Rajiv Kumar
Kuala Lumpur
Summary
Business Leader with 12 years of total experience in the areas of Startups, New Business setup, P&L ownership, Data Infrastructure, Growth strategy, Strategic partnerships including M&A and JV, Sales & Distribution,Strategy Planning & Operations. Proven track record of managing established businesses and successful start-ups both in terms of scale and profitability
Overview
15
15
years of professional experience
1
1
Certification
Work History
Lead - Business Development
Hopper
12.2021 - Current
- Responsible for launching the Hopper app in APAC & Middle East.The role includes understanding,planning, and executing the foundation work, Market landscape, competitive mapping, Product positioning,Regulatory, Legal, and payment channels, and Go To market planning.
- Responsible for launching and partnering with potential airlines/banks in APAC and Middle East for Hopper Technology Solutions such as fintech ancillary ,travel portal and e-commerce solutions.
- Responsible for the localization strategy including the Hopper Fintech products to suit the local APAC/Middle east market needs(adapt and evolve).
- Identify supply gaps in each market and source in. the best of the class supply both direct and from 3rd parties.
- Develop Strategic partnerships with Airlines, Tourism boards, and Payment partners focusing on content, rates, and earnings with a clear goal of path to profitability.
- Work closely with the key stakeholders in APAC and across the Hopper universe including but not limited to Growth, Finance, Product, Legal and BD teams to establish a common goal and set expectations with well-established timelines.
- Closely monitor key performance metrics especially Consumer, Growth, Revenue, Fraud control, and Settlement among others.
- Responsible for strategic acquisitions for faster market expansion.
- Categorise the assigned markets into tiers and drive them close to launch ensuring the fundamentals ,USP and serviceability are at its best
- Dive deep with data-based business monitoring tools to evaluate risks and opportunities ahead of the curve.
- Represent Hopper at trade shows, events and conferences .
Head of Flights,B2B &Corporate
AirAsia.com
11.2019 - 12.2021
- Responsible for setting up and leading 3 new startup businesses i.e Flights OTA(selling other airlines in AirAsia.com) ,Corporate Travel, and B2B under the travel vertical in AirAsia.com
- Responsible for the P&L of the assigned businesses
- Developed a plan and maintained an active growth rate to achieve a 100 mn euro target a year by year 3.
- Key impact areas include user growth, performance marketing, new market, business and product strategy, merchant acquisition/ retention and customer support & operations,Data dashboards and data science set up
- To maintain and grow market leadership across Asean ,South Asia ,Japan ,Korea and Australia through organic expansion ,Identifying M&A and JV opportunities with industry players in specific target markets
- Responsible for strategic partnerships with other airlines
- Industry engagements and PR outreach.
Head of Distribution
AirAsia Group
08.2018 - 11.2019
- Responsible for setting up Sales channels and defining channel strategy across 8 airlines of AirAsia group focusing on incremental business opportunities without impacting AirAsia.com web and mobile marketing share
- To align channel growth plan i.e GDS, Travel Agent,
- Corporate,OTA, etc across all airlines of AirAsia Group outlined by the Global Distribution team
- Managed from group level the entire OTA(Online Travel
- Agent) channel Sales and Strategy delivering an overall
- GMV of USD 830 million in 2019 increasing 90% YoY
- Delivered projects where the incremental revenue was
- USD 250 mil .Projects included New booking system enabling trade /channel partners to sell beyond flights
- Responsible for automating and transforming legacy processes to drive efficiency and growth E.g: fully automated agent registration,e-agreements, automated refunds & automated group booking and full fledged google studio dashboards for performance and salesforce integration
Regional Sales Manager
AirAsia Group
07.2015 - 08.2018
- Responsible for implementing Sales Strategy,Achieving sales targets,s and overseeing overall growth of 8 assigned markets i.e India, Vietnam, Laos, Cambodia, Myanmar,
- Srilanka & Maldives
- Lead a team of 21 in all the assigned markets
- Successfully achieved sales target of USD 400 million across markets assigned
- Setup Corporate sales channel in India with 2018 estimated revenue of USD 25 mils
Business Development Manager
AirAsia Berhad
10.2012 - 07.2015
- Responsible for setting up Sales Infrastructure in India
- Successfully managed a team of 5 who mapped the sales universe and connected with over 1500 travel agents, 10 top Online Travel Agents,124 corporate accounts in India
- Oversaw the market share of Offline(channels apart from
- AirAsia.com and Mobile) Business share growing from 14% in 2012 to 51% by 2015 i.e total base fare revenue of USD 25 mil
Business Development Manager
Jaeger Gmbh
06.2009 - 10.2012
- Responsible for the sales and growth of Jaeger
- Construction /Waterproofing Products in India
- Responsible for Market research, Understanding latent demand for new products,product positioning ,GTM
- Plan
- Delivered 1mn Euro target in the 2nd year of establishment
Education
MBA - Marketing & Human Research
University Of Madras
Diploma - International Business Management
LIBA(Loyola Institute Of Business Administration
Bachelor of Science -
University Of Madras
Skills
Strategy & Planning
GTM
Digital Marketing,
Growth
New Product Development
Data Dashboards-Business Monitoring Automation
P&L management
Strategic Partnerships including M&A
Market research
Promotions planning
Certification
Lean Sigma certified by Anna University and TVS
Timeline
Lead - Business Development
Hopper
12.2021 - Current
Head of Flights,B2B &Corporate
AirAsia.com
11.2019 - 12.2021
Head of Distribution
AirAsia Group
08.2018 - 11.2019
Regional Sales Manager
AirAsia Group
07.2015 - 08.2018
Business Development Manager
AirAsia Berhad
10.2012 - 07.2015
Business Development Manager
Jaeger Gmbh
06.2009 - 10.2012
MBA - Marketing & Human Research
University Of Madras
Diploma - International Business Management
LIBA(Loyola Institute Of Business Administration
Bachelor of Science -
University Of Madras
Similar Profiles
GUILENE BENJAMINGUILENE BENJAMIN
Market Manager at HopperMarket Manager at Hopper
Ricardo Alejandro Bustamante AlvarezRicardo Alejandro Bustamante Alvarez
Implementation Specialist at HopperImplementation Specialist at Hopper
Dikshita MalikDikshita Malik
Process Associate at HopperProcess Associate at Hopper