Regional Sales Manager
The Linde Group
مجموع سنوات الخبرة :18 years, 9 أشهر
Significant Achievements
• Winner of 6 country Excellence awards in Four years for the categories of "I am taking Lead, Passion to Excel, Best Enhancement of Customer Experience, Best Enhancement of Internal Process".
• Winner of Regional Excellence Award for Business Excellence in Region of South Asia and ASEAN.
• Significantly outperformed assigned targets in 2012, 2013, 2014, 2015 and 2016.
• Elevated business from 25MPKR to 54MPKR per month in two years time.
• Outperformed competitors in country's biggest MES tender through understanding customer requirement and offering an innovative solution which added PKR 200 Million annualy to Healthcare revenue.
• Ensured international standard compliance by convincing Government of Punjab, on developing minimum technical criteria of assessing Medical Gases and Medical Gas Pipeline suppliers.
• Enhanced Market penetration and increased sales by 33% and reducing cost by 42% of Medical Gas Pipeline by securing Distributorship Contract with Grace Medical UK and Tedisel Spain
• Achieved 5 years exclusive contract of Medical Gases supply from Government of Pakistan for all its Non-Teaching Hospitals across Punjab.
• Achieved 19% revenue increase with highest in country profitability by expanding company’s footprint in new geographies including Sargodha, Gujranwala, Faisalabad and Narowal through direct and indirect channels.
Key Responsibilities
• Successfully handling sales portfolio of Healthcare Products and Projects worth PKR 500 Million/ Annum.
• Budgeting, Strategic Planning, Costing, Project Management, Training, Forecasting, and analyzing the demand for developing a critical product offering to achieve the target of Linde Healthcare in Pakistan.
• Team Lead for Medical Engineering services planning and design.
• Leading team of 7 Senior Sales Officers, recovery and sales supervisors covering assigned accounts and business development in assigned territories.
• Creating Value through Personalized customer services, market development, and Medical engineering Service while ensuring Medical gasses business retention of 85% of the market share.
• Product Specialist for Qi Services / Medical Engineering Services.
• Planning and negotiating among different stakeholders for Capex of Healthcare on national and regional (Region of South East Asia) level.
• Driven process for finalizing channel partners which have contributed in both top line and bottom line of the company and expanded footprint in far off areas of the country.
•Successfully handling sales portfolio of Healthcare Products and Projects worth 200 Million/ Anum.
•Budgeting, Strategic Planning, Costing, Project Management, Key Account Management, Forecasting, and analyzing demand for developing critical product offering to sustain leading status of Linde in Pakistan as part of USD 2 Billion Global Business Unit, Healthcare.
•Leading team of 5 Senior Sales Supervisors and Nation wide team of Medical Gas Pipeline System engineers, technicians and installers
•Creating Value through Personalized customer services, market development and Medical engineering Service while ensuring Medical gases business retention of 85% of the market share.
•Product Specialist for Qi Services / Medical Engineering Services (Medical Equipment from partners. Range includes Source Equipment AIr and Vacuum Plants, MGPS Equipment.)
Special Projects at Linde Pakistan Limited
• Trainer of First Line Manager development program.
• HC designated representative for development of Product Service Offering (aligned and standardized product offering Initiative by RSE, HPO MOM)
• Trainer for Supplier Relationship Management (Speed Boat, initiative from Region of South East Asia.)
• Planning and coordinating among different stake holders for Capex of Healthcare on nationally level.
Attainments at Linde Pakistan Limited
• Exceeded assigned quantitative targets by 80% in 2013 and 2014.
• Attained business growth of 32% of Gox (Compressed Gases) product line
• Expanded footprint in 3 new geographies within first year for company's product line.
• Recipient of 4 country Excellence award in 2 years for category of “Passion to Excel, Best Enhancement of Customer Experience and Best Enhancement of Internal Process” in individual capacity.
• Recipient of 1 Region Of South East Asia award for "I am taking the Lead" mindset.
• Made channel partner agreements for MES business opportunity inquiry and Secured largest MES order in Linde Pakistan history.
• Explored new avenues and techniques to improve sale.
• Successfully closed sales in different target markets such as; Private Hospitals, Government General Hospitals, Private and Public Cancer centers, Radiology and Diagnostic centers.
• Trainer of new sales and Marketing personnel on company’s product line
• Organized exhibitions / Workshops related to our brands.
• Coordinated with foreign principals for different projects
• Handled sales team throughout Pakistan.
Attainments at First Global Link LLC.
• Completed business cycle from prospecting till execution for Leksell Gamma Knife (Only one installed in Pakistan at NMI, Karachi) worth 7.0 Million USD.
• Sales growth by 18% CAGR through account management.
• Improved company’s portfolio by negotiating and finalizing exclusive distributorship relation with three new principals.
• Strategized and systematically progressed to create win-win situation in tender business, concluding 90% success rate.
• Achieved 60% market share of Radiotherapy (Immobilization and Patient positioning) in Pakistan by breaking 20+ years monopoly.
• Developed market for Computed radiography and Medical IT product line.
• Attained sales targets,
• Created new accounts.
• Product demonstrations and Presentations in selected region and for assigned product portfolio.
• Arranged meeting schedules.
• Product literature.
• Quotation writing/typing, tender preparing.
Authorized Person is the one responsible for Designing, Execution, Overall supervision, Verification, Auditing and Error Free Operations of Medical Gas Pipe Line System in healthcare facility.
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