Manager, Sales & Client Services
Talabat.com
مجموع سنوات الخبرة :13 years, 1 أشهر
• Key responsibility is to head the branch office in Oman with complete autonomy on business development and going above or beyond to find right market potential and increase business
• Directly report to CEO in Kuwait & Head of Sales based in Dubai
• 50% travelling including with in Oman to different cities and UAE for meetings, conferences and exhibitions
• After three months of joining did the complete restructuring of the Oman office to increase productivity and profitability of the country.
• Increased the business of Talabat.com Oman in the FQ1-16 to 56% through sales strategies and zero marketing dollar spent on the activity
• A strict scrutiny over the non-performing vendors and less productive vendors. Delisted vendors with higher failed rate
• Invested time & money on vendors with high potential of being ‘Star’ and converting them into ‘Cash Cows’
• In comparison to last 3-Q-YR15, 50% plus target have been achieved in first Q-YR-16 in terms of Vendors Total Sales in Revenue
• Working closely with all International Chains to boost their business penetrate into potential segments with their help of remotely spread outlets
• Higher focus on organic development of business, marketing dollars only spend on online generic marketing to pull customers towards website/ app.
• Collaborative marketing efforts with Bank Muscat & Oman Tel for offering exclusive promotions for their customers through Talabat.com
• Constantly, training & developing vendors about the benefits of home delivery, customer retentions and future of online ordering
• Devising strategies for Sales & Business Development on monthly and quarterly basis to achieve target with the team and individually
• Increased the vendor inventory of overall Oman to 25% in first quarter of which direct impact was on orders/ overall business
o Key Insights:
Oman being small player in the gulf market 100% focus was given on organic marketing
Research over the customer behavior of the market specially the youth i.e. 55% of population
Personally managing Pizza Hut, Americana Group, Papa Johns, Burger King, Subway
Acting as Venture Developer for Talabat.com in Oman
Introduced the concept of Business Intelligence in Oman, to make the vendor understand where the true potential is and how to capitalize it
• 50% growth in new business acquisition with in six month, with drop of 60% cost of acquiring new business through focusing on inside-sales and automating sales processes through cloud ERP Salesforce implementation. (by new business acquisition means, Restaurants)
• Responsible for AAA clients acquisition
• Foodpanda PK has been on top charts in terms of quality business acquisition for customers among 40 foodpanda global countries
• Initiated a comprehensive mechanism for lead-generation keeping customers’ need in mind. 15% business generated from new business acquired MoM
• 15% increase in order growth MoM with AVG Commission increase of 35% focusing on Corporate Ordering/ Event Ordering
• 100% Growth in terms of revenue/ order growth over a span 5 months from Aug 2014 - Dec 2014.
• Bird-eye view over PKR. 1 Million+ grossers clients with Head of Client Services and keeping a strong relationship with them, which includes: KFC, McDonalds, Domino’s, Sarpino’s, Johnny Rocket, Fat Burger, Nando’s, Cinnabon and etc.
• Developed SOP for smooth order-processing, with automated ticket generation for complaint management.
• Increased the customer satisfaction from 15% to 38% survey done through Net Promoter Score
• Conducted 4 ATL/ Offline campaigns with-in span of 6 months for creating higher brand awareness
• Efficient & Effective online marketing strategies, awarded 91% Total Response Rate on Facebook by SocialBakers Q4 2014
• Corporate Alliances/ Barter Agreement with
o Unilever Pakistan - 11, 500 Sampling of Lifebouy Handwash in-return billboard placement across 4 cities
o Tapal Tea Pvt. Ltd - 5, 000 tea-box sampling through every order
o British American Tobacco - PKR. 1 Million deal signed for e-retailing of cigarettes
o Red Bull - e-retailing in return on-field activation at any red-bull event in PK
o Engro Foods - Sampling of 5, 000 Opler Lassi with every order
o Standard Chartered Plc. - 1 Million customer database sharing
o Microsoft Pakistan - for keeping us in Hero App, ATL & BTL Coverage
• Automate last-mile-delivery through vWork app to increase efficiency increased business from 8% to 18% in 3 months
• Manage to intimate 40 minutes last mile delivery in Karachi and replicating model in Lahore & Islamabad.
• Looking after monthly sales/marketing/ financial budgeting, P&L and fund management
• Overseeing legal and compliance matter which include Government bodies & taxation authorities
• Key Insights:
o Maintaining threshold of 7, 000 new users WoW
o Increased visits 100 folds from Aug 2014 - till present
o 70% orders through Mobile App
• Prospect for new potential clients and develop strong relationships resulting in increased business.
