Sanjay Kumar

Managing business at Key Account Management and GSSA services.

KAM - Accountabilities

• Serve as the primary point of contact for assigned eight KEY accounts to build long-lasting client relationships through excellent customer service.
• Formally meet with each KAM account on a monthly basis to discuss concerns and opportunities, record MOM and upload in Sales Force.
• Address concerns internally with Cargo operations, Business support, customer relations teams to provide seamless delivery.
• Forecast annual volumes by engaging with the key accounts across all product lines to align with airlines Mid and Long term plans.
• Follow up performance on a monthly basis against key deliverables including CIQ, identify reason for fluctuations in volume throughput and advise business finance.
• Represent Dubai in global MBR for SQ and EY.
• Ensure overall Customer satisfaction survey's are received by the KEY accounts, responded to, and action concerns if applicable.
• Participate in GHA contract negotiation.
• Collaborate with dnata finance to ensure payments are made on time and resolve disputes by coordinating with internal stake holders, leading to healthy DSO.
• Streamline sales processes for efficiency, adopting CRM tools and technologies, eg, ICS2 management via VERIFLY.

GSSA - Accountabilities

• Manage 13 GSSA airlines and over 75 staff across multiple locations.
• Prepare annual budget for two cost centres and work towards achieving targets.
• 2024-2025 - Achieved 50% over and above budgeted GSSA profit margin.
• GSSA RFQ/RFI, building proposals and pitching for new airline accounts.
• Propose solutions for non GSSA airlines.
• Negotiate contracts with vendors and suppliers, ensuring the best pricing and terms for company profitability.
• Provide ongoing training and mentorship for staff, enabling professional development and career growth.
• Territory expansion, align with dnata's goal of increasing foot print in emerging markets, with KSA as the pilot country.
• Manage annual performance reviews

• Manage the GSSA division of dnata Cargo which represents 13 airlines and over 15 CSA airlines
• Station Management - end to end airline support for majority of GSSA carriers.
• New account generation, participate in bidding for tenders and drafting proposals.
• Promote and sell cargo capacity on behalf of the airline(s) represented by the GSSA, and generate income for the airline as well as dnata.
• Develop sales strategies to meet airline revenue and tonnage targets.
• Analyse market trends, competitor rates, and capacity availability
• Report KPIs, load factors, and forecast data to airline HQ regularly
• Manage and grow relationships with freight forwarders, consolidators, and agents.
• Manage cost and expenses by staying within budgeted allocation.
• Collaborate with auditors, both internal and external.
• People management, recruitment, trainings and welfare.

• To develop the British Airways cargo product in the territory of Abu Dhabi and Alain
• Accountabilities: Meeting agents/shippers across UAE on daily basis.
• Keeping management informed about the market developments.
• Updating the management with OAL activities.
• Understanding the requirements of the market and trying to meet them.
• Selling the product at competitive rates ensuring the cost of operation is covered.
• Ensure optimum utilization of space is done on each flight in co-ordination with operations. Maximizing uplift/revenue.
• Preparing monthly sales/courier/ADHOC reports. Coordinating with operations for planning the flight (including pax baggage)
• Plan flights and ensure capacity is optimized.
• Collaborated on operational support tasks to achieve common goal.
• Enhanced customer satisfaction by effectively managing and resolving operational issues in a timely manner.