• Achieving the sale targets assigned for Aviation fuel in designated area.

• To anticipate market trends regarding new developments identify growth area.


• To keep close watch on competitor development i.e. Shell Aviation within the concerned unit in order to
anticipate tier plans and also safeguard the interest of company within the trade area.

• To do a complete and comprehensive market area survey of all major markets in the area of responsibility
in order to identify trade pockets and future development pockets within the PSO Aviation Station
Islamabad Airport.
• To ensure a high degree of accuracy in volume prediction keeping into consideration the market attributes,
competitor positioning and plans.

• To act as a business consultant to the Airline Customer on proper management of Aviation Station ,
on working capital inventory management, product loss management ,merchandising ,indenting, payment
terms ,documentation, customer handling, supplier record, purchase record, local advertising ,,promotions
,credit control, outlet profitability etc.


• To promote and monitor the high standards of Air Line customer services, house keeping, merchandising,
and general operation outlets.

• To identify the training needs for staff through DSIR and customer feed back register (CFR).


• To inspect, monitor, and ensure proper use of company assets at Aviation Station.

• To maximize the results from NFR facilities in terms of quality of execution of marketing programs
and in terms of performance at satisfying customers, maximizing sales and profitability for franchisee.


• To advise and monitor International Airlines regarding observing product Jet A-1 quality and quantity
standards and control unethical malpractice like product alteration ,outside purchases, and short measuring
at retail outlets.

• To check on the compliance of safety regulations and procedures by Airline Customer and staff at station
furthermore to contribute to the development of proactive HSE culture by encouraging dealers to report
incidents.

.
• To make site staff and International & Domestic Customer well aware of fire fighting techniques and
effective usage of fire extinguishers.

• To check the site standard inspection report especially for the communication between the company and
the Airline Customer on all business aspects therefore it should be filled by area executive at the time of
their visit. .

• Monitoring of the Refueling Operation Of the aircrafts As per ATI&JIG Standards.

• . Monitoring of the Receipt Operation Of the Product Jet A-1 As per ATI&JIG Standards

• Monitoring of Refueler Loading Operation As per ATI & JIG Standards.

• Maintaining & Repairing The Garcite Refuelers as per ATI JIG Standards.

• Monitoring of the stocks and product gain/loss analysis at terminal.

• Defining and implementing quality policy and objectives.

• Monitoring and the measurement of the process which is done by measuring the realization through inspection.

• Ensuring the identification, handling, storage and protection of product during storage, internal processing
and delivery.

• To preserve the product fuel tanks are a built with material when are not prone to corrosion and further where necessary corrosion, prevention and protection measures are also taken.

• Controlling of the measuring and monitoring devices.

• Monitoring the information relating to customer perception.




Marketing of the product Jet A-1

Aviation department deals in supply of Jet Fuel (Jet A-1) to National as well as International
carrier. PSO has refueling facilities at 9 airports throughout Pakistan including Karachi,
Pasni, Turbat, Lahore, Multan, Faisalabad, Sialkot, Islamabad & Peshawar. PSO share in
Aviation industry is about 65 %. Due to low throughput by the local refineries, we are also using
imported stock for Aviation.

CUSTOMER CATAGORIES

National / Local Carrier:

This category includes National carriers who operate locally as well as internationally & other local
customers who operate charter flights within Pakistan.

International (Schedule & Technical Flights):

This category involves supplies to International carriers. International sales are further divided
into Schedule & Technical flights.

Defense Business:

This category involves Army, Navy & Air Force.



CUSTOMER RELATIONS & CUSTOMER APPOINTMENT

• After entering in to an agreement / contract with National / Local Carrier we initiate SLS-37
(Customer’s Appointment Advice) for allocation of customer code from Information System (IS)
department after necessary approval from the management.

• International business is covered under Air Total International (ATI) commercial agreement.
As and when a new business / airline is added, we initiate SLS-37 for allocation of customer
code from IS department after necessary approval from the management.

• Agreements are executed with Defense customers after which we initiate SLS-37 for allocation
• of customer code from IS department after necessary approval from the management.

• In case of domestic customer, following documents are requested from them for submission to
PSO before initiating SLS-37 form.
• NTN certificate.
• Sales Tax registration certificate.
• Bank Statement of last 6 months.
• Balance Sheet / Income Statement of last 3 months.
• Credit Worthiness Certificate.

• IS department allocated customer code and return our copy of SLS-37 to us for further necessary action and for record purposes & retain a copy for their record.

• As soon as the code is allotted, we inform the customer to start the business.

PRICING

• As per present procedure, price of Jet A-1 is revised on monthly basis by Oil and Gas Regulatory
Authority (OGRA).

• The imported price is calculated on tanker to tanker basis by Product Accounts department PSO.

• Prices are sent to Credit Control & Billing (CCB) department for following two purpose:

• To updating the customer’s credit limit in the system on the basis of revised prices.

• As a reference for billing to customers.

• The prices are then maintained in the system by Aviation Sales, as follows:

• Prices in USC/USG are maintained for International Carriers & Pak Rs. Per
liter price is maintained for domestic customers on “Price Group / Customer Group”
basis through transaction.

