Lead Strategic Analyst
Qatar Airways Cargo
Total years of experience :15 years, 1 Months
Managing capacity for responsible zones with the objective of revenue optimization.
Determine and implement revenue management strategies by ensuring proper inventory controls and also ensuring right cargo mix at optimum contribution
Ensure flights are continuously calibrated & profiled in order to maximize uplift by communicating & instructing the team of analysts on short & medium term tactics
Assess & align demand and supply through close coordination with Sales & Network Planning teams.
A. Pricing:
Setting the QR Cargo pricing guidelines for responsible origin regions and monitor the execution of these guidelines by the cargo sales organization.
• Quoting/approving contract rates from stations for different agents based on market data (WACD/CASS), capacity and cost analysis. Set time line for the contract
• Setting up of Minimum Pricing Conditions for each origin-destination pair for different applicable product types
• Approving tariff rate proposal from the stations. Liaise with Revenue Management team for available capacity
• Bidding/RFQ (Request for Quotations) submission for traffics from major agents during each seasons involving various lanes
• Participate in the seasonal allotment process to review pricing of existing as well as new allotment/block space agreement requests, in close association with Revenue Management team
B. Sales Steering:
Steer the sales organization to sell the right flows on the various O&Ds (origins-destinations) and at the right price, in order to maximize the network margin, manage the allocation planning process and lead a team of Cargo Pricing Analysts
• Assisting stations/sales team with potential destinations/agents and target price to meet their sales and revenue targets
• Defining action plans with major target destinations/agents/price for any planned additional capacity for cargo
• Implementing promotional rates to steer up business during low seasons or from/to origin/destinations with extra capacity
C. Performance Monitoring:
Review and follow up of Pricing actions and Sales Plan on a periodic basis.
• Review the Gap to Market in terms of yield/kg for major origin-destination pairs through analysis of market data. Take necessary actions wherever necessary
• Monitor performances of promotional rates in terms of additional business through weekly/monthly promo tracker report
• Review Load Factors ex stations and assist wherever necessary for any underperformance
• Compliance monitoring in terms of usage of agent specific agreed upon contract rate. Analysis of various types of Price categories used during shipment booking and take measures to reduce any irregularity
Analytics & Market Intelligence:
• Analyzed data to review business trends, performance in terms of customer acquisition & retention for global countries of operations to identify the areas of pricing revision. Submitted analytical reports to top management for taking strategic decisions
• Regularly monitored the performance of all price implementation for new products, price revision and pricing process enhancements with periodic revenue impact reports.
• Constantly monitored & acted upon market related developments and competitor’s price offerings in coordination with sales force
• Carried out peak study to identify peak transaction periods for all country of operations and implemented time-based pricing
• Conducted & analyzed surveys to gauge pricing perceptions of branch staffs. Key actionable indentified & advised for implementation
Product Pricing & Revenue Optimization:
• Plan, analyze, develop and advise pricing of commission fee, exchange rate margin, Service Charges to Global HQ & other revenue streams, for all countries of operations. Analyze it in terms of market size & potential, competitive scenario & projected growth
• Advised and implemented aggressive, premium & dynamic pricing. Aggressively priced currency exchange rate in a major corridor. Resulted in 15% YoY growth in transactions volume & revenue saving of more than 1 million AED in the year 2012
• Restrict revenue leakage by carrying out in depth analysis of transaction level data. Restricted price discounts in one of the major corridor with segmented pricing. Saving of 3 million dirham was achieved in 2013
• Analyzed margin at both Treasury and country level to develop remittance margin matrix. Analyzed branch level margin at all countries of operations and implemented street smart pricing in coordination with country’s management
• Review pricing proposals from different stakeholders and conduct feasibility & profitability study to approve or reject proposal
Process & Policy Enhancement:
• Implemented system level changes to incorporate and offer best in industry pricing ensuring protection of revenue
• Designed and implemented incentive plan for branch staffs to restrict revenue leakage in terms of abrupt discounting
• Requirement gathering, designing functional specification in coordination with IT team and implementation of Standard Billing module for India service units which has more than 500 staffs to increase overall efficiency of the unit
•Carried out a ground level study of branches in all the 7 emirates & submitted a report for management’s decision
•Improved staff deployment at branches during Ramadan month using transaction per staff per hour analysis
•Designed, conducted & analyzed survey for one of its kind- visioning exercise for UAE Exchange globally
•Assessed Penetration level of Beyond LPG initiative in Bangalore Territory and suggested steps to improve penetration level. Recommendations were implemented in the territory and helped improve sales
•Analyzed India’s retail market and single handedly carried out a market research by survey of 318 customers, 101 staffs and 16 LPG distributors in Bangalore territory. Appreciated by the Territory manager
•Core member of an international team that implemented iPod Docking for BD Player for Samsung HQ in Korea
•Single handedly implemented 4 effects of Effect Library, recognized by Chief Engineer as dedicated & fast learner
•Certified Green Belt in Six Sigma course from SISC, created repository for intellectual property at SISC
- Implemented project- Improving Reusability in AV Division, improved S/w reusability from 16% to 46%
•Trained 20 employees of Audio Visual Division on “Microsoft Foundation Classes” at SISC, Noida
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