Islamabad, Islāmābād, Pakistan
With over three decades of experience, including 19 years in the airline industry, I am the District Manager at Airblue, where I lead sales and commercial operations across five regions in North and Central Pakistan. I oversee point-to-point sales for over 50 flights connecting major domestic and international destinations, while managing eight sales and ticketing offices and fostering relationships with over 700 travel agents. My expertise lies in sales strategy, operations management, and driving revenue growth. Previously, as Director Commercial at Bukhari Group, I spearheaded commercial strategies for Iraqi Airways in North Pakistan, including dynamic group pricing and market expansion initiatives in religious and VFR travel. My approach focuses on optimizing revenue, strengthening partnerships, and creating opportunities in competitive markets. With a proven track record in sales, business strategy, and stakeholder management, I am passionate about delivering results that align with organizational goals and market needs.
Regional Sales & Commercial Manager – North/Central Pakistan Key Responsibilities & Achievements: • Regional Management: Oversee sales and commercial operations across 5 regions: Islamabad (ISB), Rawalpindi (RWP), Azad Jammu & Kashmir (AJK), South, and North. • Sales Operations: Responsible for end-to-end P2P (Point-to-Point) sales for ~52 flights connecting Islamabad to Karachi (KHI), Dubai (DXB), Abu Dhabi (AUH), Sharjah (SHJ), Jeddah (JED), Riyadh (RUH), Dammam (DMM) and Skardu (KDU). • Office & Staff Management: Lead 3 city sales offices and 5 ticketing offices, including airport locations, managing a team of 40 staff. • Travel Agent & Customer Network: Promote sales through 700+ travel agent accounts across 15 cities and manage high-value customer contacts. • Team Leadership: Direct the activities of Sales Personnel, including 6 Customer Relations Officers (CREs), 2 Assistant Managers (AMs), and 2 Ticketing Office Executives (EXEs). • Regulatory Liaison: Maintain effective communication and compliance with relevant aviation and commercial regulatory bodies. • Revenue & Performance Management: Drive over PKR 1 billion in monthly sales, monitor flight loads, manage disruptions, and conduct commercial audits. • Sales Support & Reporting: Oversee sales support operations with 2 support staff; prepare sales reports, organize meetings, and conduct field visits to ensure targets are met. • Team Development: Foster team building, enhance performance, and ensure alignment with company objectives.
Vision Travels - Bukhari Group Iraqi Airways ESA - North Pakistan 1. Commercial Strategy A. Strengthen Airline Positioning • Highlight Iraqi Airways’ strengths (direct routes, competitive fares, baggage allowances, connectivity via Baghdad/Najaf, etc.) in Ziarat Trade partners • Promote strategic routes that hold strong demand in North Pakistan (e.g., Ziarat Groups). B. Revenue Optimization • Implement dynamic group pricing strategies by coordinating with Iraqi Airways GSA’ country head Pakistan • Build group fare structure for North Pakistan trade 2. Formation of Teams A. Core Departments 1. Sales Team o B2B account managers to handle travel agencies. o Dedicated field sales team 2. Operations Team o Ticketing & reservation staff trained for groups as per Iraqi Airways GSA fare policies. o Airport liaison officer to coordinate with ground handlers and ensure smooth departures. 3. Operational Activities A. Ticketing & Reservations • Monitoring group ticketing & reservation and seat management with the support of Iraqi Airways GSA’ country head Pakistan • Ensuring compliance with airline rules: no-show policies, reissue charges, baggage rules for groups B. Compliance & Documentation • Ensuring all travel documents (visa, travel advisories) are up to date. • Maintaining full compliance with airline SOPs. 4. Sales Targets & SWOT Analysis A. Setting Sales Targets • Use historical data + market demand to set SMART targets: o Monthly agent targets o Route-specific targets (e.g., ISB–BGW/NJF) o Seasonal targets (Ashura, high-demand religious months) • Align targets with airline capacity and pricing strategy. B. SWOT Analysis (Tailored to Iraqi Airways North Pakistan) Strengths • Exclusive Sales Agent (ESA) status—no competition for direct airline GSA representation in North Pakistan market. • Strong community interest in religious travel to Iraq. • Competitive group fares and direct connections. • Good market reputation of Bukhari Group.
