Pacific Marketing Leader
Honeywell
Total years of experience :19 years, 10 Months
Special Project - Renewable Energy Division_BWF
Assigned special project to see commercial viability of R.E.D business viability in Gulf Region. Conducted detailed market research to understand industry & competitive landscape. Closely worked with division global leadership & proposed to redefine value proposition, segment prioritization, way to the market model, portfolio prioritization. Submitted business feasibility with 3 years anticipated business results.
• Development of five-year division plan consisting of perceived economic outlook, industry trends, SWOT analysis, competitor reviews, proposed five-year objectives and corresponding strategies, tactical plans and timelines
• Strategic responsibility of Portfolio Prioritization/ Rationalization, Pricing, Geographic expansion, promotion for personal safety business. Portfolio includes growing existing and launching new product lines (NPI’s).
• Initiated & Rolled Out Growth Business Model Plan for double digit growth & secured investments on additional headcounts, A&M, & building up specialized channel.
• Developed in market sales channels as SELECT RESELLER to accelerate secondary sales. 23% Sales Increase in Q2& Q3 Standalone versus LY.
• Development and maintenance of local pricing strategy in alignment with EU/US LNSP corridors
• Staying up to date on competitive landscape and developing counter strategies to gain market share., PPE 100 & Safety Day programs enhanced brand recognition and improved specifications
• Provide leadership to division marketing and sales team to achieve income, commodities & territory targets.
• Increased brand awareness and manage product positioning in various market clusters. Optimized brand communications by smart trade marketing initiatives & exploitation in the digital space resulting higher visibility & brand recognition.
• Development & Execution of Strategic Distribution Annual plans & strategies to ensure excitement and commitment across board.
•Relocated to 3M Dubai on increased responsibility to manage the assigned businesses for whole Gulf region (excluding KSA)
•Responsible to manage P&L & deliver growth expectations on year to year basis for assigned businesses. The responsibilities include Top line sales, contribution Income, marketing, inventory management & delivering results on accelerated growth programs
•Provide leadership to direct sales and indirect teams of marketing, finance and supply chain to deliver against KPI’s s while fostering an environment where open idea sharing/communication is encouraged
•Channel Management. Developing and maintaining a sustainable distribution & dealers network and ensuring that the channel is geared up & take full responsibility for achieving their annual plans.
•Identification of new business opportunities and monitoring of competitive activities
•Manage the product mix to grow market penetration, Introduction of new relevant products & services as per business needs
Key Achievements
•Highest profitable growth within MEA for both businesses
•2013 Results - 20% Sales growth VS Last year (104% on plan), YTD 102 % of Income targets
•Identify and Map market potential in Pakistan and develop high growth programs accordingly supporting assigned businesses in, line with global vision & strategies
•P&L management of 3M Pakistan’s assigned businesses
•Direct responsibility of Primary & Secondary Sales (Category wise), Margin management, SC management. Responsibility includes providing leadership to marketing function and related support functions.
•Provide leadership to a team of 4 direct and 120 indirect sales reps to deliver against given targets while fostering an environment where open idea sharing/communication is encouraged
•Developing and maintaining a sustainable distribution network and ensuring that the distributors & converters take full responsibility for achieving their annual targets (secondary sales).
•Development & Execution of Channel Incentive Plans to ensure excitement and commitment across board
•Identification of new business opportunities and monitoring of competitive activities
•Manage the product mix to grow CG market penetration, Introduction of new relevant products as per global guidelines
•Improve CG’s portfolio awareness at the end user level, and to synchronize the portfolio in line with market dynamics
Key Achievements:
•Total Business Restructured in 2010 which includes Portfolio re alignment, Channel Restructuring, Business Teams, Pricing Adjustments, Gain Share Strategy etc.
•Turned around core business in 2011 by contributing Ytd. solid growth of 30% in top line and 16% in operating income
•Developed Foundation of 02 new businesses as AMD & Optical division to support long term growth plans.
•Developed directions for direct and indirect teams, incorporating key priorities, brought the team on-board and put in place the tracking mechanisms for the achievement of the priorities. Inculcated a sense of urgency in the team.
•Developed high potential candidates as successors, inculcated leadership skills & sense of
•Additional responsibility to manage & grow new businesses in Pakistan (AMD & MISD) along Commercial Graphics
•Responsible for top line sales of North and South Region along with the dotted line responsibility of managing P& L of commercial graphics division.
•Effective Business development & management of Key end users (Telecom, Banking, Petroleum & FMCG Sector based in South and North) hence achieving the desired operational plan
•Leading a team comprising of 01 Category Specialist (north), 05 Distribution Officers, and more than 30 Sales Specialists of Converters. ( Indirect resource)
•Identify and Launch new products/ extensions in close coordination with BDM (MEA Region) and Intl. Manager to fill in the CG portfolio gap.
•Developing Inventory Forecasts based on latest market outlook on monthly basis and updating it to different SOS via supply chain department.
•Lead Scotch print awareness program by conducting various seminars targeting signs manufacturers, advertising agencies and brand custodians of various companies
Key Achievements:
•Increased region’s business volumes by 23% in 2008 and sustained business volumes for 2009 respectively along with 4% growth on bottom line.
•Conduct various seminars targeting key corporate accounts (decision makers, opinion leaders & end users), intermediaries ( adv agencies) & signs manufacturers( printers)
•Conducted various training for converters and distributors team
•Rated as Fast Tracker in the organization ( got two promotions in two years, from JG 07-09, Category Specialist - RSM )
•Effectively participated in soft & commercial launch process with the overall responsibility of outdoor campaign in north region
•Handled various BTL activities which includes media buying, sponsorships recommendation and execution, retail fascia planning & execution
•Developed strategic communication plans for all metro’s based on current and forecasted market share tailored to ensure effective marketing investments.
•Developed excellent contacts with government & multinational institutions during the tenure.
•Excellent coordination with brand, sales (direct & indirect), procurement & Pr department
•Carried research for idea screening and evaluated business feasibility through margin analysis, trade research and consumer research
•Launched multiple selling points in Islamabad and achieved break even in 8 months.
•Generated 2.1 million Rs monthly turnover in the 2nd year along with three times raise in equity
•Independently developed complete Customer Service Mechanism, total quality supply chain & human resources of the venture.
•Liquidated business and sold at 3 times of total investment