ريحان على

• Negotiate long-term fuel supply agreements, pricing structures, and credit terms with high-value partners.
• Manage key accounts, ensuring high retention rates through strong relationship management and service delivery.
• Involved in the identification and due diligence of potential customers, partnerships, and market segments for tank
leasing.
• Leading commercial negotiations for short-listed customers for leasing of storage tanks.
• Develop and implement commercial strategies to increase terminal throughput and revenue growth.
• Drive business growth by identifying and securing new B2B clients across construction and contracting, transport,
logistics, marine, and industrial sectors.
• Build and manage a robust sales pipeline, consistently meeting sales targets (volume and revenue).
• Lead end-to-end sales cycles, including prospecting, proposal development, contract negotiation, and deal closure.
• Coordinate with logistics and terminal operations teams to ensure service capabilities meet commercial commitments
with timely and efficient deliveries to clients.
• Collaborate with finance teams to manage invoicing, credit control, and collections, minimising financial risk.
• Resolve client issues related to supply, pricing, and service to maintain satisfaction and long-term contracts.
• Monitor market trends, competitor activity, and pricing strategies.

• Develop coal sales to Bangladesh Private Market / Government entities by sourcing suitable quality coal as per customer requirements and participate in Bangladesh tenders on long term/spot basis
• Liaising with suppliers to procure coal from various origins like South Africa, Indonesia, and Australia
• Develop sales of other commodities such as Petroleum products (bitumen, base oil etc.), Limestone, Gypsum, Clinker, Aggregates, etc to customers in Bangladesh using the company’s strong customer network/presence.
• Develop sales of Fertilizers in other South East Asian markets such a Pakistan, India, etc

• Integral member of the trading team and supported the General Manager and senior traders in executing of back-to
back trading strategies of crude oil, gasoil, gasoline, naphtha, bitumen, biofuels, and sulphur.
• Built and maintained relationships with key market participants, brokers, and industry stakeholders.
• Lead contract negotiations, including tariffs, service agreements, and SLAs for leasing storage space from service
providers.
• Developed pricing models aligned with market conditions and profitability targets.
• Acted as the primary point of contact for commercial negotiations and contract management.
• Tracked KPIs such as volume growth, revenue per unit, and customer retention.
• Collaborated with operations, risk, legal, and finance teams to ensure counterparties are approved before trading
relationships are established for smooth execution and settlement of trades.
• Monitored global oil markets, price movements, supply/demand shifts, geopolitical developments, and industry
reports.
• Managed end-to-end trade finance operations, including issuance, amendment, and negotiation of Letters of Credit
(LCs), Bank Guarantees, and Documentary Collections.
• Coordinated with banks, internal departments, and counterparties to ensure the timely processing of trade documents.
• Additionally, managed the KYC due diligence for counterparties involved in oil trading transactions (e.g., producers,
refiners, traders, shipping companies, intermediaries) and conducted periodic reviews of existing clients and ensured all
KYC records are up to date and compliant. Monitored regulatory developments related to KYC/AML, sanctions and
trade compliance.
• Liaised with third-party data providers (e.g., World-Check, Refinitiv) and performed PEP and adverse media checks.

Skillfully managed and executed back-to-back trades for a wide range of petroleum products such as Gas oil, Fuel Oil, Naphtha,
Bitumen, Kerosene etc.
• Generated daily indications and pricing from suppliers for internal functions and clients.
• Monitored the entire supply chain and trade cycle, right from loading, operations, delivery, and payments.
• Liaised with suppliers to negotiate favourable terms, ensure timely delivery of products, and address any quality or
logistical concerns.
• Negotiated contracts and agreements with clients and suppliers, ensuring terms and conditions are favorable and in
compliance with company policies and regulations. Liaised with customers from contracting, blending plants, earth
moving equipment, various industries etc.
• Conducted market research to identify potential clients, understand market trends, and anticipate demand
fluctuations.
• Acted as the primary point of contact for inquiries, negotiations, and dispute resolution.

• Established coal sales to Bangladesh by participation in Bangladesh tenders on a long-term/spot basis.
• Facilitated bidding and successfully won the tender for supply of 200, 000 MTs of limestone to BIFPCL (Bangladesh India
Friendship Power Company Ltd).
• Skilled in sourcing, managing logistics, quality control, and risk management for coal and bulk commodities like
Limestone, Gypsum, Clinker and LPG.

• Set up a commodity trading desk for managing refined oil products, agro commodities, and base metals
• Established Free zone company in Hamriyah, Sharjah and LLC, Dubai to carry out business activities
• Hired resources to develop a team in trading, operations, and accounts
• Developed new channels (buy/sell) for gas oil (low & high sulfur) locally and base oil and bitumen for export market.
• Identified new sources for purchase of metal scrap for export to Pakistan and India.

• Responsible for identifying/developing new business in Pakistan, UAE, Egypt, Bangladesh and Turkey markets.
• Developing new sourcing channels of coal from South Africa for offering in various markets thus increasing our portfolio of products and pet coke of different origins
• Keep track of market movements and information as well as pricing curves and analysis to ensure a profitable trading portfolio in order to capitalise on any opportunity
• Negotiate and finalise contracts and supply agreements with customers, whilst working closely with the operational and logistics team to ensure timely and smooth trades
• Keep track of government regulations affecting the import of coal/Gather market information for making informed decisions

• Responsible for developing new business in Pakistan, UAE, Egypt, Bangladesh and Turkey while setting up new sourcing
channels of coal from South Africa, Australia and US.
• Successfully established the sales channel for supplying Indonesian coal in Pakistan and managed to supply over 650, 000
MTs to numerous counterparties in diverse industries.
• Role included strategy, P&L management, negotiation and oversight of market movement & regulations.
• Experienced in structuring complex trade financing deals for purchasing coal from stockpiles by leveraging capital through
multiple parties and balancing exposure for the company.

