Sohail Riaz
Lahore
Summary
ACCOMPLISHED BUSINESS PROFESSIONAL - STRATEGY & DIGITAL TRANSFORMATION Accomplished Sales Manager offering 25+ years of experience developing and maximizing industrial sales. Diligent in building and retaining accounts by providing support and attentive service. Expertise in marketing strategies, product promotion and merchandising to achieve market penetration. Successful record of expanding network connections through persuasive brand imaging.
Overview
34
34
years of professional experience
6
6
years of post-secondary education
Work History
Sales & Business Development Director
Matrix (Pvt.) Limited
Lahore, Punjab
2 2019 - Current
- Responsible for P&L ~ 150 Mn USD of lubricants and fuel additives business by developing and implementing the business strategy
- Drive revenue growth and achieve market leadership position, optimize spend and ensure continued profitable growth of the business unit
- Optimize cash-flow by improving forecast accuracy, reducing payment terms, and making wise capital decisions
- Collaborated with senior management and cross-functional teams to ensure execution of business strategy and ongoing business activities
- Embed a robust Management Operating System to reinforce commercial excellence
- Owned CRM business pipeline and aligned Sales and Marketing to achieve strategic plan targets
- Championed digital transformation, sales excellence, continuous improvement and organizational DE&I efforts, while facilitating a positive team culture that celebrates individual diversity.
Senior Account Specialist
Afton Chemical
Dubai, United Arab Emirates
08.2017 - 01.2019
- Delivered an annual business plan for a product portfolio valued at ~ 125 million US dollars.
- Developed channel strategy for all B2 accounts and channel partners in Saudi Arabia, UAE, Iran, Pakistan and select NA markets
- Developed and rolled the individual account plans into a regional strategy for Middle East in conjunction with the marketing manager.
- Developed & implemented sales strategies for effective customer acquisition & retention
- Leveraged CRM to drive a data-driven, value-based selling culture, including sales performance assessments, business reviews, forecasting, etc
- Collaborated with the marketing team to develop a marketing plan to support portfolio growth, including the planning and execution of trade shows and advertising.
Business Head - Export Markets
Gulf Oil Middle East
Dubai, United Arab Emirates
03.2017 - 08.2017
- Managed P&L for export markets in Middle East, Southeast Asia and select markets of West and North Africa - Achieved 20% bottom line growth
- Set direction, developed go to market strategies and streamlined sales operations processes
- Developed successful marketing strategies to grow sales.
General Manager - Sales
Saudi Fast Corporation
Jeddah, Saudi Arabia
12.2015 - 01.2017
- Managed P&L for product portfolio of logistics, trading (Lubricants and Tires) & contracting
- Created strategies to target new markets after researching and analyzing competitor behavior
- Achieved 15% top line growth through ongoing business review; optimized process, cash flow management & streamlined operations.
Special Projects Manager - Power for Middle East, Levant, CIS Region & Pakistan
Shell Markets Middle East
Lahore, Pakistan
08.2011 - 07.2014
- Led the marketing project to develop the power sector in Middle East, Central Asian States, Levant and Pakistan
- Spearheaded a multi-cultural cross functional team to develop overall marketing strategy, assess market size, product portfolio, sales plans, value proposition, lead campaigns and initiatives to increase market penetration and brand reputation
- Collaborated with Global Marketing, Supply Chain, Technology and Global Key Account Team to develop marketing plan, implement a strategy, manage complex projects and develop strategic plans
- Managed relationships with key Global Power OEMs like Wartsilla, Siemens, ABB, etc
- Developed new business valued 100 Million USD, organized advertising campaigns and promotional events
- Developed training materials and shared value proposition with local teams in collaboration with marketing to guarantee delivery.
