Travelling
MUHAMMAD BILAL JALIL
Commercial I Strategy & Sales Execution Expert
Karachi,Sindh
Summary
As the Mainstream Sales (General /Modern Trade), Key Accounts, Trade Marketing, B2C, B2B , B2G), Distribution and Business Management expert as well as have a vast exponential knowledge of Supply Chain Management and E-commerce , I have experience more than 17 years in the Head/Supervise sales department at different FMCG national and multinational companies. Having exposure of Sales & Distribution network growth with all the segments which includes Wholesale Channel, Retail Channel and Channel development for new products. I have gone through an immaculate exposure of new products launch and relaunch of famous brands like K&Ns foods, Enfagrow Mead Johnsons, Nivea, Dawlance Inverter ACs & Refrigerators, Tapal green tea , Tapal 3in1 Instant tea , Mezan Ultra Rich tea and Mezan edible oil doy pouch , Shell lubricants , J. Fragrances & Cosmetics.
Overview
20
20
years of professional experience
10
10
years of post-secondary education
3
3
Certifications
4
4
Languages
Work History
Head of Distribution Sales
Junaid Jamshed (PVT) Ltd
Karachi, SD
05.2022 - Current
- Sales Strategy and Planning: Develop the sales strategy and action plans for the distribution channel, aligning them with overall business objectives includes analyzing market trends, identifying target markets, Distribution Channel
- Management: Oversee and manage the distribution channels, which may include wholesalers, retailers, distributors, agents, or online platforms
- Sales Team Leadership: Lead a sales team dedicated to the distribution channel includes setting sales targets, providing guidance and support to sales representatives, conducting performance evaluations.
- Business Development: Identify new business opportunities and partnerships to expand the distribution network involves prospecting for potential clients, negotiating and closing distribution agreements.
- Sales Training and Development: Ensure that the sales team is equipped with the necessary skills and knowledge to achieve sales targets this includes providing training, coaching and mentoring.
- Sales Performance Monitoring and Reporting: Track and analyze sales performance metrics, such as revenue, market share, customer acquisition, and product distribution.
- Pricing and Contract Negotiation: Collaborate with pricing teams and engage in contract negotiations with distribution partners to establish favorable pricing agreements and terms.
- Market Research and Competitor Analysis: Conduct market research and competitor analysis to identify market trends, customer needs, and competitive positioning.
- Relationship Management: Build and maintain strong relationships with key customers, distribution partners, and other stakeholders includes regular communication.
- Collaboration with Internal Departments: Collaborate with other internal departments, such as marketing, product management, operations, and finance, to ensure alignment and coordination of efforts.
- Implemented a performance-based incentive program for warehouse staff, resulting in increased productivity and employee engagement.
Business Unit Head
AG&C
Karachi, SD
06.2021 - 05.2022
- Corporate policies and procedures of the company in business unit operations Monitor and review company’s project activities and ensure that they are brought to completion within scheduled period and budget
- Provide effective management to organization’s business activities that have to do with its strategic and financial growth
- Create new strategies for marketing and sales
- Build effective relationships with the clients so as to maintain good revenue increases for the organization
- Perform review of equipment and system layouts and its validation Ensure harmonious environment for working
- Responsible for training and mentoring staff; motivating them all for effective performance for the general growth of the company
- Set up the business unit’s strategies for promotional activities
- Analyze and explore market trends; identifying new opportunities in assigned region
- Coordinate with other teams like the marketing team in order to develop plans for the launch of new products, and then its implementation
- Develop and communicate the expectation levels and vision of the company to members of unit
- This must of course be relevant to the company’s corporate vision and goals
- Coordinate with other heads of departments, integrating objectives and ideas for organizational growth.
