Manager Sales
Resume:
ANWAAR RASUL KHAN
OBJECTIVE
All set to accept the challenge for the development of exceptional system of value addition by leading a team of marketing, human resource development, emergency response planning and corporate social sector.
EXPERIENCE
1st Dec. 08 till 16 nov 2008 ( Director Special Projects )
To advise on important corporate project as per his requirement and reporting directly to him.
SVP Sales
JOB DESCRIPTION & RESPONSIBILITIES:
To be aware of all safety and service quality requirements and to be responsible for the outcomes and
findings of all internal and external safety/quality audits.
To ensure that corrective and preventive actions are taken at the root-cause levels on all audit nonconformities
and audit findings in an acceptable manner and within reasonable time frames.
To ensure strict compliance (by own self and by the subordinate staff) with all HSEQ standards and
other legal or regulatory bodies requirements; applicable to operational areas under their jurisdiction at
all times during conduct of normal operations.
To ensure effective functioning of HSEQ Steering and Working Committees. Assume responsibility for
recording and reporting of all occupational hazards, accidents, incidents, near miss cases to the
concerned agencies as per the Management approved systems procedures.
Direct the compilation of the annual revenue budget and marketing plan, for both passenger and cargo,
ensuring that specific plans for advertising, promotion, sales service and fares take into account the
constraints faced by his own and other departments.
Ensure that his department provides all the input necessary to the corporate planning department so
that it can take marketing considerations into account.
To be responsible for audit outcomes of all internal and external audit processes.
To be responsible to ensure that all non-conformities identified during the audit process are
satisfactorily closed in an acceptable time frame.
Work closely with his regional general managers to ensure that conflicts of interest between them are
resolved in the interest of the corporation as a whole.
Ensure that the department operates within approved budgets, and encourage all measures to
increase the cost effectiveness of his department.
Ensure that the corporation’s sales staff around the world complies with laws pertaining to them and
that the conduct of PIA employees in each country is a credit to the company.
Ensure that training needs are adequately met in the department.
See that procedures developed for use in the department are efficient, ensure that standards are
adhered to and no unnecessary duplication takes place.
To keep effective liaison with other departments of PIA in order to meet corporate objectives, shape
corporate policies and devise strategies to meet corporate objectives.
Define the major objectives of his department to enable it to meet corporate requirement for passenger
services, ramp handling, flight services, and in-flight catering for customer services coordination.
Propose plans and budgets to cover the human resources, organization and facilities required to
achieve departmental objectives. Ensure their implementation of the approved plans and budgets.
Set major objectives and allocate appropriate responsibilities and resources to his General Managers.
Also ensure that they organize the work in their sections along optimum efficient lines.
Meet representatives of other airlines operating in Pakistan in order to improve services to existing
clients endeavor to gain fresh business in the area.
Be functionally responsible for PIA Sales throughout Pakistan and abroad. Control the work of
department by ensuring the establishment and operation of suitable management information system.
Ensure proper budgetary control is maintained and that management information required outside the
department is accurately and timely prepared.
Be responsible for discipline of his staff and take steps to promote their motivation and welfare.
Ensure that appropriate arrangements are made for handling PIA customer services requirements at all
foreign stations.
Provide full support and commitment to the CQA and the Quality Assurance function in Sales
Department.
Promote quality culture in the department in terms of meeting and exceeding customer requirements,
following the SOPs, reducing system errors and weaknesses, and taking improvement oriented
initiatives.
Participate/involve others and take part in the processes of strategic quality management (SQM)
including corporate and departmental quality reviews.
Motivate and encourage frontline managers/supervisors to take customer friendly decisions within the
framework of SOPs.
Plan and arrange for necessary resource availability to run the departmental quality related activities.
Look after and patronize the quality improvement teams’ (QITs) activities and oversee the functioning
of the suggestion/feedback system in the Sales Department.
Promote the importance of quality values amongst the people involved in performing work/methods.
Encourage team building and learning culture in the department.
Encourage feedback from frontline employees.
Advises the Chairman, CEO and DMD on the development of the corporate plans and long-term
strategy in coordination with corporate planning particularly from a marketing/sales point of view.
SVP Procurement Logistics & Coordination
MAIN FUNCTIONS OF PROCUREMENT & LOGISTICS
Economic and timely procurement of:
• Engineering,
• Flight Kitchen
• Other items indigenously and from abroad
Market Research based on computerized forecasting techniques to identify, evaluate and establish reliable sources of supply locally and abroad
1 February 2007 to 9 May 2007 ( Director Special Projects )
To advise on important corporate project as per his requirement and reporting directly to him.
