Regional Sales Manager, B2B Direct
Lubricants
Total years of experience :6 years, 9 Months
Regional Sales Manager, B2B Direct - Lubricants (Dec 2011 - Sep 2012)
• Exceeded budgeted volume by 18% and value by 32% in H1 2012; won 4 new accounts by depicting product and service superiority and strengthening relationship at all hierarchical levels.
• Gained exposure to multiple sectors including fleets, cement, textile, power and general manufacturing (including FMCG)
• Led a team of 5 Account Manager's based remotely across the region. Observed them conduct sales calls, identified concrete areas of improvement and monitored progress.
• Inspired and coached direct team to drive the right behaviours whilst developing a commercial mind set consistently enabling them to over achieve sales budget.
• Proposed a project in collaboration with operations team to re-design distribution model. Nominated team to conduct e2e research and eventually adopted the Cost To Serve (CTS) approach incurring significant $ savings within the direct channel.
• Initiated a volume based incentive plan for B2B distributors and eventually delivered 12% growth over same period last year.
• Led the training workshop for sales CRM - lubricants and fuels business.
2011- 2012
Royal Dutch Shell commonly known as Shell is an Anglo-Dutch MNC oil & gas company incorporated in United Kingdom and headquartered in the Netherlands. It is the largest company in the world in terms of revenue and employees over 92, 000 people in more than 70 countries.
SHELL PAKISTAN LIMITED
AKZO NOBEL PAKISTAN (Formerly ICI PAKISTAN)
Regional Sales Manager - Industrial Coatings (Nov 2009 - Nov 2011)
• Exceeded budgeted volume by 18% in 2010. Major contribution by 3 new accounts in two-wheeler segment.
• Capitalizing on Akzo Nobel product range, prepared feasibility studies for powder and packaging coatings launch on trading model.
• Sought approvals and solely led the countrywide launch of 'Packaging Coatings.' Conducted market research, negotiated commercial terms with regional counterparts, ran trials and delivered project completion within 6 months. New business contributed to 15% of industrial coatings sales value within 1 year of launch.
• Nominated as focal point for ERP transition to SAP based on deep understanding of operations, sales and marketing functions within Industrial coatings BU.
2007-2011
Akzo Nobel N.V. is a Dutch MNC active in the fields of decorative paints, performance coatings and specialty chemicals. In 2008, it took over Imperial Chemicals Industry (ICI) of UK to become the largest coatings company in the World. Headquartered in Amsterdam, the company employees more than 50, 000 people in more than 80 countries.
Marketing Services Manager, Car Refinishes (April 2009 - Nov 2009)
• Led the brand development of 'Sikkens' in Pakistan. Liaised with regional strategy and implementation team on pricing, delivery and technical support.
• Implemented BTL marketing activities eventually enabling business to achieve 55% market share in premium tier.
Product Manager, Car Refinishes (Jan 2007 - April 2009)
• Launched 'Sikkens' a premium tier car refinishes brand post organization's takeover.
• Effectively repositioned Nexa 2K premium tier brand depicting superior techno-commercial services: won 3 new Toyota dealerships within 90 days.
• In a bid to achieve operational excellence took responsibility to restructure the forecasting model for import of tinter's from PPG UK to eventually improve working capital by 9%.
• Collaborated with procurement team to work on sustainable packaging solution for mid tier range. Proposed and sought approval for environmentally friendly solution thus adding to the organisation's CSR achievements.
Credit Analyst, consumer loans (Aug 2006 - Dec 2006)
• Assisted supervisor on analysing consumer loan applications based on central bank checklist circulated to all commercial banks
2006 MCB Bank Limited (formerly Muslim Commercial Bank) is the largest commercial bank in Pakistan in terms of revenue and successfully operates corporate, commercial and consumer banking. This bank was privatized in 1991 and purchased by a consortium of Pakistani corporate groups led by Nishat group.
MCB BANK LIMITED
HEC PARIS SCHOOL OF MANAGEMENT 2012 - 2014
- #1 European Business School 2013 (Financial Times)
- #8 Full Time global MBA program 2013 (Economist) Full time MBA in Marketing (CGPA: 3.63 out of 4.0) - Co -President Industry Club: Prepared HEC's value proposition and presented it to Industrial & FMCG organizations. Acted as an intermediary between HEC career services and corporations to organize recruitment events and guest lectures on campus.
2002 - 2005 Bachelors (Honors) in Economics (CGPA: 3.77 out of 4.0) Part of Dean's honors list and winner of silver medal
- Led negotiation with leading B-schools to participate in MBA Tournament (MBAT) at HEC; the largest university sports tournament in Europe. - Attained 2nd position in Johnson & Johnson business case competition held in London, UK.
LAHORE SCHOOL OF ECONOMICS Full time MBA in Marketing & Finance (CGPA: 3.78 out of 4.0) 100% merit scholarship