Manager - Passenger & Cargo Services, India, Nepal & Bhutan
INTERNATIONAL AIR TRANSPORT ASSOCIATION
Total years of experience :25 years, 7 Months
AREA OF EXPERTISE
•Strategic Planning
•Market & Trend Analysis
•Business Development
•Revenue Optimization
•Business Planning
•Process Re-engineering
•Commercial Management
•Territory Development
•International Representation
•Client Relationship Mgmt.
•Team Leadership
Startegic leadership role for driving B2B & B2C revenues - Air & non-air products.
* Lead, motivate and optimise key deliverables from sales team, pan-India
Key Responsibilites:
•Responsible for leading the Sales and Distribution team for Air and Non Air products.
within the territory of India & Bangladesh.
•Strategic planning for complete B2B sales and distribution function in India.
•Responsible for India P&L account and key stakeholder for EDITDA results.
•To meet topline and bottomline budgets.
•Liase with key stakeholders across the company and Cox & Kings Ltd. For smooth delivery of services.
•Client Management and engagement programmes across India.
•Corporate and Key Account Management for commercial accounts.
•Drive topline and bottomline revenue budgets for Corporate business (B2C)
•Extensively travel the length and breadth of the country and work closely with Sales Managers, Key Account Managers - lead, motivate and optimize pefformance
Actively involved in planning & implementation of strategies related to start up operations.*
* Acknowledged for enhancing capacity by 76% (A 320 to B 787) within 3.5 years of commencement of operations.*
Key Responsibilities:
•Render strategic leadership to teams in accomplishing commercial goals & revenue budgets for the station in compliance to organizational policies and procedures.
•Assist the senior management in preparing annual business plans and managing the forecast process. Assess market trends or competition and enhancing the product/service range by diversifying or introducing new products/services.
•Update and implement changes based on price increases and other market dynamics. Evaluating contracts and final customer quotes.
•Evaluate market trends and set up monthly sales plans and marketing activities. Follow up with the sales team in effectively accomplishing organizational business targets.
•Guide team members in managing trade & commercial accounts and corporate accounts aimed at enhancing business and revenue generation.
•Manage day to day administrative aspects of the station encompassing planning & forecasting, budgeting, optimizing and aligning resources to operational and business requirements.
•Develop rapport with existing clients and prospects for closing identified business deals. Prepare and maintain effective back up plans for resolving customer queries on competition and other competitor activities.
•Interact with clients for collating and evaluating requirements for providing customized business solutions. Generate awareness on special offers by organizing promotional campaigns aimed at the target customer base.
•Liaise with Trade Organisations, Industry forums, Consulates, Embassies, Airport Authorities to enhance occupancy rates for the airline.
•Evaluate team performance and organizing training sessions for team members based on identified training needs and skill gaps of team members.
•Update business status to the senior management & other stakeholders using detailed reports & presentations to enable effective decision making
Successfully enhanced capacity by 23% as well as contribution to international sales by 11% during tenure with the organization *
Key Responsibilities:
•Led a team of Asst. Managers / Sales Managers in managing sales & reservation functions for West Bengal, Assam, Orissa, Tripura, Manipur, Meghalaya, Jharkhand & Bihar (neighboring states/hinterland).
•Maintained seamless operations by setting up strategic link between Ground Services and Commercial. Reengineered business strategies based on collated market intelligence on competition and other market trends.
•Focused on enhancing market share through acquisition of new commercial accounts and maintaining/enhancing existing relationships with key decision makers across major corporate houses.
•Collaborated with various support teams in implementing regional marketing activities as well as organizing promotions and events to enhance organizational brand awareness across the target customer base.
•Managed trade & corporate accounts and generated international sales. Defined & implemented pricing strategies for Domestic India & Online/Offline International based on changing market dynamics and other related factors.
•Developed and maintained market opportunity forecasts, competitor assessments, and strategic sales and marketing plans to focus on account development, maintenance, growth, and penetration strategies.
•Highlighted critical issues & other operational bottlenecks with potential business and revenue impact to the senior management and other stakeholders for implementing effective remedial measures
Awarded Runners-up for the Best Sales Manager (organization wide)) in 2006 (Chairman’s Excellence Awards)*
*Represented the organization in in WTM 2006, London & Arabian Travel Market 2008, Dubai & other industry summits and conferences as Brand Ambassador for the Airline *
*Actively involved in managing Start up operations in Kolkata and Bangladesh*
Key Responsibilities:
•Focused on enhancing sales & revenue targets for the airline in Bangladesh through effective follow up of Passenger Sales Agents, General Sales Agent and others engaged in sales activities.
•Developed & implemented customized marketing activities / sales campaigns for the country based on collated market intelligence on competition and other market trends.
•Built & maintained productive business relationship with government ministries, tourism departments and other government or semi-government agencies, Interline partners for effectively closing identified business deals.
•Optimized resource utilization and streamlined processes for enhancing operational efficiency and departmental profitability.
•Followed up with airport authorities to ensure delivery of services based on organizational and international civil aviation standards.
•Prepared & presented various status reports for the senior management and other stakeholders to enable effective decision making.
•Act as the complete Brand ambassador of the Airline in Bangladesh.
courses: Management Development Programme
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