Kashif Khan

Ensuring supply chain robustness and continuity of fuel products supply to our customers. Lead 1 resource and main responsibilities include:

Inventory Management:
- Review inventory levels (keeping in view oil prices), roll out product movements to prevent out-of-stock / overstock situations by developing and executing Product Movement Plan across Pakistan from multiple Supply sources (4 local refineries & 2 import ports) to 21 locations (15 depots / installations and 6 airfields) with avg. stock value of above US$ 150 Million daily.
- Primary focal point to co-ordinate between Sales, Marketing and Distribution for smooth flow of goods and information to remove any gaps among these functions.

MI Focal Point to Regional Headquarters - Singapore:
- Annual Tasks & Resource planning exercise.
- Business performance reporting.
- Demand forecasting and in-month demand management (Sales & Operations Planning step 2 using a 3- month rolling Demand Forecast).
- Member - Country Master Planning team and project Navigator teams responsible for strategic planning and optimization of Shell’s supply chain through formulation of Joint Venture / hospitality possibilities with preferred partners.


Awards / Achievements:
- International Assignment at Shell UAE: Deputed during May- July 2007 to lead negotiations and finalise the formulation of Joint Venture options. The task involved scoping the market for potential partners, finalising the choice as per strategic fit.
- Executive Vice President’s Global Enterprise First Team Award 2007 - The highest-level recognition in Shell awarded by Global Downstream Leadership Team for ensuring logistics and product availability spread across 900 Kms to restart the WAPDA (largest Fuel Oil consumer) business.
- Special Recognition Award - 2006: Introducing Supply sales business model i.e. sales to competition resulting in US$ 8 Mn revenue generation and additional benefit of reduced storage costs.

Managing one of the largest B2B sales territories in Pakistan serving 110+ customers with per annum turnover of Rs 350 Million (US$ 5.7 Million). Accountable for meeting sales volume and Margin targets. Main areas of responsibility included:

B2B Sales
- Offering Unique Selling Propositions to a diverse set of customers’ e.g. Government and private power generation companies, Textiles, Food & Beverages, General Engineering and Refineries as per Key Account requirements.
- Secured new business by developing relationship with influential OEMs such as Waukesha, and GE Jenbacher in order to form mutually beneficial alliances.
- Co-ordination with Sector Marketing Managers and International Account Managers to keep them abreast of the local developments, trends, campaigns etc and sharing their expertise for local dissemination, troubleshooting and implementation.
- Leading cross-functional teams including members of sales, marketing and technical services to devise and roll out customer specific growth and retention strategies.

Establishing a new Route to Market - Lubricants distributor.
- Successfully developed new sales channel by setting up KZK Lubricants - the Industrial Lubricants Distributor.
- Responsible for leading, training and development of a 9 member sales team.
- Identified areas and improved working to increase the efficiencies of the distribution house to make it work more on the lines of FMCG concept of distribution.

Awards / Achievements:
- Special Recognition Award - 2005: Creating the highest ever-sales record in territory i.e. volumetric growth of 46% (breaking the barrier of 1 Million litres) and margin growth of 48% in 2004.
- Nominee - Global Lubricants President’s Award - 2005: The honour was bestowed in the “Innovation” category for the first ever commercial launch of power lubricant “Mysella XL” in the Shell world.

Member of the Country Chairman’s team responsible to drive strategy development focusing on defining and scoping new business opportunities. Major assignments included:

- Performed the Scouting Study for Shell Consumer for evaluating new investment opportunities, which paved the way for Shell’s interest in Gas sector.
- Responsible to develop the agenda, background information primer on Pakistan & Shell foot print in Pakistan, development of syndicate exercises, and summarizing the output for:
o Business growth opportunities workshop focusing on privatisation opportunities in the oil & gas sector.
o Strategy & Corporate Identity Workshop: Organised for the Country Leadership Team to develop the Vision for Shell Group in Pakistan (2003-10).

- Performed market assessments on:
o Opportunities in the agricultural segment of Diesel market
o Shell Solar - New Market Entry Feasibility study.

- Development of the preferred deregulation model for the downstream oil sector of Pakistan and worked with the Industry Deregulation Task Force in securing a buy-in from the government.

Internship during MBA program focusing on:

- Development of the Product Life Cycle of the manufacturing product range.
- Analysis of the sales data for a period of 6 years.
- Conducted surveys of the hardware markets of Karachi to gather competitive intelligence.

Offered strategic management consultancy services focusing on Change Management and Business Process Re-engineering. Assignments performed at Jang Group (largest media & publishing group in Pakistan) for re-engineering the Newsprint Inventory and Tracking Control System and the advertisement booking process.