National Sales Manager
International Industries Limited
Total years of experience :19 years, 1 Months
National Sales Manager, Vessel & Transmission Business Dec 2022 - till Date
International Industries Limited (IIL)
(Managing GI, PPRC & UPVC Sales of around PKR 15B per annum, across the network)
Key Responsibilities
• Building, managing, and retaining fully functioning and productive GI, PPRC & UPVC sales, supply chain, and marketing organization.
• Planning production for each plant as per forecasted sales figures and actual orders to ensure production plans are continuously aligned with market needs.
• Analyzing product mix, market trends, dealers’ performance, and competitor information to ensure company’s strategies are appropriate and effective.
• Ensure company’s financial risks are minimized by ensuring receivables are under control and within the limits stated by policy and taking necessary actions required to recover dues.
• Ensuring revenue generation across products, regions and yields across products.
• Review and assist on policies with respect to production planning, inventory controlling, pricing based on MOP & replacement costs, products mix, brand portfolio and logistics.
• Participate in business development activities of the company for V&T business through identification, selection and development of new markets/dealers.
• Coordination with production department to understand wastages, raw material shortages and downtime, which would lead to deviations in production plan.
• Monitoring performance of managers in initiating and maintaining relationships with dealers of their region, intervening in event of any issue, devising solutions and ensuring prompt remedy for customer retention.
• Determining product prices keeping in view costing and MOP
• Judicious spending of marketing budget, aligned with market norms and key initiatives.
Divisional Manager(PPRC)/Head of Sales and Marketing
Oct2019 - Nov22
International Industries Limited (IIL)
(Managing PPRC Business sales and marketing across the country, including profit and loss of PPRC product range)
Key Responsibilities
• Build, manage, and retain a fully functioning and productive PPRC sales, supply chain, and marketing
organization.
• Planning production for each plant as per forecasted sales figures and actual orders to ensure production
plans are continuously aligned with market needs.
• Analyse product mix, market trends, dealers’ performance, and competitor information to ensure
company’s strategies are appropriate and effective.
• Ensure company’s financial risks are minimized by ensuring receivables are under control and within the
limits stated by policy and take necessary actions required to recover dues
• Ensure revenue generation across products and regions and ensure yields across products.
• Review and assist on policies with respect to production planning, inventory controlling, pricing, products
mix, brand portfolio and logistics.
• Participate in business development activities of the company for PPRC business through identification,
selection and development of new markets/dealers.
• Coordinate with production department to understand wastages, raw material shortages and downtime
occurring which would lead to deviations in production plan.
• Monitor performance of managers in initiating and maintaining relationships with dealers of their region,
intervening in event of any issue and devise solutions and ensure prompt remedy for customer retention.
• Determine product prices keeping in view costing and MOP
• Judicious spending of marketing budget, aligned with market norms and key initiatives.
National Sales Manager (Decorative Business)
Oct2017 - Sep2019
AkzoNobel Pakistan Limited (formerly ICI)
(Managing Paints Business sales across the country, reporting to Chief Executive/ General Manager, managing a
team of over 100 on-roll and off-roll resources where six personnel are in direct reporting line)
Key Responsibilities
• Managing decorative business across the country encompassing both retail and projects sales, in terms of net-
revenue, contribution margin and operating profit.
• Developing and implementing company’s decorative sales and services policies and strategies.
• Introduced “Key Account Management” concept to develop the distributors and dealers channel.
• Planning & ensuring achievement of sales objectives consistent with company’s long and short business
plans.
• Monitoring and controlling product mix of existing lines / products (Contribution Margin and Retail value) to
be sold nationally.
• Leading organizational change to normative design and Sales Force Incentive (SFI) structure.
• Leading the department by example by following the company ethics and code of conduct, zero tolerance
approach towards any deviation from the given realm of code of conduct.
• Devising strategies that are fully aligned with company’s code of conduct, seeking input from legal and global
compliance team, if required.
• Devising sales strategies for new launches.
• Preparing and implementing budget with emphasis on effectiveness and efficiency.
• Developing and maintaining channel structure, processes and support system (e.g. distribution channels,
discount and rebate structure, product assortments and engagement program) to meet the needs of
customers / consumers with most economic deployment of human and financial resources.
• Establishing short and long-term function structures, manpower requirements, headcount, budget and
establishing SMART performance measures.
• Leading and motivating highly productive sales team that is attuned to market needs.