SVP Sales
JOB DESCRIPTION & RESPONSIBILITIES:
To be aware of all safety and service quality requirements and to be responsible for the outcomes and
findings of all internal and external safety/quality audits.
To ensure that corrective and preventive actions are taken at the root-cause levels on all audit nonconformities
and audit findings in an acceptable manner and within reasonable time frames.
To ensure strict compliance (by own self and by the subordinate staff) with all HSEQ standards and
other legal or regulatory bodies requirements; applicable to operational areas under their jurisdiction at
all times during conduct of normal operations.
To ensure effective functioning of HSEQ Steering and Working Committees. Assume responsibility for
recording and reporting of all occupational hazards, accidents, incidents, near miss cases to the
concerned agencies as per the Management approved systems procedures.
Direct the compilation of the annual revenue budget and marketing plan, for both passenger and cargo,
ensuring that specific plans for advertising, promotion, sales service and fares take into account the
constraints faced by his own and other departments.
Ensure that his department provides all the input necessary to the corporate planning department so
that it can take marketing considerations into account.
To be responsible for audit outcomes of all internal and external audit processes.
To be responsible to ensure that all non-conformities identified during the audit process are
satisfactorily closed in an acceptable time frame.
Work closely with his regional general managers to ensure that conflicts of interest between them are
resolved in the interest of the corporation as a whole.
Ensure that the department operates within approved budgets, and encourage all measures to
increase the cost effectiveness of his department.
Ensure that the corporation’s sales staff around the world complies with laws pertaining to them and
that the conduct of PIA employees in each country is a credit to the company.
Ensure that training needs are adequately met in the department.
See that procedures developed for use in the department are efficient, ensure that standards are
adhered to and no unnecessary duplication takes place.
To keep effective liaison with other departments of PIA in order to meet corporate objectives, shape
corporate policies and devise strategies to meet corporate objectives.
Define the major objectives of his department to enable it to meet corporate requirement for passenger
services, ramp handling, flight services, and in-flight catering for customer services coordination.
Propose plans and budgets to cover the human resources, organization and facilities required to
achieve departmental objectives. Ensure their implementation of the approved plans and budgets.
Set major objectives and allocate appropriate responsibilities and resources to his General Managers.
Also ensure that they organize the work in their sections along optimum efficient lines.
Meet representatives of other airlines operating in Pakistan in order to improve services to existing
clients endeavor to gain fresh business in the area.
Be functionally responsible for PIA Sales throughout Pakistan and abroad. Control the work of
department by ensuring the establishment and operation of suitable management information system.
Ensure proper budgetary control is maintained and that management information required outside the
department is accurately and timely prepared.
Be responsible for discipline of his staff and take steps to promote their motivation and welfare.
Ensure that appropriate arrangements are made for handling PIA customer services requirements at all
foreign stations.
Provide full support and commitment to the CQA and the Quality Assurance function in Sales
Department.
Promote quality culture in the department in terms of meeting and exceeding customer requirements,
following the SOPs, reducing system errors and weaknesses, and taking improvement oriented
initiatives.
Participate/involve others and take part in the processes of strategic quality management (SQM)
including corporate and departmental quality reviews.
Motivate and encourage frontline managers/supervisors to take customer friendly decisions within the
framework of SOPs.
Plan and arrange for necessary resource availability to run the departmental quality related activities.
Look after and patronize the quality improvement teams’ (QITs) activities and oversee the functioning
of the suggestion/feedback system in the Sales Department.
Promote the importance of quality values amongst the people involved in performing work/methods.
Encourage team building and learning culture in the department.
Encourage feedback from frontline employees.
Advises the Chairman, CEO and DMD on the development of the corporate plans and long-term
strategy in coordination with corporate planning particularly from a marketing/sales point of view.
