Define and implement the optimal pricing and sales strategy to exceed the $400m+ regional budget for the Americas region
Lead sales teams to maximize sales by sales steering according to the region's commercial strategy
Drive change initiatives in co-operation with HQ such as standardization of pricing processes and implementation of tools
Set contract, street and minimum spot rates by O&D basis
Monitor the execution of pricing guidelines and policies by sales teams
Provide sales teams with regular insights on market opportunities and threats to the business
Direct regional cargo pricing analysts to perform market, economic and competitive analysis
Led a team to develop network plans that maximize profitability and aircraft/crew utilization
Optimized the $6.3b cargo network and schedule through evaluation and implementation of network scenarios including frequency changes, new markets, charters and aircraft gauge adjustments
Developed and implemented the 5 year network strategy based on industry and competitive analysis
Negotiated and implemented partnership agreements with airline partners to exceed the yearly interline sales budget of $80m
Engaged with airports and tourism authorities to review market opportunities for expansion and negotiate incentive agreements
Steered the strategic direction of the department and led/motivate staff to meet organizational deliverables and defined KPIs
Managed and calibrated network planning models and systems
Increased the accuracy of the demand forecast model by 30% through calibration of passenger choice variables
Led a team of to develop network and fleet scenarios that increased revenue by over $800m yearly
Analyzed network impacts of schedule changes, interline and code-share relationships
Developed traffic, revenue and ASM forecasts for the operating and budget plan
Evaluated and developed recommendations for fleet plans and new markets that optimize profitability and maximize utilization
Supported Sales, Cargo and Alliances in building overall business, including implementing alliance/codeshare agreements
Developed new route business cases based on financial and commercial evaluations
Optimized the demand forecast model to align with industry standards at 12% error margin through parameter calibration of passenger choice variables
Evaluated and implemented the optimal narrow body fleet renewal plan and schedule, valued at a total cost of $6b
Build optimal schedules for AC’s domestic network
Developed the network plan and schedule for the LCC unit
Managed route performance and monitored market developments