رياض ناظم

SCOPE
Responsible for Business and Market development of Zarkhez fertilizer business for South zone which encompasses Sind, Baluchistan and South/Central Punjab reporting directly to Country manager -Zarkhez Business unit.
-Managing a team of over 30 employees who deal with ~2, 000 dealers on a monthly basis for primary sale and over 20, 000 farmers for secondary sale on a yearly basis.
- Closed out 2014 with over 110% achievement vs. plan.
-Growth in sales vs. 2013 year to date is 24% with ~revenues earned in excess of $US 25 million.

SCOPE:
- Elevated to Master Black Belt position in Nov’12 and manage the 6 Sigma initiative for Manufacturing, Marketing and Corporate Services Group with over 1200 employees
- Launched Lean theme MISSION WE’13 - Waste Elimination focused on removing non-value added steps from processes in 2013
- Launched Interactive 6 Sigma Portal for the organization in May inclusive of Training programs, Project work flow, News and Project Databank for employee knowledge and reference.
- Identified over 200 business improvement areas through Idea generation forums which resulted in benefits in excess of ~ $ US 2.5 Million in Marketing Division in 2012
- Closed out 03 Black Belt, 06 Green Belt and 13 lean projects.
- Completed a Black belt project on reducing variation between Final Draught survey & product received at Shore on Fertilizer imports & within 10 months accrued benefits of $ US 1 Million.
- Project on reducing counterfeiting of Fertilizer bags resulted in an innovative solution which not only reduced counterfeiting but increased Market share by ~5% in its first 3 months.
- Concluded projects on Operational cost saving in Warehousing, reduction in Freights leading to dedicated fleet, Fertilizer bag design change and improving forecasting methodology.
- Launched an extensive employee engagement strategy including a newly designed 6 Sigma tool kit, Tool of the month, Spot award and Reward policy.
- Re-energized the 6 Sigma initiative in the organization by developing a New logo and tag line to instill in the employees the spirit to “Challenge Everything”
- Closed out projects worth ~ $US 2 million in 2011 including over 25 lean projects.
- Delivered training on Kaizen, Six Sigma Green Belt & Basic analytical tools to over 220 employees to date.
- Central team member of 04 Green Belt projects in between 2006 - 11 on (a)Sales forecasting (b) Customer servicing (c) POS material planning (d) Product Stock outs resulting in benefits of ~$US 0.2 million.

 Responsible for Business and Market development of Zarkhez / Zingro fertilizer business for South zone which encompasses Sind, Baluchistan and Central Punjab reporting directly to Country manager -Zarkhez Business unit.
o Achieved a growth of ~27% in Zarkhez sales during the 02 years in charge. The ~ average revenue earned in 2015 alone was in excess of $US 25million.
o Zingro business grew by ~50% in 02 years and market share increased by 7% in the Zinc category.
o Managed a team of over 30 employees who deal with ~1, 500 dealers on a monthly basis for primary sale and over 20, 000 farmers for secondary sale on a yearly basis.
o Played a key role in the success of the Distributor model, Zarkhez Champion and Credit policy implementation while continuously ensuring a higher NSR by minimizing discounts during promotions.
o Employee engagement of Team improved from 38% to 58% during my tenure.

SCOPE:
Responsible for the bottom line of Zarkhez business, the only specialized brand in EFert’s portfolio of products.
- Managed Zarkhez business demand / supply throughout Pakistan ensuring product avails while tackling production choices between 03 different grades of Zarkhez & 01 grade of Engro NP at plant site.
- Turned around Zarkhez business & registered growth in Sales volume by 36% in 02 years. Revenue grew from $US 2.9 million to 9.5 million vs. 2009. PAT grew from a baseline of $US 0.25 million to 4.1 million.
- Doubled focus on Market development activities for creation of farmer demand. Farmer database of over 90 K developed through research of which 1/3rd segmented based on Roger’s profiling model. Employee & Customer Incentive schemes launched to create a mix of Push & Pull for the brand.
- Conceptualized & developed Zarkhez new T.V commercial.
- Zarkhez was awarded “Brands of the year award 2010” for fertilizers in the macro nutrient category.
- Recipient of “Marketing Excellence Award - 2010” for project on Farmer database segmentation.

