General Manager - Strategy and Business Development
Crystallite Pakistan Pvt. Limited
Total years of experience :26 years, 5 Months
Company Brief:
Crystallite with over 10 years of experience in the ICT industry has a strong foothold in the region. Crystallite has been steadily increasing its services and product portfolio by offering Software Development, Data Center, Cloud Computing, Managed Services, Managed Security Services, BPO, and Consulting Services. The key to Crystallite’s success has been its B2B focus and its formative and enduring vision to be the leading system Integrator and solution provider in the region.
Crystallite has offices/projects in all the major urban centers of Pakistan i.e. Islamabad, Rawalpindi, Lahore, Karachi, Quetta and Peshawar, as well as an internal office in UAE.
Key Responsibilities and Achievements:
· As the GENERAL MANAGER - Strategy & Business Development, I was leading the Company’s Strategy Development, Business Development, all commercial and contracting activities, Sales & Marketing and overall Corporate Image Building and Relationship Management Project.
· Spearheaded 2 major Business Divisions within the Company for overall responsibility up to the P&L
· Introduced, kicked-off and led the process of Corporate Strategy Development for the first time in Company History
· Led the re-erection and Process Re-engineering of a few internal functions and/or departments
· Introduced and led the process of ‘change management’ within the organization to bring it from a ‘classic’ organization and prepare it for the ‘next level’
· Been overall responsible of Resource Planning and management for HR, IT, NOC, Finance, Sales and Marketing etc.
· Held an overall responsibility of Budget Planning, monitoring, post-budget evaluation etc.
· Assisted the Company CEO (and other Directors) in Conceptualizing, initial commercial and technical evaluation and qualification of new ideas to turn in to Business Case.
Key Responsibilities and Achievements:
• As the REGIONAL MANAGER SALES & BD - South, I am leading all commercial activities in South Region (Sindh & Baluchistan)
• Overall responsible for Marketing, Promotion, Brand Building, Business Development, Sales, Team building, Stock Management and all day-to-day business operations. Overall Regional P&L responsibility of the Region (South)
• Being part of the Management Committee, proactive participation in Business Improvement Initiatives, Strategic Planning, Budgeting, Development and any other central function
• Successfully established and implemented the Strategic Outlook & Business Policy for Retail & Distribution
• Successfully launched and established world’s one of the largest CONSTRUCTION CHEMICALS Brand MAPEI in Pakistan
• Planned and conducted various HIGH-END product and technical seminars and presentation in Pakistan’s largest organizations related to construction industry, to name a few; NESPAK, DHA, BAHRIA TOWN, PRINCIPAL BUILDERS, ENGINEERING ASSOCIATES, and a number of renowned Architect Firms, Builders and construction companies etc.
• Secured a business in the very first month of operations worth PKR 2.5 million for Conductive Adhesives with a leading Industrial Flooring Contractor in Pakistan
• Secured a business of approximately PKR 4.7 million for Waterproofing, Tile Adhesives, Grouting and other related Construction Chemicals with a large Construction Company for the prestigious business of Hyper Star - Lucky One Mall Karachi
• Secured a huge business of Waterproofing, Concrete Admixtures and other critical chemicals worth more than PKR 180 million and ongoing for prestigious and valuable project, named NHS Towers (Pakistan Navy - Karsaz)
• Secured an ongoing multi-million business for continuous supply of various construction chemicals for Hyderabad’s largest ever Commercial cum Residential Project - Abdullah Sports City Mall & Apartments
• Secured a business of ongoing Waterproofing and Tile Grouts supply to Lakhani Presidency
• Successfully established Pakistan’s first DISTRIBUTOR for MAPEI Pakistan worth PKR 10 million per quarter basis, to start with
• Several other small and medium ‘Retail’ business related to specialty construction chemicals and building treatment.
Company Brief: Qassim Cement Company is a Saudi Joint Stock Company with a paid up capital of SAR 900 million, established in 1976. It is one of the award holding cement companies in the Kingdom with almost 650+ employees from among various nationalities.
Key Responsibilities:
• In addition to Heading the Marketing Department, also challenged to spearhead functions pertaining to formulating business strategies, roll-out and monitoring.
• Established Marketing Strategy and Annual Marketing Plan
• Preparation of Annual Operating Plan for submission to the Board of Directors for approval and implementation
• Actively involved in steering various feasibility studies including Capacity Expansion, Production Facility Enhancement and Power Generation Projects etc.
• Monitoring, analyzing and making recommendations for overall company budget variance.
• Planning and executing various business diversification ideas and value chain extension plans.
• Accountable for implementing various internal departmental improvement and business process reengineering initiatives.
• Playing pivotal role in overall Company’s Financial Planning and Budgeting in accordance to Company’s set objectives as per Strategy and 5 year Business Plan
Key Achievements:
- Successfully developed a comprehensive Strategy and Five year Business Plan and achieved approval.
- Successfully revamped the MARKETING STRATEGY to align it to newly established Corporate Strategy
- Successfully revamped the company VISION and Mission after a gap of several years to align it to Company’s set objectives according to new Strategy.
- Lead the process of successfully establishing an Operational Plan tracking and benchmarking system.
- Efficiently proposed, conducted feasibility studies and achieved approvals for capacity expansion for double the current size.
- Played a key role in the complete overhaul of all department policies & procedures.
- Efficiently managed Value chain extension from Cement (core) to Ready-mix Concrete extended product chain.
- Successfully lead the project of revamping Company Official Website to align it to the latest e-Business concepts.
