Head of Sales, Marketing and Client Relations
People Perect Advisory
مجموع سنوات الخبرة :17 years, 2 أشهر
As Regional Head Client Relationship.
• Partnering with resources and specialists in different groups across the business in one or more hubs to develop synergies from within the organization to ensure successful deployment/completion of activities/projects for clients across Pakistan & Gulf.
• Developed, implemented, monitored and reviewed strategy and planning for the Human Capital Services globally.
• Responsible in the training of workforce for strategic liaison across departments to drive shared organizational objectives.
• To maintain excellence in service delivery coupled with strong client relationship management through maintaining and developing client-business relationships.
• Supporting organizational growth by providing strategic client direction, building new relationships and maintaining existing client relationships,
• To manage stakeholder interests (primarily clients) and resource planning for projects/tasks/services assigned by strict monitoring of Project/Service management standards and service delivery health checks.
• Supervising and training a team of eight client relationship executives and managers, and provide guidance/trainings to service delivery department for process compliance assurance & Business Process Improvement.
• Helping business to meet sales and revenue goals, sit-ins with internal and external stakeholders in order to design plans to achieve goals and create strategies to combat potential revenue losses.
Achievements
• Instrumental in making the division one of the fastest growing segments with 78% growth from last year by adding Rs. 103m as business revenue from last fiscal year.
• Successfully managing operations of Lahore, Islamabad and UAE.
• Managing a portfolio of clients such as The Bank of Punjab, IBM, AC Nielsen (Pakistan, Gulf & Africa), China Railways, Al-Bayrak (Metro Bus), ZTE, Metro Cash & Carry, Mashreq Bank Dubai, Huawei Technologies and DHL.
As Regional Head Sales & Marketing.
• Managing strategic marketing relationships with marketing agencies and developed the national and global B2B marketing agenda (Pakistan & UAE).
• Orchestrated the B2B (HR Service) marketing campaign that increased the brand awareness by 400% utilizing radio & print media.
• Outlining the marketing support plans to achieve sales channel, revenue and profitability targets; involved in the brand strategy, analysis of channel development and corporate trends and execute regional marketing programs to targeted segments that drive demand generation.
• Handled the complete online social media strategy that increased brand awareness of the HR service mix
• Skillfully developed corporate documentary video, and two product animated videos to support the sales functions.
• Contributed to the revenue through new business development activities i.e. from lead generation to contract closure & post sales services (Client Relationship).
• Managing the sales of Employee Outsourcing and Payroll & Recruitment services in North Region (Lahore & Islamabad) & Dubai.
• Considered as the fastest growing employee at People™ where the biggest achievement is to bring onboard new clients (ZTE, Metro cash & carry, Huawei, China Railways, Al-Bayrak - Metro Bus, AC Nielsen, Bank of Punjab, IBM, DHL, Philips, and TCS).
• Successfully contributed Rs. 103.2m annually as business revenue, depicting record growth of 78% from last fiscal year.
Through dynamic leadership skills, proven track record of sales, excellent closing skills, and with the ability to analyze complex sales situations by turning them into qualified opportunity, my biggest achievement on the project remains bringing onboard the leading hospitals in Pakistan. As Manager BD, my role and responsibilities are centered upon;
Generating the qualified sales leads for the hospital information & Management Solution (HIMS), an ERP for healthcare providers in domestic and international healthcare markets.
Communicating the B2B Marketing & Sales Strategy to Director and VP, heading the BPO Division of Abacus by successfully achieving quarterly, semi-annual and yearly targets.
The ability to manage entire sales cycle: prospecting, demonstrations of product, presentations, and comprehensive hospital diagnostics for user analysis and concurrent requirement of HIMS clinical, administration and financial modules.
Developing and executing a sales strategy to meet and the exceeding sales quota, and by effectively managing the entire sales process lifecycle from lead generation to contract closure.
Liaison with our strategic partners (SAP, Sajix, Cyglera) to develop & execute the strategic action plan for HIMS implementation of identified opportunities after the business negotiations and contract closure.
Developing the complete innovative marketing collateral (Website, Brochures, and Presentations), and Representing Abacus Consulting in various Healthcare related seminars and workshops (eHAP).
Delivering the most innovative ideas at the workplace whilst maintaining a higher level of product knowledge, compliances, international standards and certifications of our iHelix Solution (HIMS) such as CCHIT, HIPPA, HL7 and DICOM standards.
Developing and submitting the comprehensive technical and financial proposals in response to tenders and RFPs of hospitals in Pakistan and Middle East, and participate in bid opening sessions
The job was to explore the gap for the international brand (Petromin) entry for automotive oils in Pakistan.
Data collection and analysis remains the most essential aspect of the role that helped determining the marketing and sales trend which assisted the Petromin international business team to locate their position in the market place.
Conducted the comprehensive research & analysis for the lubricant market (FMCG) in order to encapsulate all the information from the Punjab sector for the lubricant distributors. The results enabled us to map the key distributors of the leading oil companies in Pakistan.