SVP Procurement Logistics & Coordination
MAIN FUNCTIONS OF PROCUREMENT & LOGISTICS
Economic and timely procurement of:
• Engineering,
• Flight Kitchen
• Other items indigenously and from abroad
Market Research based on computerized forecasting techniques to identify, evaluate and establish reliable sources of supply locally and abroad
Formulation and execution of Services and Maintenance Contracts / Agreements of:
• HR Services
• Cafeterias
• Office Equipment
• Janitorial Services
• Transport
• Other Services
Effective and proper management of Physical stores at Karachi and Domestic Stations
Customs Clearance of Company Material (COMAT) consisting of aircraft spares other commercial inventory in coordination with CBR and Customs Authorities
Dispatch of stores and Equipment to local and Foreign Stations
Disposal of phased out aircraft engines spares and other obsolete inventory through public auctions and other tendering process
20 FEBRUARY 2003 - 31 JANUARY 2007 ( SVP Coordination )
Emergency Response Planning
• Started the project from the scratch
• Visted and studied the relevant facilities of other Airlines
• Evaluated the IATA guidance material
• Study and implemented the relevant IOSA ORGs
• Achieved complete IOSA certification within two years
• Actively participated in the meetings of IATA led ERP Working Group
Medical Division
Highlights of Medical Division
• One of the best Medical coverage of Corporate Sector in Pakistan
• Provides Health Care at Primary, Secondary and Tertiary Levels
• Covered population 83,897 person
• Compliance with CAA requirements under care of PIA’s Doctor
• Foreign Station Coverage by individual insurance policies for Pak based & local Employees
• OPD Facility available at Karachi, Lahore & Rawalpindi to avoid dislocation of day to day work of Employees
• OPD Facility at Lahore Airport planned this year
• Lahore, Islamabad and Peshawar Medical Facility at PIA’s Premises
• Economical Packages
Planetrium Division
• Meeting a great part of PIA’s CSR which enhances the public image of the corporation
• Low-priced/free education of astronomy & cosmology to students
• Entertainment at very nominal cost to general public
• Direct media of publicity for pia at almost free of cost
Corporate Social Responsibility
• Fulfillment of its Corporate Social Responsibility as a Public Sector Organization as well as Commercial Airline.
• An effective platform to review, update and recommend good corporate governance and to avail opportunities in this area.
• Improvement in quality of life of its stakeholders i.e. employees, customers, suppliers, community organization like:
Al-Shifa Trust
Zindgi Trust
The Citizens Foundation
SIUT (Sindh Institute of
Urology & Transplantation)
Chal Network
Archiving
• Review existing situation of Corporate Records
• Establishing a new and improved method for storage of records in a safe, systematic and organized manner.
• Having a proper backup system.
• Systematic movement of record within sections / departments
• Place important documents in a centralized location
• Develop a systemFOR quick and easy retrieval
• Disposal of unwanted old record
• Develop new procedures wherever required
10 JULY 2002 – 19 FEBURARY 2003 ( Director Administration )
Elevated to position of Director Administration which is an all encompassing position of airline:
Rsponsible for short term and long policies of airline with regard to career planning, total Airline Planning for courses in various technical services, marketing and IT fields.
Responsible for policies of staff and officers welfare.
Rsponsible for negotiating and finalizing Agreements with Associations of Pilots, Aircraft Engineers, Flight Engineers, Officers and Trade Union.
Responsible for maintaining discipline of the Organization and formulating policies geared towards future employment, salaries, fringe benefits etc.
In addition responsible for Security Services and Investigation Divisions of the Airline.
SEPTEMBER 2001- JUNE 2002 ( General Manager Corporate Planning/General Manager Marketing Support Programme.)
Short-term assignment given by the Management to finalize certain specific projects that had not been finalized from some time. These were successfully completed such as launching of web based Frequent Flyers Programme for the Airline.
01 APRIL 2001-17 AUGUST 2001 ( General Manager Passenger Sales at PIA Head Office)
Responsible for Administrative and Marketing activities of all PIA Station Heads at Domestic and International stations. This position is that of second in command to Director Marketing. All Station Heads report to Director Marketing through General Manager Passenger Sales.
05 JUNE 2000 - 30 MARCH 2001 ( Special Assistant/Managing Director PIAC )
This position is given only to key executives after careful selection. Job was basically to coordinate and liaison with all departments’ and advise Managing Director PIAC on all important areas within the Airline.
22 JUNE, 1999 – 4 JULY 2000 ( Regional General Manager Saudi Arabia & Yemen )
Same functions and responsibilities as indicated at 7 to10 above.
Revenue-wise Saudi Arabia is the largest area in the network. In addition it had different challenges such as Hajj operations and Umrah traffic etc.
