Ben Mutia

Consultant at SADIM Solutions Ltd Aviation Management & Consulting

• Kenya
• My current job since January 2014

Country Sales Manager at Kenya -RwandAir Express

• to

Managing and overseeing overall business performance for RwandAir in the Kenyan market-strategies,
Sales, Marketing, Finance, Airport Flight Operations, Human Resource Management and Stakeholder
relationships- to ensure that the corporate business objectives are achieved
Achievements
• Set up a functional Nairobi office with staff and facilities
• Increased market share from to% on the Nairobi-Kigali Route
• Frequencies increased from 1 to 3 daily
• Initiated Marketing Strategies and Intelligence system leading to improved competitiveness
and competitor handling
• Initiated cost-cutting measures through operational efficiency focus resulting into a cost saving
of% over the last 6 months
• Achieved% budget in the last year
• Initiated and established sound working relationships with all stakeholders-government,
Airport authorities, Travel agents, IATA, airlines, handling agents- to ensure smooth business
operations
• Built up sound working relationship with Travel Agents, Corporate and walk-in clients
• Advised to management on strategic planning initiatives e.g. Network Planning, Airline
Partnerships and SPA initiatives
• Set up RwandAir on Kenyan BSP market
4. KENYA AIRWAYS

International Sales Coordinator at Kenya Airways

• United Arab Emirates
• to

as a Graduate trainee and worked in various divisions within the commercial
department including Pricing & Tariffs, Strategic Business Planning & Route Management,
International Sales Management, Strategic Planning and Country Management (Last position-Country
Manager Benin and Congo Brazzaville)
ACHIEVEMENTS IN THE VARIOUS ROLES
i) Country Manager(Burundi, Benin and Congo Brazzaville)
• Successfully set up smooth and profitable operations in Benin
• Increased sales turnover by over% and reduced operational costs by over% in all
stations of my work, year on year
• Consistently met and overshot the revenue budget by over%, year on year
• KQ Market shares improved from% to% within two years(Burundi), and from 1% to% (Benin)
• Initiated a customer service strategy that enhanced KQ image, drastically reducing customer
complaints by over% in Burundi leading to increased loyalty and sales
• Initiated and maintained a close and excellent working relationship with the trade channels-
travel agents, Corporate and retail customers -leading to their increased support, hence more
business
• Developed a close and harmonious working relationship with all stakeholders hence ensuring
smooth operations and business loyalty
• Developed and grew various market segments(Institutions, Traders, Leisure and Corporate
business segments) whose business was going to the competition through tailor-made packages
and offers
• Oversaw the growth of flights from 5 to 7(daily) per week(Burundi), hence increasing business
by over%
• Revitalized and grew the frequent flyer program(The Flying Blue) membership in the market,
with enrolment increasing by% in the year alone, and% in/8 in Benin
• Initiated and implemented a special prorate agreement with various airlines in Benin, this
helped increase the sales turnover by%
• Recruited, trained and maintained a team of highly motivated and focused staff
• Instrumental in setting up a Board of Airline Representatives (BAR) association in Burundi
• Yield improvement-Yield improved between 2-3% in Burundi and 5% in Benin
ii) Strategic Business Planner & Route Management
• Provided key input in setting up the airline’s 5-year Strategic Plan
• Market Research projects for implementation of various new routes
• Route and Strategic Business Units rationalization
• Network rationalization initiative that evolved into a more efficient and profitable schedule
that led to enhance JKIA as a strong hub for the airline
• Business cases - conducted research on viability of setting up own In-flight Kitchen, leading to
service providers to reduce prices by at least% so as to maintain the KQ business
• Set up a system to analyze and forecast passenger flows from various potential market to guide
in route strategy
• Forecasting - Set up a system of forecasting likely developments in the external environment,
and the airline’s response to each
• Instituted RBD mix policy that led to increase in yield improvement of 2%
• Guided Revenue Management in yield and revenue maximization strategies using various
forecast methods to predict demand on various routes