Regional Sales & Channel Development Manager
Mezan Group ( Pvt ) Ltd
Karachi, SD
03.2017 - 05.2021
- Collaborating with senior executives to establish and execute sales goals for the region
- Leading, managing, motivating, and developing the Sales Force to ensure the successful execution of Sales cycle plans in order to maximize sales revenue and meet or exceed corporate-set goal Achieving sales targets, increasing Numeric/Weighted distribution & reducing out of stock situation
- Forecasting annual, quarterly, and monthly sales goals Business Analysis on secondary system and survey reports and design action plans
- Developing specific plans to ensure growth both long and short-term
- Educating sales team with presentations of strategies, seminars, and regular meetings Develop and negotiate sales volume and visibility agreement with IMTs & LMTs
- Develop exclusive business strategy for the different trade Channels (General Trade, Whole seller Key Accounts and IMTs)
- Assisting sales personnel in their techniques Initiate and implement Secondary sales motoring system
- Developed and executed outlet census and trade segmentation on yearly basis
- Reviewing regional expenses and recommending improvements
- Major Achievement: Develop and build strong distribution network for Region-KHI
- Increase outlet and SKU productivity by 150 % & 60 % respectively
- Developed 50 % new LMT’s as per required RTR of 7%
- Increased outlet penetration/coverage in 1 year by 25% Captured best branding location at Major LMTs of Region-KHI i.e Imtiaz, Chase-up, Chase & Diamond
- Successfully open and run operations of company own retail outlets at main whole sales market
- Taking 5% Tea category share by implementing aggressive trade schemes.
Regional Key Accounts Manager
Tapal Tea(Pvt ) Ltd
10.2014 - 03.2017
- Developing and defining budgeted Annual Sales Plan for Key Accounts LMT Channel
- Develop an internal plan for Key Accounts activities based on the AOP and discuss it with the Key Accounts Team
- Plan and execute strategies to sell product line into Local Modern Trade Outlets as per Annual Operating Plans in coordination with concern department
- Develop and operationalize retailer partner programs with Key Accounts to hit sales targets
- Development and execution of Merchandising Plans for Key Accounts in coordination with Trade Marketing
- Provide leadership and guidance to the Key Accounts team and assist them in planning workflow in the office and field, preparing primary sales estimation, stock analysis and Keep a vigilant eye regarding the opening of new and closing of existing retail outlets
- Ensure proper retail coverage, shelf care and market share through effective coverage planning
- Establish and maintain personal relationships with relevant representatives of Key retailer Account, particularly with key decision-makers
- Implement the plan through the Key Accounts Team and fill in any gaps or variances in the targets
- Analyze and collect vital information pertaining to Tapal’s products and competitors’ activities, to the concern department
- Ensure all promotional schemes are implemented successfully in the respective Key Accounts Outlets
- Negotiate and finalize LMTs annual contracts related to shelf spacing
- Carefully review incidents of counterfeits and or infringements
- Evaluate each incident in terms of its intensity and frequency
- Report the major incidents or more frequent incidents to the marketing and audit department and take actions in consultation with them
- Handle any customer complaints and all related matters amicably
- Develop energetic Key Accounts Team in consultation with the HR Department
- Perform any other assignment as assigned by the superior as and when required
- Major Achievement: Achieved 102% Annual Operating Plan within 11 months
- Given overall brand wise volume growth OLY is 36 %
- Developed 40 % new LMT’s as per required budget and plan
- Increased product market share by 65% to 72% Placed secondary gondola display almost 80 % of all LMT’s, major in Clifton &Defense
- Successfully execute Mega Trade activity among all LMT’s and generate desirable sales volumes
- Taking 85% Tea category shelf share by implementing aggressive merchandising plan.
