Manager Sales
Resume:
Rohit Kurup
Dubai, UAE
*****.******@*****.***
A commercially astuute, adaptable and driven Revenue Management Professional (Inventory, Pricing and Distribution) who has proven business, operational & strategic planning, and improvement execution skills. Over 15 years of experience in diverse roles in the Aviation industry, in the UAE and Asia. A consummate professional who is more than able to deliver objectives on-time, within budgetary constraints and to the highest specification.
Bringing fresh ideas, new perspectives, a diversity of experiences, with an ability to foster a culture of continuous innovative improvement. Key strengths are extensive knowledge of Revenue Optimisation tools, high achiever in managing all aspects of Inventory management, Pricing, GDS fare filing and distribution, analyzing flight forecasts, and fare-quote systems. Exceptional interpersonal and communication skills, experienced in implementing fare quote systems, managing route revenue, enhanced testing solutions & leading personnel toward targeted goal.
Skills
·PROS O&D Revenue Management System
·CBI Microstrategy
·Price Benchmark Analysis
·Fare quote and trouble shooting in all major GDS
·SITA - Airfare
·Promis (Flight forecast Analysis)
·Groups Pricing systems
·Strategic & Analytical Thinking
·Results-Driven & Oriented
·Infare System
Professional Experience
Emirates Airline, Dubai
Sep 2007 – To Date
Revenue Optimisation Analyst
Revenue Optimisation Officer
Pricing Distribution Co-ordinator
Dec 2012 – To Date
Feb 2011 – Nov 2012
Sep 2007 – Jan 2011
A result of an internal promotion, as Revenue Optimisation Analyst, reporting to Senior Manager – Inventory Management, responsible for Inventory allocation, formulation of Fare Strategies, complex data analytics, market research, modelling, development and execution of market strategies and plans. Ability to manage and build relationships with internal and external stakeholders.
Excellent communication skills developed over years of stakeholder engagement and management, ability to work with cross-functional, multi-cultural teams and managing matrix organisation.
Specialities: Revenue Management, Inventory management, Pricing Strategies, Business Intelligence, Airline Distribution Systems and Reservation and Fare quote systems.
Emirates Airline, Dubai
Nov 2019 – To Date
Revenue Optimisation Analyst – Inventory
Reporting to Senior Manager - Inventory, responsible for planning, coordinating and managing flight level and Point of sale (POS) Origin-Destination (OD) level strategies to promote and optimize overall route and POS revenue and yield. Identifying opportunities to improve revenue by analysing complex data sets and translating them into tangible Inventory control strategies, recommendations, actions and executive level summaries.
Brief Job Responsibilities:
Flight management to ensure revenue per available seat kilometre and yield is maximised and Emirates competitive position is maintained on a regional and network basis.
Ensure and maintain accurate forecasts through the formulation of market analysis and strategies facilitating pro-active decision making in offering/withdrawing prices and inventory thus optimising network revenue. Liaison with Demand teams to ensure accurate forecasts in order to achieve optimum bid-price for contributing O&D’s
Achieve seat factor and revenue factor targets through control of overbooking and class-mix. Set and maintain PROS system parameters for flight management. Monitor flights where there is potential for revenue enhancement or reduction in Direct Operating Costs. Monitor holiday traffic and group bookings on all future departures to ensure that optimum seats are protected for high yield passengers. Ensure route level yield targets are met.
Co-ordinate with Internal sales areas to support the achievement of targets including the handling of YM space and through point of sale control. Analyse passenger demand at flight level based on historical data, capacity, competitor environment and other factors. Manage flight booking and overbooking profiles whilst maintaining an optimal class and traffic mix for the allocated flights.
Develop and propose revenue integrity and inventory protection strategies for the assigned routes. Conduct regular review of such controls with Market Operations and Standards and Procedures teams to ensure the controls are relevant for the specific sales channels within the assigned markets.
Evaluate group requests based on group displacement costs and space for ad-hoc group requests.
Emirates Airline, Dubai
Dec 2012 – Oct 2019
Revenue Optimisation Analyst - Pricing
Reported to Senior Manager - Pricing, responsible for Market Fare Structure Reviews, Corporate Framework setups and performance monitoring, E-Business and Group Pricing evaluations, Tour Operator performance and trend analysis, Point of sale revenue performance measures and further improvisation initiatives.
Brief Job Responsibilities:
Past expertise handling Pricing and all related sub-functions for Far East (Singapore/Malaysia/Thailand/Vietnam) and Indian Subcontinent regions.
Develop and monitor Pricing structures which support the startup of new routes. Review pricing Strategies by Point of Sale and ensure that these support network revenue, yield and route profitability targets. Perform comprehensive analysis & benchmarking of all online fare proposals including Tactical & Flash sale projects received from respective Area Managers, Emirates local sales offices and general Sales agents.
