Head of Sales
SJS International
Total des années d'expérience :30 years, 3 Mois
AREA OF EXPERTISE
•DEVELOP SALES STRATEGY COVERING ALL OVER PAKISTAN
•ROUTE TO MARKET STRATEGY EXPERT
•NEW BRAND LAUNCH STRATEGY EXPERT
•DEVELOP TRADE STRUCTURE AS PER BUSINESS NEED
•ACHIEVING NUMERIC & WEIGHTED DISTRIBUTION
•EXPLORIING CREATIVE WAYS OF PRODUCT VISIBILITY
•OPTIMIZE DISTRIBUTION & TRADE INVESTMENT TO ENSURE PROFITABILITY
•OPTIMIZE SALES OPS THROUGH PROCESS MAPPING (SALES OPS MANUAL)
•SALES TEAM CAPABILITY BUILDING, DEVELOPING KPIS
•OPTIMIZE SALES COST BY DEVELOPING EFFICIENT BUDGET
•MAINTAIN SALES HEALTH THROUGH SALES AUDITS
•BUILD BASIS FOR S&D SYSTEMS TO DRIVE SALES EFFICIENCIES
Sales
•Launch Good Goodies brand in Cake category for mass market across all Pakistan
•Develop Sales Strategy to achieve desired business KPIs in sales, numeric & weighted distribution etc
•Sales team Induction as per approved Sales structure.
•Develop distribution network on Advance cash model to achieve optimum utilization of given resources
•Develop the competitive commercial terms for distributors & Trade.
•Develop relevant Channels for the business with special focus on LMTs/IMTs & Institutions.
•Build brands at IMTs/LMTs channels in coordination with Marketing Team
•Manage business through a team of above 200 people.
•Maintain stock levels at Distributors & trade
•Liaison with production team for SKU wise production plan in line with monthly volume targets
•Develop sales operating manual for harmony in sales processes across country
•Develop activity network for trade marketing & BTL activities in consultation with Trade Marketing
•Maintain healthy sales by achieving desired drop sizes at the relevant channels.
•Monitor results of the trade spend by pre & post sales analysis to measure results v/s budgets.
•Personnel development & Career development of the team to keep them energised and motivated
•Drive sales KPIs to reach to the desired results & drive team efficiencies.
•Maintain healthy distribution network by adding professional ones and weed out non performing.
•Maintain availability & visibility targets through Numeric & Weighted distribution along with Merchandising campaigns & putting in place the standard planograms at LMTs/IMTs.
•Ensure effective coverage at the relevant outlets across all channels in Pakistan.
•Offer Training & development plans to the team in consultation with HRBP.
United Snacks
Exemplary Launch of Oye Hoye Brand across all Pakistan within a period of 2 months only.
•Utilize assets and tools by optimum induction at Trade to achieve out of box visibility.
•Deliver the top line target worth Rs. 2.2 billion during the first year.
•Develop relevant Channels for the business with special focus on LMT/IMT & Institutions.
•Build brands at IMTs/LMTs channels in coordination with Marketing Team
•Manage business through the dedicated team of above 480 people.
•Maintain stock levels at company floors & at distribution premises as per the agreed standards.
•Managed to develop the best distribution network across all Pakistan on advance payment mode.
•Liaison with production team for SKU wise production plan in line with monthly volume targets
•Develop activity network for trade marketing & BTL activities in consultation with marketing
•Monitor results of the trade spend by pre & post sales analysis to measure results v/s assumptions.
•Personnel development & Career development of the team to keep them energised and motivated
•Drive KPIs to reach to the desired results & drive efficiencies.
•Maintain availability & visibility targets through Numeric & Weighted distribution along with Merchandising campaigns & putting in place the standard planograms at LMTs/IMTs
•Offer Training & development plans to the team in consultation with HRBP
Deliver Annual target worth Rs. 2.5 billion
•Achieve a positive Top line & bottom line growth targets
•Develop relevant Channels for the business with special focus on LMT/IMT & Institutions.
