Sales Director
Global Charter Services
Total years of experience :25 years, 2 Months
GCS FZE company is a well-known aircraft operator of B747F, A300F and IL76 in MENA region. By active sales and business development I created and developed my own clients’ portfolio and I was winning tender bids and managed cargo flights movement creating optimal cost effective routes and flights schedules within Iraq, Afghanistan and Africa.
• Developed and led business relationship with Key Accounts in the market
• Identified new business opportunities and increased company’s sales in existing and new markets by market research, using knowledge of the market and competitors, cold calling and setting up meetings with prospective clients and the decision makers
• Made presentations about company’s services to existing and prospective clients
• Provided and arranged tailor made transportation solutions to multinational companies
• Negotiated pricing, terms and conditions of suppliers’ contracts, formulated and drafted contractual terms and conditions, signed contracts upon deals conclusions
• Successfully led and coordinated humanitarian emergency response by set up and management of charter flights in Iraq, Afghanistan, Sudan, Libya and Yemen.
• Prepared aircraft wet lease proposals
Blue Sky Aviation Services was a newly established cargo airline operating A300-600F and I was headhunted for the position of Commercial Director to source out new business opportunities for the aircraft placement in the market.
• Responsible for management and development of the customer database and marketing of the aircraft to the Middle East cargo market
• Developed and introduced business sales strategy for the revenue growth
• Developed and led business relationship with Key Accounts in the market
• Identified new business opportunities in existing and new markets
• Performing commercial calculations and cost saving analysis for stakeholders
• Contract management and negotiation
• ACMI projects management
I was a partner in this business and managed several different projects including aircraft sales, equipment delivery and cargo charters. Major Projects:
- Sold 2xA300B4-203F into U.A.E. market;
- Managed purchase and delivery of heavy equipment machinery & 4xTU-154 aircraft to Dem Rep of Congo;
• Aircraft charter sales involving all types of cargo & passenger aircraft worldwide including VIP Jets.
• ACMI leasing sales & management
• Bringing in new partners and customers developing the company’s business.
I was headhuntered for the position and was responsible for all aviation procurement for Supreme’s multi national milirtary contracts supporting ISAF. By optimization of transportation solutions for all shipments and negotiation of better prices from suppliers and carriers I managed to achieve total savings for the company of USD 8, 450, 000 per year. Also after my performance evaluation and introduction of new aircraft type I made total savings of USD 332, 000 per flight.
• Managing sales, pricing and reporting of spare capacity on chartered aircraft from the UAE into Afghanistan
• Sourced and managed charter flights and freight forwarding for internal customers to minimize costs and ensure on time delivery of vital freight to Afghanistan. Aircraft included B747-200/400, AN-124, IL76, MD11F, A300F, AN12 and Mi8T.
• Developed business relationship with Key Airlines and TPLs in the market
• Negotiating, concluding and administering contracts.
• Booking appropriate aircraft for the company’s scheduled and charter flights.
• Management of charter sales and operations reports.
• Ensuring safe and efficient operations.
Coyne Air a UK based company that specializes in scheduled cargo services to some of the world’s most difficult to reach destinations. I joined their Dubai branch to get a more thorough knowledge of cargo sales and get commercial experience where I was selling and providing full management of charter flights to Iraq, Afghanistan and other difficult to reach locations. I managed to grow air charter sales revenue and customer base by 30% since joining.
• Calculation of charter flights cost for various cargo aircraft. Cargo aircraft brokerage.
• Choosing the best routes considering aircraft performance and making optimal flight schedules.
• Maintaining charter rates, fuel cost and airport handling charges database.
• Liaising with Dubai CAA authorities with regards to various operational issues.
Phoenix Fuel was a major aviation fuel broker with headquarters in the United States and sales offices in London and Johannesburg. I joined them at the establishment of their Dubai Branch and worked in close connection with major oil companies on pricing to make ground base for the company in the Middle Eastern market. Unfortunately the company was not able to survive the crisis in 2008 and went bankrupt.
• Established relationship with new fuel suppliers that helped to expand geographical coverage
• Established and developed relationship with existing and new customers
• Supervised fuel orders set up by using company database and fuel ordering system
• Ensured all operations team are aware of all detail regarding flight operations and fuel releases
Volga - Dnepr Airlines, Russia and UK (25 JAN 2001 - 04 MAY 2005)
• Increased the efficiency of Flight Planning department by setting up the most practical routes of the company's and other fleets (AN-124, IL-76, AN-12, AN-26, B-747-200, TU-154, YAK-40, MI-26) to any destination worldwide
• Calculated flight costs for commercial inquiries
• Provided full flight planning to the company’s aircraft operation including performance calculations by analyzing weather and NOTAMs information and fuel requirements, Eurocontrol slot management
• Controlled content and supply of navigation databases for company aircraft, updated the company’s operating manuals, Jeppesen manuals and NOTAMs.
• Prepared flight briefings for the crew
• Looked after Filing and validation of FPL
• Managed the staff of duty officers, trained new personnel
Flight Navigator
Nizhegorodskie Airlines, Russia (21 JAN 1999 - 11 JAN 2001)
• Navigated TUPOLEV-154 and ANTONOV 24 Aircraft. Total flight time 1320 hrs
