Regional Sales Manager(Western Region)
petromin corporation
مجموع سنوات الخبرة :18 years, 11 أشهر
Responsibilities:
Responsible for establishing regional goals in align with Company’s objectives for profitability, sales & customers.
o Responsible for P/L for the assigned segment & Territory ( > SAR 120 million revenue )
Coordination with marketing department (Across kingdom) - Moving towards digitalization.
Coordination with Fleet Team (Across kingdom)
Reducing operating expenses
Improving customer satisfaction index
Make plans for loss making sites to be implemented across the kingdom
Stock rationalization across the kingdom
Key Achievements
Highest Periodic Maintenance Services in Kingdom (Yr. 2021)
Highest ECO wash services in Kingdom (Yr. 2021)
Highest Battery sales in Kingdom (Yr. 2021)
Highest AC Services in kingdom (Yr. 2021)
Initiative for Meet Our Team (Across the Kingdom) (Yr. 2021)
Designing promotional campaigns (Yr. 2021)
Adding two major fleet accounts in the portfolio on kingdom level (Yr. 2021)
Developing NTIs in the network (Yr. 2021)
Zero Loss making sites (Yr. 2021)
Bringing stock variances to Zero (Yr. 2021)
Responsibilities:
Responsible for establishing regional goals in align with Company’s objectives for profitability, sales & customers.
o Responsible for P/L for the assigned segment & Territory ( > SAR 92 million revenue )
Leading a high profile team of 7 Area Managers, one trainer, process specialist & 500 + Technicians of different nationalities.
Developing specific plans to ensure growth both long term and short term.
Minimizing the inventory variances through audits and random checks.
Recommends new product lines by identifying new product opportunities and / or service changes, tracking competitors.
Reviewing regional expenses and recommending improvements.
Responsible to drive area sales and profit plans to budget through successful leadership, organizational plans, customer
service, and outstanding execution of all field operations strategies, consistently across the region.
Know and manage the business by effectively using sales reports, assessing departmental results, and developing specific
actions directly related to business development and growth.
Lead and direct the development of department level sales goals and action plans for teams directly tied into measurable
results and timely and consistent execution.
Key Achievements
Given overall growth of 37% in profitability (2020 vs 2019 \[Pre & Post COVID months\])
Given a growth of 31% in Battery business (2020 vs 2019 \[Pre & Post COVID months\])
Registered a growth of 7% in customers and 5% in Sales (2017 vs. 2016)
100% compliance with stock management
Given a growth of 25% in network development
Reduced customer complaints by 80% 2017 vs 2016 by more focus towards quality of service and customer satisfaction
Successfully secured the business by renewing the agreements for 10 years.
Reduced the inventory variances by 75% 2017 vs 2016 by more focus on check & balance technique. (Theft control initiative)
Responsibilities:
Acting as Regional Manager in absence of Regional Manager and handling Petromin Express (Oil Change Setups), Revolve (Tyre
Business) and Renew (Car Detailing) businesses for the Petromin corporation in Eastern region (COCO stations)
Explore new business opportunities and channel development and initiate new retail setups in the region
Responsible for enhancing profitability, sales and market share through implementation of strategic and tactical sales plan for
promoting sales. Develop budget plans and manage the business unit within budget constraints
Ensure proper implementation of the marketing plan by maximizing sales force measures as the best in relation to industry
trends
Development and implementation of a strategy for the business unit. Strict control on the expenses and bring stock loss to ZERO
Drive culture of accountability and results through strategy deployment and effective performance management
Managing a team of 138 station staff including 22 station managers and handle customers’ complaints
Key Achievements
OUTSTANDING Performance award for year 2016
Best Performer award for Batteries initiative year 2015
Best Performer award for Tire business initiative year 2015
Given a growth of 156% in customer count/ 172% in net sales & 233% in Operating Profit (2015 vs. 2014)
Awarded a “Best Area Manager in Eastern Region" for year 2014
Responsibilities:
Derived operations and budget by reducing costs while maintaining standards, achieved shrink goals, managed labor and other
controllable expenses. Acquired new business and prepared investment proposals with high ROI for potential outlets
Completed 100% outlets for dealership agreements
Ensured implementation of HES/safety policies and conducted audits at all outlets in the region
Collaborated with cross functional departments, finance, logistics, supply etc. and government departments for closure of nonoperative outlets
Effectively executed on marketing campaigns and programs to drive sales growth across categories
Developed and executed business plans to achieve and exceeded all sales objectives and monitored daily sales activities
Planned and delegated by executing company directives and inspired the team to accomplish objectives, scheduled and clearly
assigned and communicated work
Determined sales targets and monitored actual performance against the given targets by analyzing and evaluating the effectiveness
of sales methods, costs and results through effective management of sales budgets
Key Achievements
Awarded a “Star Award” by VP Chevron Global for giving highest growth in the region for year 2013
Exceeded NOI (USD)targets by 99% in 2013
Using highest number of Stop Work Responsibilities in Pakistan recognized by VP Chevron Global and Country Head Chevron
Signed agreements with 5 new stations in my jurisdiction (3 commissioned in 2013 and 2 in 2014)
Responsibilities:
Drastic improvement in Net Operating Income NOI for Gujranwala and Lahore region
Analyzed and understood the existing market, offered solutions/products/services and logistics system. On the basis of gathered information to propose solutions to meet/exceed company's Global NOI targets
Demonstrated visual and marketing excellence by consistent understanding and sharing insight regarding key market drivers, actively used knowledge to create/seize business and customer focus, product expansion and market development
Implemented Behavior Based Tool-Loss Prevention System to improve employees’ safety per system guidelines
Worked on the safety matrix and affectively utilized root cause analysis. Provided subsequent feedback to centralized HES hub for improvement. Utilized the profit and loss statement to identify profit opportunities and to mitigate losses
Initiated new markets and introduced Retail Sector Loyalty Programs in coordination with brand managers
Coordinated with government departments/authorities (SNGPL/OGRA/Explosives)
Managed proper stock levels and assortment by store location and volume through reports and proper communication to allocation team. Followed up on training and operational performance and metrics (KPI’s)
Collaborated with Retail Sales Managers on all major retail initiatives (new product introductions, selling drives etc.)
