Aqeel Samar

As a results-driven aviation professional, I am passionate about making the world more accessible through sustainable air travel. With a track record of managing fleet plan, preparing & executing business plans, acquiring aircraft & managing leases & purchases, I have honed my skills in analytical reviewing, project management, financial & capital planning, commercial & technical negotiations and relationship management. 

Throughout my aviation career, I have surmounted numerous challenges, navigating to the success of national airline and its fleet. I have also led cross-functional teams having commercial and technical expertise in executing high-value projects with aircraft manufacturers, lessors, and regulators. During the pandemic, I led restructurings and designed innovative financial and contractual solutions to ensure airline remains afloat. 

Pakistan International Airlines

Deputy General Manager Fleet Planning                                                                              Dec 2022-Present

(Previously: Manager Fleet Planning                                                                                    Apr’18 – Dec’22

Assistant Manager Fleet Planning                                                                                        Oct ‘14-Mar’18)

Fleet Planning

• Managed and overhauled the airline's Fleet Plan and strategic initiatives, expediting the transformation of the fleet & evaluating ownership & operating costs of various scenarios in collaboration with operational groups.
• Conducted comprehensive financial and operational evaluation of narrow body aircraft including leave vs. purchase option, resulting in the successful acquisition of A320 Aircraft to replace the aging A310 fleet.
• Shifted the operational and commercial focus from "multi-variant wide-body" to "single-variant A320" fleet, driving cost reduction and revenue growth through configuration changes.
• Planned delivery timelines with required staggering to consider commercial and engine arising requirements.
• Worked with potential lessors, investors, fund managers, and export credit agencies on various financing solutions including finance leases, PDP and engine financing, aircraft transitions and risk documentation. 
• Authored internal practice documents on airline fleet acquisition and financing strategy. 
• Directed engineering and commercial scheduling teams on the basis of industry standards, lease agreements, engine life remaining (vis-à-vis redelivery conditions), and engine availability on a lease or purchase basis.
• Prepared long-term demand forecasting and scenario modeling to provide decision support to Engineering and Senior Management, leveraging data analysis and industry expertise. 
• Currently leading cross-functional team from finance, engineering, flight operations and ground handling for wide-body replacement collaborating with Aircraft and Engine OEMs.

Corporate Planning

• Led the selection exercise for Business Plan Consultants and collaborated closely with the consultants (from commercial, finance, technical and academic backgrounds) to develop comprehensive 5-year business plan. 
• Conducted a thorough SWOT analysis, redefined the airline's values, vision, and mission statements, and benchmarked performance measures in collaboration with internal and external stakeholders.
• Designed a year-by-year development path, including deliverables monitoring and execution, to ensure successful implementation of the business plan.
• Developed Network Plan and Corporate Strategy with clearly defined pillars to support the airline's long-term growth and success.
• Reviewed country’s aviation policy matters, with a particular focus on the airline's operating environment, and recommended changes ensuring compliance with regulations. 

Negotiations and Contract Management

• Successfully achieved title transfer of A320 & 777 aircraft only upon payment of their redelivery commitments, resulting in asset buildinang of up to US$50 million, along with additional monetary & contractual savings.
• Managed title transfer of GE-90 engines at the end of lease, resulting in asset buildup of up to US$20 million.
• Negotiated the extension of the lease of A320 Aircraft in a high-demand environment, resulting in a 40% reduction in ownership costs.
• Initiated and finalized the signing of a Purchase Agreement for an A320 Full Flight Simulator, becoming the launch customer for the latest technology equipment in the Middle East and South Asia (MESA) region.
• Successfully negotiated lease agreements with lessors and drafted business cases to the Board of Directors.

Aircraft Induction & Redelivery

• Managed the induction of 24 aircraft within 5 years that allowed operations revamp & schedule flexibility.
• Managed the delivery process coordinating with lessors, MROs and the internal teams.
• Conceived and executed from ground up the Charter Operation on UK and European routes after EASA’s ban.

Charter ensured airline’s presence during the ban, the initiative yielded more than $13 Million till date. 

• Inducted 18 aircraft from 07 different airlines to meet shortfall in capacity due to fleet constraints.

Despite high ACMI costs, managed to run all wet lease projects yielding profit totaling to around $5 Million.

• Set up a dedicated “Fleet Unit” in Engineering with focus on redelivery, defined their deliverables & developed their dashboard.

Financial Structuring 

• Participated in Corporate Strategic Plan for Ministry of Finance which resulted in meeting funds release for Capital requirements for induction of fleet at various instances.
• Prepared Long term Financial Projections leading to budgeted PLS, Cash Flow and Balance Sheet and Profitability Analysis (Station, route, region, aircraft, class-wise) including Sensitivity analysis.

Senior Officer– Cargo Market Planning Department                                               July 2007– Sep 2014

Corporate Sales

• Conceived successful block space arrangement for inbound cargo, resulting in 50% increase in revenue.

Business Planning

• Developed and implemented the Annual Cargo Operating Plan and yearly network season-wise selling rates.
• Managed available space by forecasting demand, optimizing commodity mix and allocating space to maximize yield while minimizing waste. 

