Sr. Zone Manage - Industrial (B2B+B2C) Sales - Finished Lubricants
Chevron Pakistan (formerly Caltex Oil Pakistan Limited)
Total years of experience :15 years, 11 Months
Highlights
Delivered 100% growth in volume and 150% in profitability since joining this department 4 years back
Achieved 80% of growth through new business development
Won business using Value Based Selling to maintain per unit earnings twice that of channel’s average
Being a Star Performer, at country level, top 3 customers vis-a-vis earnings, come from my portfolio
Received a Certificate from Regional Leadership appreciating business success achieved through Value Based Selling Skills especially in Oil & Gas sector
Awarded with a Certificate from Global Leadership acknowledging role in successful deployment of Chevron’s proprietary Value Based Selling Tool (Reliability Based Lubrication) across the Industrial Sales organization
Secured the company interests by not allowing even a single bad debt customer despite managing credit exposure of more than PKR 50 million
Entrusted with responsibility to drive RbL Tool, LPS (loss prevention system, a safety first system) and Saleforce.com (sales pipeline management tool) across the Direct Industrial Sales Organization gaining role of Subject Matter Expert in addition to sales & business development role
Responsibilities
Handling of all issues related to account management and business development for sale of Industrial and Automotive Lubricants in assigned territory
Managing direct/key accounts as well as distributor channel. Monthly portfolio includes 250, 000 liters
(valued at PKR 75m+) of Industrial and Automotive lubricants
Pricing negotiations with price sensitive customers
Communication of value proposition to value conscious customers
Managing product supplies within minimum time-frame
Sales Forecasting having accuracy of at least 70%
Credit management and minimization of company liabilities by converting credit customers to cash
Highlights
Delivered 100% growth in volume and 150% in profitability since joining this department 4 years back
Achieved 80% of growth through new business development
Won business using Value Based Selling to maintain per unit earnings twice that of channel’s average
Being a Star Performer, at country level, top 3 customers vis-a-vis earnings, come from my portfolio
Received a Certificate from Regional Leadership appreciating business success achieved through Value Based Selling Skills especially in Oil & Gas sector
Awarded with a Certificate from Global Leadership acknowledging role in successful deployment of Chevron’s proprietary Value Based Selling Tool (Reliability Based Lubrication) across the Industrial Sales organization
Secured the company interests by not allowing even a single bad debt customer despite managing credit exposure of more than PKR 50 million
Entrusted with responsibility to drive RbL Tool, LPS (loss prevention system, a safety first system) and Saleforce.com (sales pipeline management tool) across the Direct Industrial Sales Organization gaining role of Subject Matter Expert in addition to sales & business development role
Responsibilities
Responsible for managing sales of Lubricants at Caltex Retail outlets and large workshops
Coordinated with other departments to ensure earliest resolution of customer related issues
Secured first ever deal of new product (self-service kiosks) with PTCL single-handedly
Brought Wavetec into the list of elite Pakistani companies manufacturing self-service kiosks. Press Release was printed in major newspapers (link: http://bit.ly/1q8qefi )
Played major role in product development assuming role of Product Manager for all practical purposes
Given title of Employee of the Month twice in a short six-month tenure, once for role in product development and second for winning of major business
- Awarded Asghari Khanam Memorial Scholarship for the entire (two years) MBA program (IBA Karachi) Internship -------------- Engro Chemicals Pakistan May-2007 to Jun-2007 Summer Intern, Brands Development Department * Prepared sales plans with the sales team * Prepared logistics plans with the distribution team * Prepared brand plans with the brands team * Prepared Advertising and Sales Promotions plans with the A&SP department * Worked on the Engro Corporate Image Study, research audience included all stakeholder such as employees, customers, students, stoke brokers etc. Finally presentations for top management were prepared * Worked on the Engro Six Sigma Project for the Brands Development Department which focused on optimal utilization of human resources at Engro * Achievements * Successful completion of all projects within the time limit and to the satisfaction of the managers
I interned at the leading software house in Pakistan during my summer break. I successfully completed it and received a certificate recognizing the same
High School degree in Science subjects from leading college of the city
I received highest marks in English language exam in entire city.
