Denis Connolly A highly experienced General Manager with a pragmatic & commercial approach. Extensive international background gained via both interim and permanent roles with major companies- worked in: Europe; Americas; Asia; Australasia & India. Specialist in the aviation and airfreight & logistic sectors. Assignments have included commercial and operational reviews, start - ups, business partnership searches in overseas markets, restructuring, performance management, exit management, sales directorship, strategy papers, market analysis and executive coaching. Interim Management & Consultancy GB Airways Ltd. July 2006 to date A UK registered airline operating routes to southern Europe and north Africa under a British Airways franchise agreement. Assignments have included carrying out a full review of their cargo business followed by leading an RFP process for outsourcing the cargo business. I have also been engaged to oversee the management of the outsourced business. Hecny Transportation Consultant 2003 Nov 2005 One of Hong Kong s major private transportation and logistics companies with a $1 bn turnover. Assignments have included the performance management of the UK team and the exit management of a poor performing GM. Searches and setting up of profitable business partnerships in: Italy; the Czech Republic; Hungary and Poland. I am also now engaged in advising them on how to grow their wholly owned GSA company Intercontinental Air Service Ltd. Global Supply Systems Ltd. Director of Sales Nov 2004 to Nov 2005 This is a UK registered cargo airline with four B747 freighter aircraft which operates all the British Airways long haul freighter services. I was engaged initially to write a diversification and strategy paper which was adopted by the board of directors and then I was engaged subsequently to implement the strategy as the Director of Sales. The inability to procure suitable new aircraft has lead to the suspension of this project. Jet Airways Consultant Feb 2005 to Aug 2005 1
Jet Airways started their first operation in May 2005 to Heathrow from Mumbai. I was engaged to set up their cargo business in the UK. This involved the selection of their GSA, their GHA and the cargo manager. I was also the interim cargo manager until the appointee started in July. Although previously unknown in the market we secured 30% market share in the first three months operations against long established carriers of British Airways; Air India and Virgin Atlantic. I also set up their handling and sales set up in New York and Brussels in anticipation of starting routes to those two destinations. Jet Airways continues to do well in the UK market and has now started a daily Delhi service and is about to start a second daily Mumbai service. Market share on Mumbai is now around 28% and on Delhi it is over 40%. Consultant to a multi national GSSA June 2005 Date I have made blind sales calls and presentations to airlines for a major multi national GSSA company to secure new business for them. I have carried out the initial cold call process to three major international airlines for them to gain access to complete the bidding process for new contracts. Virgin Atlantic Cargo Consultant Feb 2002 Date Initially in 2002 I carried out a full commercial review of the Virgin Atlantic business in the UK and Hong Kong. I worked with their newly appointed Director of Cargo. The benefits arising from the implementation of my recommendations were a reduction in expenditure in excess of 1m pa. The total turnover of Virgin Atlantic cargo business is around 90m pa. Other assignments have included a customer and market analysis in the UK and US markets to enable the sales forces to understand their markets and to implement a focused and more successful sales plan. I have also taken part with the executive team and the CFO in strategy days reviewing the commercial and operational strategy. I have worked with the US leadership team to draw up a bid proposal to carry out the sales function for the new start up airline in the US Virgin America. I work with the Director of Cargo as a mentor and coach on an ad hoc basis. Kay O Neil Consultant March 2002 This is an independent UK freight forwarder specialising in office logistics for people like IBM. I was engaged to find them a partner in Hong Kong and China. This was achieved within one month and this partnership is till working profitably for both parties. Permanent Career British Airways 1965 2001 I joined as a passenger service agent and initially worked in all operational areas of the passenger business at Heathrow prior to becoming and Aircraft Dispatcher for seven years. Having worked in many operational areas I moved into a number of senior management positions. General Manager Commercial 1998 2001 2
Responsible for leading and managing the total sales and marketing delivery for the British Airways World Cargo network worldwide. Revenue accountability was 650m with a contribution target of 265m. Responsibility for all the BA cargo staff outside of the UK which was approximately 1000 people. Responsible for all GSA and GHA agreements around the world. Consistent delivery of revenue & contribution targets. Delivered net revenue growth of 8% pa with only a 2% capacity growth. Upgraded the sales skills and capability of the world wide sales force with the introduction of systematic sales training and coaching. Lead the re-engineering of the operational process world wide to integrate with the new cargo terminal at Heathrow. Lead the re-engineering of all the sales office processes to eliminate revenue leakage through ineffective billing. VP UK and Europe 1997--1998 Responsible for leading and managing the UK & European team. The principal accountabilities were to deliver 200m revenue and to revitalise the European team s performance which had been a long running problem within BA. Delivery of the revenue target of 200m Restructured the European team including reducing the staff numbers in Germany by 30% without a negative reaction from the German Works Council. Reduced expenditure by 30%. General Manager Heathrow Operations 1995--1997 Accountable for the entire Heathrow operation performance for BAWC. Responsible for 1500 staff operating all the warehouse, ramp and customer service activities. Recovered the operational performance after a disastrous period of leadership at Heathrow. Reduced staff numbers by 120 in six months while achieving a stable operation. Merged the cargo ramp delivery activity into the BAWC organisation involving the transfer of 350 staff despite the militant opposition of the major unions. No time was lost during this merger. Outsourced to a non BA company the handling of all perishable cargo improving the operational handling of those products dramatically. VP Asia Pacific based in Hong Kong 1990 1995 Responsible for leading and managing the cargo business in this region. Revitalised the sales effort and grew the business 40% in five years. During my time in this role I persuaded the BA board to introduce freighter aircraft which has improved the results ever since. Other senior management roles within BA 1985-1990 Senior Manager Heathrow for BAWC. 30m expenditure budget & 1200 staff 3
1979-1985 Ramp Manager at Heathrow Terminal 3 for BA leading & managing all the ramp load, baggage handling and cargo delivery functions. 45m expenditure budget and 1200 staff. 1977 1979 Duty Manager in various terminals responsible for the operational performance of up to 1200 staff on duty. Education Claretian College, Christchurch, Dorset O & A levels Claretian College, Christchurch, Dorset affiliated to Stonyhurst College. M phl in philosophy and logic. Thames Valley University Post Graduate Diploma in Management Studies INSEAD Fontainebleau Business Strategy Programme for Business in Asia/Pacific INSEAD Fontainebleau European Marketing Programme Professional/Personal Member of Chartered Institute of Transport Executive Associate of the International Institute for Independent Business. Interests: Rugby, golf, football, tennis, wine, reading and walking. 4
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