Consultant for Business Development
Waters Corporation USA
Total years of experience :29 years, 2 Months
Consulting, advising, and creating programs to fill the gaps between actual situations and desired ones
Developing management and supervisory skills
Assessing the actual situation
Improving work performance and organizational communication
Increasing employee motivation and morale
Defining the company’s mission, goals and objectives
Achieving customer satisfaction and customer loyalty
Coaching, guiding and training employees
Raising the company’s customer base and market segment
Enterprise Impact:
• Identified and setup a distributor network across MENA region for 12 countries
• Identified key accounts and developed effective strategy to retain and further extend key accounts across the region
• Enhanced sales by 47% (YOY ) for order (2014 Vs 2015) - increased from US$ 6.17 mn to 9.0 mn
• Successfully achieved 59% YOY sales growth (2013 vs 2014) - increased revenue from US$ 3.88 mn to 6.17 mn
• Rated high for consistently accomplishing business targets during tenure with the organization
Key Profile: Appointed to enhance market penetration by setting up a distributor/ channel network for 12 countries across MENA region; defining/ implementing strategies for retaining/ enhancing existing market share across regional key accounts
• Set up/ maintain an effective channel network and develop rapport with partners for maintaining seamless partner services
• Generate awareness on product portfolio and complimentary services offered amongst partners based on business as well as operational requirements
• Assess sales contracts from legal and financial perspective for designing profitable business model aligned to changing market dynamics as well as competition
• Design/ implement sales programs for positioning and promoting products
• Evaluate/ recommend improvement in sales processes based on sales forecasts
• Collaborate with the senior management in managing administrative functions related to sales for maintaining seamless operations
• Develop rapport with key decision makers across existing client & prospect organizations to enable effective decision making
• Analyze team performance and render productivity enhancement feedback. Organize training sessions for team members based on identified training needs
• Prepare/ present various status reports for the senior management and other stakeholders to enable effective decision making
Enterprise Impact:
• Rated high for accomplishing historical sales of $10 Million in 2012 - 2013
• Efficiently managed and developed intensive product line of Liquid Chromatography (HPLC, UPLC) and MS, including branding, promotion and market research
Key Profile: Spearheaded team efforts in developing product line of Liquid Chromatography (HPLC, UPLC) and MS through extensive branding, promotion and market research
• Maintained regular interaction with product support engineering, customer, factory and vendor field personnel aimed at seamless operations
• Evaluated/aligned methodologies and practices for enhancing product serviceability, optimizing installation & operational costs
• Organized public training courses & in-house seminars on Liquid Chromatography based on presales requirements
• Updated documentation of program of visits to potential customers for setting up appointments
• Prepared quotes, negotiated prices, commercial terms & conditions for tenders for accomplishing sales targets
• Conducted formal presentation of products utilizing training aids to assist in promotional exhibitions and road shows
• Developed rapport with key decision makers across existing client and prospect organizations to enable effective decision making
• Enhanced market penetration by identifying specific market opportunities geographical areas
Enterprise Impact:
• Generated ROI by 60% in 5 years by efficient leadership of the marketing department and optimizing budget utilization
Key Profile: Coordinated marketing activities in compliance to marketing budgets
• Prepared/ maintained annual marketing plan to align with long-term marketing plans and strategies
• Optimized resource utilization and streamlined processes to enhance operational efficiency as well as organizational bottom lines
• Assessed & reported on effectiveness of targeted marketing events and recommended changes to strategies
• Implemented e-marketing activities through e-shots and utilized social media tools
• Functioned as Certified trainer for Middle East region through Waters Corporation
• Developed opportunities selling training courses and opportunities to enhance training center
• Implemented new training courses/ refresher-training plan for sales and service team members in compliance to continuous development program
• Set up new market segment opportunities to enable new product launches
• Assessed market trends and competition activities to implement effective remedial measures
• Collaborated with regional industry sales directors and territory executives for effectively communicating marketing plans - campaigns/ other corporate communications - including web content
Managed and developed intensive product line of Liquid Chromatography (HPLC, UPLC) and MS, including branding, promotion and market research
• Technical liaison between Product Support Engineering, customer, factory and vendor field personnel.
• Ongoing review and coordination of methodologies and practices to enhance product serviceability, increase user satisfaction and reduce installation and operational costs
• Conducted Public training courses in the region on Liquid Chromatography
• Conducted In-house seminars as a part of Pre-sales support.
