Mohammad Umair Chaudhry
Business Manager
Lahore
Summary
Highly motivated and goal-driven professional with a diverse background in Business Development, specializing in B2B/B2C Sales. Demonstrates exceptional leadership skills and successfully collaborates with high-performance teams to consistently meet and exceed targets within specified timelines. Known for ability to adapt to various industries and environments, committed to delivering outstanding results and driving business growth.
Overview
9
9
years of professional experience
6
6
years of post-secondary education
Work History
National OEM Manager - B2C Direct Lubricants
Shell Pakistan Limited
6 2024 - Current
- Responsible for management of one of the most strategic portfolios in the Lubricants space, with an annual turnover of over USD 40 Million.
- Manage long-term profitability and exposure through formulating a 5-year strategy, contracts, and pricing mechanisms, working capital, and supply chain capability.
- National lead of global key account relationships in Pakistan, building long-term sustainable partnerships with our key customers such as Hyundai, Honda, KIA, Suzuki, BYD, MG, Toyota HINO, and ISUZU.
- Delivery of planned volumes and margins through effective team management, collaboration with internal stakeholders, and bringing an external focus in CVP development.
- To drive business growth through delivering customized technical training sessions for customers, emphasizing the Shell lubricants' value propositions.
- Responsible to liaison with the local and global OEM teams to ensure Shell lubricants product approvals, and work alongside Shell Global technical Teams and OEM teams for the resolution of complex problems.
Indirect Channel Lead - Lubricants
Shell Pakistan Limited
01.2023 - 05.2023
- Responsible to derive the B2B indirect channel strategy at the national level.
- Responsible to communicate program implementation guidelines and business importance to channel partners.
- To ensure the effective use of training materials and packages provided by Shell for its channel partners.
- Responsible to explore, develop, and oversee the implementation of alternative or new ways to address complex issues with Shell Value Proposition.
- To identify and analyze the performance gaps of the channel partners and design innovative solutions for in-depth, targeted learning that brings benefit to both the partner and the business.
- To use information and reports from CRM tools to drive business performance reviews and internal discussions with the channel partners.
- Responsible to identify the key growth business avenues with the channel partners and develop a strategy required for effectively capturing these avenues.
- To ensure that a healthy pipeline is maintained for the B2B-I channel and that all the channel partners maintain an effective hit rate.
- Responsible to coach channel partners, implement training and development activities that enable a fully skilled, motivated, customer-facing workforce.
Key Account Manager -B2B Lubricants (Process Oil, Power, Cement, Oil & Gas)
Shell Pakistan Limited
08.2021 - 12.2022
- Responsible for implementing Shell's global sector strategy in the Power, Cement, Oil & Gas space as a sector lead and responsible for delivering a business turnaround by aligning all functions to the sector vision.
- Key account management of gold, diamond, and platinum accounts and set clear long- and short-term account objectives.
- To ensure agility in identifying gaps and opportunities, and to ensure quick formulation of actions to address gaps and pursue opportunities through alignment of cross-functional teams.
- Responsible for all operational activities, such as forecasting, budgeting, supply planning, overdue management, and sales execution.
- Responsible for developing a new workstream for Shell Process Oil business and ensuring a business delivery growth of 70%.
Field Based Account Manager - B2B Lubricants
Shell Pakistan Limited
09.2018 - 07.2021
- Developed sales pipeline for Shell for the given territory to prioritize sales efforts and improve demand planning.
- Enabled value selling by driving effective conversations with customers, using questioning techniques to uncover customers' needs/value drivers, and to recognize their real willingness to pay.
- Ensured to engage customers in constructive dialogues, helping the customers learn something new, and tying insights back to Shell's unique strengths in the market.
- Developed key account strategies to address customer needs and translate them into individual and team action plans and tactics.
- Ensured the review of customers' business performance periodically and worked with other functions to deliver on plans and proactively action new opportunities to develop the business commercially.
- Complied with the defined Sales and OTC processes, e.g. Pricing excellence, contract management, order management, billing excellence and applied knowledge of these E2E customer experience processes, including management of key process stakeholders, to achieve assigned customer service KPIs.
- § Ensured products and services are in alignment with Total Cost of Ownership guidelines and additional business opportunities are recognized and products and services offered add value to the proposition
- Worked on national-level projects for B2B pricing and overall cement sector strategy.
Technical Sales Engineer - CAT Rental Power Solutions
Allied Rental Modaraba (Caterpillar)
12.2015 - 09.2018
- Responsible for all B2B sales, business development, and marketing activities within the given territory.
- Prospecting corporate interactions and managing a healthy pipeline.
- Identifying key DMUs amongst the customers to effectively conclude the deal.
- Providing consultancy to customers to opt for the right option by maintaining a high level of solution expertise and competitive intelligence.
- Developing marketing and coverage strategies to achieve individual and company goals.
- Keeping track of all the contracts, invoices, and being responsible for overdue management.
Education
Executive -MBA - Business Administration And Management
Lahore University of Management Sciences (LUMS)
04.2022 - 01.2024
BSc- Electrical Engineering - Electrical Engineering
National University of Computer And Emerging Sciences (FAST - NUCES)
01.2010 - 01.2014
Skills
Sales Planning & Forecasting
Key Account Management
Contract Management
Cross-Functional Teamwork
Complex Problem-Solving
Value Selling
Opportunity Pipeline Management
Contract Negotiation/Problem Solving
Value Chain Understanding
Pricing and Exposure Management
Strategic Planning
Operations Management
Team Leadership
Performance Management
Salesforce Management
Personal Information
Date of Birth: 01/28/93
Languages: English and Urdu
Accomplishments
- APAC region Country Champion - Shell 2023
- Best Business Manager - Shell 2021
- Harvard Business Publishing - Management Communications Online Course
- Harvard Business Publishing - Spreadsheet Modeling Online Course
- Harvard Business Publishing - Quantitative Methods Online Course
- Harvard Business Publishing - Financial Accounting Online Course
Timeline
Indirect Channel Lead - Lubricants
Shell Pakistan Limited
01.2023 - 05.2023
Executive -MBA - Business Administration And Management
Lahore University of Management Sciences (LUMS)
04.2022 - 01.2024
Key Account Manager -B2B Lubricants (Process Oil, Power, Cement, Oil & Gas)
Shell Pakistan Limited
08.2021 - 12.2022
Field Based Account Manager - B2B Lubricants
Shell Pakistan Limited
09.2018 - 07.2021
Technical Sales Engineer - CAT Rental Power Solutions
Allied Rental Modaraba (Caterpillar)
12.2015 - 09.2018
BSc- Electrical Engineering - Electrical Engineering
National University of Computer And Emerging Sciences (FAST - NUCES)
01.2010 - 01.2014
National OEM Manager - B2C Direct Lubricants
Shell Pakistan Limited
6 2024 - Current
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