Manager Commercial Sales
Mega Maldives Airlines
مجموع سنوات الخبرة :29 years, 6 أشهر
I am presently working as their Manager Commercial- India, reporting into the Vice President Commercial. I lead a team of almost 100 staff of GSA / GHA from Airport, Sales & commercial, Engineering, Cargo, Finance & Administration, Pricing, Reservations & Ticketing etc.
Area of Responsibility:
• Undertake overall responsibility and accountability for the management, revenue, control and administration of Mega Maldives fiscal and marketing policies.
• Advise and support the formulation & implementation of short-and-long term strategies together with identification, acquisition and deployment of associated infrastructure and human resource requirements.
• Ensure that the region achieves the set revenue objectives through analysis, sales initiatives and market intelligence. In coordination with the relevant functional managers (Sales / Airport / Cargo), define and agree associated costs & expenditure requirements to achieve the set objectives.
• Manage the commercial and quality objectives of the range of Mega Maldives Products & Services
• Support all initiatives of Mega Maldives including Govt. interface
• Network in the industry and maintain a high level of relationship with various authorities and top clients. Develop effective strategies for Sales & Marketing of Mega Maldives in the region.
• Handle media activities
Key Result Areas:
• Have a thorough understanding of Mega Maldives’ entire network, the region, and area-wise business opportunities and threats
• Demonstrate strong business acumen, teamwork and thought leadership. Implement the same for all reporting Sales, Airport & Cargo Managers
• Have complete responsibility of the Revenue, cost and route profitability for India.
• Manage and maintain relationships with Political Representatives, Govt. Deptts., Regulatory Authorities, Third Party Suppliers and Contractors in the region, and ensure conformity with Local & International legal requirements whilst projecting the desired image, in order to achieve premier strategic positioning
• Understand the business and technology trends and also groom & mentor staff for future
• Cultivate Top level relationship with all large clients including multinational travel management companies. Develop key accounts (Agency & Corporate) - evaluate & analyse their deal proposals and performance ensuring incremental revenue
• Support commercial sales executives in their endeavour to monitor market trends & competitor activities with a view to providing a higher standard service to agents as well as corporate clients, in order to sustain and improve market share. Develop new pricing strategies and ways to counter competition
• Prepare operating budgets and execute sales & promotional activities as well as productivity linked incentives within approved budgets so as to control costs and increase profitability
• Represent Mega Maldives at various industry forums
Serving as the Senior Executive Sales - India, with additional responsibility of Regional Head - North & East India, leading a team of 10 staff comprising of Sales Executives, service centre, technical services as well as the product development staff.
Area of Responsibility:
• Network with all Top / Key accounts, pan India
• Be a one-window / one-point-of-contact for all Top producers in the country
• Carry out effective client management and ensure seamless delivery of Abacus
Product & Services, across India
• Prepare complete cost/revenue budgets and ensure quarterly reviews with Top
accounts, country-wide
• Ensure market expansion by evaluating new growth avenues
• Lead a team of dedicated & motivated sales/services staff
Key Result Areas:
• Develop and retain a profitable customer base, pan India
• Maintain a close contact with the National subscribers and recommend the development of new product functionalities
• Control budget and ensure proper resource allocation
• Carry out a competitor and market share analysis and develop an action plan to counter challenges
• Meet and exceed revenue targets and have achieved a healthy growth of 17%
• Strategise and implement the sales plan, and a sales process
• Ensure a motivated and productive sales team
• Continually strive to win new accounts through innovative sales and service strategies
• Provide thought leadership to regions on the statistical data of their market share using MIDT
• Achieve Revenue Targets and develop Profitability Analysis statistics
• Overall staff management - all personnel matters, annual appraisals, salary reviews, recruitments, training & development needs
• Roll out of the entire Sales Process including market segment analysis and region specific sales promotion schemes
• Establish commercial relationships w.r.t. travel agents, airlines and trade bodies-TAFI/TAAI etc.
