focuses on win-win situations. Adept at building and leading cross-functional teams, instilling a culture of success to consistently exceed expectations by using principle-centered leadership management. Increased operational efficiency, improving morale and accountability, while reducing costs. Built new markets and forged strong corporate relationships/alliances. Highly proficient in Mandarin. Skills and Expertise Summary Business Unit Management Partner Relationship Mgt. Project Management Sales/Marketing Team Leadership Communication Skills Strategic/Business Planning Product/Brand Launch International expertise

Professional Experience & Accomplishments Sandalwood Mountains Associates (management consulting) USA/China 2010-present Director, Business Development International (management consulting) Greater China-Asia Region market entry, strategic planning, sales-marketing management, sales distribution-channel networks, strategic partner development, customer service optimization. Delta Air Lines Beijing, China 2008-2009 Country Director, China 2002-2009 General Manager, Greater China, Korea, South East Asia & Pacific 1997-2001 General Manager, China, Hong Kong & Taiwan Managed all aspects of China business unit including sales-marketing, government affairs, customer service operations and business development. Managed total of 25 expatriate and local national staff in China, in addition to regional management of sales-marketing for 11 other Asia markets, with 56 staff. Total revenue of US$147.0M, and managed a US$872K operating budget. Increased sales revenue +64% through aggressive marketing strategies and increased accountability metrics. Increased market share +36% above key competitors. Managed successful launch of new service product/new brand with Shanghai-Atlanta nonstop service in 2008, with local sales of $20.1M. Managed successful launch of new Seoul-Atlanta route in 2007, with local sales of $36.1M. Developed, implemented and co-managed of China Airlines code-share partnership, contributing $ 47.8M of incremental revenue in first year. Managed contract negotiations and implemented China Southern code-share partnership, contributing $4.5M in incremental revenue annually from 1999. Enhanced distribution network by recruiting and implementing appointments of new salesmarketing representation in Vietnam, Philippines and Singapore markets. New Philippines sales team increased revenue +67.7% in first year. Managed successful expansion of co-branded services with strategic partner Air France launching service to Singapore, Ho Chi Minh City and Hanoi. Managed successful expansion of co-branded services with strategic partner Korean Air launching service to Hong Kong, Bangkok, Kuala Lumpur and Auckland.

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Phone: (707) 467-7569 Email:

Prior Experience Northwest Airlines, Beijing & Shanghai, China: General Manager-China / District Manager-Shanghai & Central China / Manager- Beijing Managed all aspects of Northwest business unit operations in China including sales, marketing, government affairs and customer service operations in Beijing and Shanghai - US$31.9M in local sales, US$9.1M operating budget, US$825K advertising/promotional budget. Managed a total of 73 expatriate and local national staff. Increased annual sales, with revenue production consistently above goal 8% to 17% through innovative sales and marketing initiatives. Managed successful launch of Beijing-Detroit service in 1996, the first non-stop route by U.S. airline in China, increasing operational scope by over +48%. Managed improvements in key Customer Service delivery/performance factors +8.4%-to34%. Negotiated and implemented first nationwide distribution partnership agreement with CITSChina International Travel Service. Managed successful implementation of first NWA-KLM joint offices in Asia, Beijing/Shanghai. Negotiated and implemented interline partnership agreement with strategic partner, China Eastern Airlines. Transamerica Agricultural Development Corporation Oakland, California: Manager, International Business Development Managed business development projects including researching potential project opportunities in Asia region, project feasibility analyses, contract negotiations, and project implementation. Negotiated and implemented first Sino-U.S. turnkey dairy joint venture, structured as a compensation trade, valued over $10.0M. Served as Sudan-U.S. AID project supervisor, managing local operations with 25 staff. Developed proposal for supplemental charters using aircraft slack time, valued at $1.2M.

Other Professional Experience Kowloon Dairy (GZ) Food Products Co. Ltd., Guangzhou, China: Board of Directors, Vice Chairman, 1995-present. KD is a primary McDonalds supplier in China & Hong Kong. Allied Pro Investments Ltd., Hong Kong: Board of Directors, 1995-present.

Education & Professional Development MBA - International Management, Thunderbird School of Global Management Bachelors of Science - Business, California State University-Fresno, CA 7 Habits of Highly Successful People, Covey Leadership course Strategic Planning, IATA - International Air Transport Association course Marketing Management, IATA - International Air Transport Association course Effective Leadership & Coaching, Delta management development course Professional Coaching Corporate-Life coach course, Coach Inc.

Community Involvement & Professional Service American Chamber Commerce-China, Aviation Cooperation Program-ACP Board of Airline Representatives in China-BARIC, Secretary Boy Scout leader and merit badge counselor Beijing Community Recreational Association, coach Languages English-native speaker; Mandarin Chinese-highly proficient.