Chief Operating Officer
TechnoSol (Pvt) Ltd.
Total years of experience :24 years, 7 Months
Currently working as Chief Operating Officer of TechnoSol (Pvt) Ltd. with country-wide presence, providing one window solution comprising from End User Computing to Turn-Key Infrastructure Solutions with Product Portfolio spans Enterprise Products like Servers & Storage, UPS, Networking, Softwares, Services like SLAs, Integration and Consultancy and Client Solution. As Corporate Reseller, alliances with Dell, Microsoft, VMWare, Veeam, Asus, Intel & HP for Printers. My responsibilities encompasses Business Planning, Execution and Analysis of Results that covers: Defining Long-Term and Short-Term Objectives, formulating Strategies, making Processes & Procedures for smooth operations. I am responsible for Marketing Segmentation, Product Lines and Brand Selection, Liaise with Brands/Principals, Events & Marketing Materials, Pricing, Hiring/Training/Managing Sales Force, Setting their Targets and Lead/Help them in Tapping New Business, Retention and Maintaining Accounts, Tender Business and Closing Sales to achieve their and in turn company's targets. Minimizing Company Risk and Costs as well as maintaining the Profitability. To guide in formulating HR/Admin Policies including Hiring, Employees’ JDs, Appraisals, Retention and Sales Commissions Structure.
Took the turn-over of the company to over PKR 1, 000 Million and become Tier-1 Partner of Dell in a very short span of time with Customer Base including Major Banks of Pakistan, Schools and Universities, Government Organizations, Multinationals, Manufacturing, Processing and Services Verticals. TechnoSol is now considered as one of the leading IT Company of Pakistan.
EDP Services is a software solution company. Beside General Business Applications EDP is mainly focused on the Financial Sector including Banks, Funds, Asset Management Companies, Brokerage Houses, Leasing Companies, Modaraba Companies, Microfinance Banks & Institutions and Insurance Companies with Core Banking Application, Modaraba Solution (Ijarah/Musharaka/Murabaha), Portfolio/Fund Management, Investment Banking, Lease Management etc.
As Business Development Manager I was reporting to CEO and was responsible to formulate Marketing/Sales Plan and to set strategies, marketing/sales activities to achieve the goals of the company. Apart from broadening Customer Base through New Business/Accounts I was also focusing on Retention of existing Accounts for Repeat Business. With the help of technical resources with us I was also involved in Pre Sales to identify the Pain Points of customers’ existing system and to provide them an appropriate solution. In order to build and maintain relationship and to have a clear understanding of customers’ buying process, key people/factors, approved budgets, project time lines, decision making process and payment process to have a firm grip on the accounts right from the initiation of requirement till the receipt of payment, I used to communicate at all levels such as with Purchase Committees & Procurement Departments, Users, IT People, Decision Makers or Influencers and Finance Department.
As Partner Business Manager - Personal System Group (HP Pakistan), Karachi my role was to establish, train, manage and retain Tier2 Channel Partners with focus on Consumer Partners and to help them in achieving their Sell Thru (Purchases from Distributors) Targets, liquidating Tier1 (Distributors’) Stock of Desktop PCs, Notebooks, LCDs and LEDs and in turn achieving my own quota & targets. Partners’ Targets were set according to their past performance and potential and then driven aggressively through the Best Sales Practices, Training and Support as per Business Plan I made for every six months. To Increase Sales Pipeline and Market Share I continuously identified New Consumer Partners and also converted some of the Commercial Partner into Consumer Partner as per HP Policy and educated them about the benefits and HP guidelines regarding Consumer Partners Framework. Kept learning about products and communicated partners on New Products and Offerings. Worked with Marketing on Channel & Consumer Promotions, BTL Activities and Branding to create both Push and Pull and to educate and drive the assigned Agency Promoters and Partners to get the desired results. To Keep abreast of competition and their pricing and reported to Marketing & Product Managers to take required measures. I used to keep a track of Tier2 Partners’ both Sell Thru (purchase from distributors) and Sell Out performance via weekly report collected from them to help them to attain their targets, to make sure their Purchases are reported correctly by Distributors, to check their Pay for Results (Rebate) Calculations done through the system are correct and Product Sell-Out Trends or Stuck up SKUs/Products if any. On the basis of information collected I produced weekly sales pipeline and forecast.
I activated more than 50 Partners out of which 30 turned into Managed Tier2 Partners and as a result Sell Thru of my assigned Managed Partners increased many times.
As an Account Manager in Gerry’s Softlogic, the largest Distributor of Dell Computers in Pakistan with Microsoft, Oracle, EMC and SAP(B-1). I started in Gerrys as Marketing Executive and over the period of time I was promoted as Senior Marketing Executive and then as Account Manager. I used to formulate business plan keeping in view the business potential in assigned Accounts and setting strategies and activities to achieve the quota/targets set by the management. Beside to Retain Existing Accounts/Customers by improving Relationship with them for Repeat Business I also added Accounts for New Business and to broaden the Customer-Base. Communicated with customers at different levels such as with Purchase Committees & Procurement Departments, Users, IT People, Decision Makers or Influencers and Finance Department in order to maintain relationship at all levels. I was also into Pre-Sales with the help of Solution Experts with us. Corresponded with Principal (Dell) to lock an identified Business Opportunity or to reach a required Price Point with respective ISRs and Business Development Manager or to discuss the Customer’s Requirement with Technical People to pitch a viable Solution. Preparing and submitting the Proposals, Quotations and Tenders, having done all the Pre-Sales activities earlier, complying with Technical and Commercial Requirements/Instructions, submitting and following up of tenders. I used to track customers’ Purchase Orders if processed according to agreed Technical and Commercial aspects, ensuring Deliveries in time and timely collection of Account Receivable.
In my tenure in Gerrys I achieved my quarterly and annual targets consistently, added many new accounts in company customer list. I have also been awarded Service Excellence Award on my performance in 2005 - 2006.
As a Sales Consultant my responsibility was to sell life insurance and its related products to individuals using referrals and cold calling by making the prospects realize their need of financial security for their families by providing them best possible solution within their budget. Trained new Sales people by providing them with Product Knowledge and to create Selling Skills so that they can pitch their product well, face objections and propose better solutions.
I have been a top performer for many weeks with respect to the business done or premium revenue I brought from new business and policies I sold. I have initiated the method of approaching a group instead of individuals but selling individual policies by approaching schools and giving presentations on Life Insurance to teachers collectively and sold many policies at same place hence saving time and resources.