Khalid Majid, General Manager- Marketing & Sales

Khalid Majid

General Manager- Marketing & Sales

Roshan Packages (Private) Limited

Location
Pakistan - Lahore
Education
Master's degree, "MBA" with majors in Marketing
Experience
19 years, 6 months

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Work Experience

Total years of experience :19 years, 6 months

General Manager- Marketing & Sales at Roshan Packages (Private) Limited
  • Pakistan - Lahore
  • March 2011 to October 2012

Roshan Packages is one of the top-three leading organizations in the Corrugated Packaging Industry of Pakistan with an annual sales turnover of Rs. 2.0 billion (approx.).

Major responsibilities included:
• Planning, organizing and ensuring the execution of all functions of marketing and sales in the organization as per budgets and plans with profit & loss responsibility.
• Exploring the industrial market segments; identifying current and future business growth opportunities; and developing the strategic business plans for the company.
• Designing and executing the market share growth strategies by delivering cost effective customized packaging solutions to industrial market clients.
• Preparing sales forecasting, budgets, analysis and presenting reports, proposals, plans etc.

Major Accomplishments:

• Increased corporate sales in the year 2011-12 by getting 29% growth over L/ year through exploring new market segments, deploying market development and team motivational strategies successfully.
• Improved bottom line profits of corporate sales from -4% to +7% by introducing new pricing strategies, reducing product development costs and developing customer services new programs.
• Achieved 100% production capacity utilization in 2012 by achieving right product-mix sales strategy.

Head of Strategy and Operations. at Haier Pakistan (Pvt.) Limited
  • Pakistan - Lahore
  • January 2009 to June 2010

Haier Pakistan is a subsidiary company of a leading Chinese multinational organization Haier Group, China. Its business domains in Pakistan include Home Appliances, Consumer Electronics and HVAC System etc with an annual sales turnover of USD 110 million (approx.).

Based in Lahore; reporting to CEO major responsibilities included:
• Designing and implementing the business and operational strategies through effective utilization of organization resources; developing policies, plans and critical measurements; communicating internally and externally; integrating systems among functions; driving organizational change; analyzing results and trends; initiating corrective actions with the approval of CEO to ensure the achievement of strategic alignment, ROI, cost optimization, profitability, market share, revenue and sales volume growth of all SBUs.
• Developing and executing strategic business/ marketing plans for the short and long term period.
• Ensuring smooth operations in the organization by implementing adherence to performance metrics, operations excellence, BPR, change management, risk management and budget’s control.
• Preparing sales forecasting, budgets, analysis and presenting reports, proposals, plans etc.

Major Accomplishments:

• Started-up and established a new department as “Strategy and Operations” in 2009 as per the decision of BODs to ensure the achievement of strategic goals according to the vision and mission of the organization.
• Designed and executed the ‘5-Year Business Plan’ of the organization successfully which lifted-up the operating profit from loss in the very first year of its implementation i.e. 2009.
• Shifted ‘Strategic Intent’ from Mass-markets Company to Premium-markets Company by introducing ‘Premium Product Categories’ which increased profitability by 11% in 2009 and 14% in 2010.
• Co-designed and implemented a new Performance Management System in the eight departments of organization based on the ‘Balanced Scorecard System’ by setting-up KRAs, KPIs and performance metrics for 450 employees with the help of all Functional Heads in 2009.
• Developed ‘Strategic Alignment’ in all departments by clearly defining the cross-functional goals and plans which ensured the 100% achievement of business KPIs of 4 SBUs out of 6 in 2009.
• Set-up ‘Archive and Documents Management System’ in the organization in 2009.

Vice Country Manager-Sales and Operations. at Haier Pakistan (Pvt.) Limited
  • Pakistan - Lahore
  • October 2006 to January 2009

Joined as Assistant Country Manager-Sales (Oct 2006-Jan 2008) and got advancement as Vice County Manager-Sales & Operations in January 2008. Key responsibilities included:

• Managing the multi-billion revenue based sales & distribution operations of the company through a nation-wide 16 Sales Offices by leading and coaching a team of 100-plus members.
• Setting objectives, formulating strategies and ensuring the achievement of KPI like sales turnover, profitability, AR, distribution channels development, market share, inventory turnover, supply chain etc. in line with the company’s objectives as per plans and budgets.
• Executing effective implementation of company's sales operation system, policies and procedures.
• Ensuring the generation of new revenue by developing the general and modern trade, franchisees, exclusive dealer's network, institutional/ corporate channels and Company's showrooms nationally.
• Pursuing key prospects; negotiating sales agreements/ SLAs with the trade, corporate and institutional clients; ensuring profitable business deals and contracts against budgets.
• Planning and execution of the marketing functions like market research, competitors’ activities maneuvering, market segmentation, new product development and launch, pricing, advertising, trade/ direct marketing along with brand activation programs through ATL/ BTL activities etc.
• Preparing sales forecasting, budgets, analysis and presenting reports, proposals, plans etc.