• Have taken overall responsibility and accountability for the Group Sales management, revenue, control and administration of Emirates fiscal and marketing policies.
• Advise and support the formulation & implementation of short-and-long term strategies together with identification, acquisition and deployment of associated infrastructure..
• Ensure that the region achieves the set revenue objectives through analysis, sales initiatives and market intelligence. In coordination with the relevant functional managers (Group Sales), define and agree associated costs & expenditure requirements to achieve the set objectives.
• Manage the commercial and quality objectives of the range of Emirates Products & Services
• Support all initiatives of Emirates including station opening projects.
• Have actively participated and assisted in setting up office for Emirates Kolkata
• Network in the industry and maintain a high level of relationship with various authorities and top clients. Develop effective strategies for Sales & Marketing of Emirates in the region.
Key Result Areas:
• Have a thorough understanding of Emirates’ entire network, the region, and area-wise business opportunities and threats
• Demonstrate strong business acumen, teamwork and thought leadership. Implement the same for all reporting Sales, Airport & Cargo Managers
• Have complete responsibility of the Revenue, cost and route profitability for North India, East India & Nepal towards the Group Movements
• Cultivate Top level relationship with all large clients including multinational travel management companies, DGCA officials, Civil Aviation Authorities etc. Develop key accounts (Agency & Corporate) - evaluate & analyse their deal proposals and performance ensuring incremental revenue
• Analyse Pricing vis-a-vis Competition & target Yields, as forecasted by Target.com and accordingly implement fare changes in North & East India Market
• Responsible for negotiating with Pricing department in line with LSO requirements . Also regularly track the performance of Corporate through One-network followed by an update to the sales Team
• Support commercial sales managers in their endeavour to monitor market trends & competitor activities with a view to providing a higher standard service to agents as well as corporate clients, in order to sustain and improve market share. Develop new pricing strategies and ways to counter competition
• Prepare operating budgets and execute sales & promotional activities as well as productivity linked incentives within approved budgets so as to control costs and increase profitability
• Represent Emirates at various industry forums
Served as the Head of Reservations & Ticketing -Delhi, with additional responsibility of Regional Head - North India, leading a team of 10 staff comprising of Customer, service centre, Reservation services, as well as the product development staff.
Area of Responsibility:
• Network with all Top / Key accounts, pan India
• Be a one-window / one-point-of-contact for all Top producers in the country
• Carry out effective client management and ensure seamless delivery of Cathay
Product & Services, across India
• Prepare complete cost/revenue budgets and ensure quarterly reviews with Top
accounts, country-wide
• Ensure market expansion by evaluating new growth avenues
• Lead a team of dedicated & motivated Reservation/ Customer service staff
Key Result Areas:
• Develop and retain a profitable customer base, pan India
• Maintain a close contact with the National subscribers and recommend the development of new product functionalities
• Control budget and ensure proper resource allocation
• Carry out a competitor and market share analysis and develop an action plan to counter challenges
• Meet and exceed revenue targets for ticket offices of North India.
• Strategise and implement the sales plan, and a sales process
• Ensure a motivated and productive reservation & Ticketing team.
• Continually strive to win new sales and service strategies to increase counter sales.
• Provide thought leadership to regions on the statistical data of their market share using MIDT
• Achieve Revenue Targets and develop Profitability Analysis statistics
• Overall staff management - all personnel matters, annual appraisals, salary reviews, recruitments, training & development needs
I worked for Swissair, Delhi for approximately four years where I was fortunate enough to gain experience with Reservations, Airport, as well as the Commercial Deptt.
Thereafter, I worked for Swissair’s Passenger Reservation & Ticketing where I was accountable for business from most large Travel Agencies, Travel Management Companies, Corporate Houses and Diplomatic Missions
I worked for Modilufth, Delhi for approximately two years where I was fortunate enough to gain experience with Yield Management, for the Commercial Deptt.
, I worked for Modilufth as Flight Analyst where I was accountable for business from most large hubs like Delhi, Mumbai, kolkata, Goa, Chennai etc.