Area Sales Manager
Total Parco
Total years of experience :5 years, 10 Months
Responsibilities/Accomplishments:
▪ Meticulously managing sales force within defined territory. Overseeing sales operations, customer base, profitability and meeting
volumetric targets. Managing, training and motivating sales team to drive revenue growth. Developing and managing efficient
distribution networks for sales. Monitoring sales team performance and analyzing sales data, periodical forecasting and budgeting
▪ Developing creative sales and marketing strategies for assigned territory; performing target setting for sales team and ensuring KPI’s,
focusing on retail and wholesale channel. Maintaining long-term relations with distributors & clients (both B2B & B2C); collecting
customer & market feedback and reporting same to organization. Ensuring effective management of credit-cash ratio at all
distributions. Closely coordinating with marketing department to implement and roll-out marketing campaigns and sales schemes
Key Points:
⎯ Successfully managed geographically largest area of region; maintaining bulk distributor with 400, 000 ltr sale annually, starting
from Sanjar Pur to Channi Ghot (Ahmed Pur)
⎯ Ensured deployment of Setup Safety Instruments and conducted audit report of business partner on weekly & monthly basis
⎯ Revamped all PJP’s as per local demand of customers
⎯ Lead survey of shop tagging on latitude & longitude for deployment of proper order making module
Responsibilities/Accomplishments:
▪ Skillfully managed 2500 plus outlets while establishing schedules, assigning tasks to employees (channel wise) and ensuring timely
completion of work. Reviewed employee performance. Provided training to new employees in company’s policies and procedures. Met
with clients to discuss project requirements and timelines while ensuring GEO tagging and coverage expansion plan
▪ Managed budgets, stock inventory, on-ground depletion and People Management process including selection, retention, motivation and
people development while working on SOL behaviors. Provided strategic support to customer’s; performed sales and growth trend
analysis; monitored product distribution and performed regular visits to check authenticity of details
▪ Interfaced effectively with sales, trade marketing, finance, IT and internal controls to manage cross-functional processes and resolved
issues; handled complaints from clients and resolved issues using conflict resolution techniques. Developed skilled sales team through
coaching, confidence, motivation, passion, & learning new ways. Built profitable customers relationship across Multan.
Key Points:
▪ Lead sale of General Trade, MM (LMT), WS, CSD, & USC store for P&G portfolio in Multan City; handled HFS, Mini Market (LMT),
wholesale, cosmetic & pharmacies
▪ Handled sale of major top line brands like Ariel, Always, Safeguard, Pantene, H&S, Gillette, Vicks and Pamper
▪ Ensured active coverage, bill productivity, golden stores and power SKUs on P3M & P1M basis; ensured activation of 100% CMD
▪ Planned counterattack for competition activities (Unilever, Colgate, Rackitt, Hayyat Kemya, Molpad, Nanna & Butterfly etc.)
▪ Monitored & engaged SR’s & VSR’s on SFE (Sales Force Engagement Plan) as per company announcement
Responsibilities/Accomplishments:
▪ Effectively increased sales revenues and maintained customer relationships in assigned territory. Devise effective territory sales and
marketing strategies; analyzed data to find most efficient sales methods; met with customers to address concerns and provided solutions
▪ Discovered sales opportunities through consumer research and market trends; aligned customers for 100% primary and secondary sales
targets. Conducted training in sales techniques and company product attributes; assessed sales performance according to KPIs.
Monitored business partner’s ROI and distributor’s ROI; executed market intelligence and competitor analysis
▪ Improved market share through identification of untapped channels, new towns, brand and pack size & optimal store productivity;
ensured execution of all merchandising, display & operational priorities
▪ Monitored competition within assigned region. Managed monthly trade discounts, safety & compliance, stock & inventory management
according to SOPs and smooth distribution management using FIFO method; calculated distributors investment and breakup; maintained
ZSM/RSM with smooth flow of details to aid strategic decision-making while ensuring correction of all financial & sales data
Key Points:
⎯ Analyzed LY bases, focusing on division & category portfolio to enhance business volume & GOLY
⎯ Enhanced optimum availability of MSL (Must Stock List) of all categories in Food & Spice at (GT, WS, PS, LGs, & SSS Tier2)
⎯ Planned growth category wise, division wise & channel wise by evaluating LY achievements & contribution on MOM basis.
⎯ Met with OBs about KPIs (MSL, priority SKUs, OP, CP, LPO, sales returned & zero purchase)
⎯ Modified distribution’s routes, corrected channel & redesigned PJPs 35-40 outlets for OBs to improve GT sale
Major Achievements:
⎯ Best TSM Quarter II (2020-21) in Multan region for perfect stores compliance @ 100%
⎯ Winner of National Squeezy Ketchup & Mayo Sales Competition @ 100% availability & KPIs compliance
⎯ Managed Biggest Territory of perfect stores of region
Responsibilities/Accomplishments:
▪ Diligently built and fostered strong customer relationships within assigned region. Designed strategies aimed at growing regional
revenue by satisfying customer needs. Performed consumer research to maximize potential revenues and gained loyalty of clientele;
examined competitor’s activities for counterattacks. Monitored daily sales and operations, stock & inventory levels and ensured KPI’s
▪ Skillfully lead team of 3 supervisors and 28 DSR’s; demonstrating monthly, quarterly & YTD secondary targets. Managed numeric and
weighted distribution by effectively centralizing standard routes. Planned brand & SKU wise & slow-moving items achieve YTD targets
& GOLY (growth over last year). Performed calculation of distributors’ investment & breakup; managed market visit to identify gaps and
opportunities & communicated with SDs, DSRs & BDO for improvements.
Key Points:
⎯ Managed business partner (distributor ROI), that was landing 2.5 to 3 Percents; took Initiatives on distribution for making effective
cost cutting strategy and ensured effective selling
⎯ Maintained OSA, SOS & Plan-o-gram with support of Smollan Team as per company’s agenda
⎯ Designed effective PJPs to improve sales force
⎯ Delivered JBP targets
⎯ Ensured 100% Distributors PAY FOR PLAY incentives
Major Achievements:
✓ Developed new distribution setup at Multan region; restructured all-business needs of Unilever GT
✓ Received recognition as “Area Champion” of all productivities
✓ Received recognition of “Area Champ” of OOH business
✓ Delivered 100% numbers by managing 50t average weekly sale (in terms of value obtain 75M business for company in month
from both Distributions, Khan Pur & Liaquat Pur Town
✓ Developed all team towards new operations in market
✓ Developed new concessionaire at Mianwali for Ice-cream business of Unilever
✓ Champion of all regional productivities on new launches (Ponds, Solero, Ice-cream & Surf Excel).
Drove agenda of Unilever ZERO INJURY at work level by focusing on safety of team members; ensured safety & hygience compliance
at distribution level as well
✓ Met territory sales objectives by forecasting & planning
✓ Handled sales crew team of 3 TSO’s &14 RSO’s
✓ Developed retailer engagement plan like JBP, fix or annual
✓ Developed multi-level cross functional customer relationship & secured strategic alignment
✓ Monitored weekly & monthly primary and secondary sales targets
✓ Planned & implemented distribution infrastructure for market coverage
✓ Deployed total 2300 assets in market on 1650 Universe