Sales and Business Development Profile

JUNAID MALIK

Contact No. (Mobile): +92-333-*******

Email: ad5clw@r.postjobfree.com/ ad5clw@r.postjobfree.com

Location: Karachi, Pakistan LinkedIn: linkedin.com/in/junaidpk

Senior Management Profile – Business Development / Sales & Operations/ Trade Channel Development

Synopsis:

Dedicated and resourceful business management professional with 20 years of versatile experience in the areas of Business Strategy Planning, Sales Channel Development and Key Account handling

Proven expertise in business planning, target setting, directing teams to deliver day-to-day operations and achieving pre-defined organizational objectives in terms of sales volumes, revenue generation and market growth

Acquired proficiency in Sales, Business Development, Distribution, Channel Development (strategy & monitoring), Market Intelligence, and Competitor Analysis.

Competent at implementing solutions in accordance with customer requirements, with an aim to improve customer satisfaction levels

Possess keen understanding of creating new business opportunities, with ability to sustain a positive work environment for accomplishment of organizational goals

Core Skills/ Competencies:

Strategic Planning

Business Planning/Development

Channel Development/Management

Familiar with SAP/ERP Environment

Key Account Management

Sales / Marketing Management

Client Relationship Management

Cross Functional Team Coordination

Professional Experience

Servis tyres Ltd.

regional Sales Manager-South (Rickshaw/ Light Truck /Farm Tyres), April 2019 – to date

Accomplishments:

Managed Sales portfolio of PKR. 4.1 billion in 2023.

Achieved 52% Sales Revenue Growth in 2023 vs LY through Sales Channel Network.

Launched New Segment - Agriculture Tyre.

Achieved Annual Targets in both Rickshaw/LT/ Ari Tyre & Tube categories.

Developed Distribution/ Dealers’ Network to achieve Sales & Growth targets.

Accountabilities:

As Sales Head -South, involved in end-to-end business planning (budgeting, targets planning, forecasting, & business development) & management process.

Accountable to deliver pre-defined annual targets of region (Sindh, & Baluchistan)

Handle business development function to facilitate increase in sales volumes through Dealers network.

Manage & recover Credit Collection from dealers as per deadline keeping aging within limit and ensure adequate stock available at dealers to serve market.

Recommend and Collaborate for New Product Development in Tyres & Tubes as per market/customer demand.

Ensure dealers comply company policies.

Resolve dealers’ issues in line with company policy and ensure interest of both partners have been met.

Market Intelligence to oversee competition activities and schemes to drive business in region accordingly.

Plan & Execute BTL activities in region for business development.

Panther tyres (Pvt.) Ltd.

regional Sales Manager -South (03 & 04 wheel-Agri/TRUCK), April 2018 – March 2019

Accomplishments:

Achieved Annual Target of 979 million (in value) in Tires & Tubes category

Achieved annual 46% Growth through Dealer(s) Network

Expand Dealers Network (new dealer appointment) in region

Accountabilities:

As Sales Head -South, involved in end-to-end business planning (budgeting, targets planning, forecasting, & business development) & management process.

Accountable to deliver pre-defined annual targets of region (Sindh, South Punjab & Baluchistan, Pakistan)

Handle business development function to facilitate increase in sales volumes through Dealers network.

Manage & recover Credit Collection from dealers as per deadline keeping aging within limit and ensure adequate stock available at dealers to serve market.

Ensure dealers comply company policies.

Resolve dealers’ issues in line with company policy and ensure interest of both partners have been met.

Market Intelligence to oversee competition activities and schemes to drive business in region accordingly.

Plan & Execute BTL activities in region for business development.

EXIDE PAKISTAN Ltd.

Regional Sales MANAGER, NOVEMBER 2016 – march 2018

Accomplishments:

Achieved Annual Target of 449,000 batteries also Net Average Value Target of Rs. 6500 per battery

Achieved 18% Growth through Dealer(s) Network

Accountabilities:

As RSM, involved in end-to-end business planning (budgeting, targets planning, forecasting, & business development) and sales target development & management process.

Accountable to deliver pre-defined annual targets (Volume & Credit Sales) of region (Sindh, Baluchistan)

Handle business development function to facilitate increase in sales volumes through General Trade Channel (Retail/wholesale & Key Accounts).

Led sales team to achieve targets; trained and developed team competence to benefit the organization

Developed and maintained healthy relations with trade, to improve sales numbers and revenue

Appointment/handling of Dealers/Distributors in region with focus on sales & business development targets

Focal point to resolve dealers/distributors issues for smooth operations in connection with sales team.

Manage overall coordination, functional management and leadership of Sales Operation activities with cross functional department.

Visit and Propose strategically located SITE(s) for Branded Shops plus designing and merchandising in collaboration with dealer.

