Qamar Sajjad

• Leading a Key Accounts team to build a strategic long term and sustainable relation ship with top channels of the category by creating win-win situation for all stakeholders. Our top channels include International Modern Trade, Local Modern Trade, HoReCa and institutions.
• Consistently Increased sales revenue by developing and implementing strategic territory plans for existing and potential customers
• Managed to secure PKR 7 billion turnover in 2023
• Developed long-term client partnerships, resulting in repeat business and increased customer retention rates.
• Optimized inventory levels across the territory by closely monitoring stock availability and collaborating with supply chain partners.
• Enhanced brand visibility through targeted trade marketing initiatives that generated increased interest from potential customers.

• Being one of the team member who developed a complete execution plan to convert small scale distributors into a large scale business partners as a part of PepsiCo's global GTM Transformation Strategy. This transformation has given the company complete control over market pricing as sales responsibility will be towards the company and it also has eliminated inventory, infrastructure and market service issues of distributors.
• I created and developed the most efficient GTM platforms for most optimal reach in the market secondly, coaching and keep nurturing Sales Teams
• Capability to deliver on sales fundamentals in the market. Our Sales Capability Department is consisting of 4 core functions and a team of 23 resources is managing these functions under my lead role, (a) GTM (Go To Market), (b) Sales team Training and Coaching, (c) Distribution Development, (d) Selling through E-Commerce (LTAB Retailers Application)
• GTM: Development of right distribution model (Direct and Indirect Distribution) based on market dynamics for Lahore urban and rura areas. We have developed 100% automated sales system across all distributions in the franchise. Engage sale team to deliver GTM KPI (Call Completion, Strike Rate, Average SKUs per call and Drop size) target daily and monthly basis.
• E-Commerce Business: We (LTAB) have developed its own Application for Retailers so that they can give us orders conveniently as per their business requirement.
• Distribution Development: We Identify of distribution (ND) gaps in the franchise through a digital tool by using outlet census data.
• · Assisting business partners in developing Infrastructure, People, and Processes for sustainable future business growth. I work to ensure that distributors working standards are as per guidelines provided by PepsiCo in all critical areas, e.g. warehousing infrastructure, inventory management, business KPIs, P&L statement, ROI analysis and guide them on improvement prospects.

• Leading sales operation of over PKR 4 billion business per annum through 67 routes, covering direct distribution of Lahore franchise which consistent of 228 members team including 6 Sales Managers, 26 Market Development Executives, 94 Pre Sellers and 102 Deliverymen. Implemented effective and efficient GTM (Go to market) strategy as per PepsiCo's global best practices and standards .
• Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.
• Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
• Developed a successful sales team through rigorous coaching, performance management, and ongoing training.

I started my career in CCBPL as a market development officer in October, 2000 and within 4 years I was promoted as a Sales Manager and further in 2 years time I promoted as a Regional Salas Manager.

• I managed 6 distributors and 44 routes though a team of 4 Sales Manager, 18 MDOs, 44 Oder bookers
• Finalized sales contracts with high-value customers.
• Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
• Work closely with distributors and team to achieve volume, numeric and weighted distribution targets. Develop distributors as per company standard regarding their infrastructure, inventory management and ensure agreed return on investment.