Mubeen Karbelkar

Experience

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  British Midland International

  Sept 2005 - Sept 2012

  Key Account Sales Manager

  Managed Corporate and Trade sales in Riyadh region, Driven sales team & assisted Country Manager in establishing local offices in all 3 provinces, selecting & training the team, managing team & implementing Sales Strategies. Managed Commercial Activities :– • Manage new and existing accounts to meet and exceed revenue goals through a combination of leading team & field sales visits. • Maximize the revenue and retain/increase airlines market share via all the available distribution channels, through the most cost effective, most innovative sales strategies and marketing campaigns through dynamic and effective leadership.• Develope and maintain excellent relationships with the Trade partners, corporate clients, Government institution, Hospitals, Foreign emb, etc.• Delivering the Revenue targets, implement the sales strategy to maximise short and long tem revenue optimizing opportunities and reduce the distribution cost.Driven Sales team :– • Enhancing the sales team’s performance through the implementation of sales strategies across their individual portfolios, motivating the team to maximise revenue contribution and to exceed revenue targets. • Ensure all commercial accounts in assigned portfolio are properly planned / developed to ensure revenue / market share growth. • Ensure all sales distribution channels are fully exploited to company’s benefit and have positively resulted.Corporate Sales :– • Develop and manage the local & Global corporate clients based in the Kingdom of Saudi Arabia. • Secure and lock corporate sales by offering exclusive corporate incentive and loyalty offers. • Implemented Business and Marketing plans to optimize revenue and presence in the market as well as developing and maintaining long term strategic relationships with global corporate clients.• Contract Negotiations – Comprehensive preparation, negotiation and contracting with the local corporate clients and effectively worked with Global Corp clients. Show less

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  Lufthansa

  Jun 2010 - May 2012

  Key Account Manager

  Integrated sales – Integrated sales team for both Lufthansa & bmi, selling without preferences and making sure both the companies keeps their strong reputation and presence in the market. Handled Corporate & Trade sales, meeting targets assigned by new owners and making sure both the airlines meet their revenue targets & route profitability.• Fully aware of Lufthansa working pattern & working style.• Successfully completed Lufthansa Training – Selling Successfully.Trade Sales – • Visiting travel agencies to boost ticket sales and create product awareness. • Create business plans to maximise most cost effective channels of fulfilment for sales.• Follow up on the business opportunities generated by sales visits. • Build and maintain strong relationships with partners in the travel industry. • Handling Travel Agencies: - Kanoo Travel, Al Tayyar Travels, Al Sarh Travel, Al Mousim Travel, Dnata, Ace Travel etc , their outlets and implant offices. Show less

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  American Express

  Oct 2012 - Mar 2014

  Stratagic Account Manager, Strategic Partnership Group.

  • Supervises the day to day operations of SPG/Strategic Accounts to ensure the work processes are implemented as designed and comply with established standards and procedures.• Responsible for winning new billings (annual billing target in $)• Identify new business opportunities across all channels.• Develop & actively manage portfolio according to the annual targets.• Product & coordinate implementation of a project plan ensure successful implementation of new businesses.• Working with Travel Agents countering their respective corporate clients and offering a unique payment solution .i.e. called CTA (Corporate Travel Account) • Budget – Assisting the budget preparation of SPG/Strategic accounts by analysing, data related specific elements and monitor the financial performance.• Sales & Business Relationship Management - Interacting with Corporate Clients, to the Senior Management level .i.e. CFO & HR.• Midyear & yearly performance reviews to senior management and held Account reviews with the corporate client. Show less

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  Etihad Airways

  Apr 2014 - Sept 2016

  Key Account Manager - Corporate Sales

  Job Specific Accountabilities• Managing & maintaining relationship with market segments i.e. Corporate, SME, MICE, TMC and Online Travel Agents (OTA). • Account development plans & activities to stimulate corporate interest and achieve incremental premium revenue growth, keeping costs of sales within budget. • Participate in successful completion of all Global RFPs in KSA region.• Effective Sales calls to focus on existing Corporates and new business development• Enhance relationships between Company and corporate customers.• MIDT reports utilization to plan sales objectives for TMC sales. • Plan activities to actively manage cost of sales and revenue targets growth. • Effectively conduct Product Presentations to TMC & Corporate clients. Show less

