Toby Hillier Email & Phone Number

London Heathrow Airport, England, United Kingdom

Led the management of Virgin’s alliance and interline partnerships with all partner airlines. Developed improvements to interline processes including both head office functionality and operational practices. Responsible for developing the strategy to grow Virgin Atlantic Cargo’s offline sales presence globally including identifying and sourcing new GSA suppliers in new markets. Led the procurement and selection process and contract award for new GSA suppliers in Türkiye and Nigeria. Implemented a freighter wet lease agreement with Titan Airways to introduce an Airbus A321 P2F aircraft on a seasonal basis to establish Virgin’s first freighter programme in Europe.

London Heathrow Airport, England, United Kingdom

Managing a team of 4 commercial analysts with responsibility for Joint Venture activity, interline, product development, marketing and customer survey (NPS).Led the adoption of a new marketing strategy for Virgin Atlantic Cargo, securing strong growth in customer engagement and improvements in social media output. This has resulted in 5%+ growth in LinkedIn following in just 3-months, and an engagement level that exceeds most of our larger competitors.Overseen the implementation of changes to our customer survey securing improvements in customer response rates, and the quality of those responses.Nurtured new interline relationships with partner airlines in Latin America and secured new business from other key regional partners in both Eastern and Western hemisphere.

London, United Kingdom

I managed a team of Partner Airline Executives and was responsible for the strategic direction and programme management of IAG Cargo’s airline partnership activity and the development of the cargo interline product. I streamlined the number of airline partners that IAG Cargo work with to ensure that interline relationships deliver quality to IAG Cargo’s customers and the capacity required to meet strategic goals. I negotiated with multiple airline partners to deliver IAG Cargo’s largest outsourced capacity programme in its history, increasing block space capacity on other carriers by 400% in 2 years with additional capacity secured from a portfolio of key cargo markets across Asia, Europe and Latin America. I nurtured capacity sales relationships with niche partner airlines delivering significant growth in volumes from airline customers as well securing new relationships with key regional airline partners.In response to the COVID-19 crisis facing the passenger airline industry, IAG Cargo decided to use my prior experience of managing charter flying at Monarch Airlines by placing me in charge of managing a cargo charter programme using the belly-hold capacity of the fleets of our primary operating companies; Aer Lingus, British Airways and Iberia. Since delivering a first cargo-charter on 22nd March 2020, my small team organised more than 1,200 cargo charter departures, delivering in excess of €260m charter revenue.

London Heathrow Airport

Responsible for managing IAG Cargo’s “Partner Plus” programme, an enhanced version of cargo interlining and in my time with IAG Cargo I have enrolled two new member airlines in the programme. I was responsible for hitting stretching revenue and contribution targets by developing innovative collaborative solutions with IAG Cargo sales teams and key partner airlines from around the world. The role supports the IAG Cargo commercial strategy by delivering new destinations or additional capacity on constrained routes, at minimal capital cost. I boosted airline revenues by developing relationships with new airline partners, and identified new opportunities to build on existing relationships. I improved access to capacity on capacity-constrained routes and added a number of new destinations to the IAG Cargo route map. In December 2015, I was awarded the IAG Cargo Best Newcomer for 2015 as voted for by my colleagues and the IAG Cargo leadership team and in May 2017 was presented with an Award for Excellence following strong personal performance.

London Luton Airport

An extension of my previous role, covering a broad spectrum of commercial airline activities, I managed the costing of ad-hoc charter projects, and series charter programme.I was involved in a fleet analysis project, involving thorough aircraft cost analysis. I offered suggestions regarding the growth of Monarch Airlines scheduled route network, and provided cost analysis, working with the commercial team and revenue management teams on aircraft changes, capacity movements and the cost implications of their decisions.I produced revenue monitoring data for both the charter and scheduled programmes for the Board of Directors, as well as monthly operational statistics for teams across the business.I was responsible for contracting Monarch’s fuel supply at over 200 airports worldwide, covering major scheduled and charter destinations and en-route diversionary airports and was successful in developing new relationships, and reducing the cost of Monarch’s fuel uplifts. I briefed operational teams on the complexities surrounding our charter programme, and was often required to solve complex problems regarding to the routings, aircraft and costs of this activity.I continued to organise and host Monarch Airlines Enthusiast Events, and regularly hosted student groups or visited Universities to engage with their students about careers in the airline industry.

Luton, United Kingdom

Responsible for supporting Monarch sales teams covering the provision of route costing and contribution analyses, producing DOCs for ad-hoc flights to destinations all over the world and for series charter flights for tour operators worldwide. These projects provided me a sound understanding of crew duty limitations and aircraft performance.I worked with airports, handling agents and fuel suppliers in making arrangements and sourcing prices for planned flights and was responsible for contracting fuel supply for all ad-hoc departures. I met with a number of these companies in person, and was proficient in developing good rapport and lasting relationships with all. During 2011 I lead the Economic Planning effort in the implementation of a new Flight Costs IT System.I project managed Monarch’s “Aviation Enthusiast Events”, escorting groups of airline enthusiasts on tours of Monarch facilities in the UK and abroad, building relationships with local partners to deliver successful events. These events also saw me working closely with the aviation and travel press, Monarch crews, airline operations, reservations and the staff of Monarch Aircraft Engineering Ltd. Hosting these events was justification of Monarch’s faith in me to be the face of the airline when meeting not only with press and industry partners, but also with the general public that attended the events.

South Harrow

I managed a team of up to 60 CSAs, cashiers, and car park staff between 4pm Friday and 5.30pm Sunday, and frequently in the absence of management midweek. I conducted Customer Service training, held Team meetings and was the elected representative for the part time customer service partners on the Branch's Committee For Communication, and the Partner Voice Forum.