Sales Power Plant
Resume:
RESUME
CONTACT DETAILS
PRANAB DAS P.O.BOX ***** Cell Phone: 009****-******* UAE
**** 907-***-**** INDIA
DUBAI UAE Email : *******@**********.***
JOB TARGET
SUITABLE POSITION
CAREER SUMMARY
A seasoned senior airline cargo specialist with in depth market knowledge of cargo agent community .An experienced leader with past proven track record of maximizing start up opportunities provided by past employers. A marketing professional who believes in own Market Research and advocates team work and delegation to reach forwarder’s expectations. Able to work effectively at all levels in organization with the ability to manage business development, pricing,promotion & competitive analysis to fit into ever changing market environment and achieve commercial profit targets. Have always believed moving closer to the customer through effective after sales is an art.
RELEVANT AIRLINE EXPERIENCE STARLIGHT AIRLINES (QP) 10 yrs. 2008 – Present CARGO BDM SALES PRODUCT
ROYAL BRUNEI AIRLINES CALCUTTA SENOIR CARGO SALES OFFICER 3 yrs. 2 months1995 – 1997
BRITISH AIRWAYS CALCUTTA ACCOUNTS TRAINEE 3yrs 1988-1990
EMIRATES NATIONAL SHIPPING & FORWARDING DUBAI CARGO MANAGER PROJECTS 11 yrs. 1997-2008
Over 11 years of logistics expertise in distribution requirement planning supply chain processes, quality assurances. Recognized for providing outstanding & continual support with developing and implementing process controls & quality improvements initiatives which reduced cost & organization revenues
MAJOR PROJECTS ACCOMPLISHMENTS:
CORE CONSULTANCY CALCUTTA SALES RESEARCH EXECUTIVE 4yrs 1991-1994
A research based organization carrying on commercial & industrial market research & feasibility studies.
EDUCATION
Masters of business administration Major: Marketing Research Jadavpur University Calcutta 1993 Batch
Bachelor of Commerce ( Hons ) Major: Advanced Accounts Calcutta University Calcutta 1987 Batch
INTEREST
Travel Photography, Advertisement, organizing cultural events.
PERSONAL INFORMATION
Nationality: Indian
Home town: CALCUTTA
Multilingual: Bengali, Hindi, and English
Marital status: Married
Driving license: UAE: 476539 Indian WB 01-187853
PROFESSIONAL AIRLINE CARGO COURSES
LOAD CONTROL : EMIRATES TRAINING COLLEGE DUBAI
DGR ACCEPTANCE: EMIRATES TRAINING COLLEGE DUBAI
Proficient in Microsoft office applications.
Notes: Please note airline cargo experience & cargo agency experience is clubbed to the top & market research experience is show down below but there was no break in between working life experience.
KEY SKILLS AIRLINE
Planning effective airline cargo lead generation strategies target oriented for revenue uplift.
Cargo staff job delegation mentoring & coaching skills
Market Research Product wise, Agency market share, Airline market share
Market Analysis of competitor activities and report generation
Market Forecasting & airline cargo pricing,cargo budgeting
Cargo capacity utilization
Cargo cost budget control
Cargo yield /tonnage management
Cargo network planning & new route development.
Cargo market development
Managed interline
Improved Process efficiency for cargo claim
Managing cargo product development in tune with future trends of the airline cargo industry.
Creating innovative cargo product promotions & advertising within set budget
Cargo product awareness & dg safety development
Affinity with modern IT landscape
ACT TYPE 777F/IL76/AIRBUS 330
MAJOR ACHIEVEMENTS
Turned QP into an IATA outfit from a chartering operator.
Evaluated & recommended new cargo product which resulted profit lift off.
Set up & and pursued profitability on annual biz targets independently fostering company growth
Developed & implemented marketing / sales plan for targeted penetration of cargo agent market.
Led & drove the coverage of sales from 40 to 127 cargo agents delivering exceptional customer service resulting in retention of old customers with new customer growth by 17 % & revenue uplift of 9 %
United & aligned sales team resulting in more team unity & employee happiness.
Evaluated & coached other sales team member to grow sales market & decrease customer dissatisfaction by 10 % uplifting product image.