National Sales Manager
Shell Pakistan Limited
Lahore, Pakistan
01.2010 - 07.2014
- Accountable for financial performance of lubricants business with turnover of $ 75 Million - Registered 10% annual growth
- Managed a team of sales managers, key account managers and territory managers - Increased bottom line by 25% through improved cost and pricing management
- Chaired the OTC (Order to cash) council to manage a team for cross functional business performance including credit & collections
- Provided effective performance management and motivated the sales team through implementation of Sales First, CRM and Sales Ladder Competence
- Led Sales 1st project regionally to implement tools, behaviors, and processes to develop a world-class sales organization
- Owned the stakeholder relationship of platinum accounts and distributors
- Demonstrated stakeholder management to secure input and alignment for key elements from all internal stake holders.
Channel Sales Manager - Franchised Workshop & OEM Channel
Shell Pakistan Limited
Lahore, Pakistan
03.2009 - 12.2009
- Managed sales with revenue stream of $ 20 Million-Achieved 125% of sales targets
- Negotiated contracts with Global OEMs e.g., Suzuki, New Holland, Nissan, Honda etc
- Developed modern trade channel- Increased revenue by 20%
- Collaborated with field sales team and marketing to develop value propositions, pricing strategy, product development standardization and customer loyalty programs
- Collaborated with marketing team to develop a marketing plan to support portfolio growth including planning and execution of trade shows and advertising.
Cluster Technical Manager
Shell Pakistan Limited
Lahore, Pakistan
04.2006 - 02.2009
- Provided technical support and developed competitive value propositions, product portfolio, sales materials, and branding guidelines for all key industrial sectors – Valued at 120 Mn $
- Set strategic goals, managed product launches & developed business relationships with global OEMs e.g., Waukesha, Caterpillar, Komatsu, Suzuki, Case New Holland, AGCO
- Developed maximum testimonials globally to position Shell as preferred lubricant brand
- Collaborated with R&D to lead OEM (Original Equipment Manufacturers) approval process
- Developed product training programs for distributors, sales team and customers to develop relevant technical competencies for all industrial and marine oils
- Collaborated with product management team to ensure portfolio was aligned with strategic marketing.
Regional Sales Manager - North
Shell Pakistan Limited
Islamabad, Pakistan
04.2004 - 03.2006
- Led a team of account managers for business development and sales in multiple industrial sectors - Achieved 15% year on year growth
- Developed and implemented go to market strategy - Deployed distributors: Improved depth, reach and productivity.
Territory Manager
Shell Pakistan Limited
Islamabad, Pakistan
10.2001 - 03.2006
- Managed business development and sales in multiple sectors
- Achieved 30% growth- Improved depth, reach and productivity of distribution channel.
Service Manager
Toyota Capital Motors
Islamabad, Pakistan
10.2001 - 02.2002
- Managed after sales related functions to provide high standard customer service
- Improved productivity by 25% and profitability by 35%.
Project Engineer - FERTS Project
United Nations Development Program (UNDP)
Islamabad, Pakistan
02.2001 - 10.2001
- USAID-funded project to improve fuel efficiency and reduce greenhouse gas emissions
- Conducted studies to control emissions and provided inputs for legislation
- Set up 25 automated tune-up centers through public-private collaboration.
Mechanical Transport Officer
Pakistan Navy
Islamabad, Pakistan
11.1996 - 12.1999
- Managed transport fleet of 300 vehicles, automotive workshop and fueling terminal
- Implemented various effective control measures achieving savings of PKR 3 million.
Staff Officer DG (Comlog) Plans
Joint Staff Headquarters
Islamabad, Pakistan
07.1995 - 11.1996
- Developed mid and long term plans for efficient logistic operations with engagement and collaboration of senior command stakeholders
- Formulated manpower requirements and financial resource allocation
- Advised DG Logistics on policy matters governing logistic plans.
Deputy Manager Dockyard
Pakistan Navy
07.1994 - 07.1995
- Led a team of over 250 technical personnel to provide technical and repair support to ships
- Provided technical and repair support to sea going ships, harbor fleet and onshore units.