Negotiated and co-ordinate with BTL agency(s) over plan and cost to ensure within budgets.

Managed and monitored promotional activities at dealers’ locations in region.

Hi-Tech LUBRICANTS Ltd.

Regional Sales Manager – South, JANUARY 2014 – October 2016

Accomplishments:

Instrumental role in the achievement of Sales Volume from 435000 to 1 million Liters for ZIC include Diesel, Gasoline and MCO Oil category

Developed retail business and successfully delivered sales volume growth of 46% vs 2014.

Initiated activities to enhance market reach and increased availability (Distribution Channel) of ZIC products in the region, eventually resulting in highest sales growth

Develop distribution channel from 10 to 24 Distributors in South Region

Accountabilities:

As Regional Sales Manager, involved in end-to-end business planning and sales operations management

Accountable to deliver pre-defined monthly as well as annual sales target for ZIC Oil, in the region

Handle business development function to facilitate increase in sales volumes through untapped segments and ensure availability at General Trade (retail & Wholesale).

Led sales team to achieve targets; developed team/distributor’s competence via training need assessment process (TNA).

Developed and maintained healthy relations with Channel Partners (Distributors/Dealers) by deploying sales management system (ERP).

Management/appointment of Distributors in region with focus on both primary and secondary sales targets are met by distributors.

Manage and resolve market and distributors issues for smooth operations.

Coca-Cola Beverages Pakistan Ltd

Sales Manager, Feb 2010 – June 2013

Accomplishments:

Acknowledged for accomplishment of annual sales & distribution target of 550,000 cases in 2012

Generated annual sales volume growth of 25%

Instrumental in conversion of conventional retail sales routes from Spot Sales to Pre-Sell

Part of successful planning and execution of RED (Right Execution Daily) project to enhance penetration of Coca-Cola and other brands at Modern and General Trade.

Ensure product availability through coverage and visibility at General Trade (retail/wholesale) & Key accounts (LMTs).

Accountabilities:

Set up strategic partnerships with potential distributors to maximize market penetration

Developed and managed Modern Trade Channels, such as Large/Small Super Stores, General Stores, Pan Shops, Beverage’s vendors and HoReCa segment to increase sales.

Collated market intelligence on competition & market trends for reengineering/ restructuring of business strategies

Handled retail sales and channel development operations, focusing on numeric and weighted distribution with a view to achieve pre-defined targets

Groomed & mentored the sales team in accomplishment of monthly / annual targets

Monitored performance of team members and rendered productivity enhancement feedback against KPIs

Participated in customer meetings with regards to negotiations/ discounts offers/ agreements

Focused on maximizing brand awareness through implementation of various promotional schemes

Updated and ensured compliance to sales/ operational procedure by dealers

Mobile Zone (Mobile Phone Marketing & Distribution Company)

Sales & Operations Manager – South, Jan 2006 – Jan 2010

Accomplishments:

Generated sales of PKR. 10 million with steady increase in the regional sales

Enhanced mobile connection sales by 60%

Accountabilities:

For Sim Card Business

Prepared annual & monthly forecast of SIMs (Warid, Telenor & CM Pak) for South Region

Ensure availability of Sim cards at MZ Retail Outlets and general trade.

Develop and manage S & D channel of Sims at GT (Retailers/Wholesalers) across the region

Monitor discount across trade to ensure smooth operations.

Ensured accomplishment of sales targets for SIM cards at Mobile Zone Retail and independent channel (GT) Network

For Cellular Phone Business

Set up strategic partnership with Mobile Operators (Telenor, Warid, Ufone, and Mobilink) for business development and sales of mobile phones through various channels

Manage sales activities (BTL) jointly funded and in co-operation with mobile operators

Handled sales accountability along with account management for Samsung and Motorola, in the region

Ensured maintenance of P/L for mobile handsets business in the south region

Focused on inventory allocation, distribution & sales across the distribution network

Academics

MBA (Marketing), 2002, Preston University, Karachi

B Sc., 1998, D.J. Sindh Government Science College, Karachi

Professional Development & Trainings

Project Management Professional Course

Investment in Excellence

Motivation Within

MS Office

Managing Stress to Optimize Performance

Passion for Excellence

Developing Managerial Competencies

Professional Affiliations

Gerson Lehrman Group (Global Independent Primary Research Firm) as Council Member.

Standard& Poor's Vista Research (Independent Research Firm) Society of Industry Leaders.

Language Skills:

English: Fluent in Speaking, Writing, & Reading

IELTS Score: 6.5

Personal Details

Date of Birth: 25th January 1977

Languages Known: English and Urdu

Nationality: Pakistani

National ID No: 42301-0923316-5

Reference: Available on Request

Hobbies / Interests: Member of D.J. Govt. Science College Cricket Team, Football (International &

Leagues), reading, teaching, watching movies

References

Can furnish upon request

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