Ali Sajjad Khamker

Coast to Coast Tourism, Dubai, UAE | August 2023 - present

Responsible for identifying new market opportunities, acquiring and
managing B2B clients, and building strong stakeholder relationships while growing revenue through effective sales strategies and B2B marketing initiatives.

Analyzing performance to continuously refine offerings and
achieve commercial targets.

Key Account Management - Own and grow a portfolio of B2B accounts, delivering 15-25% annual revenue growth through structured upselling, cross-selling, and new client acquisition. Maintain 88-90% account retention by acting as a trusted commercial advisor and primary point of contact.

Sales Hunting - Identifying, pursuing, and converting new leads and
prospects into customers through cold calling, social selling, referrals, and targeted outreach.

Client Relationship Management - Building and maintaining
relationships with key stakeholders, including travel agencies, corporates, hotels, and local attractions through regular meetings and interactions.

Sales Strategy Development - Creating and implementing sales
strategies to promote products and services. This includes developing marketing campaigns and promotional materials through social media and other B2B channels.

Performance Analysis - Preparing and analyzing monthly sales data to refine strategies and improve service offering.

Responsible for Setting up the complete operations structure including tours, excursions, transfers and visas for Capital Experience (a newly formed tourism entity within ADNEC Group).

Contracting - Negotiating and contracting with multiple service providers for transfer, tours, parks and attractions and visa services in Abu Dhabi, Dubai and Ras Al Khaimah.

Ground Handling Agreements - Preparing Ground handling agreements for clients in various source markets.

Asset Management - Recommending the quantity and types of vehicles to purchase for tours and transfers based on historic and forecasted volumes.

Business Development - Meeting with clients to discuss and finalize their operational requirements and convincing them on the best way to manage their group itinerary.

VIP Movements - Managing International football teams, VIP groups and MICE events during their stay in UAE.

Responsible for the overall operations of the company with full responsibility and accountability of a profitable operation that creates shareholder value while monitoring and ensuring that set budget and targets are met by the sales and operations team for excursions, transfers and visas.

This was a stretch role assigned to me during my role as Head of Operations wherein I was entrusted with the responsibility of rolling out a commercial B2C website as a new sales channel. In this role I was responsible for managing the end-to-end development of the website together with its digital marketing responsibilities along with the assigned technical team members.

Operations and all Ground Handling services
• Monitoring and ensuring that set budget and targets are met by the
sales and operations team for excursions, transfers and visas.
• Source markets handled: India, CIS, Latin America and other
European countries.
Tours/Parks and Attractions/Visa
• Negotiating and comparing prices and quality of each supplier.
• Accessing which supplier would be suitable for a source market
based on price and product quality.
• Guiding the sales rep on what product to push based on margin
and stock in hand.
• Marketing B2B and corporate customers to enhance visa and
excursion sales.
• Managing contracts with shops and fitting stops appropriately in
tour itineraries.
• Forecasting sales volume on historical data and current market
conditions.
• Negotiating with parks/attractions/third party providers for volume
purchases based on annual/monthly commitment.
• Accessing which supplier to purchase from based on price points,
ticket validity, supplier credibility and relations.
• Approving special offers for B2B and B2C customers based on
ticket stock and expiry.
• Negotiating with B2B customers on volume purchase.
Transfers and Transportation
• Ensuring maximum utilization of company fleet to enhance profit
margins and quality control.
• Negotiating with DMCs and transport companies on prices and
vehicle allocation for transfers and transportation requirements.
• Reviewing and analyzing passenger arrivals and itinerary.
Visas management
• Checking visa utilization daily and approving special offers on UAE
visas for B2C customers depending on free visa slots.
• Managing risk of absconding and fines for B2B/B2C customers.

Sourcing tours and excursion products across all UAE.
Negotiating rates with tour, excursion and transfer suppliers to
maximize profitability.
Reconciliation of passenger numbers with Finance & Accounting
team.
Reconciliation of park tickets with finance and accounting team.
Checking and posting of all visa applications, extensions and status
change applications.
Advising customers on the bestvisa change options as pertheirtime
and monetary constraints.

Managed procurement activities by reviewing BOQs against onsite requirements. Coordinated with suppliers to obtain and evaluate quotations based on price, quality, and compliance, preparing comparison sheets and recommending optimal vendors. Supported site engineers with daily material requirements while tracking inventory and leftover materials across sites to ensure efficient utilization and cost control.