Muhammad Rizwan Hanif

Long-Term **+ Years’ Exposure in Building Material, FMCG & sheeting industry

Business Development Sales ( B2B - B2C - Retail ) ~ Trade Marketing Lahore Pakistan +92-345******* ad40cn@r.postjobfree.com https://www.linkedin.com/in/muhammad-rizwan-hanif-40a96311/ Career’s Synopsis

Core Proficiencies

Multi Product Sales & Marketing - Beverages, Cigarettes, Ceramic tiles, Steel, Film & Sheeting Strategic Business Planning Revenue Growth Management Sales channels development Dealer’s Network Channel’s Modification Coverage, Productivity, Visibility, Exclusivity ROI Corporate / Project sales channel up gradation 3C’s “ Consultant, Contractor, Client BOQ Brand Management Trade marketing PLC – BPPC Brand, pack, price, channel STP Led & Managed sales & marketing team up to 45 nationally Award & Recognitions

Achieved Record Breaking Sales In The History Of FF Steel In May, 2020 Which Was 120% Over Previous Highest Figure That Recognized By Management And Awarded

“ Trophy With My Name Embossed On It ” That I Shared In Social Media

Transformed company (Shabbir Tile & Ceramics) From “ Credit To Cash Enriched Company ” By Converted Sales Dealers & Contractors / Builder From Credit Sale To Cash And Reduced Delinquent Rs.680 Million from Market Within One Year 2019”.

Successfully Developed & Implemented “ Trade Marketing Operations ” on 80% contributing high selling accounts In History Of Refreshment Trading Company - Kuwait

Exceeded Sales Targets & Related Objectives By Wide Margin And Nominated In

“Coca Cola Annual Excellence Award 2006 ” In Sales Manager Category

Executed The Concept Of RED (Reality Expose Daily) in Coke’s Key Accounts While Worked With CCBPL, Resulted Enhanced Brand Image & Higher Brand Equity,

Generated 25% Volume Growth Over SPLY Along With Conversion Of 57 Pepsi Outlets In CCBPL

Developed 5 “Bench Mark Distributors” 2003 And Made Record In Pakistan Tobacco Company Education & Certifications

MBA (Specialization in sales & Marketing ) IBA - Punjab University, Lahore – Professional Selling Skills – Academy for Technical & Management Excellence, 2018 High Impact Selling Skills – Pakistan Society for Training & Development, 2017 & 2018 Delegation & Motivation – People Excellence Ltd, 2019 – Professional Experience

Tabish Corp – {Globex International} ` Lahore

HEAD OF SALES

Institutions Sales Network – Dealers sales Network – 2021 to date Job specific responsibilities:

Executed strategic decisions & responsibilities assigned short & long terms sales goals by analyzing cost / benefits proposition.

Led The Team Of 12 nationally To Handle Corporate and dealer network sales channels effective & efficient way.

To liaison with zonal offices regarding sales budgets, recoveries product distribution of product lines

To had strict vigilance on receivables and formulate strategies to minimize credit and eliminate bad debts in private

& public sector institutions .

Established competitor’s intelligence network for product’s quality, price, discount and evaluate their strong and weak points for business growth.

Educate sales team on Integrated Management System (IMS) I.e. ISO9001,14001 & HACCP FF Steels – Lahore

HEAD OF SALES

Dealer Sales Network – Project sales Network – House hold Sales Retail Network 2019 - 2021 Noted Accomplishments:

Led The In- Direct & Direct National Sales Team Of 30 To Handle dealer’s and Project’s sales Network Channels.

Modernize Sales Dealer’s Network And Taken Horizontal Growth By Adding 50 Sales Dealers Nationally With 5300 Ton Additional Sales

Organized Architecture and contractors shows & conferences to gain their loyalty for successful execution of product in different Government and private projects.

Inclusions Of FF Steel In All BOQs And Specifications Current And Upcoming Projects Nationwide

Strategize For Premium Price Positioning In The Market Based On sold prime Product, In Time Delivery And After Sales Services for newly established HH (House Hold) sales Channel

First time developed company’s maintain retail outlet channel i.e. directly sell to customers through our retail shops by adding 8 outlets nationally in Metro stations. Shabbir Tiles & Ceramics – Islamabad

ASSISTANT GENERAL MANAGER – SALES

Dealer Network – Project Sales Network – Stile Emporium’s Retail Network 2012 - 2019 Noted Accomplishments:

Continuous Exceeded Sales Targets & Related Objectives Year By Year Resulted Promotion From RSM – North To AGM –Sales In 2015 And Looked After Company’s Business Worth Rs.15 Billion With Sales Team Of 45

Successfully Added New Sales Dealers, contractors and builders In major stations Resulted Enhanced Business Partner’s Fraternity By Adding 84 Nationally

Organized Retail business model and expanded company’s emporium outlets up to 15 nationally.

Revenue growth /sales Target Achievement by having focus on KPI, KCI And KHI

Conducted & Organized Conferences, Presentations To Induce 3C’s That Is “Clients, Contractors & Consultant” About Quality And Design Of Product.

Refreshment Trading Company {Authorized Bottler Of Coca-Cola} – Kuwait TRADE MARKETING HEAD

Channel Head – Trade Marketing – Brand Management 2009 - 2012 Noted Accomplishments:

Created Trade Marketing Business Turnaround Plan For RTC On 80% Contributing Volume Hyper Stores, HORECA, Modern Trade And Trained 15 Sales Managers

Designed Decentralized Consumer Promotions & Customer Focused Activities On Key Retail Accounts Resulted 25% Growth Over SPLY

Launch Consumer Promotions, Trade Promotions And Retail Advocacy Programs To Elevate Brand Image And Higher Brand Equity.