Monitored and maintained all quality control records to ensure quality assurance and loss prevention policies and procedures
Key Achievement
Image Stewardship 97% ranked 2nd in Pakistan in 2012
Responsibilities:
Succeeded in bringing Gujranwala zone from low performing to highest selling zone
Developed accurate and timely sales forecasts while maintaining a comprehensive database of current and potential market elements and
requirements
Integrated retail execution into the business process through interaction with Retail Sales Managers, Customer Sales Teams, our
Business Units, Broker’s dedicated/syndicated team. Prepared Marketing Intelligence Reports
Actively pursued prospects through customer location visits, periodic quality inspections, branding and on-site events
Developed effective ‘Sales & Service’ packages for customers with appropriate action programs to tap market share
Suggested reasons for dormant sites and resolved problems to activate them as soon as possible
Maintained and ensured adherence to operating budget and developed programs to manage cost to hit margin goals
Responsible for profitable and effective distribution operations for secondary sales, customer management and concessionaire
management. Manage Regional Sales Force and distributors directly & indirectly
Key Achievement
Registered a growth of 27% in refine sales and 10%in lube sales during year 2009 over year 2008 in Gujranwala
Responsibilities:
Managed business of assigned customers/accounts in area and ensured smooth conduct of sales promotion schemes
Identified and analyzed potential opportunities for growth through effective business and strategic analysis
Conducted retail analysis including evaluating opportunities based on business objectives, marketing strategy, ROI, brand fit,
potential impact/visibility, execution requirements and budget implications
Implementation of retail outlet HES checklist and retail standards. Kept track zone-wise/customer-wise targets/profitability
Coordinated with Retail Trainer, Quality Inspection Unit, Logistics and Supply Chain Department
Followed and implemented company processes and procedures including all compliance requirements, met timelines as well as
monitored progress and adjusted timelines as needed. Conducted surveys/profitability analyses for proposed new
accounts(Retail)
Responsible for key performance metrics on-going basis, ensured outlet-wise sales and profitability targets are met on a monthly
basis and assessed performance against the business plan. Selected potential new dealer/operator (Retail)
Maintained data quality, completed product line at customer outlet and integrity within appropriate planning tools including
accurate outage dates, current inventory, purchased order entry and received master data and Bills of Material
Timely collection of dues and resolution of issues and maintained customer-wise sales record
Initiated sales pitch to potential/new customers and prepared retail outlet-wise and zone wise business plans
Evaluated periodic look-back reviews for retail outlets, reviewed results and took corrective action if required.
Identified under-performing sites and applied Site Improvement Planning
Key Achievement
Ranked 6th in Customer First Program in the Africa-Pakistan region, awarded for 2007
Ranked 1st in Customer First Program throughout Pakistan awarded for 2006
Registered a growth of 15% in refine sales and 89% in lube sales during year 2007 over year 2006 in Faisalabad territory
Effective launch of Techron in the region. Implementation of Lube Trade Promotion Channel, joint voucher’s promotion with DHL
and Citibank. International safety weeks
Reduced per retail unit cost by proper implementation of procedures and worked closely with maintenance, logistics and supply chain
staff thus increasing profitability
Ensured entire distribution process of newspapers and organized events for promotion of magazines
• Effectively managed supplies of magazines (Spider, Herald and Aurora) in Islamabad/Rawalpindi and outer regions
• Maintained professional relationship with sponsors that meet company’s core values
• Developed annual marketing plans in conjunction with sales targets with detailed activities to follow during fiscal year that
focuses on meeting organization’s objectives. Arranged Dawn Lifestyles’ exhibitions and Education Expo in Islamabad
• Proactively established and maintained effective working team relationships with all support departments
• Supervised sales team and suppliers team for effective distribution
• Implemented sales, marketing and distribution strategies and conducted business forecast to meet revenue goals
Key Achievement
• Registered a growth of 58% in magazines sales Jan- April2006 vs. same period 2005
Gained insights working in various departments including Operations, Accounts, Consumer Lending and Marketing department
• Assisted in development of a potential database for new business and provided service to Consumer Banking Customers
• Engaged customers' interests by informing them of new products and services along with promotional activities
• Identified and secured new revenue generating ideas for the bank and acquired additional business in the form of
relationships, liabilities and assets