Special Projects

• Launched IATA CASS’s (Cargo Accounts Settlement System) pilot project & supported till full implementation.
• Managed smooth cutover to Cargospot from existing automation system as master trainer & project lead.Deputy General Manager Fleet Planning                                                                              Dec 2022-Present

(Previously: Manager Fleet Planning                                                                                    Apr’18 – Dec’22

Assistant Manager Fleet Planning                                                                                        Oct ‘14-Mar’18)

Fleet Planning

• Managed and overhauled the airline's Fleet Plan and strategic initiatives, expediting the transformation of the fleet & evaluating ownership & operating costs of various scenarios in collaboration with operational groups.
• Conducted comprehensive financial and operational evaluation of narrow body aircraft including leave vs. purchase option, resulting in the successful acquisition of A320 Aircraft to replace the aging A310 fleet.
• Shifted the operational and commercial focus from "multi-variant wide-body" to "single-variant A320" fleet, driving cost reduction and revenue growth through configuration changes.
• Planned delivery timelines with required staggering to consider commercial and engine arising requirements.
• Worked with potential lessors, investors, fund managers, and export credit agencies on various financing solutions including finance leases, PDP and engine financing, aircraft transitions and risk documentation. 
• Authored internal practice documents on airline fleet acquisition and financing strategy. 
• Directed engineering and commercial scheduling teams on the basis of industry standards, lease agreements, engine life remaining (vis-à-vis redelivery conditions), and engine availability on a lease or purchase basis.
• Prepared long-term demand forecasting and scenario modeling to provide decision support to Engineering and Senior Management, leveraging data analysis and industry expertise. 
• Currently leading cross-functional team from finance, engineering, flight operations and ground handling for wide-body replacement collaborating with Aircraft and Engine OEMs.

Corporate Planning

• Led the selection exercise for Business Plan Consultants and collaborated closely with the consultants (from commercial, finance, technical and academic backgrounds) to develop comprehensive 5-year business plan. 
• Conducted a thorough SWOT analysis, redefined the airline's values, vision, and mission statements, and benchmarked performance measures in collaboration with internal and external stakeholders.
• Designed a year-by-year development path, including deliverables monitoring and execution, to ensure successful implementation of the business plan.
• Developed Network Plan and Corporate Strategy with clearly defined pillars to support the airline's long-term growth and success.
• Reviewed country’s aviation policy matters, with a particular focus on the airline's operating environment, and recommended changes ensuring compliance with regulations. 

Negotiations and Contract Management

• Successfully achieved title transfer of A320 & 777 aircraft only upon payment of their redelivery commitments, resulting in asset buildinang of up to US$50 million, along with additional monetary & contractual savings.
• Managed title transfer of GE-90 engines at the end of lease, resulting in asset buildup of up to US$20 million.
• Negotiated the extension of the lease of A320 Aircraft in a high-demand environment, resulting in a 40% reduction in ownership costs.
• Initiated and finalized the signing of a Purchase Agreement for an A320 Full Flight Simulator, becoming the launch customer for the latest technology equipment in the Middle East and South Asia (MESA) region.
• Successfully negotiated lease agreements with lessors and drafted business cases to the Board of Directors.

Aircraft Induction & Redelivery

• Managed the induction of 24 aircraft within 5 years that allowed operations revamp & schedule flexibility.
• Managed the delivery process coordinating with lessors, MROs and the internal teams.
• Conceived and executed from ground up the Charter Operation on UK and European routes after EASA’s ban.

Charter ensured airline’s presence during the ban, the initiative yielded more than $13 Million till date. 

• Inducted 18 aircraft from 07 different airlines to meet shortfall in capacity due to fleet constraints.

Despite high ACMI costs, managed to run all wet lease projects yielding profit totaling to around $5 Million.

• Set up a dedicated “Fleet Unit” in Engineering with focus on redelivery, defined their deliverables & developed their dashboard.

Financial Structuring 

• Participated in Corporate Strategic Plan for Ministry of Finance which resulted in meeting funds release for Capital requirements for induction of fleet at various instances.
• Prepared Long term Financial Projections leading to budgeted PLS, Cash Flow and Balance Sheet and Profitability Analysis (Station, route, region, aircraft, class-wise) including Sensitivity analysis.

Senior Officer– Cargo Market Planning Department                                               July 2007– Sep 2014

Corporate Sales

• Conceived successful block space arrangement for inbound cargo, resulting in 50% increase in revenue.

Business Planning

• Developed and implemented the Annual Cargo Operating Plan and yearly network season-wise selling rates.
• Managed available space by forecasting demand, optimizing commodity mix and allocating space to maximize yield while minimizing waste. 

Special Projects

• Launched IATA CASS’s (Cargo Accounts Settlement System) pilot project & supported till full implementation.
• Managed smooth cutover to Cargospot from existing automation system as master trainer & project lead.

Chartered Institute of Management Accountants (UK)                                                     2016

Management and Strategic Level Examinations cleared in First Attempt

Institute of Bankers Pakistan (IBP) Superior Qualification                                              2007

State Bank of Pakistan Gold Medal upon Securing Highest Aggregate Marks in 1st Attempt

MBA (Marketing) and BBA (Honors) – Karachi University Business School, Pakistan         2004  

Majors in Management and Marketing – C.G.P.A 3.84