Coca-Cola Beverages {CCBPL}

SALES MANAGER / KEY ACCOUNT HEAD

Distribution Network Management – Key Accounts Management 2005 - 2009 Key Accountabilities:

Distribution Strategy

Handled company’s direct distribution network in base town and led 24 salesmen and 8 Market Development officers (MDOs)

Developed an effective and efficient distribution network in urban market by converting Pepsi outlets and retaining Coke outlets to ensure that availability and visibility of company’s brands must be at all level of trade and hence nominated as best Sales manager 2006 in Coca-Cola annual excellence award..

Conducted RCS ( Retail census survey) to enhance brand depth and width in the market, redesign route structure and change in call frequency.

Focused on Intensive distribution, Exclusive distribution, and selective distribution as per BPPC (Brand, pack, price, Channel) for both horizontal and vertical distribution growth.

Analyzed competitor market share and designed strategy to get maximum out of it. Network Management

Overseen the entire distribution network and eliminated week MDOs and salesmen from the team and appointed new for successful execution of distribution system.

In order to enhance horizontal distribution converted main Pepsi accounts and for vertical increase ensure Cooler integrity and cooler merchandising along with POS materials.

Successfully implemented RED (Reality Expose Daily) on all Key Accounts as key Account Manager.. Team Leadership

Kept focus on utilization of sales team in more effective and efficient way to get maximum advantage in the market and over competition by planning and monitoring their activities through market visits and surprise back checks.

Kept the sales team highly motivated and result oriented by providing training inputs (On the Job / Off the job) at the time to continue to maintain superiority in the market and over competition.

Trained and coached sales team on 10 steps of sales call to ensure coverage, productivity and visibility of our brands at level of trade.

Performance Monitoring

Conducted Quarterly performance review of distribution team on the basis of KPIs, KCIs,KHIs

Distribution team performance evaluated on numeric distribution & weighted distribution

Conducted quarterly sales analysis included brand wise/pack wise/outlet wise sales analysis. Collaboration

Established close relationship with 80% contributing volume retailers for successful execution of trade offers and consumer promotions.

Successfully executed Coca-Cola worldwide phenomena of RED (Reality expose Daily) included 1) Availability as per Brand, Pack,price, Channel 2) Activation on POC 3) POP material splash 4) Red score calculation with PDA Logistic & Inventory Management

Optimized logistic operations to minimize lead time and enhance product availability both company and retailer’s end.

Ensured brand wise and pack wise stock availability in accordance with company set standard on Regional warehouse Pakistan Tobacco Company,

TMO / DISTRIBUTION OFFICER

Distribution Network Management – Trade Marketing on key accounts – 1999 –2005 Key Accountabilities:

Distribution Strategy

Developed an effective and distribution network in urban and rural markets to ensure that availability and visibility of company’s brands must be at all level of trade.

Sales Channel development: Ensured that direct delivery coverage must be more than 60% therefore developed Urban DD Rural (VDD), Horeca & shop sale channels.

Appointed mini wholesale dealers to cover those areas where either law and order situation prevailed or direct delivery was not cost effected.

Focused on both horizontal distribution growth and vertical distribution growth resulted zero OOS many time.

Kept organizational objective in mind “ Sell more to distributors and sell to more distributors”

Developed five bench mark distributors in Central Punjab Region and made an record.

R-37A I.e. monthly brand wise / pack wise competitor’s sales data gathered and shared with Head Office.

Assessment of market and brand trend, timely preparation of action plan and in time execution in order to ascertain competitive edge.

Network Management

Eradicated week business partners from distributor’s fraternity and appointed new on the following basis to enhance business.

A) Ethical in doing business with all stake holders i.e. take care his employees, Obey company's policies and follow Government rules.

B) Professionally winning attitude & passion to grow C) Synergy and clear understanding about distribution operations. D) Good infrastructure & well versed of latest technology. E) Keep the distribution team highly motivated & result oriented F) Strong financial muscles. Capability to enhance investment on company's demand H) Market knowledge & reputation

I) Social profile.

Team Leadership

Kept the sales team (direct and in direct) highly motivated and result oriented by providing training inputs (On the Job / Off the job) at the time to continue to maintain superiority in the market and over competition.

Trained and coached indirect sales team on 9 step of sales call to ensure coverage, productivity and visibility of our brands at level of trade.

Performance Monitoring

Conducted Quarterly performance review of distribution team on the basis of KPIs, KCIs,KHIs

Distribution team performance evaluated on numeric distribution & weighted distribution

Conducted quarterly sales analysis, market share analysis and focused distributor’s ROI to evaluate sales team performance.

Collaboration

Established close relationship with 80% contributing volume retailers for successful execution of trade offers and consumer promotions.

Successfully executed periodic planogram activities like trade offers. Consumer promotions, display competition, one to one consumer dialogues, merchandising campaigns, retail advocacy programs. Logistic & Inventory Management

Optimized logistic operations to minimize lead time and enhance product availability both company and distributor end.

Ensured brand wise and pack wise stock availability in accordance with company set standard on distributor warehouse therefore kept an eye on distributor’s investment in business. Technology Integration

As full focus on retailers who will run the company’s business therefore DTE ( Digital trade engagement ) software installed on retailer’s mobile phone.

AGE Gate software system installed on salesmen mobile phone.

TMO outlets (150 outlets) that contributed 80% volume must visited monthly by Trade Marketing officer.

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