• Work closely with Business Development team in identifying potential geographical areas to increase coverage while keeping track of revenue stream.
• Plan approaches & sales pitches for Pakistan, Georgia and Azerbaijan sales team and consult them where necessary, also conducting sales oriented training quarterly.
• Forecast sales-targets for Pakistan and ensure they are met.
• Maintaining a niche clientele list and ensuring business growth MoM basis.
• Work on Business Extension to opt for new opportunities for generating different revenue channel: Corporate Alliance, Direct Marketing, Media & PR, SMS, E-vouchers & Offline Marketing
• Analyze KPIs and represent in form of Analytical Dashboards, create reports and cohorts using power-pivots, measure performance of products, order trends, customer growth & retention rate.
• Assist Marketing Department in managing online campaigns, devising and allocating budgets and investing in channels with calculated ROI.
• Provide statistical data, identify trends and coordinate information within departments to develop and align new projects to increase productivity of Sales team.
• Keep a bird-eye view on competitors while maintaining a competitive grid.
• Managing clients grossing PKR. 1 Million+ MoM
o Designing the complete marketing plan
o Marketing strategies, Social-Media Strategies
o Developed the distribution process
o Customer based research and market research for initial launch
o Designed the initial launch plan for the company
o Planning and Developing Brand Activation Ideas
o Execution of the Activities and Presenting Ideas to Clients
o Keeping the bird-eye view on activities
o Customer Relationship Management
o Reporting, Making Presentation and Interactive Marketing
o Brands worked on: Unilever - Dove and Walls Selection Gold
Philip Morris International - Marlboro
-Preparing corporate sales strategies
-Drafting MoUs for corporate clients
-Identifying and managing corporate relationship with potential clients
-Designing & conducting sales oriented BTL activities
-Preparing sales presentation & negotiation patterns
-Marketing Collaboration
-Territory development & Time management
-Initial planning & marketing plan
-Established complete network of discount affiliates in Karachi
-Developed pricing strategies
-Brand launching activities
-Prepared media plan
-Advertisement Copy for TVC & Radio
-Developed the sale process
-E-Marketing
-Conducted research on the local business networks in Pakistan.
A more technical and in-depth study into understanding marketing as a science and art along with that learned some of the key concepts in the world of marketing. Exposure to some new and changing trends in the global market. Worked on different projects to understand the technicalities of the changing environment and finding ways to progress through marketing in the time of recession. Developed the competences by studying in-depth with the theoretical and practical frame-work done by the researchers and reviewing recognized social sciences journal to design assignments and course projects. Had an experience to work with a Scottish firm as it's Marketing Consultant. The core purpose was to develop the complete marketing action plan (that includes: Marketing Research, Supply Chain, Promotional Activities and Launch Plan) backed by the theoretical frame-work. Courses studied like Consumer Behavior, International Brand Management, Market Research, Marketing Communication, Analytical Problem in Decision Making, International Marketing Foresight, Market Planning & Decision Making, Business Finance, International Strategic Marketing & Management and Cross and Multicultural Environment in International Business Dissertation "How electronic word of mouth in social networking sites affects consumer engagement across cultures: A comparative study on China and United Kingdom". The study is under-process and the sample size used in the research is 100 Chinese graduates and 100 UK national graduates. The core of the study is to find out the consumer engagement in the developed and the developing nation which have the massive cultural difference as well. This study is based on the Consumer Behavior by the Cultural Orientation.
Advertising - Paper Launch (Deodorant) Made a complete promotional campaign, Media Plan, TV & Radio Advertisement, Budgeting & Sales Promotion & Marketing Strategies Brand Management- A weak brand was launched in competition with market leader (Tapal Tea in Pakistan) designed the strategies to capture 20% share and back the research with the financial figures Export Marketing - Studied in depth the tactics of export through traditional and modern way. Developed a complete plan for Candyland Pvt Ltd. to move their operation into Middle-East through extensive distribution network. HRM - Studied the biggest bank of Pakistan, UBL Pvt. Ltd. for 2 month and submitted a group report on how the company perform: employee pay-roll, appraisals, training & development, remuneration packages and etc. Business Finance - Studied the largest fertilizer company of Pakistan Fauji Fertilizers. Submitted a report on the liquidity and performance of the company through the calculation of the ratios. Dissertation "Change in spending behavior of college going students through credit cards". The research was based in Karachi City, covering 250 students who were in the sample and three Business Schools were targeted. The research was completed in 2011.