Prioritize sales areas based on corporate objectives and the incremental revenue cost of sale benefits the Business. Ensure that pricing output is both timely and accurate of the necessary high quality and is sensitive to and supportive of market conditions. Initiate pricing activity to support the corporate guidelines and objectives by working out an accurate corporate discounting model.
Monitor the performance of stations regularly through forward outlook reports generated from Micro Strategy (Business Intelligence) tool and initiate appropriate counter measures. Analyze, evaluate and determine the success/failure of Emirates fare initiatives and support it with corrective action or feedback to stations. In-depth analysis of productivity based incentive schemes and recommend appropriate action or options to Sales Management, prior to their implementation.
Evaluate trends in market conditions using information available from various sources, including market intelligence reports relative to competitor activities, political/economic trends/ industry development and drive route profitability encompassing optimum cabin/class/point of sale mix. Implement the agreed Revenue Optimisation strategy that includes the integration of Origin and destination management, Pricing and multi-channel strategies, revenue targets, yield targets, flight management targets for the assigned regions.
Develop stations for E-Business initiatives including CUGO (Closed User group deals) where appropriate. Analyze Group requests and evaluate them from respective Point of Sale perspective and offer a competitive package. Proactively developing other competitive and marketable pricing products which support revenue/yield objectives and convey the merits and unique selling points of such products to the local sales offices. Maintain reports and statistical data that support Pricing decisions taken. Negotiate and recommend appropriate action vis-a-vis pricing authorizations.
Plan and evaluate tour operator proposals from the route network for medium and short term allotments aimed at enhancing revenue growth by providing visible presence in the Tour operator market whilst minimizing the risk to inventory allocation.
Manage the regular and ad-hoc data reporting and analysis for all Revenue optimisation stakeholders. Support the leadership and operational teams by identifying periods of weakness at Point of Sale or route level to highlight deviations from targets and commercial opportunities. Influence both internal stakeholders and Commercial Senior Management team by providing ad-hoc historical and predictive reports for the defining Strategic priorities.
Emirates Airline, Dubai
Feb 2011 – Nov 2012
Revenue Optimisation Officer
Reported to Senior Manager - Pricing and Distribution, responsible for leading, managing and delivery of key projects and key stakeholder point of contact for all ancillary enhancements and training of new joiners in complex ATPCO parameters.
Brief Job Responsibilities:
Initiating testing, training and functioning of new Pricing systems and ensuring the smooth implementation of new products/system enhancements within all Sales stations. In House testing of various Electronic distribution techniques. Co-ordinate with internal technology teams to design, test and implement system projects and enhancements.
Responsible for tasks related to filing of Fares, Rule conditions, Routings, RBD, Footnotes etc. through ATPCO (Airline Tariff Publishing Company) and performing regular quality checks of the data for update/maintenance of Baggage through S7 FBA through ATPCO Baggage systems. Provide effective solutions to resolve queries related to fare quotes, rule conditions, reservations, Baggage etc. raised by internal stakeholders.
Conducting next day checks in relevant CRS’s viz. Amadeus, Sabre, Worldspan and Galileo to ensure effective transmission and reception of fare data. Liaise with all GDS for their system logics facilitating appropriate filing methods which would enable desired output in the respective systems. Initiating trouble reports & following up to resolve issues related to fare quote and Gds discrepancy if any.
Emirates Airline, Dubai
Sep 2007 – Jan 2011
Pricing Distribution Coordinator
Reported to Senior Manager - Pricing and Distribution, responsible for Software testing, Fare filing and distribution and quality assurance of fare related products in line with the goals and objectives.
Key Achievements:
An integral part of the QA team implemented Rapid Reprice on Emirates website.
Implemented and developed streamlined procedures, including a weekly review of expired data/deletion.
Improved revenues through the introduction of flash sale concept, following the identification of a fare filing method.
Previous Abridged Experience
Tata Consultancy Services, Mumbai
Jul 2004 – Sep 2007
Senior Process Associate (Singapore Airlines Revenue Optimisation)
ICICI Prudential Life Insurance Company Ltd, Mumbai
Sep 2003 – Jun 2004
Assistant Underwriting Executive (HNI Client Operations)
Qualifications, Professional Development & Technical Skills
Bachelor of Commerce (B.Com), Mumbai University, Mumbai, India 2003
Diploma in Computer Hardware and Networking, Government Polytechnic, Mumbai India 2003
Advanced Fares and Rules Programme (Certified by ATPCO) - Dubai 2010
Technical Skills: CBI Micro-strategy (Business Intelligence) Tool for Reporting, YQ and Ancillary coding in ATPCO, Fare quote and trouble shooting in all major GDS, BIDT Analysis, SITA – Airfare, Pricing and Fare distribution through ATPCO
IT Skills: Operating Systems: Windows 10, Windows 8, Windows 7, Software: MS Office Applications, SITA Airfare, Infare
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