Sales Manager

M. SALEEM AKHTAR KHAN

Villa No. **, Al Rashdiya Compound

Road No. 253, Block 1002,

Al Jasra, Manama, State of Bahrain

Home Ph: +973-******** Handy Ph: +973-********

E-mail : brqcys@r.postjobfree.com

Objective:

A career oriented Sales/Business Development/Marketing position with a chemical company offering personal development, career growth and technology orientation.

PROFILE

• 19 years of Chemical Sales experience in Middle East and Pakistan in various positions.

• Worked with blue chip chemical companies including BASF, Nalco and Lucite International (Mitsubishi Rayon Corporation).

• An exposure to a wide range of chemical products in the industry.

• Also exposed to chemical process, plastic and packaging machinery and technology.

• Being a self starter I have a number of success stories for Introduction of “new” products contributing to growth and margins of my employers. Increased sales to U$ 25 Million with the signing of agency agreements with reputable manufacturers.

• Experienced in managing multi skilled teams, achieving both individual and team objectives in a timely manner. A skilled Manager, Communicator, Facilitator and Achiever with a good record of accomplishment, with a sound working knowledge of current marketing and sales industry practices, capable of building and managing multi discipline teams, managing budgets and achieving results.

• Experienced in direct B2B sales and through a network of agents and distributors.

• Got nominated for the ‘Who is Who’ in 2008 and 2009 for the Middle East section.

• As a part timer, I have been teaching Sales/Marketing (subjects like Fundamentals of Marketing, Advertising and Sales Promotion, Industrial Marketing etc.) to graduation level students at accredited business institutes in Pakistan and Saudi Arabia.

• I have a good working knowledge of computer and feel convenient with MS office applications and Lotus Notes.

• I have traveled extensively in Pakistan, Saudi Arabia, Kuwait, Yemen, Lebanon, Oman, Qatar, Jordan, Syria, Egypt, UAE, Bahrain, Italy, Turkey, Germany, UK, Croatia, Netherlands, France and Austria.

• I am fluent in English, Urdu (Hindi), Punjabi and some other regional Languages of South East Asia.

Education:

-Bachelor of Chemical Engineering from University of Punjab, Pakistan in 1992

-Masters of Business Administration (Executive) from Preston University Pakistan in 1994

History of work

Lucite International (Mitsubishi Rayon Corp.)

Feb. 2004 to date

Sales and Business Development Manager

Lucite International is a multinational petrochemical company owned by Mitsubishi Rayon Corporation. We are the largest producer of MMA in the world with production facilities in North America, Europe, China and Asia and a healthy global market share of 25%. LI is downward integrated and manufactures Specialty Acrylic Monomers, Thermoplastic Acrylic Resins, PMMA based Polymers and Composites, Cast acrylic Sheets etc. These products find their use in a variety of chemical and plastic industries including Coating and ink, Adhesives, Textile, Lubricants, Spin finishes, Pharmaceutical, Ceramic, Sanitary ware, Signage, Dental, Glass, Electronics, plastics and construction industry.

I am based at Bahrain and look after the sales and business development across complete product range in Saudi Arabia, Bahrain, UAE, Qatar, Oman, Kuwait, Iran, Jordan, Syria, Lebanon and Yemen. I also coordinate for India and Pakistan for some part of the business. We sell the products direct to the end users for the Industrial sector and for the materials and resin business; we have got an effective network of agents and distributors in the region. I appoint, support, and monitor the key performance indicators of the agents. I do the budgeting and monitor the sales/profitability. I spend 40% of my time on traveling.

I had also been involved in the past for the sales of products from third parties (mostly Ex-ICI companies) as an agent. These companies include Akcros chemicals (a company of Akzo Nobel) is UK based major global player of comprehensive range of PVC additives (like Liquid, Paste and Solid Stabilizers, Microbiocides, Antistatic Agents, Epoxy Plasticizer, Organophosphite Esters, Organotin Stabilizers, Bonding Agents), Chance & Hunt which is a part of Azaleas Group and offers a number of products like Lubrizol dispersants, Biocides, Pigments and Commodities to the coating, plastics and chemical industry. We also represent Ineos Chloride-an absolute market leader offering Chlorine products to the plastic, coating, chemical and petrochemical industry and Huntsman Titanium Dioxide.

Al-Azzaz Est. Saudi Arabia

1997 to 2003

Sales Manager

Al Azzaz Est. is one of the largest chemical and technology trading outfits (one hundred Millions US) in the Middle East. The company has interest in chemical raw materials, additives, catalysts and technology selling. For the chemical business Al-Azzaz is the agents for Akzo Nobel, Degussa, Sud Chemie MT, Amespec, Oxychem, Barlocher, Perstorp, Lonza Spa, Enichem, Elastomeri, Sasol Servo, Huls Color trend, Bakelite, Avebe, Archer Daniel Midland, FMC, Jungbunzliar, Upjohn Pharmacia, Mallinckrodt, Flexsys etc.