Senior Engineer Officer
Pakistan Navy
Karachi, Pakistan
06.1993 - 07.1994
- Managed operations, maintenance, repairs and refits of shipboard machinery including propulsion plant to deliver targeted up time & operational requirements
- Coordinated with shipyard and logistics for timely maintenance to ensure highest levels of operational readiness.
Watch Keeping Engineer Officer
Pakistan Navy
Karachi, Pakistan
12.1990 - 07.1992
- Managed safe operation of all mechanical equipment and systems in machinery spaces
- Responsible for refueling the vessel, ensuring all safety procedures are followed
- Adhered to the maintenance system's schedule for preventive maintenance and performed corrective maintenance as needed.
- Provided supervision to the engine room staff when performing their engine room activities.
Education
MBA - Marketing
Preston University
Islamabad 07.2002 - 06.2003
Post Graduate Specialization - Marine Engineering
Pakistan Navy Engineering College
Karachi 07.1992 - 06.1993
Bachelor of Science - Mechanical Engineering
NED University of Engineering & Technology
Karachi 07.1986 - 06.1990
Skills
General Management Skills
Sales Management
Business Strategy
Distribution Management
Leadership, Coaching and Mentoring
Strong Financial Management
Excellent Problem Solving
Excellent Communication Skills
Strong Negotiation
Professional Development
- Building High Performance Teams
- Finance For Non-Finance Managers
- Gulf Oil Advanced Leadership Course
- Shell Leadership Challenge
- Sales Mastery 1&2
- Japanese OEM Workshop
- Base Oils Technology Course
- Coaching For Performance
- Area Managers' Workshop
- Communication and Interpersonal Skills
- Project Management
Awards
- Received Sector Champion Award - Achieved maximum profitability & new business acquisition.
- Received LAT (Leadership, Accountability, Teamwork) Award
- Honorable Mention Award - Developed maximum new business.
- Led global initiative of “Sales 1st” to develop a world-class sales organization.
- VP Award for Leading Global Value Demonstration Project
Timeline
Senior Account Specialist
Afton Chemical
08.2017 - 01.2019
Business Head - Export Markets
Gulf Oil Middle East
03.2017 - 08.2017
General Manager - Sales
Saudi Fast Corporation
12.2015 - 01.2017
Special Projects Manager - Power for Middle East, Levant, CIS Region & Pakistan
Shell Markets Middle East
08.2011 - 07.2014
National Sales Manager
Shell Pakistan Limited
01.2010 - 07.2014
Channel Sales Manager - Franchised Workshop & OEM Channel
Shell Pakistan Limited
03.2009 - 12.2009
Cluster Technical Manager
Shell Pakistan Limited
04.2006 - 02.2009
Regional Sales Manager - North
Shell Pakistan Limited
04.2004 - 03.2006
MBA - Marketing
Preston University
07.2002 - 06.2003
Territory Manager
Shell Pakistan Limited
10.2001 - 03.2006
Service Manager
Toyota Capital Motors
10.2001 - 02.2002
Project Engineer - FERTS Project
United Nations Development Program (UNDP)
02.2001 - 10.2001
Mechanical Transport Officer
Pakistan Navy
11.1996 - 12.1999
Staff Officer DG (Comlog) Plans
Joint Staff Headquarters
07.1995 - 11.1996
Deputy Manager Dockyard
Pakistan Navy
07.1994 - 07.1995
Senior Engineer Officer
Pakistan Navy
06.1993 - 07.1994
Post Graduate Specialization - Marine Engineering
Pakistan Navy Engineering College
07.1992 - 06.1993
Watch Keeping Engineer Officer
Pakistan Navy
12.1990 - 07.1992
Bachelor of Science - Mechanical Engineering
NED University of Engineering & Technology
07.1986 - 06.1990
Sales & Business Development Director
Matrix (Pvt.) Limited
2 2019 - Current