Michael Kurian

Mandated to double EU-origin volumes across Air & Ocean.

Built structured EU pipeline governance model

Developed gateway-led LCL strategy focusing Industry-verticals.

Streamlined execution with dedicated EU sales-support anchor model.

Leading strategic RFQs.

Benchmarking EU agents across Germany, Netherlands, France, UK & Switzerland.(Tier 1 / Tier 2 / Tier 3 framework).

Driving structured quote TAT discipline.

Positioning FSL as a competitive mid-sized forwarder with consol strength and regional scale.

Implemented weighted GP forecasting and trade-lane performance dashboards to provide leadership with revenue visibility and conversion probability tracking.

Spearheading high-value account recovery and solution-led penetration across Automotive, Industrial, Hi-Tech, and Energy verticals.

Establishing margin-control governance by aligning pricing structures, agent rate benchmarking, and commercial approval discipline across EU corridors.

Strategic Business Development: Spearheaded the development and
implementation of strategic business strategies aimed at driving revenue
growth and expanding market share in the UAE and Middle East region.
Global Air Console Programs: Successfully initiated and managed Air Console Programs originating from Germany, Italy, and Hong Kong, enhancing service offerings and market reach.
New Business Opportunities: Identified and pursued new business
opportunities by collaborating with key customers and partners, contributing to portfolio diversification and growth.

Stakeholder Relationship Management: Built and maintained positive
relationships with stakeholders, including customers, vendors, and regulatory authorities, fostering strong partnerships and ensuring compliance.

Team Leadership and Mentoring: Led a team of sales professionals, providing guidance, mentorship, and training, resulting in a motivated and skilled sales force capable of achieving targets and delivering compelling solutions.

Sales Operations Management: Successfully managed the sales operations for the Dubai and Northern Emirates territory, consistently achieving revenue and profitability growth.
Client Relationship Building: Established and maintained strong
relationships with key customers and strategic partners, contributing to
business expansion.
Operational Efficiency: Implemented operational improvements to enhance efficiency and reduce costs, optimizing resource utilization.
Leadership and Mentorship: Provided effective leadership and mentorship to a team of managers and employees, fostering a motivated and productive work environment.
Sales Cycle Execution: Managed the complete sales cycle, from prospecting and initial contact to contract negotiations and successful closure, ensuring alignment with sales targets and objectives.

Air Freight Product Development: Held overall responsibility for the
development of the Air Freight product, focusing on volume and profitability.
Trade Lane and Consol Programmes: Successfully developed Trade Lane and Consol Programmes from Germany and Italy, enhancing logistics capabilities.
Strategic Leadership: Led and supported the Air Freight team in developing strategies for customer identification and conversion, contributing to increased market share.
Proactive Prospecting: Took the initiative in prospecting for potential
opportunities and delivering compelling solutions, value, and pricing to meet customer needs.
SOP Implementation: Set up Standard Operating Procedures (SOP) for
customers and coordinated with operations and customer service teams to ensure efficient process execution, streamlining operations.

Strategic Sales Leadership: Developed and executed sales strategies that drove revenue growth and expanded market share in the UAE and Middle East region for Panalpina, a Top 10 Global Logistics Company (now DSV -Panalpina).
Industry Vertical Sales: Successfully identified and drove sales for industry verticals including Energy Solutions, Fashion Retail, and Automotive, collaborating closely with both local and global management.
Client Expectation Management: Balanced local commercial proposals with operational deliverables and overall profitability, effectively managing client expectations to ensure customer satisfaction.
Prospecting and Solution Delivery: Proactively prospected for potential opportunities and delivered compelling solutions, value, and pricing to meet customer needs and drive growth.

New Business Growth: Developed and implemented a strategic business plan to achieve revenue and volume growth aligned with regional and corporate objectives. Leveraged core capabilities to identify, segment, profile, and convert new business opportunities, resulting in increased market share and greater revenue generation in the area.

Revenue Achievement: Successfully managed sales operations, consistently meeting and exceeding revenue targets in the assigned district.
Market Research and Opportunity Identification: Conducted
comprehensive market research and analysis, identifying new business
opportunities to drive growth and expansion.
Client Relationship Building: Established and maintained strong
relationships with key clients and stakeholders, ensuring high levels of
customer satisfaction and loyalty.
Strategic Account Reviews: Organized strategic account reviews with
assigned customers on a regular basis, addressing service needs and
proactively identifying opportunities for improvement.
Performance Optimization: Played a pivotal role in key account profiling, SOP preparations, and interfacing with cross-functional teams. Monitored business performance through KPIs and performance metrics, providing valuable insights for continuous improvement in supply chain operations.