Ahad Gafoor

Product & Strategy Leadership
- Lead end-to-end product lifecycle for IQOS devices and TEREA consumables across the West Region (Jeddah,
Makkah, Madinah, Taif) covering a market of 8 cities divided into Central and Other west region and 3, 200 target
customers (POS) for CC and 2, 700 for Terea as a co-pilot phase.
- Designed and executed go-to-market strategies including product launches, pricing, and positioning, contributing to
3.8% growth in regional product adoption within 4 months of launch.
- Aligned product strategy with regional and national commercial objectives.
Segmentation & Market Expansion
- Segmented IQOS and TEREA portfolio into niche target markets impacting in Jeddah, improving precision targeting
and consumer adoption by 6% year on year
- Developed micro-segmentation frameworks using demographics, behavioural insights, and trade channel dynamics
with an acquisition rate of 43% month on month.
- Identified high-value consumer clusters and optimized product positioning accordingly.
Sales Analytics & Performance Tracking
- Conduct daily tracking of sales performance across 32 SKUs enabling agile decision-making that reduced stock-out
incidents by 23% (Q4-2025). Analysed SKU-level performance to identify growth opportunities and underperforming
segments.
- Built and maintained Power BI dashboards used by management stakeholders for real-time KPI tracking and
leadership reporting, reducing manual reporting time by 6 hours/week

Product & Strategy Leadership
- Lead end-to-end product lifecycle for IQOS devices and TEREA consumables across the West Region (Jeddah,
Makkah, Madinah, Taif).
- Designed and executed go-to-market strategies including product launches, pricing, and positioning.
- Aligned product strategy with regional and national commercial objectives.
Segmentation & Market Expansion
- Segmented IQOS and TEREA portfolio into niche target markets, improving precision targeting and consumer
adoption.
- Developed micro-segmentation frameworks using demographics, behavioural insights, and trade channel dynamics.
- Identified high-value consumer clusters and optimized product positioning accordingly.
Sales Analytics & Performance Tracking
- Conduct daily tracking of sales performance and product uptake, enabling agile decision-making.
- Analysed SKU-level performance to identify growth opportunities and underperforming segments.
- Built and maintained Power BI dashboards for real-time KPI tracking and leadership reporting.
Market Intelligence & Insights
- Led consumer research programs including census surveys and segmentation studies.
- Integrated internal data with syndicated reports to deliver actionable insights.
- Monitored competitor strategies and market shifts to guide business decisions.
- Support market research initiatives (Survey/Census/Field Insights 2017, 2020, 2024.)
Execution & Leadership
- Led Insight Running workshops to enhance data literacy across sales teams.
- Partnered with sales teams to ensure on-ground execution aligned with segmentation strategy.
- Managed regional budgeting and forecasting cycles.
- Translated data driven insights and brainstorming distribution and sales team based on findings
- Ensure alignment between segmentation strategies in alignment with on ground execution (RRP)
- Drove accountability across marketing and commercial team by establishing KPI tracking frameworks and execution
benchmarks

Market Intelligence & Insights
- Led consumer research programs including census surveys covering 6, 200 respondents across 8 cities (2017, 2020,
2024)
- Integrated internal data with syndicated reports to deliver actionable insights.
- Monitored competitor strategies and market shifts to guide business decisions.
- Support market research initiatives (Survey/Census/Field Insights 2017, 2020, 2024.)
Execution & Leadership
- Led Insight Running workshops for a team of 16 sales professionals, improving analytical output quality by 30-40%
on average as measured by KPI accuracy scores.
- Partnered with sales teams to ensure on-ground execution aligned with segmentation strategy.
- Managed regional budgeting and forecasting cycles with a total budget of SAR +2 million, achieving forecast
accuracy.
- Translated data driven insights and brainstorming distribution and sales team based on findings
- Ensure alignment between segmentation strategies and brand engagement activities in alignment with on ground
execution (RRP) team.
• Influenced senior leadership through clear dashboards and strategic recommendations based on market
intelligence and insights
• Supported +15 new brand/product launches and campaigns, ensuring end-to-end execution within agreed
timelines and budgets.

- Supported sales team with actionable insights that contributed to +6-15% improvement in regular trade program
- Track competition activities across west region which includes pricing/promotional activities
- Enable regional commercial team with real time data based on daily sales on SKU level
- Automation in sales reporting and product performance
- Bridge gap between market reality and strategic planning
- Conduct product assortment in line with Trade executives on regular intervals based on PPOSM aspects
- Analyse historical trends to improve forecast accuracy and contribute to annual and quarterly business planning
- Map as-is processes and design to-be workflows that are practical and implementable in the interval SKU sales
cycle
- Translate business requirements into clear, structured specifications for the trade activation field team
- Validate RTM criteria based on the route plan for the month
- Support workshop preparation and facilitate working sessions with client teams
- Identify gaps, contradictions, and risks in requirements before they become vulnerable

- Managed trade marketing for Household & Baby Care categories across 56 SKUs and 14 trade accounts.
- Planned and executed promotional campaigns with pre/post-performance analysis.
- Conducted SKU-level forecasting for conventional and promotional products.
- Analysed seasonal sales trends and customer buying behaviour.
- Price segmentation based on TMO aligned in line with Price fishing to know the variable
- Drive category growth (household and baby care) through data driven-trade marketing strategies.
- Analyse seasonality trends and demand patterns to support planning and forecasting
- Executed 2016 Bambi JIEC in-store campaign across +200 outlets, delivering an uplift in sell-through during the
promotional period