Manager Retail & Commercial
Eco Gasoline (Private) Limited
Total years of experience :13 years, 9 Months
Part of a dynamic team involved in the due diligence activities for setup of strategic business initiatives taken by the company to enhance its revenue streams. Providing team leadership for designing, fabrication and implementation of ‘Smart Signage’ at retail gas stations network, saving approximately 90% in maintenance expense & 95% in electricity consumption. Conduct initial project feasibility analysis and accountable for the delivery of all the projects in the Market plan i.e. Volume Forecasting, NPV, VIR evaluation for projects such as Acquisition and Disposals of retail sites and Value Add activities. Leading a team of professionals to achieve business strategies, annual / long term business targets per category aligned with the teams and ultimate potential ambition. Representing the company in external meetings and taking initiative to ensure that the company's interest is protected. Develop Annual Network plan for EGPL, investment business cases and their implementation incorporating all significant network changes and estimating effects on CAPEX need and phased CAPEX expenditure. Managing complex projects and assignments like new retail outlets and oil depots in terms of ensuring successful achievement of targets through viable progress chasing and quality assurance mechanisms. Ensuring that a strategic business development plan is in place, that mutual commitments are met to implement the plan according to the timelines provided.
Major Achievements / Highlights:
• Hospitality agreements with major OMC’s for storage and handling of fuel products
• Finalization of fuel oil import contract with various traders of Middle East
• Introduced 25 new retail gas stations (retail development) into the network of Eco Gasoline Pvt. Limited within no time
• Exhibit leadership in the successful management of Gasoline, High-Speed Diesel (HSD) and Lubricant supplies throughout the network
• Successfully managed to design the Eco Gasoline Pvt. Limited signage’s from the top tier gas station designer, making signage’s cost effective for the company
Spearhead a team of Business Development Managers, Zonal Managers and Executive Retail Sales & Development. Developed a Nationwide Network Master plan for major cities to achieve retail development goals and enhance the Customer Experience that supports radius network expansion and secures long-term business competitiveness in the oil industry. Managed complex projects and assignments in terms of ensuring successful achievement of targets through viable progress chasing and quality assurance mechanisms in the Strategy Department. Conducted cost-benefit analysis for new facilities to be deployed that add value to the existing network through Value Added, Non-Fuel Retail (NFR) opportunities in collaboration with Real Estate, Marketing and S&O teams. Develop and implement SOP’s for retail development in the organization. Devised innovative and effective marketing campaigns to help deliver maximum business results.
Major Achievements / Highlights:
• Posted an extraordinary team performance with an YoY growth of 111% in national retail network development by jacking up fiscal year turnover from 45 sites to 95 retail sites.
• Exhibit leadership in the successful management of Gasoline, High-Speed Diesel (HSD) and Lubricant supplies throughout the network
• Reversed nationwide retail downward spiral by overhauling systems, processes, training programs and personnel
• Launched retail counter activation in major cities of Pakistan to increase the primary & secondary sales through distributors
Spearheaded a team of 3 Territory Managers along with the area comprising 102 dealers and 3 Company Owned Company Operated (COCO) sites (strength of 90); implemented and followed up retail practices and standards. Managed complex projects and assignments in terms of ensuring successful achievement of targets through viable progress chasing and quality assurance mechanisms. Successfully established a strategic partnership and worked collaboratively with stakeholders and corporate customers to determine market penetration and sustainable market growth despite economic challenges. Formulated comprehensive and effective short-term and long-term strategies thereby enhanced the market share of the company. Steered sales & marketing operations, managed budgets, forecasts, P&L, and inventory control with a view to facilitating top line growth. Undertook P&L responsibility, followed up on retail practices & standards entailing payment terms, documentation, customer handling, local advertising & promotions, credit control, outlet profitability and staff recruitment. Directed COCO site, focused on probabilities & development, led channel strategy, translated product and business strategies into executable channel plans. Steered efforts in achieving regional sales objectives formulating strategic plans & reviews. Deployed enrichment plans within the stipulated time.
Major Achievements / Highlights:
• Introduced 10 new retail outlets in the network
• Exhibited leadership in the successful achievement of lubricant target for the year within 6 months
• Introduced and launched new petroleum product of RON 92 & RON 97 into Lahore region
• Reversed Lahore Region retail downward spiral by overhauling systems, processes, training programs and personnel
• Enhanced HSD & Mogas sales by 11% in FY 2016-17 against FY 2015-16, 29% in FY 2015-16 against FY 2014-15 and Lubricant sales by 19% in FY 2016-17 against FY 2015-16, 27% in FY 2015-16 against FY 2014-15
Coordinated with Managing Director, Pakistan State Oil Company Limited to assist in strategic decision making, external communications and business intelligence activities.
