Business Development, Strategy, Planning, Sales and Commercial
Resume:
Ron Alexander Esparon (********@*******.***)
Objective
Commercial professional in a service organisation committed to excellence towards its
employees and customers.
Leader on various high level organizational, commercial, development, strategy and project
committees. Experienced in expanding the portfolio and growth of organisations via the
launching of business units, developing and enriching current operations, and achieving
targets.
Skilled in various aspects of sales, development, communication, finance, project
management, pricing, analytics and aviation. Possessing an interest in service and
relationship management, coupled with a strong record in brand development. Deeply
interested in the strategic approach to business growth and long term success.
Experience
Sales Manager Africa Offline
Qatar Airways / Qatar July 2014 – Present
o Meet and surpass budget to support network revenue
o Make recommendations for aircraft and airline partnerships
o Manage total offline sales for Africa
o Improve aircraft frequency and connections
o Develop strong relationships with corporates, local and government authorities
o Provide strategic direction to ensure station revenue generation
o Develop various sales channels, identifying new opportunities and enhancing market
share growth
Commercial Manager
Qatar Airways / Djibouti April 2014 – Present
o Project leader to launch and manage the launch of the Djibouti station, in one of the
most difficult environments in Africa
o Maintain and develop high level relationships with civil aviation, agents, other airlines,
corporates, banks, government and airport authorities
o Develop various sales channels, identifying new opportunities and enhancing market
share growth to increase sales performance
o Develop marketing strategies to identify short and long term success opportunities
o Oversee staff development, coaching, administration and station performance
Commercial Manager
Qatar Airways / Myanmar August 2012 – Present
o Project leader to launch and manage the Myanmar station
o Commercial and strategic leader managingstation budget and service targets
o Maintain and develop high level relationships with civil aviation, agents, other airlines,
corporates, banks, government and airport authorities
o Develop various sales channels, identifying new opportunities and enhancing market
share growth to increase sales performance
o Develop marketing strategies to identify short and long term success opportunities
o Oversee staff development, coaching, administration and station performance
Manager Commercial Development and Strategy
Senior Officer Commercial Development and Strategy
Qatar Airways/Qatar December 2008 – August 2012
o Managed projects that had key impact on Commercial performance, revenue, costs,
strategy and processes of Qatar Airways as a whole
o Managed the launch process of 36 new stations across various divergent markets,
involving all departments within the company
o Member of Senior Management Team that met daily to discuss strategy and
operational issues that impacted the company as a whole
o Produced Commercial wide business plan that was shared with entire network
o Involved in various projects with Corporate Planning, Revenue Management and
Global Sales to enhance markets and routes
o Produced compound Offline Sales Business Plan
General Manager Sales and Marketing
Air Seychelles (4Star Airline) / Seychelles August 2007 - December 2008
Responsible for maximizing revenue
o
Motivated and lead improvements in cost cutting, yield management and pricing
o
Improved operational, market statistics and intelligence reports
o
Developed KPI’s to quantify areas of improvement
o
Advised and derived development strategies that were presented in monthly HOD
o
meetings
o Ensured compliance with international standards (eg; ISO, IOSA)
o Oversaw and lead the general sales and marketing of 12 GSA offices
Business Analyst and Development Manager
Creole Travel Services / Seychelles December 2005 - April 2007
Achieved maximum and sustainable return on assets
o
Maximized customer satisfaction, operational excellence and employee satisfaction
o
Enhanced and maintained strategic alliances with key accounts
o
Implemented new procedures for improved service delivery
o
Ensured the development and focus on relationship with online travel agents
o
Lead aspects of MICE for the company
o
Presented proposals and reports to CEO and Board of Directors
o
Lead development meetings with heads of departments involving strategy and planning
o
Head of Pricing
Air Seychelles (4Star Airline) / Seychelles January 2003 - April 2005
o Restructured the national airline’s Pricing Department to be competitive
o Improved system database and department’s industry knowledge
o Established seasonal fares, promotions, routing combinability, field research and
competition monitoring for over 50 markets
o Reorganized domestic and international display of fares to enhance reporting
o Lead developer to establish first on-line booking tool for airline
Established 5 year Pricing Plan to focus and channel distribution
o
Responsible for negotiating and contracting Special Prorate Agreements
o
Leader in devising yearly budget to meet company goals
o
Globally responsible for 64 General Sales Agents
o
FedEx Country Manager
Courier Services Manager
Air Seychelles / Seychelles June 2000 – January 2002
o Project Manager in establishing full FedEx representation in Seychelles
o Managed 11 other courier agencies (Sky Net, Saga Express, Trans Africa, UPS
amongst others) within the country
o Strategized opening of two offices that promoted distribution, awareness and sales
o Independently devised budget and 5 year strategy
o Assisted to oversee more than 40 staff
Education
Associate Consultant of the Academy of Business Strategy (AABS)
The Academy of Business Strategy / Mayfair; England December 2005
Masters of Science in Service Management
University of Buckingham / Buckingham; England 2002
Bachelor of Commerce (Management and Marketing)
Murdoch University / Perth; Australia 1997 - 1999
A-Level Certificate
Seychelles Polytechnic / Seychelles 1993 - 1994
High School Diploma
Ernest Righetti High School / California; USA 1989-1992
Additional Information
o Commonwealth and Air Seychelles Scholarship (University of Buckingham)
o Seychelles Government Scholarship (Murdoch University)
o Service Excellence Award (Air Seychelles)
Certificates Attained
Cargo Operations IATA (March 2002)
o
Gabriel Reservations Training (June 2003)
o
Advanced International Fares (ATPCO Head Office, Washington DC (February
o
2004)
Fare and Ticketing Level 1 and 2 IATA (May –June 2003)
o
Associate Consultant of the Academy of Business Strategy (December 2005)
o
Dangerous Goods Awareness(November 2007)
o
Aviation Emergency Training (March 2008)
o
Aviation Security Training (April 2008)
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Writing a Business Case (2009)
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Project Management Program (2009)
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Negotiation Skills (2009)
o
Project Management Professional (PMP): Completed training portion of the
o
course
IATA Aviation Foundation (2013)
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IATA Advances Sales Strategy (2013)
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Oneworld Orientation (2013)
o
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