CORPORATE SALES MANAGER
Dawlance (PVT) LTD
Karachi, SD
10.2013 - 10.2014
- Having a responsibility to achieve National Sales AOP (Annual Operating Plan)
- Responsible for handling nationwide sales operations of IMT’s & LMT’s
- Leading the Corporate Team and managing nationwide sales operations
- Receivable Management Negotiating & finalizing annual contracts with the Corporate Customers Negotiating & finalizing technical programs (Deals) with Key Accounts Linked all K/A nationwide with a uniform promotion
- Designing & Communication of Price list to corporate customers Developing the new channels in respective segment Resolving customer complaints through liaison with service Department Collecting and analyzing competitive intelligence to design sales strategy
- Major Achievement: WON Sindh Bank Inverter AC (Sales & Services) annual Tender of 1500 units
- Closed and won City School nationwide air conditioner deal of 650 units
- Done SLA with Soneri Bank, New Jubilee insurance , Bank Islami and Dubai Islamic Bank
- Increasing target volume of Refrigerators by 20 % growth in volume is 800 units
- Locked 2500 REF quantity with CSD in 3 months
- Got ever highest sales achievement of 1200 REF by made with a METRO nationwide.
AREA MANAGER KEY ACCOUNTS
AHG (PVT) LTD (NIVEA BEIRDORF)
Karachi, SD
10.2009 - 10.2013
- Having complete responsibility and accountability of the company assigned sales and expansions targets by demonstrating integrated leadership across all sales force
- Monitoring and handling sales operation of the distributors
- Handling sales operation, achieving brand wise sales targets and consumer promotions of all IMT’S like Metro’s and ( MAF ) Hyper Star
- To monitor effective implementation of Territory Business Plan, within the agreed expense budget and in line with the company’s strategic objective
- Conduct monthly meetings with all sales force and make plans to achieve the targets
- Managing the sales operation of local Mt’s and developing the professional institutes
- Conducting and managing the BTL activities inside and outside the outlets
- Maintaining the promotional stock allocation for the Key Accounts
- Planning and executing the month-wise consumer promotion for all IMT’s
- Having the responsibility of a category evaluation of the brand
- Ensure achievement of budgeted in-market sales by customer
- Review and maintain agreed pricing policies across all outlets
- Major Achievement: Applying shelf tray system into the categories of Top 10 key accounts
- Gives 35 % sales consistent growth over the last years
- Maintain 95 % availability of all sku’s as per company MSL
- Execute Nivea 100 years celebration activity with a complete branding implantation at Top 20 K/A Plan and Execute Beauty Event of the (MAF) Hyper Star by achieving 100% brand wise target.
AREA SALES MANAGER
IBL HealthCare LTD (MEAD JOHNSONS)
Karachi , SD
12.2006 - 10.2009
- Monitored sales operation of the distributors like IBL (PVT) ltd and Inter link
- Handled Key Accounts sales & activation operations of Mead Johnson's in outlets like Agha’s, Nahid, Ary, Imtaiz, My Super Store, D-mart , Makro and Metro International chain of stores etc
- Developing territorial strategies and execution plan to achieve the desired growth target
- Planned to achieve primary and secondary targets
- Managed all the sales operation of the Mead Johnson’s KHI region of Pakistan
- Conducted and managed promotion activities with inside and outside the outlets
- Managed the operation of Army retail stores and canteen stores depots (C.S.D) of south region
- Handling BTL activities and assisting marketing in developing ATL campaigns
- To provide market insight to management and maintain up to date records on all direct reports
- To visit market on regularly to back check territory managers and ensure maximum coverage and productivity
- Provide market insight to management and maintain up to date records on all direct reports
- To demonstrate integrated leadership across all sales forces to maximize sales within geographic
- Major Achievement: Increased YTD sales of assisting area from 10 million to 40 million
- Developed 60 percent General Trade of a KHI region
- Achieved 'Highest Growth Reward' for the area coverage in Apr 2008 Managed shop boards and branding of the major outlets in Karachi.
