Muhammad Ahsan Shafiq

Responsible for developing a profitably growing retail, wholesale and oil changers market for automobile engine lubricants of Pakistan's No 1 OMC PSO
Managed a monthly turnover of approximately Rs 15 Million

1. Responsible for developing the market for commercial and residential projects requiring aluminum sections and systems for aluminum windows, doors, curtain walls etc.

2. Successfully managed both Demand side by developing commercial & residential projects and Supply side by creating a network of sub-contractors/fabricators for delivering aluminum works

3. Frequented architects, consultants and contractors for getting enlisted in BOQs (Bill of Quantities), being recommended for projects and to ensure compliance with the BOQ specifications for aluminum works

4. Understood BOQs, construction drawings, scope of aluminum & glass works

5. Other activities: Sales recovery, after sales service, complaint management,

6. Key Businesses developed in 2021-2023: AJ Towers Gulberg Greens (Rs. ~40 million), DHA City Karachi (Rs. 8.9 million), OGRA Head Office (Rs. 4.4 million), Piccadilly Courtyard (Rs. 5.3 million), CCC by EOBI (Rs. 6.5 million), H-68 by Premier Choice (Rs. 5.4 million) and Myson Engineering Head Office (Rs. 3.5 million)

Key activities:
1. Directly managed 2 Distributions and ensured a profitable territory with smooth operations for Federal Capital and Adjacent territories. Total monthly turnover of
Rs. 20 Million approx. (AED 0.46 Million)
2. Regularly performed market visits, followed-up on sales leads, in-development and existing customers and gathered market intelligence
3. Developed clients for both Standard & Specially manufactured facial tissue and napkin solutions, managed inventory and ensured timely service deliveries
4. Negotiated periodic purchase agreements with bulk clientele and ensured complete competitor ouster and threats from other channels
5. Conducted frequent staff trainings on multi-channel selling techniques, new products, category development, service delivery and ensured a solution selling mindset

Achievements:
1. Single-handedly developed Rawalpindi territory for OOH business for all customer channels i.e. Health & Education, Business & Industry, Leisure & Travel and Food business with a monthly turnover of over Rs. 5 Million (AED 0.117 Million)
2. Developed and strengthened Military and Government clientele by targeting General Order Supplier channel. Total monthly turnover of Rs. 2.5 Million approx (AED 58, 699.22)
3. 50% growth in customer base in 2018. Additional gross secondary value of top 5 customers was Rs. 7.5 Million approx (AED 0.17 Million)
4. Successfully delivered numerous Company Direct bulk accounts in North region. Ensured timely collections, demand generation, end-to-end order fulfillment and category development

Projects:
1. Zero Hour: initiated in last quarter 2018 for maximizing stock availability and smooth service delivery at vulnerable Bulk Accounts
Key steps taken and result:
a. Understood customer product and service requirements
b. Coordinated with Manufacturing and Dispatch departments for timely production, warehousing and dispatch of critical SKUs
c. Developed 'Next Best Alternative SKUs' to mitigate instances of dire stock outs and kept the customer supplied with Solutions
d. Managed inventory levels at distribution and ensured timely supplies
e. Ensured 100% customer retention by close of 2018
2. New Partners: initiated in 1st quarter 2019 for territory rationalization and on-boarding of 2 new channel partners


Key steps taken and result:
a. Identified and visited potential Out Of Home/Institutional Distributors of FMCG product category
b. Developed distribution feasibilities and negotiated distribution agreements
c. Handed over of running sales operations to new distribution partners and ensured maximum territorial coverage
d. Developed customer communication modules and timely communicated to customer base regarding new operations
e. Hired and trained new field sales staff at both distributions
f. Successfully closed operations and shifted stocks from previous distribution to new ones
g. By start of 3rd quarter North region was back to its average turnover of February with only 87% customer retention

1. Developed engaging trade level monthly promotion campaigns. Forecasted targets, developed & proposed campaign mechanics and rewards
2. Developed retail/franchise communications (Retail SMS, e-mails & Trade Letters) and ensured timely availability at all touch points through regional sales teams
3. Went above JD and regularly performed retail visits to gauge service levels, retailer's satisfaction, product availability and competitor activity
4. Analyzed post-campaign results, processed retailer & franchise commission payouts and ensured timely incentive disbursements to all eligible channel partners
5. Timely reported Retail Channel Productivity for all primary revenue heads (Gross additions, recharge loading, and Value Added Services) to the complete Sales Hierarchy
6. Ensured nationwide stock availability (electronic balance, SIMs, Value Added Service Menu) at Retail Channel by following up with Regional Sales teams