In 2001, a young Olivie Rubasova was unaware that her professional life would take a dramatic shift from dance and fitness to becoming a sales and RFP (Request for Proposal) management expert in the hospitality sector. This is the tale of a determined woman who overcame an initial lack of experience, self-doubt, and negative attitudes to succeed in a male-dominated field and become a leader in the international RFP management industry.
An Unexpected Beginning in Sales
The adventure started when she applied for a receptionist role in the fitness center of Corinthia Hotel Prague, with no actual interest in sales. Olivie’s aspiration was sports and fitness, but when the General Manager himself invited her for an interview, everything changed. Though initially taken aback by this surprise meeting, she was impressed by the GM’s cool professionalism and felt an instant rapport.
Although inexperienced in sales, the GM saw promise in Olivie—commenting that her warm disposition, humor, and overall demeanor made her a great fit for the sales department. Willing to take the challenge, she became a Sales Corporate Coordinator. Olivie was first greeted with cynicism from co-workers, met with a harsh environment, but she didn’t give up.
Beginning from the beginning, Olivie readily took to the sales process, finding herself interested in establishing client relationships and new business opportunities. Olivie’s drive and enthusiasm soon became rewarded as her results improved exponentially. Clients were coming to seek her out, wanting to recommend the hotel to others.
Olivie’s dedication wasn’t in vain. One year later, she had been promoted to Sales Executive and received several awards, including Employee of the Year worldwide in the Corinthia Hotels group. Although she was successful, no RFP system existed yet, and the company was local.
Pioneering RFP Management
In 2004, Corinthia launched the first worldwide RFP system, and Olivie was presented with the company’s RFP Director. This was the start of the new era. She did not previously have any experience in the management of RFP, yet she soon mastered the details of the process and became an RFP Champion of the Corinthia Hotel Prague. Olivie issued the first corporate RFP for the hotel, which was the beginning of an enhanced movement towards global sales management.
As the process became more popular, RFPs boomed—from five in the inaugural year to more than fifty within a couple of years. Olivie’s skills increased, and soon the management team requested her to take on and run RFPs for the whole Corinthia group while the RFP Director was away on medical leave.
Balancing Work and Family Life
In 2005, while giving birth to her daughter, Olivie chose to prioritize her family and step down from her full-time job. But Corinthia’s leadership, impressed with her success, presented her with the option to work from home—making Olivie one of the company’s first telecommuters. In spite of the reservations about working from home at the time, Olivie took the offer and continued to produce outstanding results.
Olivie’s dedication and versatility earned her its reward, and the company’s international RFP production significantly increased during her watch. Olivie quickly was promoted to Global RFP Manager, with the additional duties of training the other sales teams, developing RFP processing guidelines, and directing the whole RFP cycle on behalf of all Corinthia hotels across the globe.
Global RFP Management Expansion and Leadership
Olivie’s leadership journey progressed as she coordinated RFP operations in various regions, such as DACH, Benelux, and France, prior to the appointment of regional directors. She embarked on journeys to see clients, showcased the brand in TMC offices, and was pivotal in nurturing relationships that fueled Corinthia’s success. Olivie remained persistent amidst adversity, including the expansion of the hotel portfolio and changing business environment, but always found ways to improvise and keep the lines open with clients.
Olivie’s view of the necessity of interpersonal relationships in commerce stayed at the core of her ideology as technology and online spaces gained traction. She continued to stress that regardless of the technology at hand, the worth of in-person interaction and building trust with clients could not be replicated.
Challenges and Adaptability in a Changing Market
As the hospitality sector and RFP process changed, so did the challenges. The pandemic, for instance, necessitated a shift in approach, with longer RFP durations and more emphasis on sustainability and cost-reduction technologies. Olivie and her team were able to adjust to those shifts while maintaining an eye on flexibility and meeting clients’ expectations.
She not only became a master at handling the RFP process but also gained an in-depth understanding of the dynamics of rate loading, market movements, and the competitive environment. Olivie’s comprehensive knowledge of the RFP system turned her into a valuable asset to the company, and her leadership role in global RFPs continued to reap rich dividends.
Personal Growth and Career Success Reflections
Reflecting on her career, Olivie credits her success to a mix of perseverance, flexibility, and a love of learning. She remembers how she struggled initially in the sales division, with disbelief from others and a lack of experience, but always kept growth and development at the forefront. She appreciates the relationships that she has developed over time and the encouragement from her team.
Olivie’s work and life philosophy is based on trust and integrity. She is a firm believer in keeping promises and having open, honest communication with co-workers, clients, and family members. This attitude has defined her career path and allowed her to get through even the toughest of times.
The Importance of Personal Connections
Throughout her career, Olivie has remained a strong advocate for the human aspect of business, particularly in the context of RFP management. While technology has streamlined many processes, she believes that it is the personal relationships and the trust established with clients that drive long-term success. This commitment to personal connection, even in an increasingly digital world, is a testament to her belief in the power of human interaction.
A Legacy of Dedication and Success
Olivie’s path, which started as a humble dream to work in the fitness field and evolved into an international RFP management career, is the embodiment of determination and receptivity to new horizons. In the span of her 25-year career, she has become an industry leader in the hospitality sector, a mentor to coworkers, and a trusted counselor to clients. Olivie’s efforts have contributed to the success of Corinthia Hotels, and her relentless pursuit of excellence continues to motivate others.
Olivie continues to be committed to her position, the relationships she has developed, and the positive contributions she has made to her company and the broader industry. Looking forward, Olivie is dedicated to continuing on her path of growth, learning, and making a difference in the world of hospitality. Olivie’s mantra, “everything happens for a reason,” continues to be her guiding philosophy as she faces challenges and successes in her personal and professional life.