Took independent decisions in regards to cargo product development which resulted to higher revenue.
Tracked & set controls for monitoring to surpass for QP network to accomplish increased yield & tonnage.
Implemented in depth market research on competitors activities & identified areas of new market growth which outpaced competitor’s sales strategy.
Led in the development of optimal network plan that ensured sustained growth strategy.
Planned & implemented annual budget targets for improved revenue optimization.
Worked closely with capacity control, operational planning & sales to develop optimal network profit.
Proficient in managing all airline cargo & commercial operations for multi aircraft mix.
Implemented professional cargo pricing system in QP network resulting in increase of market share.
Identified Local & International markets for QP in respect to Iraq & Afghanistan
Opened 9 worldwide own offices boosting sales in the network 14 %.
Bought down trucking cost in between airports by 15% with strong negotiations with GHA trucking.
Created interline department to form interline with major carriers to increase market reach.
Managed GSA appointments along with product & brand awareness trainings.
Launched ADHOC charters to Afghanistan & Sudan for UN a virgin territory for QP.
New route planning and development for Afghanistan & Jubbah south Sudan.
Supervised & managed all Iraqi offices with regular visits with resulted in 12 % cost control.
Planned selected & represented in all major aviation meets around the world to promote QP.
Managed advertisement & promotion activities for QP balancing with the offered budget.
Appointed & trained & motivated over 40senior airline professional over QP network for sales.
Actively negotiated with GHA for QP.
Negotiated & finalized interline agreements resulting in increase of network reach.
Mediated Charter rate negotiations with aircraft owners resulting in better buying increasing profit.
Managed block space agreements with major carriers/consolidator ensuring confirmed cargo space.
Managed multi aircraft operation & maximized capacity for ultimate profit goals for QP.
Tracked & drove the sales unit to build a customer awareness program targeting 200 clients across UAE a strategy to increase the critical matrix by 20 % re poisoned brand image & recovered market loss & gained 5 % new clients. Achieved & doubled total growth of 30 % sales after formation of new marketing department for QP in Iraq and Afghanistan implementing new customer oriented sales strategy.
ACCOMPLISHMENTS
Launched royal Brunei Airlines as a fresh entrant into Calcutta cargo community
Appointed leading 25 stock holding agents to build a dedicated cargo agency network for RBA
Steered RBA from a humble initial 50 MT uplift tonnage to average monthly 200 tons within a span of 2 years
Identified SQ & IC perishable market & diverted the traffic in BI’s favor resulting in 35 % profit rise.
Negotiated interline agreement with offline carriers like QUANTAS & AIR NEWZELAND HQ to tap into their offline leather cargo market and carried their loads .
Communicated with FRANKFURT TRUCKING & organized connectivity to offline German destinations for a better reach
Entered with interline agreement with KU/EK and QF to gain access into new middle east and south Asian markets
Utilized IC’s unutilized belly space for movement of perishable crabs and chilled fish to compete successfully with SQ
Investigated cargo mix up on smaller belly loading aircraft for RBA & designed cargo nets in belly holds with lock modification
Brokered deal with airline and ground handling staffs for shift over time which caused huge losses to RBA on flight delay
Handled a difficult situation while aircraft went on AOG and organized HOTEL for 120 pax in absence of airport manager
Produced special events to gain press exposure, increased name recognition in trade.
Cargo sales: Business development
Appointed IATA & NON IATA agents
Regular sales coverage visits
Participated in sales strategy development
Predicted customer demand
Collected competitors market pricing feedback & promotional activities
Prepared periodical stock holders report
Prepared market feedback report for BI pricing to assist HQ seasonal pricing
Established target based incentive scheme which resulted in 20 % revenue increase
Assisted cargo manager in annual station budgeting
oDeveloped new business strategies to drive sales, maintain sales quotas to increase profit margins.
oDeveloped new business strategies to drive sales, maintain sales quotas to increase profit margins.
