Head of COCO Network
Total Parco Pakistan Limited
Total years of experience :19 years, 8 Months
- Coaching and Training of COCO station Managers on Health, Environment & Safety and that the principles are applied within their daily activities to have incident free operations.
- Management, Development, Improvement and maintaining of Sales, Throughput and Standards of the COCO network in Pakistan through the team of Station, Total Wash & Shop Managers.
- Management and expansion of Customer base by introducing campaigns & promotions.
- Monitoring and analyzing the business expenses corrective action to control opex.
- Management of COCO team human resource objectives by training, assigning, scheduling, coaching, counseling employees in assigned areas, communicating job expectations, planning, monitoring, and reviewing job contributors, enforcing policies and procedures.
- Improving the profitability of COCO service stations & independent facilities by taking corrective actions, addition of non-fuel revenues, controlling the expenses and providing recommendations to increase the secondary sales.
- Developing strategies & promotions to increase the Business for company and stakeholders.
- Controlling operational gains & losses in line with the approved APME roadmap.
- Designed & Implemented Network Standards Training to improve customer centricity, Proximity & Active Sales Plans for Dealers & Forecourt Assistants which has resulted in 10% Growth above Target in 2021.
- Designed & Implemented Forecourt Incentive Plan for Actives Sales to improve Secondary Sales of company’s Products.
- Trainer for Salesforce (NSM, RM/ TM Sales).
- Identification of training priorities for Retail Sales Team to enhance their knowledge & skill set for business betterment.
- Optimize Delivery of Network Standards Material to raise standards & improve the Standard Order material.
- Management of Vendor and selection of best Standard Order Material for Network Sites in close coordination with Procurement. Constant improvement in Uniforms & Safety shoes with the help of Region & HQ.
- Reduction in cost and increase in GMVC through effective utilization of resources.
- Designing strategies to improve top service & customer satisfaction index.
- Sales Activation Program for the Network.
- Cross Functional Coordination for active sales improvement for Lubricant, TQAC, Solar, CCP product, Excellium HOBC through Network.
-Diversity & Inclusion at Retail Service Stations.
- Upgrade training modules, methodologies & support in preparing/upgrading ROM & Training Modules (Customer Service, Personal Hygiene, House Keeping & any other as required).
- Establish a strong professional relationship with the dealers and discuss with them training needs of their staff and propose incentives & remuneration packages.
- Perform the audits of the Retail department and points out deviation from Processes for improvement in Business.
- Suggested improvement in the existing processes to protect the business from any calamity.
- Formulated processes for COCO retail outlet and Shop and implementation of same.
- Lead & implement the S2B Program and monitor the progress of the same that will help Retail to grow and perform by safely delivering clean reliable and affordable energy with focus on customer and establish Total as a best-in-Class Retailer.
- Being the SME, improve and groom the capacity to manage our Network of filling stations to an optimal level. Based on several levers, engaging not only Retail but B2B through Cards, Marketing and Operations - through Maintenance and Engineering.
- Mentoring & Coaching of Sales Team, Total Card Team, Marketing Team to understand the importance & implement the S2B Levers to improve profitability, Performance and Growth.
- Verification and Validation of Levers to ensure the company achieves growth and profitability.
- Periodic Audits of S2B Action Items to assess gaps and recommend plans for improvement for increase in profitability & growth.
- Coaching and Training of regional team on all aspects of Health, Environment & Safety and that the principles are applied within their daily activities to have incident free operations.
- Managing, Training & development of regional teams to carry out their roles effectively through direct involvement, coaching, mentoring, and training programs for all team members/roles.
- Management, Development, Improvement and maintaining of Sales, Throughput and Standards in the region through a Team of Senior / Area Managers.
- Liaison with the Government & other departments to sort out the issues & to inform & advise management for taking corrective measures to avoid any damaged to property & company assets.
- Management and expansion of Customer base by counseling Senior / Area Managers, building and maintaining rapport with customers.
- Monitoring and analyzing the business expenses and travel plans/costs of reporting staff and take correction action to control the Opex.
- Management of regional sales human resource objectives by training, assigning, scheduling, coaching, counseling employees in assigned areas, communicating job expectations, planning, monitoring, and reviewing job contributors, enforcing policies and procedures.
- Management of Product Forecasting on monthly & quarterly basis for optimal inventories for smooth supplies.
- Management of budgeted regional volume and profitability targets, by optimizing network effectiveness & ensuring operational standards.
- Developing strategies & promotions to increase the Business for company and stakeholders.
- Managing, analyzing & taking corrective actions on all Reports of supporting department to add value in the business.