•Build brands at IMTs/LMTs in consultation with Marketing Team
•Manage business through the dedicated team of above 340 people.
•Utilize the given resources at the optimum level to ensure cost efficient operations.
•Maintain stock levels at company floors & at distribution premises as per the agreed standards.
•Liaison with production team for SKU wise production plan in line with monthly volume targets
•Ensure optimum utilization of human & other given resources
•Develop activity network for trade marketing & BTL activities in consultation with marketing
•Monitor results of trade spend through pre/post sales analysis & measure results against assumptions.
•Personnel development & Career development of the team to keep them energised and engaged
•Drive KPIs to reach to the desired results & drive efficiencies.
•Maintain availability & visibility targets through Numeric & Weighted distribution
•Ensure effective coverage at the relevant outlets across all channels in Pakistan.
Delivery of Financial targets (Annual Turnover about Rs. 2 billion)
•Meet account wise agreed turnover for various principals to achieve positive Top & bottom line
•Develop Hypermarket business in Pakistan through a profitable proposition
•Build brands at hypermarkets through various relevant BTL activities.
•Manage business through a team of above 220 individuals
•Efficient handling of Imports & Exports with clients
•Work out the Costs for a profitable Import/export business
•Ensure cost efficient operations through optimum resource utilization across all accounts
•Maintain desired inventory levels of stocks across all locations
•Keep the team motivated through a robust Reward & Recognition plan
•Develop teams through relevant development plans
•Enhance team capability & skills through various Training plans / Tools
•Develop current business through coverage expansion & other sales efficiencies
•Grow business through acquisition of new but relevant businesses
•Develop distribution network through Sub Distributors in remote locations
•Maintain healthy sales by retaining professional distributors & weeding out non performing
Makro, Metro & Hyperstar), USC & CSD stores.
•Lock annual business with customers to justify company investment.
•Mutually agree the annual promotional plan with each customer.
•Oil buying for customer’s need in line with the annual plan
•Ensure that customers raise orders in line with their monthly targets and arrange deliveries.
•Design & execute Consumer promotion / trade promotion as per the agreed annual plan.
•Respond back to the customer complaints
•Coach my team to cope up with the customer’s daily needs.
•Food Services Manager (Pakistan) B2B
•Handle all Industrial Customer for Industrial oils & Fats business
•Offer them competitive pricing on daily basis to lock the volumes
•Oil buying for customers against the locked volumes
•Ensure timely delivery of goods to customers as per their schedule
•Build relations with all Industrial customers
•Extend them technical support through QA team
•Manage Bakery & Horecca business through distributors
•Ensure agreed profit margins through each transaction/deal
•Generate trials for customer satisfaction
•Manage customer’s/distributor’s payments/credits.
•Ensure zero over due payment through efficient follow up
•Coach my team to cope up with the customer’s daily needs
Achieve deliverables by accomplishing company annual plan
•Ensure volume delivery through sales team with a positive top & bottom line
•Forecast quarterly Sales targets at National level to build Annual Plan
•Monitoring of sales targets v/s achievements at National level on weekly basis
•Evaluating TPRs to achieve Promotional ROIs across all products
•Evaluate Overheads in Sales to make them optimised (Redistribution, Bonus, damages etc)
•Build Sales team capability through Daily productivity & sales training (on job & class room)
•Help dist. manage their investment at optimum level by early settlement of their claims
•Evaluate dist. appointments & weed out the non performing distributors.
•Control debts to keep them in the desired limits
•Develop Standard Operating Procedures for all sales activities & policies
•Contract signing with IMTs/USC & CSD.
•Consumer/Trade activation at Key Accounts
•Ensure desired profits from Key Accounts through efficient trading terms
Unbeatable in GT from 20 – 24 Oct. 2008 in Jakarta, Indonesia 7 Habits of Highly effective people conducted by Unilever in Lahore
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