Regular sales visits covering 57 agents in Calcutta and 12 out station agents
o
oDeveloped new business strategies to drive sales, maintain sales quotas to increase profit margins.
oPredicted customer demand by researching and analyzing industry market trends.
oPrepared pre pared periodical AWB stock holders report
oPrepared market feedback report to assist head quarter pricing policies
oEstablished sales incentive programs and commission policies based on targets
o(Sales rose by 20 % per quarter for consecutive two years)
oIdentified regular perishable movement on SQ and diverted major movement to BI
oAssisted Regional Cargo manager to prepare future station budget
oOrganized destination clearance for major PERISHABLE shippers
oOrganized airline sponsorship for local cricket competitions.
oOrganized printing and distribution of taxi display stickers & pocket calendars
OPERATIONS SKILLS : Airport Cargo
Preflight planning & supervising cargo pallet build up.
Preparing Cargo Manifest for export
Flight handling in coordination with ASD ( B 767,B757,A310-300)
ULD ( AKE, DQF,AMF, PMC) stock monitoring
Engineering Inventory Ledger Maintenance
Implemented volume checking on garments shipments
Supervised import delivery order issue
ACCOMPLISHMENTS
Averted DG accident by spotting non- declared leaking chemical shipment on the ramp side.
For 757 belly loading identified cargo & baggage mix up resulting in delay in unloading in transit SIN & pointed out to HQ for putting additional segregation cargo nets to stop the incident further.
First introduced in those days delivery status report to major shippers by telephone
Organized local pallet rain cover supplier saving cost.
BRITISH AIRWAYS CALCUTTA ACCOUNTS TRAINEE 3yrs 1988-1990
Prior to admission to MBA, worked with British Airways as a Summer Trainee
& undertook research based dissertation of MARKETSHARE STANDING of BA
Eastern India & hence made appropriate recommendations to become online.
Accomplishment : Suggested BA to use IC belly space to connect cargo for BOM / DELHI and tap CCU cargo market..
ACCOMPLISHMENTS
Identified new project opportunities & converted them into potential clients.
Recruited & trained staffs in all functional areas of project forwarding.
Implemented e governance WTO programs for the company
Created 12 major forwarding partners spanning over Europe, Asia & USA
Handled one unit turbo generator 250 ton GR WT independently in absence of
DPA port authority equipment with own arrangements.
Handled 2 units of super transformer each weighing 40 tons at Dubai International Airport with special permission from DNATA and AIRPORT AUTHORITY with own CRANES and specialized staffs from chartered flights.
Personally loaded 21 tons of horse racing equipment on behalf HH RULERS COURT with special permission from CIVIL AVIATION department on EK flight.
Transported one unit cable reels GW 14000 KGS during EID holidays for
DUBAI WATER AND ELECTRICITY on an emergency basis in absence of DNATA GHA Equipment’s.
KEY SKILLS LOGISTICS:
Global logistics
Inventory tracking
Strategic planner
Logistic network analyst
Sea air ground & air transportation planning
Shipment consolidation planning
Contract management
KBR military distribution air charter planner
Energy logistic planning Supply chain & resource management
Expense control
Superior freight negotiation
Freight training development
International Agent network development
MAJOR PROJECTS CLIENT FREIGHT TONS
JEBEL ALI DEWA POWER PLANT MISTUBISHI HVY IND 50, 00,300
SOUTH PARS REFINERY PH 1 HYUNDAI ENGG 1, 20, 00.000
FUJAIRAH DESALINATION PLANT DOOSAN HVT IND 47, 00.000
UMAL NAR POWER PLANT TAISEI JAPAN 3, 50,000
BURJ DUBAI / EMIRATES MALL SIEMENS PAKISTAN 54.00.000
PALM JUMERIAH LARSON & TUBRO 1, 00,000
PALM JUMERIAH TAISEI CORP 25.00,000
AL TAWELA POWER PLANT ADEWA (FISIA ITALIA) 50, 00,000
Received letter of appreciation from German firm HARREN & PARTNER the
Second largest ship owner in Germany.
As a research executive was responsible for business development & designing
Market research planning for ongoing projects reporting directly to Marketing Services.
Major clients held: British oxygen limited
Dragger
Indian Oxygen limited
British Airways
UB GROUP
BALMER LAWRIE
TATA
Accomplishment: Increased customer base by 27 % resulting in higher profit margins for the company.
Contact this candidate