• Starting 2016 given the additional responsibility of New Business Development in Pakistan market on various product segments in the coal & pet coke arena
• Identify / Maintain relationships with traders / end-users across Pakistan and Liaising with them on their current and future demands for Coal / Pet coke.
• Negotiating Price, Specification and Supply Chain details & follow up for client payments as well as addressing supply chain and quality issues to maintain a strong business relationship.
• Develop / Work on hedging strategies to ensure maintaining a profitable coal book
• Monitoring market performance and future demand of Coal for the upcoming IPPs.

• Started as Credit Risk Manager in 2012 and progressed to Business Development by Dec 2015. I managed the Credit Risk
function and the insurance program for the group (globally) in collaboration with 3 international insurers (MARKEL
International, Coface & Credimundi) and insurance brokers (Marsh, AU Group & ICIEC).
• I was given additional responsibility in 2016 to develop new business in Pakistan & UAE within the coal & pet coke arena.
• Successfully developed new counterparties in diverse industries and managed to supply over 500, 000 MTs of South
African coal in Pakistan.
• The role included managing relationships with traders & end-users. Negotiated price, specification and supply chain
details & follow up for client payments as well as address supply chain and quality issues.
• Risk management was also essential to the role, which included developing hedging strategies to ensure maintaining a
profitable coal book & managing counterparty credit exposure within approved limits.

• Assessment and monitoring of credit exposures and due diligence and underwriting on all customers within Gulf Petrochem Marketing portfolio.
• Managing the Credit Risk insurance program for the group in collaboration with 3 leading international insurers (MARKEL Intl, Coface & Credimundi) and insurance brokers (Marsh, AU Group & ICIEC)
• Managing counterparty credit exposure within approved limits by interfacing with Traders and counterparties and ensuring that the company’s exposure remains within its desired credit risk profile.
• Responsible for weekly / monthly reporting of past due balances to the senior management.
• Analysis of the credit status and risk profile of GPs marine fuel oil and/or fuel oil counterparties by using a variety of information sources. These counterparties range from the small bunker trading outfits to large shipping / multinational companies.
• Recommendation of credit limits to Management using structured reports, following rules and guidelines as well as approving credit limits within my delegated authority given by Management.
• Track and stay abreast of market changes related to counterparty and/or industry developments that may impact counterpartys creditworthiness.
• Monitor credit exposure through various trading and credit systems and ensure all systems are synchronized for credit limits and exposures are properly reported.
• Involved in all facets of receivable management/collection activity including customer visits.
• Support Head of Risk in operationalizing strategies locally with the Business to ensure support in respect of all Debt recovery/collection issues, especially in volatile situations/businesses where risks to the business are high.
• Reporting to the Global Head of Risk, dotted line to the Head of Credit Risk - Bunkers based in Singapore.

• As an independent Relationship Manager, handling a portfolio of over 25 clients with funded and non-funded facilities of over AED 1 Bn. The portfolio includes customers from the trading, manufacturing, contracting / real estate, oil & gas/lubricants, foodstuff, consumer electronics & services industry based in the UAE.
• Expansion of the clientele by means of soliciting new business relationships and maintenance of the same via effective liaison with the concerned departments.
• Strengthening relationships with existing customers and identifying new opportunities for the bank while managing risk parameters.
• Identify clients needs by analysing the business structure and its different functions to better understand and justify the requirement of the company and structuring the facilities and offer banks products & services to grow the of the company and structuring the facilities.
• Perfection of all security documentation & monitoring disbursements in line with credit approval conditions.
• Timely identification of underperforming and distressed accounts/loans and recommending suitable action to avoid any potential loss to the bank.
• Monitor market and competitor activity to ensure opportunities for new customer acquisitions and enhanced market share.

Relocated to Dubai as a Relationship Manager, handling a portfolio of 35+ clients with funded and non-funded facilities in excess
of AED 1.5 Bn across trading, manufacturing, foodstuff, contracting/real estate/construction, oil & gas, etc. Grew the portfolio by
30% by adding 15 new customers with funded and non-funded lines of over AED 500 Mn. Role included relationship
management, credit proposal review, security documentation, and monitoring disbursements in line with credit approval
conditions. Additionally, tasked with timely identification of underperforming accounts/loans and recommending suitable action
to avoid loss to the bank.

Managed and maintained an Asset/Liability portfolio of 50+ clients to build revenue on lending and trade business. Included both
existing and solicited new relationships. Preparation of credit proposals, financial analysis, business/industry analysis and
monitoring the quality of the credit portfolio on a proactive basis.

Entry-level role to facilitate & target potential commercial clients for fund-based (short-term and long-term) and non-fund-based
facilities. Managed a risk asset portfolio of existing clientele across: auto vendors, pharmaceuticals, confectionery & steel industry.
Booked new assets of over PKR 750 M. Prepared credit approvals (CAs), presented portfolio updates and plans in business reviews
and managed procedural documents.

Successfully managed the country-wide MIS of consumer banking products (cards, auto loans, mortgages, personal loans and
merchant acquiring business).