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  SaudiGulf Airlines - خطوط الطيران السعودية الخليجية

  Oct 2016 - Sept 2020

  The airline opted to expand its footprint in international markets, and once again, I was tasked with spearheading the project to launch international flights.1. Strategically develop a Business Plans identifying and justifying new markets alongside the profitability chart. 2. Implement a project plan for launching of new routes and project management ensuring all departments work towards the list of to-dos within the defined timelines and track the achievement.3. Direct partaking with Network Planning, Flights Operations, Ground Handling, Rev Man and Pricing are leading towards route profitability.4. GSA & GHA RFP’s tendering, finalization & contracting, handling GSA & SGHA relationship on the international routes.5. Leadership - establishing the international sales & operations team and bridging the commercial activities between Head Office and outstation teams.6. Liaison with the competent authorities on ground operations matters in the prospected market.7. Actively involved in Bilateral, Civil Aviation approvals, Airport and Slot Approvals. 8. Co-ordinate and manage the ground handling supplier, airport companies & authorities to deliver targeted performance outcomes in all areas of safety, cost control and operational performance.9. Managed direct reporting, including selection, training, performance appraisals, employee development, and take affirmative action10. Providing inputs and recommendations to management team regarding short-term or long-term service enhancements and required operational changes as per seasonality.11. Active participations in Market Communications including Advertising, Digital, E-Commerce, B2B, Partnerships, Events, Public Relations and Social Media.12. Ensuring all marketing communications, collaterals and brand exposure are in line with corporate guidelines. 13. Encouraging direct sales opportunities to achieve distribution cost savings and generate incremental revenue. Show less Apart from overseeing Corporate Sales for the entire network, I was asked to launch and independently manage this new division. Duties involved in Handling Sales, Maintaining Relationships with Brokers/Clients for repeat business, and Coordinating with various Intra-Departments like Flight Operations, Crewing, Catering, Ground Operations, Terminals, etc., to ensure adherence to tasks and timelines.Achievements include securing over USD 5 million in revenues for both 2019 and 2020.We served notable clients such as the Saudi Royal Family, Al Hilal FC, Al Itihad FC, Al Fateh FC, Alla Scalla, etc. to name a few. Show less 1. Launched Corporate Sales Department for the Airline, designed the Corporate Sales Process & Guidelines, Corporate Dealing Framework & Corporate Sales Reports across the network.2. Signed over 300 corporate clients during the first 3 years, generated revenues as below: -  2017 – SAR 15m (USD 4.1m) at ATV of SAR 463 (USD 125), 2018 – SAR 25m (USD 6.5m) at ATV of SAR 575 (USD 155), 2019 – SAR 32m (USD 8.5m) at ATV of SAR 589 (USD 160),3. Signed over 25 CUG's, CUG rolled out with a vision of increasing brand awareness and increased direct sales intakes - Major Financial Institution & large corporate clients onboarded contributing to over 03 million passenger databases. 2017 – SAR 2.5m (USD 600k) at ATV of SAR 550 (USD 145),  2018 – SAR 11.5m (USD 3.1m) at ATV of SAR 565 (USD 150) 2019 – SAR 12.2m (USD 3.2m) at ATV of SAR 601 (USD 160) Show less

  • Sr. Manager - International Sales & Operations

    Oct 2017 - Sept 2020

  • Manager Charter Sales & Operations

    Jan 2017 - Sept 2020

  • Manager Corporate Sales

    Oct 2016 - Sept 2020
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  RwandAir Ltd

  Feb 2022 - now

  • Regional Manager - MEA (Middle East and Asia)

    Mar 2024 - now

  • Country Manager - Qatar

    Feb 2022 - Mar 2024