Meet the Team: Shikha Kataria, Corporate Sales & Business Development Manager

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The first in our Meet the Team series, in which the people behind Airport Executive describe their work in their own words. Shikha Kataria joined us in July as Corporate Sales and Business Development Manager.

Most people arrive in the travel industry by accident. Shikha Kataria did not. Her father worked in travel before her, and the business was part of the household long before it was ever a career decision.

It Began at the Airport

"As a child, I remember being fascinated by visiting airports. I loved the atmosphere, the constant movement of people, the different cultures and languages, and the fact that this was an industry that could take you around the world."

That fascination turned into more than thirty years of work across airlines, hotels, destinations, destination management companies and travel representation. What is striking is that the enthusiasm has not worn off.

"What has kept me in travel for so long is that it is an industry built around people and relationships. There is always somewhere new to discover, a new product to learn about or a new partnership to develop. I still get the same excitement from discovering a destination or meeting a new travel partner that I did when I first started."

Jet Airways, Then Taj

Two of the most recognisable names in premium travel sit on her CV, and she worked both from the sales side.

At Jet Airways she developed relationships across travel agents, corporate clients, SMEs and luxury and specialist travel businesses, which gave her a working understanding of the airline and travel trade environment from the inside. She then joined Taj Hotels, Resorts and Palaces as Sales Manager UK, covering leisure, SME and specialist markets.

Asked what she is proudest of from those years, she does not name an account.

"I was also very fortunate to work alongside some fantastic senior teams and experienced industry professionals. I learned a huge amount from the people around me, not only about sales and business development, but also about leadership, professionalism, client relationships and what it takes to build and grow a successful premium brand."

Not One Deal

The same instinct shows up when the conversation turns to individual wins. She declines to pick one.

"Rather than one particular deal, I am particularly proud of the relationships where I have been able to start with a conversation and gradually develop that into a successful long-term partnership."

Her description of how that actually works is worth reading twice, because it is the opposite of how business development is usually described.

"I enjoy having conversations with clients about their business, understanding their customer base and then exploring where we can introduce new destinations, experiences or products that complement their existing portfolio. It is very rewarding when you introduce a destination or partner that initially starts as a conversation and then, over the years, you see that destination become an established and successful part of the client's programme."

Not a pipeline. A programme, built slowly, that outlasts everyone involved in setting it up.

What Premium Actually Means

Thirty years with two luxury brands produces a clear definition of premium service, and hers has nothing to do with the product.

"It is about attention to detail, reliability, consistency and understanding the importance of every touchpoint in the customer journey. Whether someone is arriving at an airport, checking into a hotel or travelling between meetings, the experience should feel seamless."

Then the line that explains the rest of it.

"Clients remember how you made them feel and, importantly, whether they could trust you to deliver."

Why Airport Executive

Ground transportation is the part of a trip that gets arranged last and noticed first, which is precisely why it interested her.

"Ground transportation is such an important part of the overall travel experience, but it can sometimes be overlooked. Airport Executive understands that the journey between the airport, hotel, meeting, event or destination is an important part of the customer experience."

Two things stood out to her. The first was the team.

"Having experienced travel from different sides of the industry, I know how important it is to have people who are responsive, knowledgeable and genuinely committed to looking after the client. Having a dedicated team gives travel professionals and corporate clients confidence that there is someone behind the booking who understands their requirements and can assist when needed."

The second was the corporate account.

"For companies that regularly arrange travel for executives, employees, clients or guests, having a corporate account can make the whole process much simpler. Rather than arranging every journey as a separate transaction, businesses can establish a relationship and account with Airport Executive, making it easier to manage their ongoing transportation requirements."

And from the trade perspective, where she has spent most of her career: "Our clients often look for suppliers who can make their lives easier. They want reliability, professionalism and a straightforward booking process, but they also want to know that their passengers are being looked after."

What She Is Building

Since July, her focus has been on introducing Airport Executive to the parts of the industry she knows best. Travel management companies, luxury travel advisors, tour operators, hotels, event planners, PAs and corporate travel decision-makers.

"I am particularly interested in businesses where service, reliability and flexibility are important, whether that is airport transfers, corporate travel, executive movements, events, roadshows or intercity chauffeur services."

She is also clear about how she intends to do it. "My focus is very much on building genuine relationships rather than simply making a sale. I want to understand what each partner needs and where Airport Executive can add value to their business and their clients."

The biggest opportunity she sees is one of perception.

"Chauffeur services can be much broader than simply an airport transfer. Airport Executive can support clients with airport collections, corporate travel, intercity journeys, events and more. The ability to provide chauffeur services in London as well as worldwide is also particularly valuable for travel professionals who want one trusted partner rather than having to source different suppliers in different destinations."

The Mistake Companies Make

Ask her what goes wrong when businesses arrange ground transport, and the answer is not about price.

"I think the biggest mistake is treating transportation as simply a logistical necessity rather than part of the overall travel experience. Price is obviously important, but companies should also consider reliability, communication, vehicle standards, chauffeur professionalism, contingency planning and what happens if plans change."

And then the argument in a single sentence.

"For an executive or VIP traveller, the journey itself can be the first or last impression of a company, hotel or destination. A smooth transfer can set the tone for an entire trip, while a poor experience can have the opposite effect."

Over Coffee

Invited to make the case for a corporate account as she would to a friend rather than a prospect, she keeps it to a sentence.

"I would say: allow us to make your life easier."

The rest is just as plain. "You want to know that when you book a vehicle, the person you are trusting is going to take care of your client, your executive or your guest properly. Let us have a conversation, understand the type of journeys you arrange and see where Airport Executive can support you. There does not need to be a complicated sales pitch. If we can make your travel arrangements more seamless and give you confidence that your clients are being looked after, then that is a good partnership."

What Makes One Last

"Trust, communication and consistency. A partnership lasts when both sides understand that relationships are built over time. You need to communicate openly, deliver what you promise and be there when things do not go exactly according to plan."

Her addition to that is the part most suppliers miss. "I also believe in being proactive rather than reactive. Understanding a partner's business and thinking about how you can help them before they have to ask is incredibly valuable."

Away From the Desk

Travel remains the thing she does with her own time. Morocco is the destination she returns to, a country she has come to know both professionally, through Moroccan travel partners, and personally.

"It offers such a wonderful combination of culture, hospitality, food, landscapes and unique experiences, and I enjoy returning and discovering something different each time."

She travels with her husband and their three children, who have developed the same habit she did at their age.

"I think my own childhood fascination with travel has come full circle. What started as a fascination with the airport environment, different cultures and the excitement of seeing people travelling around the world eventually became my career, and now it is something I get to share with my own family too."

In Her Own Words

Every feature in this series closes the same way, with one sentence for the subject to finish however they choose. The best travel relationships are built on…

"…trust, personal connections, consistency and delivering on your promises."

Get in Touch With Shikha

Shikha would like to hear from travel management companies, luxury travel advisors, tour operators, hotels, concierge teams, PAs, event planners and corporate travel professionals.

If you arrange airport transfers, executive travel, intercity journeys, events or international travel and want to discuss how Airport Executive could support your clients, contact her directly at shikha@airportexecutive.com.

Shikha also runs SH Travel Representation, which introduces specialist partners to the UK travel trade network.

Open a corporate account or call our reservations team on +44 (0)208 838 3333.

Airport Executive, a better way to travel.