Leading a small team of sales people, I was responsible for the sales, service and the business development. My job included selling, planning, forecasting, controlling and implementation of the sales process. I was selling various Additives, Catalysts, Raw Materials and Process equipments to the Chemical, Plastic & Rubber Processing Companies, Coatings, Carpet and Yarn producers and Traders.

I was also responsible for the business development and the sales to the Petrochemical, Chemical, Plastic and Rubber, Coating and PU industries. My active customer’s base included the customers like CRISTAL (only Ti2O producer in the ME), Ibn Rushd (SABIC affiliate producing PTA, Polyester, PET and aromatics and we offer products like Poly Condensation catalyst, CMB catalyst, Palladium catalyst, IPA etc.) Saudi Industrial Resins (J.v. of Ashland USA and the largest resin producer in the ME), Arabian Chemical Company (j.v. of DOW and the only producer of SBR Latex and Styrofoam in the ME), SAMREF (j.v. of Exxon Mobil in KSA), Alhamrani FUCHS (largest plant of FUCHS outside Europe), Fosam (j.v. of Fosrock chemicals), Unilever Arabia (j.v. of Unilever).

Further details are mentioned in the Achievement section on Page 3.

BASF Pakistan Ltd.

1995-1997

Technical Sales Officer

BASF Pakistan is the wholly owned subsidiary of BASF AG and is the largest chemical company in the world. I was responsible for the four different product divisions of the company which were

-ET Catalysts for the Ammonia and Sulphuric acid

-ED Polymer dispersions for the coating industry like paper, paints, carpet etc.

-ES Specialty Chemicals for the refineries, oilfields, water treatment, fuel oil

treatment and Electroplating.

-EP pigments for the plastic, rubber, paper, paints, etc.

The job required frequent traveling to develop close working relationships with the medium and large industries, Traders and Agents to introduce sell, and service our products. I carried on a number of trials in the laboratory and production for our products.

Dawchem Ltd.

1992-1995

Sales Engineer (NALCO Pakistan Ltd.)

Dawchem was the representative office of Nalco UK in Pakistan. Nalco is US based world’s largest chemical company for the industrial Water/Fuel Treatment and specialty process chemicals. As the in-charge for the Northern region I traveled 85% of my time for the sales and service of my customers. The customers included Oil and Gas companies (like Attock Oil Refinery, Oil and Gas Development Corporation of Pakistan, Pakistan Oil Field, Occidental Oil field etc.), Polyester Fiber producer (like Dewan Fiber and Dhan Fibers, Spintex), Cement industries (Fecto, Cherat, AC Wah etc.), Chemical industries (like ICI Soda Ash, Biaffo, Rhone Pollanc Rorer etc.), Buildings (like US Embassy, British High Commission, Intercontinental Hotel, Holiday Inn etc.), Food industry (like Shezan).

My job included on-sight laboratory testing, technical recommendations, troubleshooting, conducting seminars & presentations, business development, follow ups etc.

Sales Engineer (Delta Resins)

Delta Industries was a sister company of Dawchem and pioneer UP, Alkyd, Textile and leather auxiliaries producer in Pakistan. I was transferred in the sales of UP resin responsible for sales for the northern part of the country. We had an established customer base and it was mainly the commercials which I was handling for customers in the business of bath tub/shower trays, button, pultrusion etc.

Achievements

Establishing the sales of Thermoplastic Acrylic Resin in GCC, Jordan, Syria, and Lebanon:

I was assigned with to explore the above countries for our solid acrylic resins where we had not sold in the past. I have been involved in this from last five years. It gives me a lot of satisfaction that today, the 10% of our total resin production capacity in Europe is sold in my region. I have also developed two of the top five global customers for thermoplastic acrylic resin.

Establishing the sales of Cell Cast Acrylic Sheet in GCC, Jordan, Syria, and Lebanon:

Again a little success story for establishing the sales of our Perspex Brand against 10 other players. We do regular reasonable business while the profitability is probably the highest in the world.

Establishing Chemical Business in Yemen:

While at Al-Azzaz, I conducted market survey of Yemen by visiting almost all the notable industry in the field of Coating, Plastic, Food and Pharmaceutical and introduced the products from our various Principals. Later, Al-Azzaz became a regular supplier to the industry in Yemen.

Chemical Business Development:

I have been very actively engaged in the development of business of the company by strategic decisions of bringing in new principal suppliers to increase our synergy during my stay at Al-Azzaz. I have negotiated and successfully concluded the agency agreement with many of the chemical companies including Chemson (Vinyl additives and stabilizers), Bakelite (Epoxy and Phenolic resins and Hardeners), Zschimmer and Schwarz (Ceramic Chemicals), GE Specialty Chemicals (Bisphenol A), Dover Chemicals (Antioxidants), Caffaro Spa. (Secondary plasticizers), Chempro (CMB Catalyst), Everlight Industries (UV absorbers), Tramaco (Foaming agents), Sasol (Surfactants), Italmaster (Color master batches), Petrofer (Metal Cutting Oils), Mandoval Ltd. (Zirconium Salts), Nitroil Europe (PU catalysts and additives), Dalian First Organic Company (Poly-condensation Catalyst and Additives), Lonza (Isopthalic Acid) etc.

