Experience

Inter Aviation Services (IAS)

• SALES MANAGER



International Air Services

• Dafza

• Sales Manager

  • Jan 2007 - Present

  International Air Services is a GSA airline company in which I work in the capacity of a Sales Manager – UAE region. We handle 2 major carriers which fly into 2 regions from U.A.E DHL – Our product for Europe, where I work towards optimum tonnage and revenues in form of local and international sales, we have 5 freighters into Germany for which capacity management is shared with Hong-Kong. Target oriented Sales along with pricing to earn maximum revenue and Yield is what is the main prospective. While selling the current airline, also work on yield Management in form of a general tariff based on market prices and also keep a base price per sector based on competition to achieve a good mix on the freighter in terms of yield and revenue. Also working with Bahrain hub on route development again involving pricing for routes with the correct cargo mix to generate maximum yield. United Cargo –Handling entire sales in UAE as well as generating of business from nearby regions like Srilanka, Dhaka, Pakistan. Being a passenger flight optimization of space again with high yield based on pricing is the key again with ensuring best revenue and yield on board. I also coordinate with other regions on space into the UAE by setting up Interlines with carriers into the Middle East. I represent the UAE region in the meetings and have an updated analysis presentation based on our region performance. Also work with close proximity with Multi-National forwarders to formalize a strategic partner management module based on a special pricing with regards to tonnage commitment which allows the airline year long business. Achievements: • Generating new trade lanes within Europe and United States based on trade lane pricing. • Successful completion of targets in forms of Tonnage, Revenue and Yield year on year with the latest being a 20% increase • Received the Sales Manager of the year 2103 from DHL for the EMEA Region. Show less



Expo Aviation

• Dubai

• Business Development Manager

  • Apr 2003 - Dec 2006

  My job responsibilities involved development of business into Iraq and Afghanistan as we had our own Russian Aircrafts like IL-18 and AN-12 , we were moving flights into Baghdad and the adjoining Iraqi destinations and also doing perishable flights for the U.S military carrying food supplies into Kandahar and Kabul. Entire coordination in terms of Obtaining Landing permissions, ensuring the correct pricing in line with competition based on aircraft dynamics and payload. I also developed the South India route for Expo formulating a price based on the entire route of the aircraft as we had multi legs with Colombo , Karachi also part of the entire leg. Achievements • Successfully started the South India operation from Dubai • Opened up new areas of cargo flow in form of developing regular flights into Iraq and Afghanistan with a pricing module workable for the route. • Coordination with agents in Baghdad and Kabul for ground distribution into various Military bases. • Coordination with major European Carriers to bring in their freight into UAE from parts of Pakistan and Srilanka Show less



KLM Cargo

• Mumbai

• Business Development Manager / Sales Manager

  • Apr 1997 - Mar 2003

  Started as Business Development Manager in the Bombay office, main objective was to get started with a new market and focus on developing local and multinational forwards as KLM had increased its brand image with a larger capacity and thereby needed large market coverage. Developing Agents and multinational forwarders with different pricing layers based on various trade lanes was a challenging prospect with a completely new market. As experience grew, was promoted to Sales Manager – Western India and along with Bombay got regions like Ahmadabad, Surat, Pune where I had to generate flows of cargo into our network and thereby creating new lanes and regions with Maharashtra again involving pricing which was the key to ensure that the costs factor was viable , and in the process was also involved in the operational aspect by coordinating with local Airlines like Jet Airways and also trucking companies for bringing the cargo into Mumbai to connect onto the network. After the development of local and neighboring markets, was given the task of developing the Eastern region and for which I did an entire market survey along with an Eastern region pricing in line with online carriers along with flows from the region which included interlining with Blue Dart into Bombay and Delhi, Pricing for online flights in the summer period from Calcutta into Amsterdam saw a huge turn around in terms of Yield and Tonnage out of the Eastern markets. Trainings in Sales in form of workshops and Seminars were held in Europe, also did various courses like Dangerous Goods as well as Flight Handling in Amsterdam. Achievements • Creating a niche Pricing for development of agents based on tonnage and revenue commitment. • Achieving of targets year in and year out based on budgets. • Developing other regions in and around Western and Eastern India for KLM. • Optimization of flights during my flight operation stint. Show less



Jet Air - GSA for Kuwait Airways

• Calcutta

• Sales Executive

  • Mar 1994 - Mar 1997

  My first job in the Cargo field, so had a basic training in Sales and reservations before going out into the market, selling a biweekly freighter service meant consolidating a strong market base which included mainly forwarders and also had special pricing towards deals with agents . Had Operational duties also at the airport for supervisions of buildup of cargo as well as loading operations on the B-707 freighters Achievements: • Put maximum business on board from Calcutta region based on a good price. • Creating a brand image for Kuwait airways in the region • Assured a good mix of commodities on board which brought about a good mix of tonnage and revenue Show less