- Ensure that all sales and inspection reports are prepared and submitted by the sales team in time as per the approved formats and checked for accuracy and follow-up.
- Manage the preparation, issuance, and control of work targets to all Senior / Area Managers in line with company projections.
- To assess, propose and conduct feasibility analysis for improvement of business at retail outlets like: CNG investment, additional services and/ or expansion of retail outlets, to generate additional revenues for the company.
- To develop and implement strategies to achieve short- and long-term objectives depending upon the structural strength of the site and dealers’ profile, in order to attain per-site expectations both for volumes and profitability.
- Managing, analyzing & preparing the allied facilities improvement action plan.
- Management & development of Non-Fuel Revenue for the business while keeping in view the long-term objectives to retain & attract the maximum number of customers.
- Management of staff development & effective performance by completing annual appraisals & quarterly reviews on reporting staff.
- To manage the day-to-day operation of Regional Sales team. Remaining within their delegated authority and to ensure conformance to the legal requirements of Pakistan. Safeguard and act as a custodian of company procedures, HSE policies and Code of conduct at all times.
(A subsidiary of Chevron Group) Area Manager - Retail (Punjab & Sindh) Aug 2011 till Sep 2015
- Management and development of sales team to ensure execution of Business Plan with Result, Speed, Simplicity and Directness.
- Managing business operation and control procedures and recommending ways to manage risks faced.
- Coordinating with retailers / Distributors / Consumer and Industrial customers with the help of team to ensure targets are met and finalizing proposals for win - win for all the stake holders.
- Coordination with VCO / Supply Group for efectively and eficiently managing of supplies at all times.
- Approving of credit customers on the request of sales team.
- Liaison with Government Department for the area for smooth operations.
- Management of customers' Net Operating Incomes and suggest ways to improve / manage customers to sales team.
- Holding regular meetings with sales team to discuss business, prepare plans, overview of industry and competitor promotions.
- Managing the development of sale force to lead as Managers with the help of Regional Team and Human Resource for the career development of team and to improve the performance of enterprise.
- Liaison with Regional and Local Transport and Operation group for safely and timely distribution of products to customers, recommend ways for supplying product with no integrity issues.
- Liaison with Regional HES team in protecting the environment, public, consumers and business partners and hold discussions with sale team and customers and educate them the importance of HES in the business with safety and reliability at the top priority.
- Management & Implementation of in-country Class of Trade conversion plans for a defined market.
- Negotiation of sales of facilities with existing retailer or resources secondary investor trade class buyer.
- Managing the finalization of contracts assists investor trade class buyer negotiations.
- Submits incentive / loan packages and guides through approval.
- Interface with Area Sales and Network Planning teams on a scheduled basis to develop and analyze network priorities.
- Coordination with Area Sales and New Business Acquisition in developing packages and programs that may include financial & non-financial incentives and loans.
- Management and verification of real property valuation and goodwill through an approved regional appraisal process.
- Tracks and coordinates with finance group deferred marketing expenditures related to investor transactions.
- Management of facility abandonment for negative customers to increase the profitability of company.
- Identification and selection of Branded Marketer to act as a sole distributor for the company leading to decline in OPEX / CAPEX and liability.
- Supervision of sales with the help Retail Outlet Managers, Brand Management department as well as Property & Facility Optimization department. Also ensuring that the monthly targets of sales and profit are met for all the retail outlets and the zone as well.
- Review of business operation and control procedures and recommend ways to manage risks faced.
- Plan activities to counter competitor’s promotions.
- Ensure compliance with safety and other procedures of the company.
- Give sales pitch to potential new customers.
- Identify under-performing sites and apply Site Improvement Planning.
- Supervised retail outlet owned and operated by Chevron Pakistan Limited till August 08. My responsibilities for said site include management of operations, preparation and implementation of strategy to improve profitability, liquidity and turnover, review of financial data, man management, approval of expenses and implementation of Chevron Pakistan’s policies and standards.
- A team of people permanent / contractual reports me for the execution of processes and achieving of targets.
- Acting as coordinator for Global Downstream Transport Optimization Process, ASPEN and Fleet Card Solution for my region, my task involves coordination, compilation of data, its verification & onward submission to the region. I am also involved in Global Deployment of Project Olympic, my task involve tabulation of data.
- Focal point for the tabulation of data for Project Olympic. The Olympic solution has been built for our global business processes and operation to ensure consistent business in all regions through a single trusted source of information for Global Downstream.
- Focal Point for Loss Prevention System (LPS), a system to reduce losses using behavior and proven management techniques for entire region of Northern Punjab & Northwestern Frontier Province (NWFP).