I have achieved major successes in GCC plus Jordan, Syria, Lebanon for the business development in my current job. However, I do not consider mentioning the details here as I need to protect the information for my current employer.

Technology Business Development:

While working at Al-Azzaz, I visualized the scope of various technologies within our existing market and successfully negotiated and concluded the agency agreements with a number of technology companies. Some of them are the world’s leading names in their respective areas. To name a few Thyssen-Krupp Henchel (Mixing and Plants technology), Krauss Maffei (Injection, Extrusion and Reaction technology), SML Lenzing (Extrusion technology), Neu Herbold (recycling technology), Inoex (measuring technology), Hegler (Corrugating), Starlinger, OCME (Filling), Techne (Blow molding technology).

Technology business matured over the years and became a major contributor to the success of the company and management opened new branches in UAE and Riyadh to reach to the new markets.

Projects:

-Designing of plant for the waste water treatment of effluents from Paper and Board Industry

-Designing of the Plant for the Production of Sodium Carboxy Methyl Cellulose from waste cotton Linters

Self Development Courses and Technical Trainings:

-Training on cast acrylic sheet and Liquid acrylic resins at Darwen UK 2006

-LEADERSHIP SKILLS with Brian Tracey at KFUPM in 2005

-TECHNICAL TRAINING FOR PVC ADDITIVES at Akcros Chemicals UK 2004

-POLYMER TRAINING DAY at Cassel UK 2004

-RESINS TRAINING at Runcorn UK 2004

-Latest developments in the field of BREATHABLE FILM at SML Lenzing

-SIX SERVICE STANDARDS at Nalco Pakistan

-EXTRUSION TECHNOLOGY AND PROCESSING a two weeks training at Krauss Maffei, Munich

-SALES TECHNIQUES by consultant of BASF for the South East Asia Lahore

-HOW TO HANDLE DIFFICULT PEOPLE at Abacus Consulting Lahore

-SELLING SKILLS at Pakistan Institute of Management Sciences Lahore

-Four Weeks training at Delta Industries Lahore on PRODUCTION AND QC OF UNSATURATED POLYESTER RESINS

-Chemical water Treatment a three day training by Nalco Italy

-Refinery and Over Head Chemical Application Training by Nalco UK

Major Industrial Exhibitions and Sales Meetings Attended:

-SALES CONFERENCE LUCITE INTERNATIONAL at Bolton, UK 2010

-MIDDLE EAST COATING SHOW 2010 AS EXHIBITOR in Dubai

-ANNUAL SALES CONFERENCE FOR LUCITE INTERNATIONAL at Disneyland Paris 2008

-EUROSHOP 2007 ATTENDED AS EXHIBITOR AT DUSSELDORF

-TERRITORIAL PLANNING FOR MIDDLE EAST MATERIAL BUSINESS at Darwen, UK 2007

-TERRITIRIAL PLANNING FOR MIDDLE EAST POLYMER BUSINESS at Rosenberg, Netherlands 2007

-SALES CONFERENCE LUCITE INTERNATIONAL at Darwen, UK 2007

-SALES CONFERENCE ACKROS CHEMICALS at Manchester, UK 2006

-MIDDLE EAST COATING SHOW at Dubai in 2006 as exhibitor

-SALES CONFERENCE LUCITE INTERNATIONAL at Belfry, UK 2005

-SALES CONFERENCE LUCITE INTERNATIONAL at Dubrovnik, CROATIA 2005

-MIDDLE EAST COATING SHOW at Cairo in 2005 as exhibitor

-SALES CONFERENCE AKROS CHEMICALS at Manchester, 2004

-LUCITE AGENT & DISTRIBUTORS CONFERENCE 2004 at Istanbul

-MIDDLE EAST COATING SHOW 2004 at Dubai

-INTERPACK 2002 at Düsseldorf

-SAUDI PLAST, CHEMICALS AND PETRO CHEMICALS 2002 Riyadh

-AGENTS SALES MEETING 2002 at SML Lenzing

-AGENTS SALES MEETING 2001 with SML Lenzing at Salzburg

-K 2001 at Düsseldorf

-AGENTS SALES MEETING of Krauss Maffei 2001 at Munich

-SAUDI PLAST, CHEMICAL AND PETROCHEMICALS 2001, Riyadh

-K-2001 at Düsseldorf, Germany

-SALES MEETING 2000 with Cabot and Martinswerk at Dubai

-SALES MEETING of Krauss Maffei 1998 at Munich

-K- 98 at Düsseldorf in 1998.

-ANNUAL SALES MEETING BASF C & P 1996 at Karachi

-ANNUAL SALES MEETING of BASF Pakistan 1995 at Bhurbun

-ANNUAL SALES MEETING of Nalco Pakistan 1993 at Karachi

-ANNUAL SALES MEETING of Nalco Pakistan 1992 at Lahore

Personal Information:

Age/Date of Birth 43 years/November 1st, 1967

Nationality Pakistani

Marital Status Married since 2000 (Two Children)

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