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AeroDarat Services Sdn Bhd (FKA MAB Ground Handling Services Sdn Bhd) - Manager, Account Management and Marketing Resume Example

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MANAGER, ACCOUNT MANAGEMENT AND MARKETING
Summary
Business development professional with 6 years experience in aviation and ground handling market. Experienced in sales and account management, cost analysis, pricing strategy and marketing plan. Skilled at establishing and maintaining strategic partnerships to generate essential business opportunities through professional negotiation. Comfortable with new ideas, innovative products and diverse environment.
Highlights
  • Account management
  • Financial analysis
  • Contract review
  • Business and requirements analysis
  • Attention to details
  • Excellent communicator
  • Analytical problem solver
  • Collaborative
Accomplishments
  • Manage 14 customer accounts with MYR 150mil estimated revenue
  • Manage 30 over stations system-wide specifically on food and beverage operational requirements 
Experience
September 2015 to Current
AeroDarat Services Sdn Bhd (FKA MAB Ground Handling Services Sdn Bhd) Sepang, Selangor Manager, Account Management and Marketing
  • Direct and lead in securing and maintaining ground handling business with customer airlines including parent company at all Malaysia stations so as to ensure sustainable revenue and profitable ground handling operations while meeting all agreed Service Level Standards
  • Develop and execute marketing strategy  so as to achieve ground handling business growth and profitability objectives at all Malaysian stations
  • Evaluate and lead contract development and negotiation with customer airlines as to ensure capturing and retaining the best profit margin
  • Enforce an effective contract and account management as to manage ground handling contract, Service Level Agreement, operational challenges in order to secure the confidence of customer airlines towards products and services
  • Establish an acceptable understanding in practices among customer airlines, airport authorities and service areas within the organization as to address interest of the customer airlines
  • Execute all processes, activities and projects of product development so as to ensure optimum cost management at the required productivity level while delivering ground handling products and services
​
July 2013 to August 2015
Malaysian Airline System Berhad Sepang, Selangor Controller, Food & Beverage, In-flight Operations
  • Plan, implement and monitor on the execution of In-flight Food and Beverage offering in accordance to the customer preferences in a cost efficient manner whilst ensuring quality and consistency of the offerings.
  • To develop F&B offerings to match passenger preferences, demands and profiles to achieve customer satisfaction.
  • Convert passenger preferences data into updating F&B Policy, Menu Structure and Framework. 
  • Assurance on menu development and production of F&B offering to ensure quality and consistency.
  • Commodity and product evaluation tender.
  • Communicate with stakeholders on instructions and implementation of ad-hoc or festive initiatives
July 2011 to June 2013
Malaysian Airline System Berhad Sepang, Selangor Executive, Ground Handling Management
  • Develop, secure and maintaining a profitable ground handling services contract with Foreign Carrier at all Malaysia stations so as to ensure a profitable ground handling operations with high contract value in order to generate desired revenue while meeting agreed Service Level Standards.
  • Implement ground handling business strategy which includes pricing and relationship engagement in order to sustain business profitability and customer loyalty
  • Coordinate with various business users to develop proposal for new Foreign Customer Airlines based on RFP received.
  • Negotiate with ground handling customers and finalise Standard Ground Handling Agreement (SGHA) so as to ensure capturing/retaining best profit margin and meeting requirements.
  • Execute contract management functions inclusive of revenue tracking and SLA documentation in order to protect from possibility of revenue loss.
  • Identify and monitor ground handling issues of Customer Airlines at Malaysia airports inclusive service standards, ground handling incidences etc. and to escalate issues to the relevant Business Units for resolution.
  • Analyse business competitiveness (Revenue vs Operational Cost), Customer Satisfaction Index and review business strategy so as to maintain business profitability and customer satisfaction.
June 2010 to June 2011
Malaysian Airline System Berhad Sepang, Selangor Management Trainee, Ground Handling Management
  • Business administration functions
  • Assist in developing revenue forecast for ground handling business
  • Provide support to Government's Agencies related activities like LIMA, Charter Services and etc. to ensure smooth implementation.
  • Provide quotation to ad-hoc customers and ensure revenue is generated and collected accordingly.
  • Coordinate with related business units as to ensure operations readiness for each service to charterers or any ad-hoc request.
  • Involve in project related to the department including implementation of SAP to minimize risk of revenue leakage.
  • Organize any Ground Handling events e.g. International level like International Ground Handling Conference (IGHC), FOCA Annual Summit and etc.
Education
2010
Universiti Teknologi MARA
Shah Alam, Selangor, Malaysia BSC (Hons) in Foodservice Management
Bachelor of Science
  • Anugerah Naib Chancellor Award
2010
IATA Training Center
Singapore International Negotiation Skills
2011
Malaysia Airlines Academy
Kelana Jaya, Selangor, Malaysia The Art of Negotiation
2012
Malaysia Airlines Academy
Kelana Jaya, Selangor, Malaysia Consultative Selling Skills Training
2013
Malaysia Airlines Academy
Kelana Jaya, Selangor, Malaysia Executive Development Program
2014
Malaysia Airlines Academy
Kelana Jaya, Selangor, Malaysia Managing Performance
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Resume Overview

Companies Worked For:

  • AeroDarat Services Sdn Bhd (FKA MAB Ground Handling Services Sdn Bhd)
  • Malaysian Airline System Berhad

School Attended

  • Universiti Teknologi MARA
  • IATA Training Center
  • Malaysia Airlines Academy

Job Titles Held:

  • Manager, Account Management and Marketing
  • Controller, Food & Beverage, In-flight Operations
  • Executive, Ground Handling Management
  • Management Trainee, Ground Handling Management

Degrees

  • BSC (Hons) in Foodservice Management Bachelor of Science
    International Negotiation Skills
    The Art of Negotiation
    Consultative Selling Skills Training
    Executive Development Program
    Managing Performance

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