Senior Marketing Research Analyst
Pakistan International Airlines
مجموع سنوات الخبرة :16 years, 2 أشهر
Preparation of Business plan for PIA on monthly, quarterly, semi annually and annual basis
Assist Marketing Planning division in forecasting Sales Targets to stations in coordination with engineering for Availability of fleet, with Finance for costing and with Scheduling for flights schedules and fleet utilization.
Product Performance Analysis ( Flight Performance Analysis) in terms of ASK’s, RPK’s, Seat Factor, Yield, Profit/Loss using PIA internal research tools such as Citrix, DSS.
New Route Analysis by making Feasibility Reports using MIDT, Profitability Analysis.
Competitor’s Analysis with focus on routes, traffic, market share, fare using MIDT.
Monitoring Sales Agents performance to build better distribution channel.
Evaluation of Sales Performance Reports.
Monitor, review and report on all marketing activity and results
Conducting and Coordinating Market Studies for existing Route Planning & Analysis.
Developing Management Reports/Presentations for Ministry of Defense.
Received Appreciation letter for showing growth in the assigned territory by 40% against growth target of 25% in a year.
Received Appreciation letter for recovering PKR 1 million from business partners in lieu of Short Collections for the period 1998-2010.
Visited Market (travel agencies) on daily basis to bring more business to airline and to update travel agencies about latest airline updates especially regarding any recent circulars and rules & policies developed by Airline.
Generated and documented Call Reports based on visits to travel agencies highlighting suggestions by them to further improve business with the Airline.
Gathered intelligence from market and provided it to competitor analysis division and Revenue Management division of airline regarding competitor’s activities such as new route developments and fare changes.
Worked as a bridge between travel agencies and Station’s Finance/Reservation department to resolve issues related to finance and reservation.
Analyzed sales of each travel agency for PIA(my airline) on daily basis using BSP report.
Analyzed sales of Competitors in each travel agency using MIDT analysis.
Analyzed PIA (my airline) market share against Competitor’s share in total Sales of each travel agency using BSP report on monthly basis.
Introduced the concept of Yellow Zone Travel agencies in addition to existing concept of Green and Red Zone Travel agencies developed by PIA’s station management.
Coordinated with Abacus in formulating promotional campaigns for travel agencies.
Coordinated with Sales Support team regarding recovery of any fines from travel agency such as Deportation charges.
Received Certificate of Achievement from Nestle for meeting annual sales targets.
Monitored business performance of more than 500 outlets with an average turnover of Rs. 50 million.
Grew sales in the assigned territory by 30%, meeting both Organic and RIG wise targets.
Maintained a strategic relationship between Distributor and Nestle.
Prepared annual sales forecast for the assigned distribution.
Monthly sales and logistic planning and its implementation.
Built strong and mutually beneficial relationships with customers.
Conducted daily visits in the market to ensure high levels of Customer Satisfaction.
Ensured proper coverage and frequency of sales staff to trade.
Identified and developed more than 50 new outlets resulting in increase in sales number.
Collected and analyzed data on competitor activity for devising pre-emptive strategies.
Closely monitored Competitor’s branding activities and provided relevant in time intelligence to Brand department.
Planned and implemented launch of new products.
Managed company assets e.g. chillers
Trained fifteen sales representatives. Offered them the coaching, counseling, advice, support, motivation and information they needed in order to help them meet their sales objectives.
Reviewed the performance of sales representatives on regular basis and motivated and stimulated them to even greater achievements by holding regular meetings with them.
Constructively handled all customer complaints.
Trained Warehouse Supervisor particularly with regards to load management in the sales vehicles (vans).
Successfully carried out promotional campaigns in the markets
Wholesale negotiations as and when required.
Assisted Supply chain department in effective planning for the distribution of supplies considering demand-supply analysis.
Assisted Waste management division in timely destruction and recycling of waste products
3.96/4.00 CGPA Distinction in MBA.