Chief Executive Officer
Nando's Pakistan (Pvt.) Ltd.
Total years of experience :31 years, 9 Months
CEO of Nando's global chain of restaurants in Pakistan.
Retail is the largest business of Shell Pakistan Limited with a network of 800+ retail outlets across Pakistan. As the head of Retail Operations I report to the Managing Director. My scope of work includes: Business Planning, Performance Management, On Site Operations Excellence, Reward & Recognition programmes, Network Control, Fuels Pricing, Channel Management, Franchise Agreements / Contracts & Administration and Retail Communications. In this role, I am leading a team of 5 direct and 8 indirect staff. Additionally, I am virtually facilitating a sales team of 30. Some of my key achievements in this role are:
• Spearheaded the development and implementation of Retail operating standards and procedures across the entire Retail network
• Restructured Retail sales organization to optimize resources.
• Introduced a revised Franchise fee structure, bringing in additional income of approx US$1million for the business
• Leading a Retail / Transport project. This has resulted in reduction of product delivery time to retail outlets, cost savings of US$0.8 million and a double digit volumetric growth at target retail outlets
• Played an instrumental role during the process re-engineering and streamlining of the Retail business to implement a fit for purpose ‘Order to Cash’ process as an enabler for a successful GSAP (SAP implementation project) launch in 2010
• Am the Retail lead at the Supply Chain management front, ensuring accurate business planning and product demand forecast; influencing procurement decisions to acquire product through imports and from local refineries; ensuring depot wise product availability & stock optimization and facilitating transportation improvements.
• Successfully launched “Territory Manager Development and Accreditation Program” for the Retail business resulting in accreditation of 19 Territory Managers in 2010. Appreciated as best practice in South East Asia.
This was a special short term assignment for personal career development. As part of the Global Audit organization conducted global business processes reviews as well as specific country business reviews / audits to provide independent assurance to the Global Executive Committee. Led business reviews / audits in US, Europe, Middle East, South East Asia and Australia.
• Ranked as the top auditor in South East Asia region for 2005 and 2006.
• Considered ‘Subject Matter Expert’ for Retail business in the global audit organisation.
• Successfully managed the additional responsibility of Secretary Board of Audit Committee for Shell Pakistan Ltd.
Some important reviews worth mentioning, which brought in improvements at global level:
• Global Retail Operating Platform Review
• Global Marine Business Review
• Global Talent Development Review
• China Retail Business Review etc.
The COS business consisted of a network of 55 company operated model retail outlets across Pakistan. I headed this business with a team of 5 direct and 55 indirect staff.
• Restructured the COS organisation and turned around the business. Successfully established it as a training ground for all new Shell recruits and retailers in the network while increasing the annual profitability from US$0.3 million in 2000 to US$1.9 mln by end 2004.
• Spearheaded the development and implementation of COS Procedures and Standards Manual and COS Business Performance Management System (web based) to monitor key areas in sales growth, cost optimisation, stock loss control and profits etc.
Successfully managed an additional portfolio to head the Retail Training department. I was responsible for the competence development of retail permanent staff, retailers and their workforce. Led a team of 14 training officers with 8 mobile training units.
• Launched Pakistan's first Retail Training Academy and won the Regional President Award.
• Spearheaded the design and development of training programs for Pakistan, which were later on adopted by various countries in the East Zone.
I was responsible for the development and implementation of Category Business Plans and Customer Value Propositions for MESA retail forecourts including Car Wash, Oil Change and Tyre Shop franchises.
• Developed and implemented a revised franchise fee recovery process for the above-mentioned facilities.
• Planned and developed a retail network in the largest geographical stretch and biggest motor fuel market of Pakistan with a development budget of US$6 million. Also, developed a Perpetual Network Plan for the entire territory.
• Delivered 49 retail outlets in less than two years with an average volumetric growth of 100%+.
• Introduced a new concept of Farm Retail Outlet with supporting Non-fuelling Retail facilities.
• Managed business of 31 Shell retail outlets and 4 Select (convenience) stores.
• Acted as a business consultant for the franchisees on proper management of their retail outlets and maintained a right balance between customer focus, cost optimisation, and care for health, safety and environment.
• Identified and sought necessary approvals for 3 new retail outlets for Shell - a challenging task for urban markets.
This advertising agency was based out of London with businesses in Europe, Russia and Middle East. I was responsible for client liaison, preparation of marketing, advertising and product launch plans.
• Analysed the market research and retail audit results for a confectionary product launched in Russia and developed necessary management reports.
• Successfully managed the development of a deodorant launch plan for Italy.
• Successfully managed the project of introducing MOTAS (Modular Terminal Administration System), across various depots in Pakistan. Developed and implemented various in-house MI reports to help depot staff reconcile stocks and deliveries.
• Managed the budgeting, procurement, installation and maintenance of MOTAS system as well as staff training.
• Handled the marketing and installation of a business software package (Business Process and Control System, BPCS) in Karachi market.