• Components of Price are maintained in the system through transaction “VK11”, as follows:

• Freight Key Combination ZFRC
• Discount Key Combination ZDIS
• IFEM Key Combination ZIFC
• Refueling Charges Key Combination ZRFC
• Margins Key Combination ZPM1
• Add Margin Key Combination ZMO1
• Differential Margin Key Combination ZHSC

• Prices offered to customers may differ based on their volume and terms of payment.

• Different price categories apply on different customers, as follows:

• National / Local Carrier:
Price in Pak Rs. in Per Liter is applicable.

• International (Schedule / Technical Flights):
Price in USC / USG is applicable.

• Defense Business:
Price in Pak Rs. in Per Liter is applicable.

• Discounts are offered after assessing the product supply and demand situation and volume involved.

• In case of discounts, approvals are obtained from the management on Discount Approval Sheet
through Lotus Notes based on LAM on as and when required basis.

• Price revision circulars are sent to the customers regularly on every price revision.

BOOKING OF PAYMENTS

• In case payment is received through cheque or pay order, the amount is parked in the system
by creating following entry through transaction F-02.

• Debit Interim Account Cashier
• Credit The Relevant Customer Account

• Cash-19 document is prepared & the original is submitted to the Cashier with a copy to CCB
department and a copy is retained by Aviation Sales.

• In case of zero rated supplies in US$, payment is received directly in PSO’s designated bank
account from abroad.

• After negotiating the rate of exchange with the bank, Treasury department intimate Aviation
Sales through email the amount credited in PSO account with date and rate of exchange.

• The amount is posted in to the system by creating following entry through transaction F-02.

• Debit Interim Account Aviation
• Credit The Relevant Customer Account

• Cash-19 document is prepared & the original is submitted to Treasury department with a
copy to CCB department and a copy is retained by Aviation Sales.

• In case of cash sale (Domestic in Pak Rs.), Aviation Stations are authorized to collect
payment through Pay Order, Demand draft & cash.

• The instrument received is sent to Aviation department head office by the relevant Aviation station.

• In case of cash received from customer, the same is deposited in to the bank booth facility
at the airport. In case payment is received after office hours then the Aviation staff proceeds
to the bank & get DD/PO prepared & sent it to Aviation ales head office.

• The payment is parked in the system through transaction F-02, as follows:

• Debit Interim Account Cashier
• Credit The Relevant Customer Account

• In case of cash sale (International in US$), Aviation Stations are authorized to deposit cash US$
at the bank booth facility at the airport along with the customers representative.

• The bank issue deposit slip and encashment certificate, which is sent to Aviation head office
by the relevant Aviation Station.

• The payment is posted in the system through transaction F-02, as follows:

• Debit Interim Account Aviation
• Credit The Relevant Customer Account




STEPS IN MARKETING AVIATION SUPPLY:

• In case of schedule flights, the customer provides us a flight plan, which is forwarded through
email to the relevant Aviation Station for information and execution of supplies accordingly.

• In case of Technical landing flights, the customer place nomination on flight to flight basis,
which based on the stock position is forwarded through email to relevant Aviation Station for information and execution of supplies accordingly.

• After delivery of fuel to an aircraft / bulk supply, the Delivery Receipt is entered in the
SAP system in respective customer code by the Aviation Station.

• Aviation station then dispatches the Delivery Receipts (DR) to CCB department along with
SLS-14A (Sales Batch) document.

• CCB department verifies the details in SAP with the DR and process the bills and forward
the same to Aviation Sales for onward submission to customers.

• The bills are submitted to the customers by Aviation Sales and payment is received as per the
agreed terms with the customer.

BUDGET & Administeration

PROCESSING OF CAPITAL BUDGET:
REGULAR & HSE BUDGET:
1) Work out the requirement of Capital Items at locations/H.O. by taking feed back from Location In charges.
2) Work Out the estimate of the Capital Items and prepare consolidated budget for the department.
3) Obtain approval of the Capital Items from Departmental Head.
4) For HSE related projects, approval from HSE Department should also be obtained.
5) After HOD approval, submit the Capital Budget to Corporate Planning (CP) Department in the prescribed
format provided by CP Department for the MANCOM & BOM approval with proper justification, cost break-up
& feasibility (only if project is FJ).
6) Once the budget is approved by BOM, generate proposal in SAP (T-code: ZCJ20N) and subsequently prepare
ARs in SAP for approval.
7) Process ARs through Procurement Process Automation (PPA) application available in Lotus Notes for
appropriation. Budget estimate/break-up & other related documents should also be attached with AR
as supporting documents.
8) Select approving authorities for appropriation as per LAM.
If Project is related to procurement of item/equipment etc:
9) After appropriation of budget, process the related PRs as mentioned in Section C of Chapter # 1.
If Project is related to Construction Department:
10) If project is related to Construction Department, submit the approved AR to Construction Department, with
an advise to jointly visit the site for understanding of required work, to avoid discrepancy in future.
10) Construction Department will prepare PCCE of the project.
11) After the approval of PCCE by committee prepared by Construction Department, P&S Department float the
tenders after which Service Order will be issued to the technically qualified bidder. Technical Evaluation
to be done by Construction Department.
12) A,M&E Department will also monitor the project during execution of job and coordinate with the
Construction Department for any alteration/modification/deviation in job.