Major Achievements / Highlights:
• Deputized at Supply Chain Department to monitor the supply of Gasoline, High-Speed Diesel (HSD), Furnace Oil and other products from imports, pipeline to depots; liaised with higher authorities at OGRA, OCAC, NHA and Ministry of Petroleum & Natural Resources strategic matters
• Worked closely with the Market Intelligence team in developing future strategies that optimize the value of the network and identify and deliver additional sources of value to PSOCL, particularly in the area of end-to-end process management
• Developed comprehensive sales analysis report of over 3, 600 nation-wide PSO retail outlets, consumer business and lubricants for Managing Director
• Conducted an investigation on behalf of PSO in May 2015 on a failed vessel carrying furnace oil from UAE, which resulted in demurrages of 1.8 Million Dollars to the guilty party
• Recognized for facilitating arrival and dis-embankment of first LNG vessel carrying 65 Tons of LNG imported from Qatar Gas at Port Qasim LNG terminal in Karachi in April 2015
The major focus was on the development and expansion of current and new clients / portfolios. Designed and executed successful sales activities in alliance with key stakeholders to boost sales.
Major Achievements / Highlights:
• Developed a brand new client portfolio through extensive market research and effective networking. Performed detailed market analysis to exploit new market opportunities
• Negotiated pricing of bunkers with clients
• Provided excellent service and maintained successful business relationships with new customers
• Maintained and developed business relationships with buyers and suppliers within the Asian & African market
• Suggested and participated in the development and execution of various sales campaigns
Functionally acted as a Regional Sales Manager / Senior Area Sales Manager for North, South and Central region territories. Main responsibilities included retail sales, network development, competitor analysis, logistical and supply chain management. Planned and executed BTL activities for all retail POL products that impacted key sale matrices. Achieved network development targets and conducted comprehensive surveys of all major markets in order to identify trade pockets and future development needs.
Major Achievements / Highlights:
• Supervised 40 staff members while managing Company Owned Company Operated (COCO) sites
• Oversaw the functioning of retail outlet operations; evaluated and minimized operational costs in the context of outlet/store profitability
• Developed, updated and implemented Network Master Plan rationalizing and prioritizing projects to ensure optimum utilization of the available investment pool
• Developed multi-channel for sales, adjusted policy to guarantee competitive yet profitable pricing, ensuring revenue and profits growth
• Comprehended market area survey in Northern and Central territories in order to identify trade pockets and achieve network development targets for all major markets and future development needs within the designated geographical unit.
• Analyzed existing network and new investments to propose actions to ensure sustainable profitability
• Appreciated for rollout of 40 new retail outlets in the network. Launched a creative retail site conversion process with 05 major breakthroughs. Reached 90% of the site development targets.
• Explored potential business avenues & managed marketing & sales operations, logistical and supply chain management for achieving the business targets
• Acknowledged with Best Area Sales Manager & Regional Sales Manager Award for 2012 & 2013
• Established Bulk Oil Dealers Network in Central & Northern territories for High-Speed Diesel (HSD), Mogas & Lubricants
• Delivered volumetric growth of 29% in the assigned area during FY 2013-14, 27% in FY 2012-13 and 22% in FY 2011-12
Managed customer ledgers, invoices, verification of all payments and rebates as well as freight credit notes, preparation of bank reconciliation statements and monthly audit reports.
Major Achievements / Highlights:
• Monitored invoicing section at Machike Bulk Oil Terminal along with Finance Operations Team
• Drove successful establishment of Attock Petroleum Ltd. new sale point Financial Management module
• Led Finance Team of Machike installation across Lahore, Faisalabad, Sahiwal & Gujranwala
• Directed retail, bulk, industrial & commercial customers’ financial matters at 3 different locations
• Managed transactions ranging from Rs. 350 to 400 million on daily basis
Master of Business Administration (MBA) in Marketing from Preston University, Kohat-Pakistan (2011-2013)
Bachelor of Business Administration (BBA Hons.) in Finance from Institute of Business Administration, University of the Punjab (2005 - 2009)
