Regional Sales/Retail Head
Samsung Electronics
Total years of experience :18 years, 11 Months
Retail Manager / Regional Sales Head - North
Reporting to Head of Retail/Sales
• Increased value / organic sales by 47%, from average sales of PKR 475 to 700 million by introducing joint business plans & pay to perform model
• Restructured & developed North Region through realignment with distributors - increased number of distributors
• Enhanced market share by 3% - From 42% to 45%, visible through GFK reports
• Ensuring positive ROI for Master Dealers via enhancement of retail coverage by 10%, increase in Hero Shops & record sales increase for flagship / profitable models
Head of Business (Sales) / Zonal Sales Manager - North & Afghanistan
Reporting to Head of Sales
• Delivered 25% volume growth via a team of 20 with 4 Unit Managers - Average sales of PKR. 420mio/115K LPD
• Revamped & distributions in North Zone/Region including Afghanistan by introducing order booking model
• 33% market share improvement - 47% to 80% (AC Nielsen)
• Ensured positive bottom line through achievement of top line for all distributors through Joint Business Plans - JBPs & pay to perform model for DSF
Regional Sales Manager - Islamabad
Reporting to Head of Sales
• Increased organic/value sales by 19% value growth through a team of 7 - 2 ASMs & 5 TIs
• Restructured sales & distribution model through conversion to Order Booking Model, restructured distributions’ operations & improved footprint on all channels including International & Local Modern Trade
• Maintained and increased the gap in market leadership - Numeric & Weighted Handling, visibility - AC Nielsen
Chilled Dairy Manager / Regional Sales Ma2nager - North
Reporting to Zonal Sales Manager
April 2015 to July 2017
• Turned around business by delivering positive volume growth after 4 years - Leading zone nationally
• Improved distributors’ ROI & reduced trade spend to 2.7% & Actual Market Returns to 2.2% - Historically best
• Improved NH, WH & OOS for all channels including IMT & LMT, visible through merchandizing/3rd party reports
• Revamped RTM and negotiated further investment in infrastructure by distributors in peak business months which resulted in increasing market share and increase in business volume
Area Sales Manager (Food & Beverages) - Islamabad
Reporting to Regiknal Sales Manager
November 2014 to March 2015
• Delivered 22% Organic Growth in 5 months - Average business of PKR. 200 million
• Increased Large groceries share by 24% & balanced Wholesale to 40% from 48%
• Improved trade penetration through sachets availability & improved Out of Stock - OOS
• Improved distributor’s ROI from 1.4% to 2.3% by optimizing distributor’s infrastructure and S&D network
Area Sales Manager (Food & Beverages) - Peshawar Outstation
November 2010 to October 2014
• Increased value/organic sales by 23% from PKR. 405 million to 500 million per month
• Enhanced handling distributors network from 51 Sub distributors to 60 SDs through 3 Territory Executives
• Developed Micro Distributors / Forward Warehouses in Booni - Chitral & Kalam to capitalize on tourist influx
Area Sales Manager (Food & Beverages) - Peshawar
October 2009 to October 2010
• Organic growth of 19% through coaching & development, 4 TEs & DSF and developed priority categories through DMS implementation execution
• Improved sales of priority brands by 25% through implementation of channels structure
Francise Centers Salesand Customer Services management
Retail outlets sales and customer services management
MBA Majors in Marketing