عقيل سمر

• Prepared and got approved Fleet Renewal Strategy from the Board to allow replacement of aging fleet and financial flexibility for the company
• Development of Corporate Strategic Business Plan with a focus on
o Long term financial projections including PLS, Cash flow and Balance Sheet
o Profitability analysis i.e. station, route, region, aircraft, class-wise
o Sensitivity analysis to asses risks associated with various factors (Crude Oil, Currency Movement etc)
• Negotiation with the leasing companies to finalize the agreement and preparation of business case for higher management for final approval.
• Economic and financial evaluation for aircraft on lease/ purchase basis and evaluation of financing options.
• Assessment for meeting short term capacity requirements, for Hajj in particular
• Liaison with aircraft manufacturers and leasing companies etc
• Fleet need assessment and management as per the Business Plan.
• Planning and coordination for aircraft induction including delivery formalities, completion of conditions precedent & prior to delivery, and leading the cross functional teams for aircraft delivery & acceptance.
• Coordination with all relevant departments mainly Marketing, Finance, Flight Operations & Flight/ Airport Services for Business Plans, Aircraft Delivery, Resource Availability Check and Projects’ Implementation.



Latest Achievements

Achieved the planned phased replacement of fleet to reduce the average age of fleet from 16 to 10 years.

Initiated the process of tendering, evaluation, negotiation with bidders and delivery of the following aircraft in the course of fifteen months.
• Two (02) Boeing 777-ER (Dry Lease)
• Eleven (11) Airbus A320 (Dry Lease)
• Five (05) ATR72-500 (Dry Lease)

In order to meet market demand and Hajj requirements, processed the tendering & selection and coordinated during the tenure of operation for the following aircraft.
• Two (02) A330-300 Wet Lease (Hajj Season 2015)
• Four (04) Boeing 737-800 Wet Lease (08 Months 2014-2015)
• Three (03) A320 Wet Lease (06 Months 2014-2015)

• Lead Cargo Market Planning Team for one year against vacant position of Deputy General Manager. Previously worked for six years with the Cargo Sales & Station Support Team.
• Preparation of yearly network selling rates for low and high season after considering available space, demand, passenger’s movement and local factors for each sector.
• Preempt price changes and further competitor’s activities by collecting intelligence, producing objective all-source analysis and preparing fortnightly reports and presentations for the management, conducting effective covert actions as desired the higher management and communicating the strategic plan to head office and stations.
• To ensure robust rate management, proposed and implemented a three tier rates structure under hierarchical approving authorities starting from Sales Managers to Departmental Director.
• Ad hoc/ Spot Rates Negotiation and Authorization. Management of Block Space & Customer Contracts and consequent permanent allocations.
• Allocation of available space to all online and offline stations by forecasting demand and managing yield through commodity mix and giving due consideration to perishable shipments for better net contributions.
• Net Earnings of Cargo Division surged up to a record level of PKR 7.5 Billion (USD 75 Million) registering a 57% growth within five years exceeding both the target and previous year level by double digit growth.
• Assisted Cargo Sales Managers posted in Dubai, Jeddah, London and New York and Country Heads at the rest of the International Network for ensuring optimum utilization of space.
• Analyzed working environment for Denmark, Spain & Malaysia and prepared feasibility for United Kingdom and the Netherlands for ascertaining the ideal sales set up.
• After visit, detailed deliberation and analysis assisted Marketing Department Management in decisions to appoint Cargo General Sales Agents for Spain & Malaysia whereas switched to self selling in United Kingdom.
• Extending support to interline section in order to achieve effective SPAs while ensuring other airlines do not undercut PK revenue.
• Regional Revenue Tracking against budgeted and projected figures. Driving revenue initiatives to tap incremental revenue.
• Appointed Handling Agents in Malaysia, Turkey, Sri Lanka and the USA.
• Assisted the Automation Team in implementing CASS and CargoSpot all over the airline network. Worked in coordination with SABRE for integration of price modules with CargoMax.

• Managed Portfolio of above 50 key Commercial Advances ensuring Accounts Retention.
• Defined Parameters for Analysis, Operations & Risk Control of the Advances for Renewals.
• Directed Marketing Campaigns through BTL Activities.

• Presented On-Air Shows.
• Designed programming for Launch Day, Independence Day, Basant and various other occasion
• Created overall personalities of the FM Channels and designed proposals for Sales Teams.