• Establishing professional relationships with large volume and other potential customer of large sales
prospects, as necessary, to ensure continuity of and long-term business relationship.
• Interacting with key contractors and architects and maintaining relationship.
Regional Sales Manager (Sindh and Baluchistan)
June2015 till August2017
AkzoNobel Pakistan Limited (formerly ICI)
- Managing Decorative Business across the region encompassing both retail and projects
sales.
- Managing a team of around 33 personnel comprising of ASMs, STMs, BAM, SSO, IDCs
and SPs.
- 2016 targets exceeded by 11% during the year.
- Improved sales by 19%, during 2016 vs SPLY.
- Improved RV by 15%, during 2016 vs SPLY.
- Recorded 48% increase in Retail counters, during first three quarters of 2016.
- Declared best performing Regional Manager, during the year 2016.
- Overdue reduced by 20% against the benchmark, during the year.
- Was part of new premium product launch and also won the inaugural competition,
amongst the Regions in terms of sales and retail spread.
- Successful implementation of all the marketing initiatives in terms of POS, foreign
schemes, competition analysis and other sales promotions.
- No new bad debt provisioning during the year.
- View Point engagement score improved by 0.7 points.
Regional Manager (Sindh and Baluchistan)
Dec 2012 till June 2015
Total Parco Pakistan Limited
- Managed more than 65 sites across Sindh and Baluchistan, comprising of different
customer profiles and needs accordingly.
- Awarded with “Retail Reward Program” winner for best performing Regional Manager
of 2014
- Recorded highest ever sales volume for Motor Fuel and Lubricants for the Region,
during the year 2014 and 2013.
- Increased sales during 2014 (over and above the budgeted volume) for MS: by 10%
resulting in incremental revenue of approximately Rs. 15.61m, for HSD: by 3% resulting
in incremental revenue of approximately Rs. 1.5m and 7.2% for Lubricant resulting in
incremental revenue of approximately Rs. 2.9m.
- Increased sales during 2013 (over and above the budgeted volume) for MS: by 17%
resulting in incremental revenue of approximately Rs. 18.82m, for HSD: by 11% resulting
in incremental revenue of approximately Rs. 14m and 50.29% for Lubricant resulting in
incremental revenue of approximately Rs. 13m
- 100 % recovery of all Non Fuel Franchisee across the Region, for the year 2014 & 2013.
- Implementation of HSEQ & Top Service trainings across the Region, in order to provide
safe and customer oriented services to our valued clients. Top Service results showed
an increase of 13% in year 2014
- Responsible for managing external affairs: acting as cooperate liaison for OCAC,
Customs, SSGC, PPDA etc on frequent basis
Area Manager Retail (Gujranwala and Faisalabad Areas) June 2008 to Nov 2012
Total Parco Pakistan Limited
- Awarded the “Retail Reward Program” winner for increased turnover, profit and
consistence for the year 2009, 2010 and 2011
- Consistent record of exceeding sales targets within the given area, without sacrificing
profitability
- Analyzing, identifying and capitalizing in competitor’s weak areas to maintain and
strengthen the major advantage
- Strategized specific action plan for every site on how to further increase sales volumes,
acknowledging budgetary constraints.
- Launched various CSR initiatives in the area in coordination with the brand team
Network Sales Executive (Hyderabad Area, South Region) Dec2006 to May2008
Total Parco Pakistan Limited
- Acted as a business consultant to the dealers on proper management of retail outlets, on
working capital & inventory management, product loss management, merchandising,
indenting, payment terms, documentation, customer handling, supplier records,
purchase records, local advertising, promotions, credit control, outlet profitability, etc.
- Launched 6 new outlets and 9 new CNG operations
- Aggregate of 113% POL(Petroleum, Oil, Lubricants) sales target achievement
Sales Support Executive (Mid Country & South Region) April 2005to Nov 2006
Total Parco Pakistan Limited
- Won 3 Total Commitment awards in the area
- Recorded highest sales amongst the company’s network
- Effectively managed product / SKU selection based upon best margin and high turnover
to improve shop profitability
- Imparted regular training to shop staff / dealers on customer service, POS system / cash
register, merchandizing, purchasing techniques, inventory management, price tagging,
sales reporting and stock audits
Masters in Business Administration with Bi-Majors in Marketing and Management. Specialised in Marketing Research, Data Analysis and Business Modelling.
Various projects on Software Engineering, Oracle and SQL.