Senior Business Development Manager - SaaS
Retailo Technologies
Total years of experience :9 years, 9 Months
Experienced Senior Business Development Manager adept at driving SaaS growth in MENAP region through strategic partnerships and revenue optimization. Proven track record in expanding market share and fostering lucrative collaborations.
• Developed Category Infrastructure to drive supply, demand, business development & P&L in partnering with city teams achieving business growth of 30% against LY
• Managed relationship building, Go to Market plans & negotiations to drive 40+ JBP contracts, 15+ Strategic contracts & 70+ Ecommerce contractsto ensure net revenue generation as per required margins
• Negotiated and managed contracts with key suppliers, achieving 10% cost savings and ensuring consistent product availability.
• Identified & formulized Route to Purchase ( Traffic till Buying ) for Customers & brands for each category to drive Volume growth by 27%+ in 6 months period & monetized the Route to Purchase with brands of around additional 2.7 % Net Revenue
• Collaborated with Supply Engine ( Operations ) to be balanced with Demand engine to have lowest unutilized capacities & Inventory Management to drive operational efficiencies according to GTM for the market
• Portfolio Design across geographies for Brands, Contract types, business size & SKU mapping - achieving a sales forecasting accuracy of up to 86 % + & Out of Stock of less than 10% ( Corporate level portfolio of 5k + SKUs)
• Short to Long term framework for growth hacking for each geography with respect to each category - Cumulative YTD Growth Rate stands at +200% while significant improvement in unit economics including operational breakeven
• Successfully implemented with Decentralized Geographical teams Distribution Model for Demand Generation aligned with the Go to Market Plans for each Category, Brand & Channels optimally worth 20 Mio+ /month
• Executed Trade Marketing leg of the business including merchandising solutions, in store execution & research studies to develop additional business streams.
Hilal Foods is one of Pakistans leading FMCG operating in confectionery and food manufacturing.
• Designed and developed the Channel for all three group companies from scratch by inducting Distributors, Sales Team, Product Hierarchy, RTMs across Pakistan
• Lead commercial development of Institutional Sales with end to end demand, supply and PnL drive for 14+ sub categories across 140+ Institutional sales customers
• Enhanced Route to Market by setting up distribution & sub-distribution funnels for Pakistan, increasing revenues by % 120+, Sub-Channel mix improvement of 2.7%, direct coverage enhancement by 27%
• Initiated Key Accounts Engagement initiatives across channels in the region to engage customers, increase in top line by 37% and reduced Trade Spend by 2.1%
• Sustained Month on Month growth of 20% for the entire year with 80 Mio + Sales value for the first fiscal year
• Evaluated Customer purchase trend to design co-branding, bundling & promotional plan for Strategic Business partners leading to 70% + retention for existing customers
• Proposed and spearheaded the launch of Institutional Sales dedicated website, digitalization of Order Placement and processing and development of exclusive Product Catalogue
Packages Limited is the leading packaging solutions company in Pakistan with footprint across the globe.
• Oversaw PnL for Key Accounts of Flexible Packaging business worth 1.2 Billion PKR/Annum, KAs related to FMCG (Foods, Soap, Oil, Detergents, Snacks, Shampoo and Home care) sector
• Devised and delivered a robust business growth strategy for high-value acquisitions, re-activations, and growing business with existing clients. Re-activations and business development led to 70% of incremental revenue and customer base expanded by 25%
• Identified and capitalized on growth opportunities in existing business model and collaborated with cross-functional teams (R&D and Category) to launch three new products which contributed to 30% of revenue within one year of the launch
• Developed framework for centralized & decentralized customer credit limits, leading to reduction in credit exposure by 12% while ensuring business volume is not compromised
• Demonstrated exceptional sales performance, resulting in recognition as the top sales achiever within the Region, 118% Sales Target achievement for the year 2019
• Project Lead for E - Government Applications for the Punjab Government, served as a liaison for Key Portfolio Management, engaging with the Chief Minister, SHC&ME Department and bureaucracy
• Designed and successfully deployed a mobile application, Monitoring System for Polio Campaign (MSPC), to streamline the digitalization of Polio Eradication efforts in Punjab surpassing the specified delivery timeframe
• Developed and implemented a comprehensive CRM model, which included digital inventory control for hospital equipment through QR tagging, covering all government hospitals in Punjab, facilitating timely reporting to the Provincial government
• Effectively managed and monitored execution of PPC campaigns, affiliate network sales, social media and email marketing campaigns, link building campaigns that included reciprocal links (forum, blogs, paid inclusions, directory submissions, PBNs)
• Spearheaded partnership accounts, oversaw email and phone support, and successfully executed diverse projects such as IT exam portals, language learning, coupon code systems, an eCommerce store and digital marketing initiatives