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خلاصہ
Having more than 13 years of experience in Sales, Marketing and Strategy in Singapore, Pakistan and Japan. Led the development of 4x4 market in Pakistan, directed the business segment of Hilux, Vigo Champ, Fortuner, TRD variants, Hilux Fleet variants and launch of New Fortuner and Hilux Revo being part of Toyota Regional Marketing Council. I was the main contributor to achieve historic sales volume of 65,000 Toyota vehicles sold in 2015.
Directing sales network of more than 400 dealers spread across the nation in rural and urban areas selling two and three wheeler vehicles.
I specialize in exceeding expectation in delivering economic results through building winning teams, exploring uncharted territory with defined strategy and empowering individuals to sustain growth.
تجربہ
Head of Sales
• Established corporate and commercial sales divisions on professional lines.
• Won FedEx account from Honda through solution selling.
• Introduced Cash on Delivery at your doorstep for the 1st time in Auto industry in Pakistan.
Head of Corporate Strategy & Communications
Reporting to Senior Director, responsible to set strategic direction & monitor companywide progress, engage media and safeguard corporate image.
• Conducted man-hour study and optimized through delegation and processes development.
• Rolled out strategic direction (Hoshin)
• Improved management communication on strategy through periodic town hall meetings.
• Crafted Annual Report 2017 building corporate image as caring corporate entity.
Regional Head Sales & Marketing
General management of the biggest region, turnover Rs60b, team of 120, 21 dealerships,|10 cities. Launched New Fortuner & Hilux REVO, responsible for primary-tertiary sales, inventory management, sales policy & implementation, forecasting & trend analysis, sales back office operations, channel marketing activities & ROI, team building & training.
• Directed portfolio of Rs60 billion through a team of 120 personnel at 21 dealerships in 10 cities.
• Wrote sales policy & led the implementation across the region.
• Enforced Corporate Sales SOPs to ensure effective sales funnel together with stock management and sales forecasting.
• Achieved record sales in 2 consecutive years during the end of model life of Non-Corolla models (+13% vs National -18% and +26% vs National +19%) through effective implementation of Processes and People
• Regional performance score improved by 22 points with 3 dealers nominated for Best of the Best Award in 2016 (#1 time in history).
• Increased channel performance quality KPI (TWSM) from 86% to 90% in 1 year.
• Timely achievement of primary sales through strong relationships with distributors supported with methodical forecasting & demand estimation enquiries trend.
• Revamped multi-level Non-Financial (high-profile trainings, awards, nominations) and Financial reward schemes (fixed/variable incentives & target based bonuses) for distributors’ teams.
• Launched All-new Fortuner & Hilux REVO, responsible for primary-tertiary sales, inventory management, sales policy & implementation, forecasting & trend analysis, sales back office operations, channel marketing activities & ROI, team building & training.
Marketing Manager
Business segment leadership, segment profitability, product planning, pricing strategy, marketing & communication strategy, budget and execution, market analysis.
• Envisioned, pioneered and spearheaded the complete model introduction cycle from business case till GTM execution of VIGO CHAMP and FORTUNER in Pakistan, as key strategic assignment of “2nd Pillar Project”.
• Gained 126% business growth over 5 years besides 93% unit growth. Dominated market with 90% share.
• Successfully implemented Toyota global strategy of One-platform-multiple-segments including development of specialized products for different niche segments e.g. Army Patrolling vehicle, Cash in transit vans, VIGO CHAMP TRD, FORTUNER TRD, Hilux Rapid Response vehicle etc.
• Chaired the product group of 4 product/brand managers, directed and oversaw market researches, need & demand analysis, feasibility study, IMC & TMC management approvals, segmentation strategy, product strategy, pricing negotiation with TMC, market price strategy & P&L simulations, marcom strategy, launch preparation, TV commercial development, 360-degree launch campaign planning and execution over 40 dealers nationwide.
• 6x profitability growth with effective pricing strategy, tough cost negotiations with principals & P&L case simulations.
Country Product Manager
Market champion, market analysis, product planning, pricing strategy.
• Advocated potential of Pakistan market and paved way for multi-million dollar investment via successfully held “Pakistan Conference” inviting dozens of top Toyota officials worldwide.
• Gained approval for 2 major new model introductions for Pakistan.
• Trained 6 Singaporean staffs on various aspects of Product Planning & Pricing.
• Carried out without supervision all product planning tasks like volume planning, spec selection, engine/grade lineup, analysis of market demand, user & competitor analysis, Pricing (comparative specs, grade/lineup pricing analysis) and P&L simulations.
Product & Brand Manager
Product champion, market analysis, product planning, pricing strategy.
• Re-launched Land Cruiser Station Wagon including Pricing & marketing collaterals.
• Unique yet effective trade offer swept the parallel import market.
