Assistant Regional Manager Pakistan
Pakistan International Airlines
مجموع سنوات الخبرة :21 years, 8 أشهر
* To set, organise and monitor passenger sales targets and marketing goals of the company for Pakistan Region. Clearly define, document and implement a Corporate Sales Strategy to earn revenue as per the target set.
* Develop sales philosophy in consultation with Revenue Management, Industry Affairs and implements the policies, sales quotas and goals through District Managers to achieve the short and long-term revenue growth strategy within the Pakistan Region.
* Provide support/direction for the team towards achieving the revenue objectives
* Ensure 'Best Sales Working Practises' are implemented .
* To oversee the operation of the Reservations/ Ticketing unit in delivering a total product that is in keeping with the airline’s image as quality service provider in order to provide a comprehensive reservation /ticketing service, enhances our image to the customer, take immediate steps towards service recovery and increase sales
* Direct, manage & monitor the activities of Sales Executives through their District Managers, to appraise and assess monthly targets and performance for a smooth day to day operation. Ensure that all travel agents and corporate are prioritized, regularly visited and professionally handled by the sales team to increase revenue and gain market share.
* To ensure that the product and promotional plans are understood and implemented to give the greatest impact in the market.
* Resolve operational and reservations issues from travel agents related product or disruptions or customer complaints involving individual sales personnel, including addressing any disciplinary problems that may develop within the sales team.
* Based on feedback on competitor activity within the territory on pricing, promotional and other commercial initiatives consult Revenue Mangement, Scheduling, Industry affairs & Brand Management divisions within marketing department and jointly develop short and long-term strategic planning for the region in order to maximise revenue and yield.
* To prepare weekly, monthly and annual sales reports and constant monitoring of market trends and competitor activities in order to ensure that Head Office is kept informed of local conditions.
* Conduct and co-ordinate annual performance reviews for all Sales Executives whilst constantly reviewing the training development needs
* Monitor flight loads regularly and plan strategies for achieving maximum seat factor
* Process stations’ proposals for discounts, COE/extra sections etc.
* Assist Management in preparation of long term Business/ Strategic Plans and short term Restructuring Plans for the Airline.
* Develop Cost Projections and budgetary plans for the acquisition of new/used aircraft, aero-engines, airborne equipment and ground equipment.
* Analyze various investment options and project the future cash flow requirements.
* Carry out Economic/ Financial evaluation of various types of aircraft/ simulators to determine the best suitable aircraft/ simulator which includes;
* Revenue projections for economic life of project based on forecasted traffic, route plan and yield.
* Variable Operating cost, Direct Operating Cost, Total Operating Cost projections for economic life of project based on the grounds rules.
* Profit and Loss Statement
* Financial Analysis (Net Present Value, Internal Rate of Return of Project)
* Analyze and recommend the best funding possibilities to minimize PIA's cost of borrowed capital.
* Advertise, coordinate and induct the short term capacity requirement by meeting all the Public Procurement Standards set by Pakistan Public Regulatory Authority.
* Work out financial implications for meeting short term Capacity requirements (e.g. during Hajj/ Umrah)
* Develop contacts with aircraft manufacturers, airlines and leasing companies to remain up-to-date on prices and availabilities of used aircraft, both for possible acquisition of additional aircraft and eventual disposal of aging aircraft.
* Maintain liaison with aircraft financer and export credit agencies such as US EXIM Bank, COFACE, SACE, etc to remain up-to-date on financing terms.
* Maintain liaison with Ministry of Defense, Ministry of Finance, Civil Aviation Authority and Public Procurement Regulatory Authority for induction of aircraft.
* Preparation of ground rules for business plan which requires extensive coordination and team work with the various departments of PIA.
* Sector/route wise calculation of various variables which determines the VOC, DOC and IFC for financial/ economic analysis by using foxpro based program FP5 & spreadsheet.
