Description
This Global Aviation & Air Cargo Executive Specialist has demonstrated the ability to develop strong teams that drive increased sales & operational excellence, in global, regional and corporate environments. Proven track record in creating new revenue streams in all market conditions; and experience where change leadership maybe required. Balanced sales leader and business development in both retail scheduled environment and long-term contract sales. Expertise in sourcing, negotiating, and deploying cargo aircraft; market analysis & network deployment; operating economics and performance analysis.
Professional Experience
RTI Group, LLC. 2024 – Present
Global Aviation & Air Cargo Executive Specialist
CARGOGRAVITY LLC.-AIR CARGO CONSULTANCY 2019- Present
Consultancy engagements & Advisory roles:
- Vice President ACMI Cargo Leasing, Chapman Freeborn Aerochartering Inc., Global Consultant/Contractor
- Combination passenger cargo airline: Finnair Cargo: Sales, Capacity Management/Pricing, & Global Key Accounts evaluation and strategy recommendations to the head of Finnair Cargo. Air Cargo SME advisory panel to an Airport on Air Service Development.
- Supreme Group: Procurement & Contract renewal/renegotiations and sales strategies to optimize profitability of the flights. Cargo aircraft (passenger to cargo aircraft) conversion programs.
- Cargo Aircraft Conversions: Commissioned on two separate cargo aircraft conversion (passenger to cargo aircraft) programs to consult on competitiveness, technical, and commercial elements of Airbus A321-200, Boeing B777-200 & -300 P2F converted freighters, market overview, growth, and other industrial aspects to consider.
- Airport Air Cargo Service Development: consulting to an airport executive management to develop carrier activity, cargo handling facilities, network facilitation, & industrial sector specific capabilities assessment. This airport is active with charters from SE Asia to US Midwest.
- Shipper (BCO beneficial cargo owner), logistic supplier/vendor, procurement analysis, strategic planning and advisory
21 Air LLC. 2019- 2022
Chief Commercial Officer-reporting to the Chairman, founding owner.
- DHL ACMI long-term agreements: developed, negotiated and managing contract (Jun. 20) & strategic relationship.
- Aeromexico Cargo ACMI long-term agreement: developed, negotiated, & harvested multiyear B767F contract.
- USPS obtained eight-year ordering agreement to qualify for short and long term capacity & flying requirements
- Leveraging global C level relationships and expert knowledge of the air cargo eco system and players.
- A330 AUX Freighter, developing deployment of re-purposed aircraft for both ALL IN Charter/Retail and ACMI programs.
- Targeting growth of express and e-commerce network, with long term placement of aircraft lease contracts.
- Strategic partnerships and investments to facilitate continued growth, fleet scale and service options.
AIRBORNE GLOBAL SOLUTIONS subsidiary of ATSG 2013- 2018
Vice President Sales & Marketing, 321 Precision Conversions LLC. 2017- 2018
- The conversion joint venture (ATSG & Precision Aircraft) for the: design, engineering and certification of the A321- 200PCF.
- Developed & implemented strategies to bring to market the Airbus A321-200 passenger to cargo aircraft conversion. Analyze & evaluate passenger feedstock aircraft for conversion candidate.
- Led business development campaigns for a cargo aircraft platform that currently does not exist.
- Present value proposition to: leasing companies, asset owners, cargo & express operators, and aircraft appraisers.
Sr. Director Business Development, Airborne Global Solutions 2013- 2017
- Reported to the President (AGS) and COO (ATSG): developed new revenue streams across the groups’ enterprise companies including, Aircraft Leasing, MRO, ACMI contracts, Charters & other ancillary ground handling services.
- Contract the company’s available fleet (+75) of Boeing 767, 757, & 737 freighters for new long-term lease contracts.
- Developed marketing campaigns targeting regional markets and network carriers who most benefit from this aircraft type.
- Consulted with prospects to understand their drivers and network requirements and provide optimal solutions.
- Extensive global travel within: Africa; Asia, SE Asia, Europe; and Mid East, leveraging the diverse contacts and industry decision makers; including contacts across: Europe, Asia, SE Asia, Korea, Japan, Mid East, Africa, & the Americas.
- Developed, negotiated, closed & delivered new eight-year Boeing 767-200SF dry lease contract with Raya Airways worth $39MM, managed the complete project phase through regulatory, technical, and legal oversight; pre-delivery preparations, meeting technical delivery conditions, assuring solid lease that minimized credit risk.
- New one year ACMI agreement with Raya Airways, +/-$9MM, resulted in Wet2Dry lease leading to eight year Dry Lease.
- Principally involved in joint venture startup of Chinese cargo (Okay Airways) carrier development.
SUPREME GROUP/Aviation, Dubai, UAE 2012 – 2013
Consultant/Advisor Commercial/Procurement
- Led the Aviation business units commercial development strategy plan by; leveraging the existing own operated network of three dedicated B747F’s; incorporated industry best practices; and introduced Freight Forwarder.
- Planned, designed, and lead the negotiating of the group’s annual (multi-million USD) purchased lift of B747 freighter operations, achieved savings of $7-8MM and efficiencies.
- Implemented extensive commercial structural contract changes enhancing flexibility and vendor contract transparency.
SOUTHERN AIR INC., Norwalk, CT 2007- 2012
Sr. Vice President, Sales & Marketing
- Reporting to the company’s CEO/President and CCO: prospect, negotiate, and secure long-term profitable Wet Lease (ACMI & Charter) aircraft placements of the carrier’s fleet of: (14-17) 747-200F’s, 747-400F’s, and (4) new B777F freighters.
