Muhammad Subhan

Driving Revenue, Strategy & Customer Retention Across 15+ Industries

Key Responsibilities:
• Managed a strategic portfolio of key accounts across 15+ industries, delivering tailored corrugated packaging solutions including RSCs, die-cut cartons, wrap-around boxes, trays, jumbo shippers, high-graphic POS displays, and custom structural designs.
• Ensured full-spectrum account ownership from sales strategy, pricing, forecasting, to post-sale service and performance analytics.

Key Achievements & Contributions:
• 💰 Revenue Growth & Profitability:
Consistently generated high-value revenue with strong gross profit margins and optimized Price Per Kilogram (PPKG) through value-based pricing and SKU-level optimization. Achieved and maintained a 90%+ wallet share among core accounts while gradually increasing margins.
• 📊 Commercial Analytics & Reporting:
Led detailed analysis of account performance including gross margin trends, tonnage off-take, forward load planning, budget vs. actual comparisons, and SKU-level pricing models (exclusive vs. standardized). Developed actionable insights that improved client strategies and internal forecasting.
• 📈 Strategic Pricing & Market Insight:
Closely tracked market indicators such as RISI paper indices, international kraft/test liner pricing, and B2B purchasing trends. Translated insights into customer-specific pricing, share acquisition strategies, and contract timing models—resulting in improved negotiation outcomes.
• 🤝 Contracting & Negotiation Excellence:
Led annual price/volume contract negotiations, including review and revision of commercial and legal terms. Ensured alignment with customer objectives while safeguarding company interests and compliance standards.
• 🔍 Business Intelligence & Customer Engagement:
Conducted regular client visits, follow-ups, and issue resolution. Provided technical consulting on paper specs, recommending cost-efficient material combinations such as kraft/test liners with flutes (B, C, E, BC, BE) aligned with industry applications (food, beverage, poultry, home care, etc.).
• 🎯 Advisory Role in Design & Print Optimization:
Advised key clients on cost-optimized structural and print configurations, selecting appropriate GSM, flute types, and printing methods (standard flexo, high-graphic flexo, digital) to balance branding impact and cost efficiency.

Responsible to handle a portfolio of Rigid Plastic Packaging having main products PET Preforms, Caps & Closures, PET & HDPE Bottles & Jars, ABL & PBL Laminated tubes, disposable PS utensils. Generating revenue of SR 450 million from key accounts like MNCs Pepsi- Cola, Coca Cola, Nestle, Unilever, SC Johnson, Almarai, Sadafco, Savola, Mazola, SPIMACO, Nova, Luna, Rabea, etc. Ensuring that existing and new customer relationships are strengthening to grow and that revenue and profit targets are achieved.
Achievements:
• Managing a portfolio of 24 Strategic customers Local & Export & achieved sales revenue of SAR 450.00 Million in 2019.
• Handling the SKUs of 200+ plastic packaging products by upselling & cross selling to potential clients.
• Achieved a target of 60, 000 Tons Resin (PET, HDPE, LDPE) with 70% only PET converted products sold during 2019.
• Achieved annual average growth of 11% in sales of 2019 despite of economic recession.
• Project leader for implementation of Ultra-Light Weight (ULW) 29/25 neck PET perform new innovation in MENA for leading
Beverage & Water Companies from high neck-finish 1810 to 1881 & 30/25 to 29/25 weight preform & closures to lower weight.
• Successfully earn additional business by new innovation to clients in CSD closures as Injection Molded “Single piece Closures” liner less, which gives consistent performance with reduced cost to clients.
• Proposing & getting approve the cost effective AWs, Clichés logos, additives, Master Batches, Colorants, UV barriers with improved shelf life of the potential customer’s products.
• Won & completed different injection molded caps projects like brand RAID, Beygon, Sunsilk, Dove, DWC, Comfort Softener, Mazola Oil Caps, DWC, Juice caps, Pharma Caps Stymlyn, measure caps, etc.
• Projects completed for several HDPE & PET bottles like oil bottles 1.8ltr, Liquid Hand Wash Bottles, Shampo Bottles & Multi-layer Milk Bottles for leading brands.
• Won & increased the business share of ABL collapsible laminated tubes and generated additional revenue of 50.00 mln SAR during 2016.
• Participating in yearly Resin procurement & conversion objectives and successfully achieved the best planning of year by minimizing shortage & surplus of material at any point of the Year. And won handsome rebate by complying the agreed contact’s quantity from Resin Supplier on time.
• Worked on assignments of cost minimizing project of key products like Preform & closures by making pricing more competitive and initiated the change of packaging which saves cost of packaging up to 30% and contribute in profit margin.
• Successful complying JIT system by closely planning with sales, production, procurement and storage which returns minimum tie-ups of funds in RM & FGs, best space management, less loss of production efficiency in Y-2018 comparing with last three years.
• Participated in many Petrochemicals & Plastic manufacturer Exhibitions etc. by developing attractive booths & representing the group to potential stake-holders.
• Won highest rating in customer’s satisfaction and service level survey during Y-2018.
• Won ISO & BRC audit best remarks & compliments during audit of 2014 for implementing best control & documentation in Sales Dept.
• Participated with audit team in many yearly audits of MNC’s clients like PEPSI, Coca cola, UL, etc. and won the satisfactory certificate from clients by followed their desired criteria.
• Prepared and updated the best Sales Operations Procedure in SOP updated volume on the directions of Legal & Policy department of company.
• Worked with Project & Operation manager to count efficiency of more than 200+ lines & molds and prepare the Investment plan for less efficient lines by categorizing Refurbishments, New acquisitions and Dispose-off machines & molds.

