Channels Key Account Manager
Philip Morris International
مجموع سنوات الخبرة :10 years, 9 أشهر
• Developed and executed strategic plans to nurture and grow key channel accounts, including E-commerce platforms, fostering long-term partnerships and driving revenue growth.
• Established and maintained strong relationships with key stakeholders within channel partner organizations, including executives, sales teams, and technical staff, as well as E-commerce platform managers.
• Achieved and exceeded sales targets by identifying opportunities for upselling, cross-selling, and expanding the product portfolio within channel accounts, both traditional and E-commerce.
• Proactively addressed any issues or challenges faced by channel partners and E-commerce platforms, ensuring timely resolution and maintaining high levels of partner satisfaction.
• Conducted market research and competitive analysis to identify emerging trends, market opportunities, and potential threats, informing strategic decision-making for both traditional channels and E-commerce.
• Responsible for ensuring correct stock levels at each LMTS, E-Commerce Warehouse and wholesaler are maintained, and that the channel teams are covering agreed universe productively
• Agree stock norms for store / shelf for lead brands with key accounts and ensure compliance
• Acting as prime interface between PMI and its distributors, onsite regular market visits, opening of new outlets and manage promotion activities in order to increase business in low-lying areas.
• Implement Area Business Plans in line with the business objectives. Ensure achievement of shipment volumes/in market sales and secondary sales along with other distribution related KSIs (Coverage, Hit rate and Call Frequency). Additionally, ensure effective communication and implementation of Sales Cycle Plan.
• Effective Implementation of Distribution Strategy and ensure required distribution infrastructure including human and mechanical resources, warehouse and proper premises. Develop business acumen and interest of Distributor to fulfil required business needs.
• Develop DSRs through On the Job Coaching by Work with process. Develop relationships with trade directly & through DSRs and leverage these relationships to capitalize on business growth opportunities and to achieve smooth execution of business.
• Maximizing sales strategically through marketing campaigns, negotiating with retail touch points that includes product positioning, visibility and investments
• Ensuring all objective tasks in terms of availability, visibility, volumes, margins and achieving customer price of products within the assigned territories
• Assuring brand visibility by monitoring promotion activities which includes managing distribution staff efficiently in terms of; route and inventory planning, and ensuring all other operations related to distribution activities.
• Managing ad hoc distribution related issues and help them regularly meet business targets devised by PMI’s regional periodic sales plan.
• Maintain essential data on competitor’s moves, sales performance in order to assure Area Sales Managers, Territory and Zonal Managers fully informed in order to effectively assist them in business planning.
• Leading company’s brand communication project for the entire Philip Morris International (PMI) Pakistan portfolio encompassing design and execution of trade marketing and distributional initiatives with the assigned region.
• Managed team of large sales force to deliver product range including route assignment and conducted trainings on distribution strategies.
• Ensuring liaison between retailers and PMI regional office team, communicated new schemes and other policies by rival brands.
• Provide PMI with management performance reports on project progress, weekly sales reports, as well as resolving queries according to client’s objectives
Business Executive - June’13 - till date
KZK Group Industrial and Commercial Co.
Job responsibilities:
Tasked with consultative selling of heavy industrial equipment which includes forklifts, wheel loaders, mobile cranes, and other material handling equipment via account management and business development by generating new leads within the target market.
Conduct onsite industrial surveys of technical specifications and customer servicing with particular focus on managing direct sales including countrywide distribution.
Handling port centric logistical arrangement of heavy equipment for inland long-distance transportation to the client sites.
Responsible for ensuring warehouse issuing and verifying parts for client requisitions; which includes coordinating with mechanics for assembling folk lifts, loading and delivering according to client specification.
Maintain coordination in cross functional departments including sales, procurement, maintenance and warehouse.
Obtain necessary product knowledge by practically testing equipment for client demonstrations.
Prepare billing documentation for clients and sales evaluation reports for managerial purposes.
Corporate Sales Executive - July’12 to May’13
Ora Tech Systems (Software Solutions)
Job responsibilities:
Responsible for managing sales from initial opportunity through securing client purchase order up till successful delivery of the key process.
Involved in direct client relations including top level management for contract negotiations, manage post sales services for creating business contacts, meeting clients, promoting company services, writing proposals and chasing up leads with regular follow ups.
Event Coordinator & Student Affairs Officer - Jan’11 to Dec’11
University of Business and Technology, BIZTEK - Karachi Pakistan
Job responsibilities:
Liaising with student society to ascertain their precise event requirements, working closely with management at every level of the business to ensure the effective delivery of events according to theme, along with seeking prospects for revenue generation responsibility.
Handling student’s affairs queries related to accounts, course selections and examinations. Areas of expertise included delegation, event logistics, venue searching, managing supplies, budgeting, costing, and event reporting.
Specific duties:
Working closely with exhibitors, designers, and contractors
Developing event by thinking thematically according to student requirement
Overseeing procurement for catering, audiovisual, security and rental needs
Building and managing relationship with sponsors (mainly includes corporates)
Business development - 2004 to date
Ali Brothers (Private) Limited
Job responsibilities include: Involved in business development and marketing strategies of family business of auto wheel alloy rims and tyres.
Masters in Supply Chain management from 2011 to 2013