FIELD MANAGER
K&N’s FOOD (PVT) LTD
Karachi , SD
01.2004 - 12.2006
- Developed new channels by formulating Channel Strategies and Activations Increasing business opportunities through various routes to market Setting sales targets for individual T.S.O and sales team
- Closely Monitored Competitor’s activities, conducted research & report to the concern Department
- Assisted Sales & Marketing in the south region
- Monitoring sales team performance and motivating them to reach targets and analyzing sales figures
- Major Achievement: Got the highest productivity in required territory of the Karachi
- Increased sales of Karachi from 6 million to 15 million
- Got the 'GOLD STAR AWARD' in the year 2005
- Developed 8 towns of the Hyderabad region.
Education
Post-graduation Leading to MS - Supply Chain & Buiness Economics
IBA (Institute of Business Administration)
Karachi , Pakistan 01.2015 - 01.2016
MEF -
University of Karachi
Karachi, SD 06.2005 - 06.2007
B.COM -
Govt Premier College
Karachi, SD 01.2002 - 01.2004
Associate of Science -
Adamjee Govt Science College
Karachi, SD 01.2000 - 01.2002
High School Diploma -
H.B Malik Public School
Karachi, SD 01.1999 - 01.2000
Professional Certification - Sales And Distribution
Professional Qualification
Karachi, SD 03.2017 - 04.2019
Skills
Operational Efficiency
Demand forecasting
Supply Chain Optimization
Cost Reduction
E-commerce fulfillment
Staff Development
Performance Evaluation
Strategic Planning
Price Structuring
Cost Analysis
Budget Administration
Distribution Network Design
Trade Compliance
TMS knowledge
Consumer products
Critical Competencies
- Hardworking & Energetic.
- Peer Relationship.
- Integrity & Trust.
- Action oriented.
- Organizational Agility.
- Listening & Negotiation skills.
- Excellent Presentation Skill.
- Composure.
- Priority Setting
Nic
4220138808733
Personal Information
- Place of Birth: Karachi
- Domicile: Sindh Urban
- Father's Name: Abdul Jalil
- Date of Birth: 04/10/84
- Marital Status: Married
- Religion: Islam
References
To be furnished on request
Accomplishments
Develop structured distribution network across Pakistan.
GOLY 160% by category and by volume.
Introduce and developed Body Sprays for the popular + premium segment.
Manage GP at 22% YoY.
Certification
• GS1 certified by (APEC GS 1 Australia )
Interests
Family gatherings
Current affairs
Watch meaningful vlogs
Cricket
Fitness exercises
Timeline
Head of Distribution Sales
Junaid Jamshed (PVT) Ltd
05.2022 - Current
Business Unit Head
AG&C
06.2021 - 05.2022
Professional Certification - Sales And Distribution
Professional Qualification
03.2017 - 04.2019
Regional Sales & Channel Development Manager
Mezan Group ( Pvt ) Ltd
03.2017 - 05.2021
• GS1 certified by (APEC GS 1 Australia )
06-2016
• Trade marketing & product training workshop conducted by SOCIETE BIC,SA FRANCE.
02-2015
Post-graduation Leading to MS - Supply Chain & Buiness Economics
IBA (Institute of Business Administration)
01.2015 - 01.2016
Regional Key Accounts Manager
Tapal Tea(Pvt ) Ltd
10.2014 - 03.2017
CORPORATE SALES MANAGER
Dawlance (PVT) LTD
10.2013 - 10.2014
• Attend two days Negotiation skills workshop conducted by BEIERDORF TRAINING SCHOOL
05-2011
AREA MANAGER KEY ACCOUNTS
AHG (PVT) LTD (NIVEA BEIRDORF)
10.2009 - 10.2013
AREA SALES MANAGER
IBL HealthCare LTD (MEAD JOHNSONS)
12.2006 - 10.2009
MEF -
University of Karachi
06.2005 - 06.2007
FIELD MANAGER
K&N’s FOOD (PVT) LTD
01.2004 - 12.2006
B.COM -
Govt Premier College
01.2002 - 01.2004
Associate of Science -
Adamjee Govt Science College
01.2000 - 01.2002
High School Diploma -
H.B Malik Public School
01.1999 - 01.2000