Key Account Manager
Etihad Airways
Total years of experience :17 years, 3 Months
Actively involved in all commercial aspects of the station right from budgeting to achievements throughout the fiscal year.
Assist the GM on commercial analytics, sales activities and other strategic & tactical activities for Qatar to achieve the targeted revenue. Liaise with the head office and senior management regularly to clear sales blockers and simplify success for the sales team with effective business cases.
Innovate reporting criteria by analysing data to create and successfully implement an yearly Business Plan for Qatar.
Work regularly with various teams in the head office to surgically target and achieve the revenue objective.
Over and above Accountable for handling 30% of the total trade Budget
Responsible for major TMCs BCD, AMEX, Radius and their respective
corporate accounts in the local market
Manage top retail/Leisure accounts in the market and gain a fair EY
market share with a Win-Win relationship management
• Responsible for handling 35% of the total Budget
• Accountable for TMC and corporate accounts in the local market
• Major responsibilities Include aggressive prospection, explore newer business opportunities
• Handle the station in the absence of Commercial Manager
• Liaise with Business Development Team in Head quarters to work hand in hand for budgets, PLBs, and other commercial processes.
• Was instrumental and worked with the skeletal team in setting up the station for HYD in terms of Sales, branding, awareness and positioning of the product in AP.
• Responsible for handling the top 25 Trade accounts excluding Consolidators across AP.
• Major Responsibilities includes all the major sales functions like strategic Account development plans, increasing of BSP market share per agent, contracting, handling of groups, series, tour operators etc.
• Accountable for achieving revenue targets from the segmented portfolio which contributes to 35% of the entire station’s projected revenue.
Key Sales support function
Forecasting and Budgeting for the District
• To work with the Regional Sales Manager for Budget planning at the beginning of the year, segregate the same per individual sales representative and rolling forecast every month based on market dynamics and MIS database
Coordination of various Marketing /Sales activities for South India
• Coordinate daily sales for all important travel agents and Corporate clients by handling issues and queries, groups etc. by virtually forming a corporate help desk as a part of sales routine
• Help sales executives with negotiations and contracting with top travel agents and corporate clients, use of technical tools like SURCUOF, SEQUOIA and SALTO and Data Warehouse
• Coordinate for Sales and marketing events like awards ceremonies, travel agency parties, keep track of district marketing plan etc.
Tactical Planning for the station including pricing and inventory
• Short term Target setting and Market analysis, pricing and capacity planning based on market demand and competitor strategy
Results review, Contingency planning
• To Handle various MIS reports and Statistical data for South India and distribute to all concerned to keep track of business
• Alternative planning and framing strategies during extreme market conditions, re work of business plan to be on par with revenue targets and maneuver sales actions to minimize loss of business
Market and Business Analysis
o Channel Management, Acting as an interface between the Airline and AP International Travel Industry.
o Daily outdoor sales calls to monitor and generate business for the airline
o Increased sales from 0.5mil to 3mil per fortnight from Category C Travel Agents and SMEs
o Organized Various Marketing events like road shows, Launch Parties
Double Major in Marketing and Human Resource Management
Osmania University
Board of Intermediate Education
All India Secondary School Certificate
