Sales & Business Development
SADAFCO
مجموع سنوات الخبرة :20 years, 10 أشهر
Skilled in conducting competitor analysis to study market trends / competitor moves thus achieve the market share.
Amplified customer base by 70% by maintaining effective relationships, customer service and technological updates.
Successfully increased market share by 15% for FMCG products.
Experienced in enhancing market penetration, business volumes and growth by direct selling.
Track record of consistently achieving sales targets at branches by identifying high-yielding services & products.
Resourceful at maintaining relationships with clients to achieve quality product and service norms by resolving their service related critical issues.
Possess effective communication, interpersonal, problem solving and negotiation skills with ability to coordinate with Principal, Suppliers & Overseas Partners for import of appropriate products line as per market requirement. Promote the company brand to key buyers, ensuring their knowledge is current and appropriate. Implementing sales and marketing strategies and plans. Generating new business both in face to face meetings and over the phone.
Skilled in conducting competitor analysis to study market trends / competitor moves thus achieve the
market share.
Amplified customer base by 70% by maintaining effective relationships, customer service and
technological updates.
Successfully increased market share by 15% for FMCG products.
Experienced in enhancing market penetration, business volumes and growth by direct selling.
Track record of consistently achieving sales targets at branches by identifying high-yielding services &
products.
Resourceful at maintaining relationships with clients to achieve quality product and service norms by
resolving their service related critical issues.
Possess effective communication, interpersonal, problem solving and negotiation skills with ability to
coordinate with Principal, Suppliers & Overseas Partners for import of appropriate products line as per
market requirement.
Promote the company brand to key buyers, ensuring their knowledge is current and appropriate.
Implementing sales and marketing strategies and plans.
Generating new business both in face to face meetings and over the phone.
CORE COMPETENCIES
Handling planning, operations & analysis for assessment of revenue potential in business.
Formulating strategies & reaching out to the unexplored market segments/customer groups for
business expansion by developing grass root business network.
Managing sales and marketing operations for industrial products, ensuring accomplishment of set
business targets, meeting the ever-increasing competition from organized and unorganized structures.
Identifying & developing potential customers for achieving business volumes consistently and
profitably.
Mapping client’s needs & providing best products to suit their requirements.
Generating business from existing accounts and achieving profitability & sales growth.
Building healthy business relations with major clients & ensuring maximum customer satisfaction.
Providing training to the field sales team or ensuring optimum performance for all operational sales
related issues.
Unilever Pakistan Limited
Founded in 1948, Unilever is the market leader in the production of Ice Cream, Soap’s, Detergent and Shampo Pakistan.
Contribute towards attaining operational effectiveness & efficiency of Distributors. Assist in managing
the relationships with Priority Accounts, Retail & Distributors. Review business & people development
plans to ensure their alignment as required. Ensure that all the trade programs for priority accounts &
Retailers are effectively managed through Sales Force.
Review territory volume and share of market performance, sales cycle results & other key sales
indicators to measure performance against plans. Identify issues & opportunities in order to ensure
continuous improvement of Sales Force.
Ensure efficient implementation of approved plans through clearly communicating expectations to
Teams & breaking down Regional objectives to territory level. Lead, guide and motivate Sales Force to
ensure the sustainable delivery of Sales targets, KPIs and Business Building Activities.
Propose and execute territory plans and Objectives in Terms of Shipment for Volume / Value in Market,
Share of Market, Share of Customer, outlet coverage, priority accounts targets and other key sales
indicators.
Improving/maintaining existing client share of space, distribution and displays within specified outlets.
Achieve all key trade performance indicators including volume, product distribution, promotional
execution, asset placement etc.
Monitor and report on market and competitor activities, providing accurate and relevant reports and
information.
HORECA:
To recruit, manage, develop and expand customer base while increasing SKU per operator to Horace.
Owns and manages the high performance customer’s sales targets.
Manages, builds relationships and serves own customers in Pull (Horeca, Channels -Hotel, Restaurant,
Catering-) in a way to become a trusted advisor by providing complete solutions based on a clear
understanding of the customer’s business, macro environment,
Generate flexible solutions to problems & opportunities
Trade Marketing:
Responsible for Trade Marketing activities in assigned areas in time under the defined budgets.
Execution and monitor trade promotions.
Analyze marketplace conditions using survey data.
Compile comprehensive lists describing product and service offerings.
Worked closely with sales managers and customers to create targeted programs.
Analyzed market conditions and made recommendations to develop trade promotion plans.
KPI’s:
Ensure 100% productivity through services for achieving targets on the basis of visit plans.
Monitor underperforming and unproductive customers & Calls.
Analysis, tracking and reporting of results and key trends of company performance and marketing
opportunities.
Responsible for achieving targets in term of Value, Volume, thru put and vehicle utilization.
Responsible for all Assets of Company Inducted in assigned area, their Maintenance and record keeping
according to company policy.
Responsible for market expansion with in regional geographical boundaries.
Operational & Financial Responsibilities:
Handle Freezers Complaints in liaison with cold chain department.
Liaison with operations department for completion of assets record keeping.
Direct and Indirect Operation Sales and Distribution of Ice Cream in Trade.
Restructured and implement route plan for sales crew & develop route riding plans.
Develop and strengthen relationship with existing & potential customers.
Optimizing asset utilization through reshuffling of under-performing assets at potential areas.
Prepare Monthly and Quarter end analysis and presentations.
Prepare weekly planning forecast for product management review.
Training and Development:
On the Job Training and coaching of Sales Crew.
Develop Computer and Reporting related Skills to groom & enhance their professional, analytical
competencies & performance.
Market Intelligence:
To keep an eye on competitor market strategies and sketch out strategies accordingly to enhance our
brand sales.
Design and perform Ad hoc reporting for Sales and Sales Operations Management in Business-Object.
Prepare Monthly and Quarter end sales analysis and forecast data validation and presentations.
Serve on project teams responsible for tool implementation required by sales.
Analyzed and reported performance for sales represents; daily, weekly, monthly, quarterly and year end numbers, including forecast, bookings, lost orders reports, performance against quota, products and market segments.
Manage project resources, completion timeframes, and budget while exceeding key operational
Performance targets.
Develop and managed regulatory-compliance data collection for distributors nationally.
Correct errors by making appropriate changes and then rechecking the program to ensure that the
desired results are produced.
Conduct trial runs of programs and software applications to be sure they will produce the desired
information and that the instructions are correct.
Write, update, and maintain computer programs or software packages to handle specific jobs, such as
tracking inventory, storing or retrieving data, or controlling other equipment.
Consult with managerial, engineering, and technical personnel to clarify program intent, identify
problems, and suggest changes.
Perform or direct revision, repair, or expansion of existing programs to increase operating efficiency or
adapt to new requirements.