Major Accomplishments:

• Contributed a national sales growth of 41% over last year through increasing the dealers’ network by 58% nationally during Jan-Dec 2008 as Vice Country Manager-Sales.
• Participated in the new product development process and successfully launched the new category of Refrigerator “Wide Body Model” in 2007-08 as per the needs of domestic users of Pakistan.
• Created and trained a 20 member’s new team for the national sales operations support function in 2008 to ensure the implementation of sales policies, procedures and plans.
• Developed the “Corporate Business” as a strategic business unit/ profit center in 2007 and registered a revenue growth over 31% through new sales channels against 2006.
• Doubled the Sales & Display Franchise Network during 2007 over last year from 55 dealers to 110.

ERP Project: SAP ERP System (SD, FICO, MM):

• Worked as a Project Leader (Sales & Marketing Team) in the organizational BPR; customization/ re-designing of all modules of SAP (SD, FICO, MM) with system’s control checks and authorization; developing Master Data; successful go-alive and implementation of SAP ERP System in Haier Pakistan (Pvt.) Limited during 2008 with a focus on SD Module up to two life-cycles.
• Developed and trained a national team of 24 SAP-Coordinators for the successful implementation and usage of SAP-ERP System in the organization across the country in 2008.

Regional Sales Manager-Consumer Products Division. at GlaxoSmithKline Pakistan Limited
  • Pakistan - Lahore
  • January 2003 to October 2006

GlaxoSmithKline Pakistan is a subsidiary of the world’s leading healthcare company GlaxoSmithKline p.l.c. UK. It has offered the consumer brands like Aquafresh, Horlicks, Sensodyne, Macleans, Brylcreem, Silvikrin, Eno, Panadol, Iodex etc. in the domestic market of Pakistan.

Major responsibilities included:
• Supervised the regional sales and business development functions of consumer brands to ensure the achievement of targeted sales revenue, volumes, market share, distribution, coverage and visibility etc.
• Managed a network of over 80 sub-distributors/ distributors and 18, 000 outlets by supervising and coaching a large sales team/ Distributor Sales Force of 30-plus members.
• Collaborated with the leading regional/ national distributors like IBL, UDL, VIKOR and Muller & Phipps etc to ensure the achievement of optimum inventory levels, sales and distribution plans/ KPIs.
• Looked-after and developed the trade/ institutional business, key accounts and KOLs.
• Planned and executed the trade marketing activities like sales promotion, merchandising and category specific sales/ trade development activities with the support of brand management team.
• Participated and represented the company in the seminars, trade shows and exhibitions etc.
• Designed and conducted the Direct Marketing activities like Road Shows, Fleet Advertising, Cinema Slide Shows, Billboards, Towns-storming and Free Dental Check-up etc.
• Prepared and presented the sales forecasting, analysis, reports and proposals etc.

Major Accomplishments:

• Received the best team international award of “Enterprise Brand Award for the Best Launch Category” on launching of Iodex amongst the global competition of 35 countries for the year 2003.
• Received “Cash Award” for the best sales performance of the Region in the year 2003.
• Received “Performance Award” for the achievement of highest sales growth nationally in 1999.
• Member of the Sales & Marketing team who launched Macleans Milkteeth Formula, Eno Sachets, Aquafresh, Horlicks, Sensodyne in Pakistan during the period of 1997-2004.

Senior Sales Officer/ Team Leader-Consumer Products. at GlaxoSmithKline Pakistan Limited
  • Pakistan - Lahore
  • July 1997 to January 2003

Major responsibilities included ensuring the achievement of sales revenue & distribution targets, territory sales management, leading the sales team/ DSF, managing the distributors, monitoring the distributor’s inventory, key accounts management, sales and market reports etc.

Sales Officer-Consumer Products. at GlaxoSmithKline Pakistan Limited
  • Pakistan - Lahore
  • June 1993 to June 1997

Major responsibilities included ensuring the achievement of sales revenue & distribution targets, territory sales management, managing the distributors, monitoring the distributor’s inventory, key accounts management, sales and market reports etc.

Education

Master's degree, "MBA" with majors in Marketing
  • at Hamadard University
  • December 1997

• Received “Leadership Award” on getting GPA 4 out of 4 in the First Trimester, 1996. • Received "Merit Award” on getting academic excellence in MBA.

Bachelor's degree, "Post Graduate Diploma in Business Administration".
  • at IBA, University of the Punjab
  • October 1994
Bachelor's degree, "BSc." with majors in Mathematics, Statistics and Economics.
  • at F. C. College
  • June 1991

Specialties & Skills

National Account Sales
General Business Administration
Marketing Management
Business Development
MS EXCEL
MS WORD
MS VISIO
SAP-SD Module
MICROSOFT-GP 10
MS POWERPOINT

Languages

English
Expert
Urdu
Expert
Hindi
Intermediate
Arabic
Beginner

Memberships

Marketing Association of Pakistan
  • Member
  • January 2008

Training and Certifications

Certificate (Certificate)
Date Attended:
May 1999
Valid Until:
May 1999
Certificate (Certificate)
Date Attended:
June 1999
Valid Until:
June 1999
Certificate (Certificate)
Date Attended:
April 1999
Valid Until:
April 1999
Certificate (Certificate)
Date Attended:
April 2008
Valid Until:
September 2008

Hobbies

  • Playing and watching Cricket.
  • Traveling and Long-driving.
  • Participating in community social services.
  • Family n friends get-together and dining out-side.
  • Reading books and magazines.