Senior Manager Sales
KSB Pumps Co. Ltd
Total years of experience :18 years, 2 months
(Dec 11 ~ present)
Reporting To: Director Sales & Strategic Marketing
Major responsibilities include:
To formulate and execute strategies for Business Development, Sales, Revenues, Receivables and Customer Retention, in line with the brand and global strategies to achieve business growth of Pumps & Valves in Industry, Energy and Building segments in central region.
To ensure increased operational efficiencies, effectiveness and key accounts profitability across the business area.
To drive business through the existing and ongoing sales pipeline, established business channel partners and key accounts.
To ensure proper execution of channel plans in order to strengthen Brand’s leadership status in strategic channel.
To be responsible for P&L of assigned business portfolio including key accounts and Channel partners.
To supervise new channel partners selection and development at regional level.
To have effective coordination with cross functional teams including Planning, Engineering, Quality, Trade marketing, Finance and CS for smooth sales operations and to meet or exceed customer satisfaction.
To contribute towards Company’s commercial and financial objectives through the sales of products and services in key accounts and channel sales.
To ensure revenue enhancement in line with strategic orientation in assigned business portfolio.
To ensure continuous development of competencies of the assigned team.
To propose and execute improvements of all Sales & Distribution Channels based on regional analysis.
To establish and support the developed strategies required for corporate operations activities, leverage relations with key accounts, channel partners, consultants, contractors and service providers.
To develop and maintain sales/accounts history, business development activities, sales and receivable record, contract templates and manage Service Agreements.
To provide sales analysis to tract trends wins, losses in the region or by Customer to retain, regain and increase the value of assigned business portfolio.
To develop, establish and monitor pricing, development, sales strategies, customer agreements, resources allocation for key accounts and channel partners.
To ensure required resources are allocated & utilized effectively and efficiently to achieve strategic channel objectives.
To conduct periodic and extensive Industrial Customer visits with assigned sales team to develop business within assigned business portfolio.
To develop & deliver o-corporate level presentations including business highlights, new products portfolio, focus on solutions of customer requirements, competitive analysis etc.
To plan, organize, and direct a wide range of technical and pre-sales training activities.
To develop profitable long-term relationships built on mutual trust and respect by effectively communicating the CVP to fulfill the customers’ needs.
To look after key accounts & developing long lasting profitable & secure business.
To work as liaison between customers & company's different
departments for the smooth operations.
Manager Auto Gas & Industrial Business (Jan 10 ~ Nov 11)
Reporting To: Senior G.M. - Business Development
Major responsibilities included:
To develop sales strategies & creative sales opportunities to achieve sales goals
To formulate & achieve Company’s total sales revenue in assigned business portfolio
To lead, train & manage sales staff to achieve set targets & outpace the market
To keep abreast of all legal obligations between company & franchisee & to maintain profitable & professional relationship with them.
To explore the market & select the best resources for the development of Auto gas Stations with sound knowledge & professional background
To build up network of professional & expert vendors & suppliers for the establishment of Auto Gas Stations
To control commercial inventory & to prepare the most efficient costing for the project
To control & reduce distribution cost
To manage efficiently the ongoing projects of Auto Gas stations
establishment & successful operations
To elaborate plans & coordinate logistics for upcoming Auto Gas Filling Stations
To ensure that Auto Gas Stations operates efficiently & safely by defining & implementing the relevant procedures
To ensure that laid down procedures / safety standards are fully met.
Manage all HSE matters relating to Auto gas Stations in line with
company’s policy guidelines
Perform well under crisis situation or stress with clear & framed objectives
To ensure customer satisfaction, both internal & external.
To develop sales and marketing strategies for the assigned business portfolio with a view to build market share and capitalize on the gross margin generation
To develop & establish new business by exploring lucrative & growing segments & applications across the industry
To be up to date with the activities taking around, business & needs, to facilitate customers with sound information & advice on product & services
To manage customer accounts, taking responsibility for sales, margin generation, steady growth, debt management, state of account & queries.
To explore/ commission different applications in industrial & commercial segments.
Sales Account Manager (Sep 07~ Dec 09)
Reporting To: Sales & Marketing Manager
To develop sales targets and marketing strategies for the assigned business portfolio with a view to improve market share and maximize the gross margin generation
To develop new business by exploring profitable & growing segments & applications
To analyze sales statistics & study performance of each account in the area to keep close track of business
To prepare proposals for Industrial Customers with an objective to convince them on Value for Money by facilitating them to IFC (Inter Fuel Conversions).
To Plan, monitor and achieve individual and team sales targets (e.g. Margin, Growth, Named Customer CVP, and Trade Debtor Target)
To review and plan Customer Business, Products, Service Packages, Contracts, Prices, Credit Terms, Credit Limits and Debts.
To co-ordinate with clients, consultants, suppliers & sub-contractors to meet customers satisfaction
To manage customer account, taking responsibility for debt management, state of account & queries.
To achieve the sales and margin targets in the assigned territory.
To take field Sales Initiatives to identify areas of potential for volumes growth both from other LPG Brands and from new to LPG users in both Domestic and Commercial Segment
To develop good relationship with channel partners by visiting them frequently and development of relationship with the end-users.
To propose and implement sales strategy, channel strategy, category & territory management.
Responsible to ensure effective provision of CVP and highest level of service to customers.
To co-ordinate internally/especially with the supply points regarding receipt of the order till the delivery of the products to the customer.
To arrange for LPG surveys, sources, and seminars/workshops if required, and prompt handling of complaints.
To suggest discounts, credit facilities and consumer outlets, keeping in view the complexity of business and competition.
To keep abreast of market changes, competitor’s activities and market trends and to involve them in business negotiations at higher level, if required, in order to win over the business.
To evaluate, hire, train the distributors, district sales promoters, hit teams and lead them in proactive manner.
To make profitable growth as per targets and business sustainability within Shell Group Business Principles (SGBP) and Health, Safety, Security, Environment (HSSE) requirements.
To research and successfully conduct an innovative project to develop a new potential segment for LPG use in Pakistan.
Executive (Jan 06 ~ Aug 07)
Reporting To: Manager Product Development
Major responsibilities included:
To develop parts by the study of technical Engineering drawings, standards & data for design
To do planning & management for the successful execution of the assigned projects
To analyze problems & provide solution during the development by using of different quality tools.
To arrange overseas support (TA/TC) & trainings for vendors regarding improvement in quality, process, problem analysis & countermeasures etc.
To give presentations to higher management & foreign delegations regarding development activities, project status, future planning etc.
To be responsible for grooming of vendors & staff through (on job training as well as provide counseling to them).
MBA (Marketing) (2009 ~ 2011) Institute of Business Administration
Bachelors in Mechanical Engineering