Continue... Weaknesses • Limited flight frequency compared to via carriers. • Infrastructure challenges at Baghdad/Najaf during peak seasons. • Potential visa processing delays for Iraq. Opportunities • Huge religious tourism market (Karbala, Najaf). • Potential in Ziarat agents • Round the year business opportunities Threats • Competition from Middle East carriers via transit • Geopolitical instability affecting travel. • Fluctuating PKR/USD affecting fares. • Seasonal travel dips. 5. Market Analysis A. Demand Segments 1. Religious Travel Major portion—Karbala/Najaf visits 2. VFR (Visiting Friends & Relatives) Families visiting relatives in Iraq. B. Competitor Benchmarking • Compare pricing vs Qatar Airways, FlyDubai, Air Arabia. • Identify advantages: direct flights, lower fares, shorter travel time. • Promote USP: Non-stop + religious-friendly services. C. Seasonal Trends • Peak: Muharram, Arbaeen, summer holidays. • Low: Jan–Feb and post-summer periods. D. Geographic Market Potential (North Pakistan) • Islamabad/Rawalpindi: affluent travelers. • Peshawar/Khyber Pakhtunkhwa: religious travelers. • Gilgit/Chitral/Skardu: small but growing demand for religious travelers . E. Recommended Marketing Strategies • Partner with religious tour operators & Ziyarat groups. • Roadshows/seminars for travel agents in North Pakistan Market • Collaboration with influencers promoting religious travel experiences. 6. B2B Business Strategy A. Strengthen Travel Agency Network • Categorize agents: Platinum, Gold, Silver tiers. • Offer better commissions, incentives, access to special group fares. • Weekly engagement: fare updates, promotions, route briefing sessions. B. Collaboration with Tour Operators • Create Ziyarat packages in partnership with top operators. • Introduce group fares for Muharram & Arbaeen, • Offer early-bird packages for religious groups. C. B2B Marketing Tools • Email newsletters with group fare updates. • Travel agency WhatsApp broadcast groups.
Head of Commercial & Operations – Holidays by flydubai (GSA Pakistan) Kharor Pacca Travels (KPT) / Holidays by KPT Role Overview: Entrusted with leading the complete commercial and operational setup for Holidays by flydubai under Kharor Pacca Travels (KPT), establishing a strong market presence in Pakistan as a newly appointed GSA for flydubai Holidays department. Key Responsibilities & Achievements 1. Team Formation & Leadership • Built the entire commercial, sales, and operations team from scratch for the new GSA. • Structured roles, defined KPIs, and implemented training programs to ensure high performance and professional service delivery. • Developed a collaborative team culture aligned with the standards of flydubai Holidays. 2. Commercial Strategy & Execution • Developed and executed the commercial roadmap for launching Holidays by flydubai in Pakistan. • Created pricing strategies, promotional plans, and market entry strategies for holiday packages and services. • Established partnerships with tour & travel agents, corporate clients, and distribution networks to drive sales. • Conducted market analysis to identify demand trends and optimize packages for the local market. 3. Operational Setup & Process Design • Designed end-to-end operational workflows, including booking management, customer service, documentation, and after-sales support. • Implemented SOPs in line with international GSA standards and flydubai Holidays requirements. • Ensured seamless coordination between sales, ticketing, holiday package operations, and customer support teams. • Set up systems for performance tracking, daily reporting, and quality control. 4. Stakeholder & Airline Coordination • Served as the primary liaison between flydubai Holidays and the Pakistan market. • Managed communication with airline representatives, tourism partners, hotel suppliers, and B2B clients. • Ensured compliance with regulatory requirements and alignment with airline commercial policies.
Continue .... 5. Business Development & Market Expansion • Expanded market presence through travel agencies, digital platforms, and corporate connections. • Launched signature holiday packages tailored for Pakistani travelers (UAE, Middle East, leisure destinations). • Drove revenue growth through targeted sales initiatives and promotional campaigns. 6. Performance Monitoring & Reporting • Oversaw daily sales performance, package load factors, revenue trends, and service delivery metrics. • Conducted regular commercial reviews, agent briefings, and performance audits. • Prepared commercial reports for senior management and airline stakeholders. Key Skills Demonstrated • Commercial & Operational Startup Leadership • Travel & Airline GSA Management • Team Building & Performance Management • Holiday Package Development & Sales • B2B Partnership Development • Market Strategy & Execution • Customer Experience & Service Excellence
Head of Commercial – Fly Baghdad GSA- SPARS Group of Companies / Royal Ease Travel (GSA Pakistan) Role Overview: Spearheaded the commercial setup and operations for Fly Baghdad GSA( Royal Ease Travel) as a new General Sales Agent (GSA) in Pakistan, overseeing the full lifecycle from office establishment to operational execution. Key Responsibilities & Achievements: • Startup Leadership: Led the launch of Fly Baghdad GSA ( Royal Ease Travel) in Pakistan, establishing offices in Karachi, Lahore, and Islamabad. • Commercial Team Formation: Recruited, trained, and structured a high-performing commercial team to manage sales, marketing, and customer relations. • Systems Implementation: Designed and executed commercial systems, processes, and workflows tailored to a newly established GSA, ensuring efficiency and compliance with aviation industry standards. • Strategic Planning: Developed business strategies for market penetration, revenue growth, and client acquisition, positioning the company for long-term success in a competitive market. • Stakeholder Engagement: Built relationships with airline management , Ziarat clients, and Ziarat travel partners to secure key contracts and promote the brand. • Operational Oversight: Supervised commercial operations including sales management, revenue monitoring, reporting, and performance tracking. • Market Expansion: Successfully scaled business operations across three major cities, ensuring seamless integration and consistent service standards. Key Skills Demonstrated: • Startup Commercial Strategy & Execution • Team Building & Leadership • Sales & Revenue Growth Management • Process Design & Operational Excellence • Stakeholder & Regulatory Management
SPARS - Group of Companies Royal Airport Services- RAS