Responsible to handle portfolio of Flexible Plastic Packaging having main products, Shrink Film (PE Plain & Printed), Stretch Film (Jumbo/Machine/manual), BOPP Labels, printed poly bags etc.
About 3P Flexible Co.
Responsibilities & Activities:
·         Have to deal with different types of clients such as Dairy, Beverages, Confectionery, Cosmetics, Dry foods, Shrinkage Material.
·         Dealing with Stretch film buyers of; 5 and 7-layer co-extruded, LLDPE (Cast technology), with a guaranteed stretch of 150% to 300% mostly transparent & color. The Thickness of the film between 15-40 microns depends on the valuable customer’s requirement.
·         Selling main Stretch film products; HS -12 Hand Roll Stretch Film, SS -16 Standard Stretch Machine/Jumbo Film, AS -18 Above Standard Stretch Machine/Jumbo Film, PS -24 Power Stretch Machine/Jumbo Film, SPS -30 Super Power Stretch Machine/Jumbo Film.
·         Handling clients of Shrink film comprises on Polyethylene (PE) Plain & Printed Shrink Films sold for Multi-pack are for the Juice & Beverages Industries. PE Plain & Printed Rolls are for the packaging application (FFS) in Food & Detergent industries.
·         Selling Standard, High & Power types of Shrink film, 3 layers Co-Extruded lm, High clarity, High gloss finish, High shrink ratio, Excellent mechanical properties (high strength and stiffness), Suitable for wrapping bottles, can, carton packs etc.
·         Mainly selling shrink ranges 50U with BUR 3.1 using LLDPE & LDPE resin grades, Thickness 25-120 micron, width 250mm to 3000mm, Roll weight 15 to 100 Kgs.
·         Selling OPP & BOPP printed labels, to Water, Juices, Carbonated, Foods companies like Pepsi, Coca Cola, Nestle etc.
·         Labels having ranges width: 30-1300mm, Repeat Length up to 1110mm, Inner core dia, 3” to 6” paper core having Flexo Printing, Bobst, F& K technologies.
·         Work with Sales Team to accomplish sales of 75, 000 M-Tons of Film in Y 2014.

 

Duties & Responsibilities:
• Solicit new quality business to build up sound asset base with focus on segments as identified/defined from time to time by bank.
• Timely preparation of quality credit proposal (fresh booking, yearly renewal/reviews, enhancements), conducting in depth analysis of financial & market position, security/collateral, technical capability of borrower and calculation of risk rating, etc for credit decision.
• To ensure that all security documentation is completed by the client before any disbursement of the loans or assumption of any risk by the bank.
• Periodic visits to customer’s premises to promote bank’s business prospects and make proactive identification/assessment of any signs of deterioration in risk indication of the borrower/s.
• Responsible for maintaining and safekeeping of credit files and ensuring that credit files are properly kept and are updated with latest record regularly.
• Analyze the industry / business segment. To closely monitor industry trends & economic changes effecting client’s position & keep on eye on transactions/financial conditions / operations of allocated customers & report any anomalies that may affect bank’s risk in future.

KEY RESPONSIBILITIES:

• Assist in the assessments on credit proposals by preparing a report which analyzes the various credit risk facts to measure a final credit risk rating including an assessment of the requested facility and guarantees provided, client management and background, industry analysis, country analysis, external agency credit rating (if applicable), financial and cash flow analysis and the risk rating from the credit risk rating tool.
• Support the Senior Officer Credit Administration and Credit Analysts in preparing a recommendation to extend, decline, or request further structuring/ guarantees/ collaterals to the deal to minimize credit risk to meet HBL credit risk standards.
Coordinate activities with business units to ensure the timely processing of customer credit requests within established TATs.
• Use standardized process for evaluating credit proposals ensuring that all approved credits are within HBL’s Credit Risk Strategy.
• Perform credit assessments, and comply with established/ approved credit risk policies and procedures, Regulator guidelines of SBP.
• Adhere to the Turnaround Times (TAT) specified in the SOPs.
• Coordinate with Relationship Managers for the timely receipt of customer documents/ other information required to evaluate the credit worthiness of the proposed borrowers.
• Maintain utmost confidentiality in regards to customer information gathered in the credit assessment process.
• Provide timely and accurate information to the external and internal auditors and the Compliance function as and when required.

Major workings were;
• Handling diversified portfolio of SME assets of Rs.750 M
• To expand the SME portfolio of customers across a variety of industries and sectors and ultimately winning business from competitors.
• Attract new customers to bank through personal relations and existing customer referrals.
• Cultivate existing relationship, understand and anticipate client’s needs as well as identify incremental portfolio growth opportunities.
• Dual focus on acquisition of new customers (by leveraging bank efficient network and referral partners) and growth of wallet share with existing customers.
• Prepare, assess and recommend finance products applications and furnishing proposals for sanction of financial facility approval by Credit Risk Management.
• Prepare all management reports relating to credit approvals, excesses, extensions and other housekeeping tasks.
• To provide a high quality customer service, while ensuring bank’s operating procedures and compliance guidelines are adhered to, towards achieving maximum customer satisfactions.
• Syndicate with and mobilize key internal stakeholders to ensure seamless delivery to client.. Key partners in this respect include bank dedicated Credit Risk Management, CAD operations team.
• Proactively drive forward product solutions on the basis of client’s new business needs and requirements.
• Improve the quality of the portfolio through regular monitoring of the relationships and assessment of risks.