- Built a diverse customer base portfolio of new revenue source, doubling the company’s fleet in less than 2 years.
- Prospected, negotiated and signed 17 major contracts worth over $290,000,000 in new Wet Lease (ACMI & charter) business, 40% of the company’s billable ACMI hours (65,000 block hours) during 2007-2011 periods of extreme market contraction and volatility.
- Doubled the company’s fleet in less than two (2) years.
- Originated and secured global wet lease (ACMI) contracts with: Korean Airlines, Ethiopian Airlines, UPS Airlines, CAL Cargo Airlines, DHL Airways, ANA Allied, Tampa Cargo, Chapman-Freeman, Supreme Aviation, Cargolux, Africa West, Thai Airways, Lufthansa Charter, Skyplan, Saudia Cargo, Malaysian Airlines, BEST, Midex, Cargo Italia spa., among others
- Thai Airways, two (2) brand new B777-200F’s, long-term ACMI contract: sourced: negotiated; and signing worth in excess of USD95MM, during the worst market downturn.
- Negotiated & signed contracts with Ethiopian Airlines (CEO level) worth in excess of $100MM in 30KK block hours which was personally originated and managed thru my employ, and also signed the company’s 1st Boeing 747-400F contract to Ethiopian Airlines.
- Conduct route and aircraft performance analysis to determine optimal aircraft type.
- Direct reports included the Director of Marketing & Manager Charter Sales.
- Developed, coordinated, and launched a new company website reflecting change in strategic direction.
- Director of Marketing & Manager Charter Sales direct reports.
MARTINAIR HOLLAND NV., Boca Raton, FL. USA 2001 –2006
Vice President: Cargo Sales, & Marketing; the Americas, Member Board of Directors of TAMPA Cargo, then a wholly owned subsidiary of Martinair Cargo.
- Lead the region’s commercial team (6 direct reports including: 3 directors; & total commercial organization of +75 indirectly) to achieve contribution targets. Design, develop and implement strategic commercial plan; reported directly to the Sr. VP of Cargo (functional) & Sr. VP of Americas (admin.)
- Revenues of $160M and contribution (net) over $138M per year
- Responsibility included all capacity, yield, & revenue management functions.
- All facets of customer interface: territory management, strategic key accounts, pre/post flight servicing
- Develop and achieve performance goals of our GSA network
- Exceeded flight contribution targets, growing freighter operations from 17 to 23 weekly flights • Grew net revenue in 2002-2006: 8%, 18%, 23%, 1%, and 13% respectively. Increased net yield by 8%
- Reduced cost of sales by 44% by reducing dependency on General Sales Agents (GSA’s) and hiring own staff
- Developed Key Accounts program which raised our profile and revenues from a select group of accounts
- Implemented business development function for forecasting, targeting, utilization of asset and other KPI’s
- Designed, and implemented a CRM application (E-Sales) for use across the regions sales and customer service teams
- Reengineered Capacity Revenue Management processes, optimizing capacity utilization and revenue opportunities
DELTA AIR LINES, Atlanta, GA. USA 2000 –2001
Manager Cargo Strategic Partnership Key Accounts
- Prior to being hired for this originally intended position was interviewed by airlines #2 for the head of sales organization.
- Prior to resigning for Martinair Cargo, I was appointed Vice President of Sales for the newly formed Skyteam Joint Venture sales organization between: Delta, Korean, & Air France Cargo’s.
- Responsible for providing the corporate leadership, direction and focus for the six “Elite Level” global accounts; which was accounted for 55% ($63M per annum) of the targeted revenue for the cargo business unit
- Achieve targeted revenue results segmented by account and sales region
- Developed & maintained headquarter and corporate relations with senior executives while supporting corporate initiative of the Global Sales group (tri partite-shipper-forwarder).
BRITISH AIRWAYS, PLC. 1985 –2000
Area Vice President Cargo & Cargo Sales 1994 -2000
- Appointed regions: Central USA; Southwest Regions; & Southeast, E. Canada, and Mexico, a total of 12 online stations
- Promoted internally thru six successive promotions of increasing responsibilities: Cargo Account Executive (3), Vice President for three (3) separate regions of increasing responsibility.
- Achieved/Exceeded revenue goal of USD64MM per annum; Grew revenue +26% to USD25MM in 1995/96; +6% to USD55MM in 1998/99; Developed new sales team/region with growth of +8% to USD48MM in 1997/98. Developed plans to support corporate goals: market share, key accounts, destination mix
- Recruited, developed, motivated, and managed a sales force of 21 employees consisting of: 3 Sales Managers, 10 Account Managers and 9 Sales Coordinators
- Negotiated, implemented and managed Ground Handling Agents SLA’s, directly and later via matrix organization
- Awarded the Americas “Sales Region of the Year” 1997/98
- Introduced (1997) new transatlantic freighter service from Atlanta with Atlas’ 1st brand new B747-400F
- Named Vice President as the youngest Vice President in the global organization.
Account Manager, Cargo, Pittsburgh, Houston, Baltimore 1988 -1994
- Three successive promotions of increasing responsibility, relocating each time
- Youngest Account Manager at the time of initial promotion.
- Awarded “Sales Personality Award” a Globally recognized achievement • Reestablished major presence and sales pipelines for neglected markets
- Received the companies first B747-400 on a daily routing to London • Awarded Sales Personality of the Year, Globally awarded.
- Took over and established the old US Air BWI-LON routing, global record tonnage on B767-200 (22+ tonnes)
Reservations (passenger) Sales Agent, New York & Chicago 1985–1988