M Kashif Iqbal, Channel Manager

M Kashif Iqbal

Channel Manager

Hayat Kimya Pakistan

Location
Pakistan - Islamabad
Education
Master's degree, Master in Business Administration
Experience
15 years, 0 Months

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Work Experience

Total years of experience :15 years, 0 Months

Channel Manager at Hayat Kimya Pakistan
  • Pakistan - Lahore
  • My current job since May 2022

• Developed and executed channel strategy for the GT channel, resulting in a 16% increase in sales contribution.
• Take charge of the nationwide shop expansion initiative, increasing coverage by over 30, 000 shops to enhance product accessibility.
• Led & successfully implemented the SFA project for secondary sales automation.
• Spearheaded the development and execution of comprehensive RTM strategies, resulting in a 60% increase in market penetration within the general trade channel.
• Analyzed sales data and provided recommendations for future initiatives to improve sales and profitability.
• Played a key role in team development by providing mentorship, training, and performance feedback to sales teams, leading to improved productivity and motivation.
• Led channel development efforts by establishing strategic partnerships with key distributors and retailers, resulting in a 25% increase in channel sales volume.
• Orchestrated trade marketing campaigns and promotional activities to enhance brand visibility and drive sales growth. Launch the Golden GT plan for the top 1, 000 retailers nationally.

Area Sales Manager at Hayat Kimya Pakistan
  • Pakistan - Sargodha
  • April 2019 to April 2022

• Developing sales plans, forecasts, campaigns, and strategies to achieve sales objectives and profitability growth.
• Developed a separate pharmacy channel in Islamabad, Faisalabad, Sargodha for the diaper category.
• Regional top performer in 2021.
• Implemented leadership-driven modeling behavior for 3 TSE’s & 27 OB that resulted in 21% increased sales over last year.
• Developed distribution network in Sargodha area through the hiring of SD’s (Sub-Distributors) and AD’s (Authorized Dealers).
• Enhanced the coverage from 800 shops to 1440 shops in the assigned area.
• Maintained and expanded customer base by counseling sales team, building and maintaining rapport with key customers, identifying new customer opportunities.
• Increased the revenue from PKR 28 million to PKR 33 million.
• Additionally looked after the Faisalabad area for 6 months and revamp the LMT channel through merchandising, displays, trade marketing, and target locking.

Area Sales Manager at Parazelsus Pakistan Pvt Ltd.
  • Pakistan - Islamabad
  • June 2017 to March 2019

• Responsible for developing and implementing regional and area strategic business initiatives and lead the development, analysis and implementation, improvement of current and new business.
• Handle the business portfolio of PKR 95 million.
• Till date hit the all targets and give significant growth over last year in FMCG (18%), Novartis (4%) & GSK OTC (21%) portfolio.
• Increase the coverage through addition of 318 shops and hired 5 distributors.
• Responsible to develop business plan and proper implementation for getting the desire results.
• Plan and ensure effective spend of trade budgets to maximize the sales.

Territory Sales Manager at Engro Foods Ltd.
  • Pakistan - Lahore
  • June 2015 to June 2017

• To achieve the sales target and maximize the availability of company’s product through route sale team.
• Top performer in the zone year 2016.
• Plan and review territory and distributor's volumes, sale cycle results, to measure performance against plan, and identify issues, opportunities in order to ensure continuous improvement of the sales.
• Develop the distribution networks and increase the coverage from 45% to 78%.
• Coordinate and plan promotion execution and maintain the visibility of EFL brands in market.
• Grew 26% volume over last year.
• Track and report movements of other products in the category.
• Monitor competitor’s activity and report to superior through daily activity report.
• Responsible to develop the business in assign territory.
• Handle 11 distribution setups in assign area.

Territory Sales Executive at Philip Morris Pakistan Ltd.
  • Pakistan - Islamabad
  • December 2013 to January 2015

• Lead a sales force in achieving sales volume and responsible for improvement in numeric and weighted handling of PMPKL SKU’s, Sales analysis, Market intelligence.
• Development and implementation of business plan for assign territory.
• Ensuring timely and efficient implementation of the approved plan through clearly communicating expectations to the sales force and distributors.
• Grew 3% in 2014 sales from last year 2013.
• In channel management Trade King Program was launched in which 59 shops were covered which contribute around 15% of territory volume. Achievement versus target in 2014 was 110%.
• Team Lead in Census Project.
• Executing Trade and Consumer Engagement plans for Bond Street, and Morven Gold re-launch. Activity was run on top 70 Retailers and 3, 750 & 5, 000 contacts were done with customers for both brands.
• Improved over all distribution reach for the assign territory by increasing the benchmark of coverage.
• Part of New Packaging launch of Marlboro Red, Morven Gold and Red & White KSF by Philip Morris Pakistan Ltd.
• Plan and execute the successful launch of Bond Street by Philip Morris Pakistan Ltd in Islamabad region.

Key Account Executive at Philip Morris Pakistan Ltd.
  • Pakistan - Islamabad
  • August 2012 to November 2013

• Handling LMT and IMT accounts in assign territory.
• Handling 150 key accounts of urban and rural markets.
• Created and implemented account development strategies that significantly enhanced growth. (2% growth in sales volume)
• Part of the “CALL OF DUTY” winner team.
• Top Performer in the Region.

Sales Executive at Philip Morris Pakistan Ltd.
  • Pakistan - Multan
  • December 2009 to July 2012

• Develop and manage relationships with the retail trade directly, and leverage these relationships to capitalise on business growth opportunities and to achieve smooth execution of the Cycle Plan activities.
• Increase brand portfolio availability from 78% to 94% in assign territory.
• Update all relevant market data and information including retail dynamics, ECD (Estimated Consumer Demand) and competitor intelligence to improve Company's understanding of trade to develop appropriate strategies and plans.
• Part of New Packaging launch of Morven Gold by Philip Morris Pakistan Ltd.
• Review territory and distributor's volumes, sales cycle results, to measure performance against plan, and identify issues and opportunities in order to ensure continuous improvement of the sales and distributor.
• Ensure visibility and merchandising standards & look new opportunities for visibility.

Collection Officer at CITI Bank
  • Pakistan - Rawalpindi
  • October 2008 to August 2009

• Credit Card Collection
• To deal with delinquent, over-limit and pre-emptive account through CACS (Computer Assisted Collection System)
• Responsible for cash handling for specified cycles.
• Reviewing accounts status on daily basis.
• Forwarding valuable suggestion to higher management.
• Solving customers issue & problems handling inbound calls.

Education

Master's degree, Master in Business Administration
  • at The Islamia University of Bahawalpur
  • September 2008

GPA In MBA is 3.23 Vice President of Executive Club of University.

Specialties & Skills

Developing New Markets
Sales Analytics
Marketing
Business Development
Interpersonal Skills
Communication Skills
Interpersonal Skills
IT Skills
Ability to understand, analyze and solve problems
Communication Skill
Willingness to take challenge
Customer Relationship Management
Active Team Player
Selling Skill
Business Development

Languages

English
Intermediate
Urdu
Expert

Training and Certifications

Selling and Negotiation Skills (Certificate)
Date Attended:
October 2012
Valid Until:
October 2012
Coaching for success seminar (Certificate)
Date Attended:
March 2010
Valid Until:
March 2010