JULY 1998 – JUNE 1999 ( Regional General Manager Asia/Pacific )
Further elevation to still higher regional network was placed under my command for similar aims and objectives as in the below General Manager’s assignments. Area covered was from Australia, Singapore, Thailand, Hong Kong, Philippines, Japan and China.
1996-1998 ( General Manager Germany & Austria )
Selected for major field assignment as Administrative, Marketing and Services Head in which sales cost and marketing and passenger and Cargo Sales and Services objectives were to be met.
1991-1996 ( General Manager Punjab )
Largest administrative charge in the field on PIA’s network was responsible for Lahore, Multan, Rahimyar Khan, Bhawalpur, Sialkot and territory of the Gujrat. Administrative, Marketing Head, Airport Services of 3000 employees. Also responsible for Flight Kitchen, Flight Crew and Traffic establishments.
1987-1991 ( General Manager Germany & Austria )
Selected for major field assignment as Administrative, Marketing and Services Head in which sales cost and marketing and passenger and Cargo Sales and Services objectives were to be met. Was promoted to Pay Group X because of excellent performance along with extension of one year in tenure at Frankfurt.
1986-87 ( Manager Marketing Planning (Competitive Analysis / Corporate Managerial Assignment).
Was responsible for planning, evaluating and conducting total pricing system of the airline i.e. discounting practices of the airline after evaluating practices of other airlines Reported directly to Director Marketing in this area.
1982-1986 ( Manager Market Research/Manager Marketing Planning Head Office )
Was responsible for making Corporation Marketing Plan in the passenger sales area in which revenue targets for every PIA District were finalized in conformity of total Corporate budget. Worked directly under guidance of General Manager Passengers Sales/Director Marketing.
1977-1981 ( District Sales Manager, Bradford / Passenger Sales Manager UK & Ireland )
Short time assignment of six months. Essentially to promote sales in Yorkshire area in UK. On satisfactory performance as DSM Bradford was immediately elevated to Passenger Sales Manager UK and Ireland. This job was as Sales and Administrative Head at London as well as the territory of Bradford, Birmingham, Manchester, Glasgow, Cardiff, and Dublin. Main responsibility was to improve revenue and body targets of one of the biggest stations on PIA’s network.
1974-77 ( Assistant District Manager at Lahore 1974-77 )
• Administrative-cum-Sales assignment to provide training and guidance to Sales Promotion team under purview of overall Incharge of major station at Lahore. This job was to assist District Manager and at the same time as well as on job training to intricate issues of Marketing and Sales/Administrative areas.
1974 ( Assistant Manager Passenger Sales )
Responsible for evaluating sales and cost data on various regions under the purview of System General Manager including their revenue target performance and yield analysis of various station.
1971-73 ( Officer M.D. Secretariat/Senior PIA Economist Planning Department )
This job entailed making summaries for Managing Director and Chief Executives of various departments of the Corporation along with a critical analysis and any modification required in the assessment of various departmental heads such as accuracy of information and data sent by them.
EDUCATION
Tripos in Economics, 1967-69 (M.A. Cantab) Fitzwilliam College, University of Cambridge, UK)
LL.b (Punjab), 1975-77 (Himayatul Islam Law College – Punjab University, after joining service.
Graduate from British Institute of Homoeopathy for D.I.H. & H.M.D. (External Courses).
ACADEMIC HONOURS
First Class First Punjab University.
Awarded Gold Medal by University of the Punjab.
Awarded Roll of Honour by Government College, Lahore.
Awarded British Council Award during studies at Cambridge.
PROFESSIONAL MANAGEMENT COURSES ATTENTED
From 1971-75, various professional courses at PIA Training Centre.
Human Behaviour in Organizations 1976 (PIM).
Finance for Non-Financial Executives 1987 (PIM)
National Sales Manager Course 1996 (PIM).
Three weeks Advance Management Programme Course (PIM) based at Bhurban 1996 (PIM).
Attended Two Day’s Seminar on Leadership For Success (ODG) – JUN 2002.
MEMBERSHIP OF LEARNED AND PROFESSIONAL BODIES
Selec Member Fitzwilliam Society, Cambridge University, UK.
Member ASTA (Asian Society of Travel Agents).
Member SKAL Club International.
Member Homeopathic Society
INTERESTS
Golf, Reading (Self Help, Healing systems, Religion), Freelance writing in English newspapers.
ADDRESS & CONTACTS • 95 C – II, GULBERG, III LAHORE
• Cell no +92-300-***-****
• e-mail ***********@*******.***
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