Conducted the detailed competitors’ RTM (root to market) analysis such as Caltex, shell and Zic pricing policy, and studied the entire scientific distribution channel of Shell Pakistan.
Monitor the entire sales channel from warehouse, to distributors and retailers. Setting the weekly, monthly and quarterly sales targets for the team from across the country.
Comprehensive Sales forecasting, along with estimating optimum margins for our distributors and retailers for aggressive market entry via penetration pricing strategy.
IBO team at Petromin had planned it’s the market entry by Nov 2011. The Information and data was gathered under my direct supervision in order to record competitor behavior, prices, sales and modes of distribution and consumer adherence to branded lubricants, and buying trends.
The Job required intense market research skills, and to communicate the strategic information via corporate reporting, and presentations before the International Business Operations team at the Corporate Headquarters in Jeddeh, KSA.
In Dubai, I managed and organized the annual sales conference in, April 2011 by gathering the leading retailers & distributers of the Middle East to showcase sales performance, and annual training.
I have worked as a research associate at the Pakistan’s top academic research centre at LUMS. The role was comprised of working with the research team at LUMS on the OIC funded project whose purpose was to furnish a meaningful overview of the state of science and technology based innovation in Pakistan. The objective was to document how the related landscape is evolving in the eminent industries of Pakistan such as education, chemical, textiles, pharmaceutical, agriculture, IT & defense. The role required an actual field research in each industry where my job was to travel throughout Pakistan to investigate, interview and collect the data from the Pakistan’s most innovative product and/or process innovating organizations. Through qualitative and quantitative research tools, a cross industry analysis was conduct to contrast the findings. The findings of the project has enabled me to comprehend some of the best product and process innovations from all industries, and has further developed a deeper understanding of how science & technology based innovation eco-system works in a developing country like Pakistan. Working under the supervision of Dr. Zahoor Hassan (ex vice chancellor) and Dr. Kamran Chatha along with the innovation consultants from London, the entire research experience has been remarkable. I am the co-author of two case studies for the MBA program at LUMS.
As the Manager Marketing of reputed business school, I remained responsible for;
Managing the University’s brand, for providing strategic and operational direction to marketing across the University and for leading the coordination of a consistent approach to institutional marketing.
the protection, development and management of the University’s branding and visual identity to support the growth of the London external program’s reputation in local, national and international markets; and ensuring the corporate social responsibility by providing strategic advice, delivering value for all the stakeholders of the program.
Maintaining the corporate communication and reputation management in the education sector.
Conducting education seminars semi annually by involving students to pitch their external study experience, and invited academic staffs of other institutes and parents to learn about the external study experience, and to provide platform for interaction between students and teachers through various activities for learning and information exchange.
Developing the complete innovative marketing collateral (Website, Brochures, and Presentations).
Providing advice on internal communications, opportunities and challenges; and leading the implementation of strategic advertising through university seminars, road shows and education exhibitions.
In the area of education development, the role comprised of identifying and developing of the opportunities for the London external system to set into the mainstream education market.
I have taught management modules in the department of management sciences at the Business School such as (i) Management and the Modern Corporation, and (ii) Business Decision Making at MBA level
The role comprised of selling the Tenpin services and products, managing sales and achieving the weekly and monthly sales target. The main responsibility was centered upon;
Achieving sales targets by training and development of employees to ensure all the health, food and safety procedures are followed by providing excellent Quality, Service and Cleanliness.
Keeping the track of supply chain, to ensure the weekly and monthly orders are delivered on time from the main distribution centre.
Finance related activities, involving the preparation, estimation and allocation of the finance budgets.
Keeping the tight cost control systems in hand, I use to allocate weekly budgets to the sales and marketing activities that remained consistent with the weekly and monthly targets.
Communicating the corporate monthly reports on cost control methods, expenses, supply chain, and profit/losses to the senior managers for strategic planning, and execution.
Other role included handling cash at tills & assessing weekly dinner stock accounts, and to maintain the service standards of the Tenpin Ltd.
I remained responsible for ensuring that all employees are following the food safety procedures implemented by the company, and achieving the aim of providing excellent Quality, Service and Cleanliness.
I conducted the daily and weekly checks on the orders that are sent to the distribution centre, the crew schedules, and the quality of the products, and the restaurant’s expenses such as electricity, telephone, water consumption.
I handle the daily menu plans, and cash management (deposits/withdrawals) coupled with some minor tasks like the filling out paperwork before the shift ends, doing inventory of all the supplies, and also making bank deposits.
Course modules cover full range of international business and management areas such as marketing issues in international business, economic analysis of multinational, fundamentals of international business, corporate finance, financial risk & management, research methods and data analysis, international business negotiations, fundamental of human capital & international trade, in association with MSc research dissertation. I have also obtained a first Class distinction at MSc level. I wrote dissertation on the dentification of Export Barriers and the role of Managerial Competencies in alleviating the impact of export barriers on the export performance; the case of Pakistani Textile Industry.