* Route/ region/ aircraft wise revenue projections by using different level of seat factors/ yield.
* Aircraft prospecting starting from selection of suitable aircraft from available choices, preparation of qualification criteria, placement of advertisement, tender opening, preparation of Bid evaluation report, Announcement of successful bidder, management approval, award of contract, monitoring of agreement compliance and payment processing.
* Preparation of standard draft agreement for lease / purchase of aircraft in consultation with the technical and legal department of the airline.
* Negotiations with Lessors/ Manufacturers on different financial, technical and operational aspects of the agreement.
* Ensure compliance of Public Procurement Rules & Regulation during aircraft Purchase or lease.
* Maintain liaison with aircraft Leasing Companies and aircraft operators/lessors for the dry/wet lease of aircraft.
* Maintain liaison with regulatory bodies like CAA Pakistan and governmental agencies like Pak Customs, ASF and Intelligence bureau during the induction and operation of leased aircraft.
* Execution of administrative assignments pertaining to aircraft induction on purchase/Dry/Wet lease or acquisition.
* Annually revision and Up-gradation of SOP's for lease or purchase of aircraft and ensure compliance of SOP's.
* Assist in the economic evaluation of specific competitive aircraft over PIA routes to assess the most suitable aircraft for purchases.
* Participate in estimating the operating cost for existing aircraft for existing aircraft and also of those under evaluation for future purchase.
* Assist in aircraft prospecting for purchase or lease of aircraft and comparative financial and technical analysis of aircraft.
* Execution of administrative assignments pertaining to aircraft induction on Dry/Wet lease or acquisition.
* Execution of miscellaneous assignments pertaining to capital and fleet planning.
* Supervision of Office Maintenance & Security.
* Supervision of official traveling (Liaison with hotels, Travel agents, Passport office & NADRA)
* Supervision of Official Communication (Supervision of JBL & JBS Telephone exchange, Official mobiles and fax)
* Supervision of Official Transport, its maintenance and insurance.
* Supervision of centralized procurement pertaining to stationary, office maintenance and official kitchen requirements.
* Liaison with governmental authorities & agencies for VIP protocol of Honorary Council General Philippine Consulate.
* Presentation of quarterly report to higher management and Board of Director pertaining to Administration Department performance.
* Inter and Intra departmental communication and coordination to organize the various events like Family day, Eid Millan parties etc.
Industrial Economics August - December 2003
Karachi University
Mathematics for Economics April - July 2002
Macroeconomics July - October 2002
Welfare Economics & General Equilibrium January - April 2003
* Supervision of office security, maintenance, purchases etc.
* Maintain attendance record, payroll making and coordination with Head office for the timely dispatch of salary.
* Liaison with Govt. Department and Authorities for security clearance of the employees of Dewan Aviation like, Special Branch and Intelligence Bureau, ASF etc.
* Maintain technical record, Log Book entries of M-II Helicopter.
* Liaison with Airport Authorities for flight clearance and payments of aeronautical charges.
* Coordination with Head office for timely departure of flights.
* Liaison with CAA Pak for inspection of Helicopter.
The MAS (Economics) program is designed to provide rigorous post-graduate training in Applied Economics that would be useful in both the private and public sectors, and in all facets of economic research activities. It provides students with the necessary skills to excel in economic policy analysis by utilizing techniques such as econometrics, financial applied econometrics, cost-benefit analysis, project evaluation, and financial modelling, etc. I got scholarship from Applied Economics Research Centre during the program.
The Master of Public Administration (MPA) is a professional post-graduate degree in Public Administration which is the public sector's offering equivalent to the private sector's Master of Business Administration. Curriculum of MPA program includes courses on Management, Economics, Financial Management, public finance, Marketing, research methods / statistics, public policy and policy analysis, managerial accounting, ethics, public management, leadership, planning and program evaluation/performance measurement.
1994-1997 Government College, Multan * B.Sc., Bachelor of Science * 1st Division
