Director Global Sales, Commercial, Bus. Dev., and Account Managemen
Digital Consultancy
Total des années d'expérience :25 years, 1 Mois
I successfully guided both government and non-government clients towards substantial increases in their net profits through the delivery of exceptional guidance. I oversee consultancy projects from inception to contract closure. In this capacity, I have excelled at developing and executing strategic and tactical sales plans, analyzing contracts and pricing structures, and implementing state-of-art project management tools and strategies. My focus has consistently been on driving utilization, enhancing client success and satisfaction, managing an extensive client partnerships portfolio and expanding and retaining the client base through the implementation of partnerships and loyalty programs. My extensive experience in the aviation sector, coupled with my ability to devise impactful solutions and foster long-term client relationships, has consistently led to outstanding results and sustainable growth for the organization I have had the privilege to lead. My contributions include:
Partnered with Edgar Dunn & Company-France to create a feasibility study for a Cargo Card Payment initiative in Gulf, providing cargo-related entities with a more convenient payment option that eased the trading process.
Partnered with several Customs Authorities in Gulf to create digital corridors between customs authorities in different countries, simplifying the clearance process at origin.
Managed to increase the profits for a number of clients such as airlines and freight forwarders in Middle East region by providing consultation, training, and mediation in key business insights, including strategizing, pipeline forecast and trends, profitability, target account, and market segmentation. 20% increase were achieved in a short timeframe.
With my visionary leadership within the aviation industry, I successfully mentored and empowered my team to close sales opportunities in our assigned regions. I engaged with a wide array of governmental and non-governmental organizations, driving the promotion and implementation of diverse cargo and supply chain products and initiatives that included e-commerce, certifications, safety and security measures, and smart regulations. This resulted in strengthened air cargo value propositions and increased profitability for these entities. Under my guidance, I pioneered the introduction of e-Cargo and assisted Airlines, agents, and Courier Companies to shift from paper-based cargo to electronic cargo in the United Arab Emirates, Qatar, Saudi Arabia, and Oman, achieving a 98% penetration rate in a very short span of time. Additionally, I played a pivotal role in creating and implementing digital corridors that fostered seamless connections between customs authorities in various countries to significantly simplify the clearance procedures. My efforts extended to the implantation of smart regulations, resulting in improved consistency, quality, and dependability in end-to-end processes. Furthermore, generated effective proposals and formed partnerships to raise brand recognition and ensured client satisfaction, leading to account management and retention. I delivered speeches at large global events and earned recognition and awards from various entities, including Qatar Customs, Qatar Airways, Abu Dhabi Customs, and IATA. Overall, my contributions to the aviation industry were instrumental in modernizing and transforming air cargo and achieving significant benefits for all parties involved. My contribution include:
I established e-Cargo and reached 98% penetration in the UAE, Qatar, Saudi Arabia, and Oman markets, resulting in a shift from paper-based cargo to electronic cargo with significant benefits for all parties involved. And supported government authorities in the implementation of digital corridors successfully connecting authorities in different countries, resulting in easing the clearance process.
I persuaded civil aviation authorities to enhance safety and security measures by adopting e-Consignment Security Declaration and ULD safety measures in countries such as UAE, Bahrain, and Qatar.
I promoted and implemented smart regulations to avoid cost increases and drive efficiency with global standards, improving end-to-end process consistency, quality, and dependability.
I persuaded a large number of postal authorities in the Gulf and Middle East regions to implement the Postal Accounts Settlement System (PASS) initiative, resulting in decreased financial transactions and significant savings for the involved entities.
The implemented and managed products and initiatives included: CargoIS, CDD, CEIV certifications (Pharma, Fresh, Live Animals and Lithium Batteries), DGR, e-AWB, e-freight, ONE Record, Interactive Cargo, Smart Facility, One Source, Cargo Connect (EPIC) and CargoiQ.
I delivered speeches at large global events such as the Dubai Air Show, Cargo and Logistics Event in Dubai, Pharmaceutical Cold Chain Congress in Dubai, e-Cargo Workshops in different locations, and FIATA RAME in Lebanon, with over 1000 attendees.
I earned 3 appreciation letters from Qatar Customs, Qatar Airways, and Abu Dhabi Customs, as well as 3 outstanding awards from IATA.
Had a team of over 10 members to look after the Etihad Cargo CRISTAL System (Champ-Cargospot),
Cargo Finance and Business Analysis and Support. This included ensuring 24X7 support, while
continually seeking systems enhancement opportunities to be reckoned as a state of the art System.
Also, to ensure interface and connectivity with SITA, TRAXON, Descartes, GF-X and In-Forwarding
(AFRA). Manage the interface with worldwide GHAs and Customs’ systems for ACI. Research, create and
implement the Cargo division’s process flow for moving shipments on Etihad network from origin to
destination from the time a booking is made until it is delivered to consignee making sure the
movement is seamless and based on IATA’s acceptable time frames and provide customers with all the
IATA standard message statuses. Managed the implementation of Cargo2000 (Cargo iQ) initiative.
develop concepts to ensure worldwide cargo staff are fully aware, trained and up-to-date with
Cargospot. Analyze, manage and organize the cargo finance that included all cargo department
expenditure budgets of over USD 120 million, invoicing, payments, global cargo sales reports,
implementing CASS reporting for all stations, managed the contracts/agreements with GSSAs, GHAs,
SPA and trucking companies worldwide and all quality/tonnage/revenue reports. This is by using
different mining tools such as Crystal Reports and Business Objects. Managed and developed the Cargo
web site including shipment tracking, e-booking, Agents productivity, etc. SMS tracking through
mobile. IATA Bar Code and RFID implementation. Implemented the IATA e-freight project.
Additionally, was responsible to conduct audits on different stakeholders like GSSAs and GHAs before
being appointed by the Airline. The audit was to compare their facilities, equipment, documentation,
operation, SLA, quality management systems and team members versus the global minimum
requirements as well as our airline minimum requirements and provide recommendations.
Achievements
* Invented, developed and implemented for the first time in history a shipment tracking system where
shippers could get their shipment tacking details through an SMS.
* Introduced and implemented Cargospot Cargo System around the Global Etihad Cargo offices and
GSAs in a very short period. Enabled all worldwide offices to use Cargospot in a very short period
of time through comprehensive training, system implementation and successfully trained over 50
on/off line stations with Cargospot System in 1.5 years only.
Research new markets and collate information electronically through internal and external contacts
such as IATA, Galileo International, Civil Aviation, Airlines, PTT, SITA, Travel Agents and Travel related
firms, etc.. Produce business proposals for new markets and manage existing assigned markets. Propose
methods and strategies for product distribution in new markets. Prepare country yearly budgets and
other financial related reports and forecast. Provide first-hand training to travel agents.
Achievements
* Implemented the first Global Distribution System (GDS) - Galileo in Iran
* Silver Mabrook Award for the well-recognized achievements, Emirates Airlines.
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courses: Certificate in Project Management, International Institute for Learning Inc (IIL), USA