• Arrange a documented program of visits to all potential customers in their allotted area and assist in making appointments.
• Develop and update the knowledge of competitor’s products and discuss with Sales team for how best to promote and sell products and services.
• Assess customer needs, explain and demonstrate products to them, which will involve providing technical description of products, as well as describing the purposes for which they may be used. That is, “solution” sells.
• Managed in quoting and negotiate prices and commercial terms & conditions, for tenders in order to achieve sales targets.
• Carry out formal presentation of products with training aids available, attend and assist in promotional exhibitions and road shows.
• Maintain relations with existing clients and identify new clients in order to grow the business.
• Maintain relationship with principal relevant to product portfolio.
• Maintain communication with colleagues on training and pricing.
• Identify specific market opportunities in all geographical areas.
• Supply advertising and editorials.
Responsibilities:
· Manage and Monitor all activities as HPLC Expert (Presentation, Installation, Preventive Maintenance, Trouble shooting, Repair, Training and Application as per customer requirement.)
· Develop analytical Test method based on HPLC, GC as per International Standards (FDA, ICH) as an Application Chemist.
· Perform the Installation, Operational and Performance Qualification as per international requirement for customer. Certified to do this job by Shimadzu Japan.
· Train Customer for secure Handling, and Calibration of all Analytical instruments in Quality Control Lab including Amino Acid Analyzer, HPLC, FTIR, IR, Gas Chromatograph, Atomic Absorption, UV-Spectrophotometer, Karl Fisher Titrator, pH meter, Turbidity meter.
· Train customer for the operation of LC MS and GC MS for their daily usage and smooth operation.
Special Accomplishments:
· Responsible as HPLC Expert (Presentation, Installation, Preventive Maintenance, Trouble shooting, Repair, Training and Application as per customer requirement.) for the entire Saudi Arabia Region for complete Shimadzu Range.
Parke-Davis & Company 1998 - 2001
Quality Assurance Department
Compliance Officer
Responsibilities:
· Manage and Monitor Validation activities as a Validation Team Leader. ( Prospective and Retrospective includes preparation/review of Validation Plans and Protocols, creation of Requirement Specifications and acceptance criteria, Protocol execution, result analysis and Report generation )
· Manage and monitor the On-Going Stability Program as a Stability Program Incharge.
· Perform Annual Product Review.
· Train analysts to work professionally in the view of cGLP and to follow SOP’s.
· Train analyst for secure Handling, Preventive maintenance, and Calibration of all Analytical instruments in Quality Control Lab including Amino Acid Analyzer, HPLC, FTIR, IR, Gas Chromatograph, Atomic Absorption, UV-Spectrophotometer, Karl Fisher Titrator, pH meter, Turbidity meter.
Special Accomplishments:
· Prepare and Implement the Spread Sheet Program for “Stability Tracking System”, “Calibration and Preventive Maintenance Tracking System”.
· Prepare and Implement the Technology Transfer Tracking System for the Product Transfer from one facility to another.
Quality Control Department
Analyst
Responsibilities:
· Performed long term real time and accelerated stability of finished products.
· Performed Analytical Test Method validation, method development and method transfer on HPLC.
· Performed trouble shooting and preventive maintenance of HPLC, GC, FTIR, UV/VS Spectrophotometer and other lab equipment
· Wrote and reviewed SOPs and protocols for calibration/validation of All Laboratory Equipment, third party calibration etc.
Special Accomplishments:
Successfully developed and validate Analytical Test Methods for the sake of Method Development and effective utilization of resources. As:
· Ponstan series Products, Benatuss Cough Syrup, Ferradol ( Vitaminized malt extract)
· Section Incharge for Raw Material section.
Hilton Pharma Pvt. Ltd. 1995 - 1998
Quality Control Department
Analyst
Responsibilities:
· Analysis of Raw Materials, Finished Products, Stability Samples, Packaging Components.
· In-Process Inspection.
Special Accomplishments:
· contract negotiations relating to all chemical lab equipment and supplies.
GPA 3.14
Management Information System MBA 1997-1999 Preston University (USA) GPA = 3.14 Organic Chemistry M. Sc. 1994-95 University Of Karachi First Division Chemistry, Bio Chemistry, Botany B. Sc.(Hon.) 1992 – 94 University Of Karachi First Division Pre-Medical. H. S. C. 1988-91 Karachi Board First Division Throughout First Division Since Metric.
