Indirect Channel Account Manager
Shell Pakistan
مجموع سنوات الخبرة :13 years, 4 أشهر
Shell Pakistan
Developed business for B2CI channel for Shell Pakistan's largest distribution network in terms of volume. Total value of business is PKR 2 Billion/annum, in 7 cities (Multan, Khanewal, Vehari, Muzaffargarh, Layyah, DG Khan and Rajanpur).
Responsible for aligning, monitoring and achieving sales and gross margin targets through collaboration with cross functional teams and through effective distribution management.
By focusing on increasing penetration and setting up sales team incentives to maximize profitability, achieved highest growth nationally for premium portfolio, and highest share of premium in the overall product mix.
Increased brand visibility, brand recall through localized BTL initiatives which helped in achieving sales targets and improved Shell's market share in Multan by 2% on average for brands in each category (DEO, MCO and PCMO)
Business Development for OOH establishments in Sialkot, Daska, Wazirabad and Narowal region.
Achieved highest growth brandwise in Gujranwala region by increasing numeric and enhancing product portfolio on weighted customers.
Focused on high margin brands and achieved highest growth nationally by optimal placement of trade assets, cobranding and increasing moments of consumption.
Enhanced brand visibility and customer footfall through optimal placement of kiosks at various points of consumption.
Enhanced distributor competency through human and infrastructure development.
Coaching and training of sales team regarding channel and category prioritization
Conducted customer interceptions and in depth interviews for LAYS small SKU launch for the BOP
segment and presented a detailed business plan, to increase revenue by 10%.
Product wise ratio analysis to check profitability and devise sales strategy
Effectively managed an annual business of PKR 120 Mn through a team of 10 Sales representatives.
Delivered an average growth of 42% (CAGR;2009-15) in Parts business; through data analytics and
appropriate marketing initiatives such as consumer promotions, service reminders and pricing.
Developed a new sales channel for Parts and hired and managed a dedicated sales team for the new
channel; revenues from Parts increased by 33%.
Planned and executed several initiatives to increase brand visibility and consumer engagement; average footfall increased from 500 to 1200 and customer retention increased from 50% to 90%.
Led the entire execution of Toyota Gujrat Motors including site selection, recruitment and training of staff, procurement and registration
CFA Level II Pass