Hemant Patil
Airlines I Sales I Business Development I Distribution I Channel Engagement
Bengaluru
Summary
Accomplished Sales and Distribution leader with 15 years of experience in Airline industry, specializing in channel sales (OTA, Retail / B2B, TMC / Corporate).
Overall Two decades of proven success in scaling businesses, driving market penetration, and building high-performing teams. Adept at transforming underperforming sectors, innovating new opportunities, and leading cross-functional collaborations.
Spearheaded the sales strategy for a regional Indian carrier, driving sustainable growth through strategic alliances and agile market adaptation in the Tier-2 and Tier-3 segments.
Overview
25
25
years of professional experience
Work History
Head - OTA Business
Star Air
Bengaluru, KA
11.2023 - 03.2026
- Served as a key strategic contributor in the commercial leadership group, instrumental in designing and executing comprehensive sales programs, meticulously aligning with the organization's Annual Business Plan.
- Strategically drove 36% year-over-year growth in top line through channel sales, catapulting revenue of ₹473.66 crore from ₹348.75 crore in FY26, significantly outpacing capacity expansion through enhanced distribution. For FY25, the revenue grew by 47% from ₹236.88 to ₹348.75.
- Increased retail (B2B) channel partner contribution from 3% to 5.5%, and TMC contribution from 0.75% to 2.5% in FY26.
- Building cross-functional synergies to enable robust and fundamental infrastructure for sustainable growth.
- Policy making and executing to support the formulation of the channel-specific sales strategies by deploying SMART goals.
- Pioneered and led the Retail and TMC Sales vertical, strategically orchestrating a high-performance team of sales professionals across India's diverse market landscape, establishing comprehensive sales coverage.
Head OTA (B2B) Business (West India)
Go Airlines India Ltd.
Mumbai, MH
09.2010 - 11.2023
- Increased revenue from ₹780 Cr to ₹1200 Cr, growing regional market share from 41% to 54%.
- Launched charter and on-demand flights during the pandemic, driving exponential growth.
- Led a 25-person team as Provisional Regional GM, overseeing all regional channel business during.
- Developed and executed sales strategies, collaborating with cross-functional teams for product launches and pricing.
- Establishing Hyderabad as a new station in Q4 2016.
- Managed sales territories for Karnataka & Kerala worth ₹200 Cr.
- Career Progression:
- City Manager - Karnataka & Kerala, Bengaluru Sep’10 – Mar’17
- OTA Business Head - West region, Mumbai Apr’17 – Nov’23
Sales Manager
ICICI Lombard GIC Ltd.
Bengaluru, KA
07.2008 - 09.2010
- Headed the overall Retail, Corporate and Student Travel Insurance business.
- Achieved 100% renewals of the annual contracts of existing corporate.
- Retained the distinction of having achieved a greater agent reactivation % in retail travel.
- Promoted Student Travel Insurance by doing joint presentations with Overseas Student Education Consultants.
- 20% more business was generated year over year by the active channel partners.
Centre Manager
Reliance Industries Ltd.
Aurangabad, MH
07.2005 - 07.2008
- Headed & streamlined the business facility center for Petroleum retailing business (Fleet management program) called Trans - Connect.
- Commended maximum enrolment of fleet owners, higher percentage of activation and considerable wallet share.
- Conducted sales promotion events.
- Maintained a high level of operational excellence by achieving completing audits with 95-100% score.
- Acknowledged as ‘Lube Star’ after surpassing in-house lubrication brand RELSTAR sales goals in Q4 of 2008.
Area Manager
Indag Rubber Ltd.
Nagpur, MH
09.2003 - 07.2005
- Oversaw sales territory in Maharashtra's Vidarbha and Marathwada regions.
- Coordinated sales efforts through franchisees within the trading area to promote the product.
- Handled primary & secondary sale.
Branch In Charge (Service)
Videocon Industries Ltd.
Chhatrapati Sambhaji Nagar, MH
06.2001 - 07.2003
- Provided strategic advice to the Customer Care Unit Operations to maximize Commercial Activities, Customer Service, SOPs, and Audit.
Education
MBA - Marketing
Pune / Poona University
Pune, India 05.2001 -
Bachelor of Science - Chemistry
Pune / Poona University
Pune, India 05.2001 -
Skills
Commercial Strategies:
Formulating long term & short-term strategies to address the business objectives of the commercial function towards budget forecasting, resource allocation, schemes & its cost of sales implications etc
Sales & Business Development:
Devising customized sales programs to achieve & improve the revenue goals by marketpenetration Impacting organization profitability through new business development
Stakeholder Management:
Fostering relationships with all external key customers right from the Promoters/ CXO levels to the managers and executers with right set of engagements, which extends beyond specific sales events and opportunities
Distribution & channel Expansion:
Channel specific strategies to expand the distribution channels vertically & horizontally, ensuring the wallet share optimization
Team Leadership:
As an assertive team leader, I believe in Educating, Training, Developing, Reviewing, and Enabling the team so that the strategic objectives are well understood and executed properly
Timeline
Head - OTA Business
Star Air
11.2023 - 03.2026
Head OTA (B2B) Business (West India)
Go Airlines India Ltd.
09.2010 - 11.2023
Sales Manager
ICICI Lombard GIC Ltd.
07.2008 - 09.2010
Centre Manager
Reliance Industries Ltd.
07.2005 - 07.2008
Area Manager
Indag Rubber Ltd.
09.2003 - 07.2005
Branch In Charge (Service)
Videocon Industries Ltd.
06.2001 - 07.2003
MBA - Marketing
Pune / Poona University
05.2001 -
Bachelor of Science - Chemistry
Pune / Poona University
05.2001 -