- Developed complete Brand Architecture for the new products, and developed a strong brand management team who can deliver within shortest response time and be future leaders
- Successfully developed and implemented the Corporate Identity/Mother Brand project, first time ever in company’s history
- Lowered marketing spends by 25% without compromising the business objectives (maintained revenues, and over-achieved targets), despite increased competition in the Cement market place.
- Implemented new recipe of efficient PRODUCT MIX and created and implemented Product Mix Strategy for future as well established written procedures to control PRODUCT ACTIVATION & PRODUCT CLOSURE
- Negotiated win-win contracts with major multinational consulting firms, providing decision support & business intelligence to the Senior Executives Team.
- DUE TO HAVING EXTENSIVE EXPERIENCE IN I.T. the organization trusted to make me the Head of I. T. Committee with the target to harmonize the I. T. operations in line with company objectives as well as to provide efficient DECISION SUPPORT SYSTEM to the Management
Key Responsibilities:
- As Manager-Marketing Services, tasked with managing several new Products Development, designing, development, printing, distribution and controlling Marketing Collateral. Also responsible for Product Enlistments, registration, Company Licensing and steering events like Exhibitions, Product Launches, Marketing Campaigns, Product Promotion Campaigns, incentive programs, sales training and sponsorships.
- As Sales Manager-Islamabad Zone, successfully re-habilitated the Branch’s business, efficiently handled day to day branch administration and operations to bring the sales revenues up again to the management’s expectation, as well as to restore, establish and enhance the Business relations with all key stakeholders.
- Within a short period the Kashmir Zone was taken from Peshawar Zone and added to Islamabad Zone’s portfolio.
- Soon after the Zonal Status of the Branch was escalated to the Regional Status due to the Branch’s outstanding contribution to the Business.
Key Achievements:
- Successfully improved the overall branch performance in terms of both sales and non-sales activities.
- Instrumental in the Company signing many mega projects and agreements including Army Housing Directorate, New GHQ Complex, Capital Development Authority, Water & Sewage Authority, Military Engineering Services and several Town Planning and Infrastructure Projects for material supply during 16 months tenure as Sales Manager-Islamabad Zone.
- Managed branch operations effectively to escalate the branch status to ‘Regional Office - North’ and additional areas were added to the zone detached by other zones because of Islamabad Zone’s better performance and management style.
- Successfully conducted a mega project of Corporate Identity revival
- Successfully implemented a new concept of ‘Mobile Branding’ of a pair of 2 star products for the local market in coordination with the Strategic Brand Development Department.
Joined M/s. DADEX ETERNIT LIMITED (Manufacturers of Building Products) as Sales Manager - Islamabad Zone, being responsible for over all branch functioning. Also responsible for running the Branch for its day-to-day activities as a Head of the zone/branch.
Islamabad zone covers whole northern Punjab region including Chakwal, Jehlam, Taxila, Wah, Hattar, Mangla, Islamabad, Rawalpindi, Murree, Gilgit and overall Azad Jammu &Kashmir.
Played an important role in improving the overall branch performance in terms of both sales and non-sales activities. During the 16 months’ Islamabad tenure, many mega projects and agreements were signed by the Company including Army Housing Directorate and New GHQ Complex for material supply. The Branch got the status of ‘Regional Office - North’ and additional areas were added to the zone detached by other zones because of Islamabad Zone’s better performance and management style.
Worked with M/s. Excellent I.T. Services (Pvt.) Ltd. A franchisee of APTECH Worldwide Inc. NJ-USA as the CENTER MANAGER for APTECH Computer Education Center - Gulshan-e-Iqbal Center. Being responsible of all the profit generation activities.
Other than the regular business related activities, also involved into several organizational level activities like large size Musical Concerts, Seminars, Conferences, Presentations, etc. Addition to above I have also been involved in planning, creating, and executing a complete new APTECH Center in Latifabad, Hyderabad on behalf of my Company
Worked with M/s. Khalid Associates (Distributors: Lever Brothers Pak Ltd.) as a Distributor Manager, being responsible for over all Distribution function, sales monitoring, company correspondence and coordination for complete range of LBPL’s products.
Managed the sales progress through continuous training and coordination with a large professional sales team
Working on various projects of product promotion in F.M.C.G category for big multi-Nationals (clients, projects & products are listed in the next para). Responsibilities include project conceptualization, pre-costing/random budgeting, planning, designing, actual costing/operational budgeting, procurement, resource management, staff (sales) training, execution, controls and reporting. The execution-controls-reporting cycle of a particular project/activity consists of:
1. Sales staff training & development (team building)
2. Resource management (accessories & stocks etc.)
3. Quality (of work) assurance through continuous feedback and checks
4. Cash flow controls
5. Client services (reporting & recreation of ideas through regular brain storming)
Worked in Department of Computer Science leading a big competent team of IT professionals. Responsibilities included planning, designing and launching new and training programs, supervising all the activities of the concerned department including conducting and supervising Examination activities also.
Worked in the Karachi office for one of the Company's sister concern 'Ruby Textile Mills Limited' as a Programmer. Responsibilities included: analyzing company's computerization needs and development of necessary software. And in addition to this, supervision of the company's export control Department was also a responsibility.
Responsibilities included supervision of a sales team for counter sale and corporate contact sale. And managing the stocks (inventory control), liaisons between Atlas Honda and the end customer.
Master of Business Administration (MBA) with Major in Marketing. During almost 2 years of course, stood Highest GPA in 2 semesters and 2nd Highest GPA for rest of semesters. Also elected by the classmates and the University Discipline & Students Affairs Committee collectively as the Class Representative (CR) throughout the course. Got the Best Advertisement Campaign Design for the Advertising Management course final assignment.
Diploma of Associate Engineer - POWER Technology did in double shift (evening shift)
