Business Head
SC Johnsons
مجموع سنوات الخبرة :17 years, 9 أشهر
In charge of spearheading business growth and expansion endeavors within the dynamic
landscape of Pakistan.
• Oversee the entirety of operational facets, encompassing recruitment, financial allocations,
strategic planning, and comprehensive business analysis.
• Forge pathways to enhance business prospects and bolster profitability for an esteemed
company operating within Pakistan.
• Tasked with orchestrating all business activities within the country, diligently striving to
accomplish unified objectives.
• Assume responsibility for the company's profit and loss dynamics, orchestrating meticulous
planning to propel top-line growth in alignment with predefined targets.
• Craft and execute meticulously devised business strategies and action plans.
• Strategically organize and synchronize operations to extract maximum productivity potential.
• Conscientiously evaluate overall company performance vis-à-vis established benchmarks.
• Ensure the company's operational readiness with ample and apt resources to fulfill its endeavors.
• Dedicatedly drive toward desired outcomes, leveraging strategic initiatives and operational
prowess.
• Foster enduring relationships with partners, vendors, and suppliers, nurturing collaborative
synergies.
• Formulate and implement key performance indicators (KPIs) for sales, meticulously steering
efforts towards achieving primary and secondary sales targets, expansive market coverage, and
SKU penetration, among others.
• Collaborate with the commercial and sales teams to craft comprehensive annual business plans.
• Identify requisite training needs and facilitate field training initiatives, fostering skill enhancement
and proficiency among team members.
• Embarking on a journey to revolutionize Modern Trade business operations on a national scale, encompassing Integrated Modern Trades (IMTs), Large Modern Trades (LMTs), Ultra-Modern Shopping Centers (USCPs), Convenience Store Channels (CSDs), and Independent Supermarkets and Markets (ISMs).
• Orchestrating the management of a substantial national business, overseeing a monthly turnover of $350 million with meticulous attention to detail.
• Strategically devising sales targets and trade plans tailored to regional Key Account Managers (KAMs) and their respective teams.
• Rigorously ensuring nationwide compliance with contractual obligations, fostering a culture of adherence and integrity within the organizational framework.
• Tailoring customer promotions to suit their unique needs and preferences, leveraging tailored strategies to drive incremental volumes and foster sustainable growth.
• Crafting comprehensive annual business promotional plans, curating engaging events, and orchestrating customer engagement activities to enhance brand visibility and drive customer loyalty.
• Cultivating and nurturing professional and mutually beneficial business relationships with a diverse array of customers, fostering trust and longevity in partnerships.
• Conducting in-depth monthly analyses of customer sales trends, leveraging insights to optimize sales strategies and product mix for enhanced performance.
• Concluding meticulous business plans for both existing and upcoming brands/SKUs, ensuring alignment with overarching organizational objectives and market demands.
• Facilitating quarterly business review sessions with key customers, collaboratively crafting journey plans for the ensuing months to achieve shared objectives and foster sustained growth.
• Entrusted with the pivotal role of overseeing Key Accounts Business operations spanning the Central and Northern regions.
• Tasked with driving a robust business portfolio, aiming for a monthly turnover of $155 million.
• Charged with spearheading the development and realization of sales targets within the realm of Key Accounts.
• Prioritizing the expansion and cultivation of existing client relationships while simultaneously fostering avenues for new business acquisition.
• Strategically crafting and finalizing comprehensive business plans for both ongoing and prospective tender opportunities.
• Determining targets, negotiating discounts, optimizing shelf space allocation, and formulating agreements for the fiscal year, with quarterly performance evaluations to track progress.
• Serving as a critical liaison between customers and pertinent organizational divisions, ensuring seamless communication and alignment of objectives.
• Effectively managing a cohesive team comprising 3 Area Sales Managers (ASMs) and 5 Territory Inspectors (TIs) within the designated channel.
• Strategizing promotional campaigns and brand activities within the channel to strategically position products and drive market impact and customer engagement.
• Achieving a notable 13% growth in volume during the Olympic year of 2017, averaging a commendable 43 million units per month.
• Directly overseeing a proficient team consisting of 5 Area Sales Managers (ASMs), 9 Territory Sales Officers (TSOs), and a network of 49 distributors across various towns.
• Entrusted with the responsibility of driving target attainment and fostering sustainable business growth within the region.
• Spearheading strategic initiatives to expand business operations into new territories, aiming to capture incremental volumes and broaden market presence.
• Strategically crafting competitive trade offers to effectively counter rival offerings and maintain market relevance.
• Ensuring adherence to invoicing targets, meticulously tracking and optimizing invoicing performance in alignment with set objectives.
• Managing key accounts to nurture enduring partnerships and drive mutual business growth.
• Taking charge of planning and seamlessly executing promotions and branding endeavors to bolster brand visibility and customer engagement.
• Conducting comprehensive evaluations of distribution structures and customer profit and loss dynamics to optimize operational efficiencies.
• Thoughtfully selecting product SKUs in accordance with market dynamics to facilitate targeted brand-wise achievements.
• Responsible for the sustainable business development in Islamabad and KA
• Responsible Availability and invoicing of products for the Islamabad & Key Accounts
• Responsible for achieving targets. Implementation of plan in KA.
• Ensure Customers retention and induction as per aligned objectives.
Achievements:
• Recipient of prestigious accolades and awards for outstanding performance and remarkable achievements throughout the years:
• Honored with the esteemed Top Performer Award in the illustrious year of 2021, recognizing exceptional contributions and unwavering dedication.
• Garnered the title of Best Team and Highest Growth Award in the impactful year of 2020, demonstrating unparalleled teamwork and delivering remarkable growth outcomes.
• Earned the distinguished Special Recognition Award in the esteemed year of 2019, acknowledging exceptional contributions and noteworthy accomplishments.
• Achieved the esteemed Best Key Account Manager (KAM) Award of the year in the transformative year of 2018, showcasing exemplary leadership and exceptional results.
• Proud member of the twice-winning team for the coveted "Zone of the Year" award by Nestle, a testament to outstanding performance and collective excellence.
• Secured the Highest Growth Award in the dynamic year of 2014, achieving an impressive growth rate of 36% from outstations, setting a new benchmark for excellence.
• Attained remarkable results in 2013, achieving a remarkable Retailer Incremental Growth (RIG) of 46% and Organic Growth (OG) of 52% from Islamabad and Key Accounts (KAs), showcasing strategic acumen and market dominance.
• Successfully onboarded PMA Kakul for chilled dairy and Powder Drinks, achieving unprecedented success and surpassing targets, setting new benchmarks for excellence nationwide.
• Pioneered the successful implementation of the Nestle Direct Account model in Islamabad in 2012, achieving a landmark achievement of PKR 485 million in revenue, revolutionizing operational efficiency and driving substantial growth.
• Marked a milestone achievement in 2011 with an impressive revenue generation of PKR 980 million in
Rawalpindi, demonstrating exceptional market penetration and revenue growth.
• Successfully implemented a Routing Model Structure for Rawalpindi and Islamabad in 2008, optimizing logistical operations and enhancing distribution efficiency.
• Spearheaded the development of distributors in North Outstations to achieve numeric and volume
targets, fostering sustainable growth and market expansion.
• Effectively launched the chilled dairy business in Rawalpindi and Islamabad, pioneering innovation and
capturing new market segments with unparalleled success.