SCOPE:
-Responsible for handling outbound logistics of 1 million tons of product annually from Daharki plant site.
- Manage a budget of $US 6 million by creating a balance of rail and road shipments.
- Supervising the cost, quality, quantity, and good efficiency of the storage and movement of goods.
- Arbitrating and negotiating with supplies and customers.
- Implementing safety and health procedures among transport staff.
KEY ACHIEVEMENTS:
- Achieved 97% distribution efficiency ensuring lowest possible product dumping at site due to shortage of vehicles.
- Outperformed competitors by disbursing 5% lower freights on the average throughout the year.
- Implemented an extensive safety program for truckers in coordination with Plant Movement & Storage section within and outside plant premises.

Responsibilities
Ensuring achievement of sales numbers by devising, developing & implementing strategic
marketing plans for Bahawalpur Sales district.
Maintaining a healthy dealer network making certain that both dealer and company objectives are
cordially achieved.
Motivating & leading cross-functional teams within the region to optimize resource utilization,
concurrently ensuring customer satisfaction.
Establishing a strong image for the Engro - Building respect, trust and integrity through self
dealings while conducting marketing activities such as POS distribution, Sales promotions and
Complaint handling.
Key achievements
Rated in the top 1/3 category with a Tier II potential in the annual appraisal for 2006 and 2007.
Promoted to Grade 1 Officer within 02 years.
Concluded FYE 05, 06 and 07 with strong achievements throughout in all products. Managed
highest volume achievement in Urea, Zorawar & NPK brands FYE 06 and 07.
Increased market share of Engro Urea by 4.8% despite an industry decline of 0.73% in 06.
Further increased Urea market share in 07 by 2% despite an industry decline of 20%.
Designed and executed 04 Dealer Incentive and 03 Consumer incentive schemes during the
Kharif and Rabi seasons in 2005/06/07.
Effectively managed a network of over 60 dealers through fervent relationship building and in turn
realizing the highest volume sales of all products combined in Bahawalpur Region.
Awarded Brand Champion in MARCON 2007 for highest sales vs plan achievement
Organized 04 major events including coordinating the prize distribution ceremony for the Engro
Champion Dealer function in Thailand.
Chosen as Budget Champion 2006, 07 & 08 to harmonize budget activity for entire Bahawalpur
region.
6-Sigma Yellow belt recipient and team leader for POS management activity. Currently in
process of completing 6-Sigma green belt training.

SCOPE:
- Responsible for evaluating new ideas and business growth opportunities.
KEY ACHIEVEMENTS:
- Developed sales team and focused their efforts on qualification of high-yield prospective clients as opposed to random client capture, leading to 15% increase in business revenue.
- In charge of correspondence and dealing with Corporations such as PSO, Habib Bank, ICI, Cupola and KFC on a daily basis.

SCOPE:
- Responsible for all Marketing related functions for Qatar Airways in Pakistan.
- Managed reporting to the Head office in Doha by coordinating the airline activities from all over the country.
KEY ACHIEVEMENTS:
- Launched Qatar Airways in Islamabad - Managed and Coordinated Print, Mass & Outdoor media campaigns along with post event press releases. Organized a Grand Gala dinner in Islamabad on May 31, 2004 attended by over 500 Islamabad elite and balanced a budget of Rs. 10 million.

SCOPE:
- Responsible for Research & Implementation of all Marketing related ideas of J-Pet personal computers.
- Analysis of internal/external factors affecting sales performance, identifying bottlenecks & suggesting solutions for improved efficiency.
KEY ACHIEVEMENTS:
- Finalized deal with Cybernet for display of J-Pet PC’s at all Cyber net Customer Care Centers.
- Concluded an arrangement with National Leasing for leasing of JBS products to customers.
- Organized Oracle/JBS/Intel event on “Inspiring Solutions for the Manufacturing Sector” in Jul 03 and Oracle/JBS event on “Smart solutions - Intelligent business” in Jan 04.