Channel Manager
Hayat Kimya Pakistan
Total years of experience :15 years, 0 Months
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
GPA In MBA is 3.23 Vice President of Executive Club of University.