Functions




MARKETING OF BRITISH PETROLEUM TURBO OIL (BPTO)-2380:

• This product is a lubricant, which is sold in a limited quantity.

• The product is imported from abroad from British Petroleum (BP).

• Facilities department of Aviation & Marine raises Purchase Requisition (PR) for the desired
quantity to be imported from abroad based on the stock in hand and anticipated sales volume.

• For further process of PR, please refer Section # C of Chapter 1 of Aviation & Marine Facilities SOP.

• After receipt of the product, the documents are forwarded to Taxes department who calculate
and advise us the applicable duties & taxes.

• After incorporating the duty and tax element, margin is added in the price.

• Price is then maintained in SAP system and advised to the customers accordingly.

Sep-1997 To Nov-2001
As Operation-in-charge of a 210 MW Unit at TPS(THERMAL POWER STATION) Muzaffargarh, my
responsibilities were:

1.Synchronous operation, safe starting and shutdown (forced shutdown) of Boiler,Turbine,Fuel Oil Station, Fuel
Convertor, Cooling Tower Fan, Compressor & its supervision.
2.Monitoring & controlling of various parameters of both equipments/drives for safe operation.
3. Planning & Scheduling of Preventive Maintenance for Equipments for better performance & safe operation
and to improve the reliability of the drives.
4. Handling of Emergency conditions such as Total Power Failure (TPF).
5. Troubleshooting Maintenance of Mechanical Pumps.
6.220V & 26V DC system operation & maintenance.
7.220/33/6.6KV Switchyard operations.


PROFESSIONAL TRAINING UNDERGONE

Thermal Power Plant Oriented

Thermal Power Plant Training Program (210 MW & above) at Power Management Institute (PMI), NTPC, .
Thermal Power Plant Simulator Training (210MW) at MTPS.

A. Planning & Scheduling
• To Plan the internal audit to ensure that each department / activity relating to company's quality
• system is audited at least once a year. He periodically plans and schedules the internal quality
audits to achieve the same. The areas subjected to audits are detailed in the Internal Audit
Plan . Where considered necessary, intermediate audits may be conducted at the discretion of
Chairman.

• To nominate the trained internal auditors have no direct link with the area / activity being audited
to perform audits. Services of an external auditor may be hired for this purpose. For carrying
out an audit, the auditor will use Internal Audit Checklist, which describes the requirements of
relevant part(s) of quality management system to be audited.
• To designate the auditors prepare a Check List before the Audit and submit the original with
observations noted during Audit along with Audit Report as IQAM on the completion of Audit.

Discrepancy Record & Action
• To take the preventive & Corrective action if In case any deficiency is discovered, details are
• entered on NCR and discussed with the person responsible for the concerned area
• Manager/ in-charge who signs the NCR and indicates period required for investigation
• and implementation for corrective actions without inordinate delay IN THE CARPORATE PLANNING


PROVIDE THE SUPPORT IN ENGINEERING STUDIES & DESIGNS FOR THE DEVELOPMENT OF DETAILED ENGINEERING PLANS AND SPECIFICATION OF THE DIFFERENT SYSTEM OF THE PRESCRIBED CODES, STANDARD, AND PRACTICES OF THE VARIOUS REGULATORY BODIES ABND AGENCIESS.
SUPERVISE THE BOILER,TURBINE &AUXILLIARIES OPERATION AS PER PROCEDURES EQUIPMENT
ENSURING THAT ALL PLANS AND SPECIFICATIONS REFLECTOR ADHERE TO

PARCO (PAK ARAB OIL REFINERY MAHMOOD KOT QASBA GUJRAT )PAKISTAN as representative of PSO (PAKISTAN STATE OIL LTD )PAKISTAN w.e.f 2001 TO 2005

• DEPATMENT LIASON WITH OMC (OIL MARKETING COMPANIES) i.e, SHELL PAKISTAN LTD,
PSO(PAKISTAN STATE OIL COMPANY LTD For the sales and marketing development of
the oil products i.e HSD,PMG,LDO,LSFO,JET A-1 etc development of
• To perform a 'follow-up" verification to ensure effective proper corrective / preventive
action in the sales development plans and procedures.
• .To assume the responsibility for determining the course of action to be followed. This may
include a re-evaluation of the procedure / process concerned or disciplinary action, as necessary
In case deficiency is not corrected at the time of the verification audit, the IQAM is informed.
• To maintain record of all audits and corrective actions taken.
To review the Results of internal audits and any corrective actions in the Management Review
• Meetings.


Monitoring and measurement of Process
To monitor (and where applicable measures) its QMS processes in order to demonstrate ability of process to achieve
planned results. This is done by measuring realization processes through inspection and testing.
The other QMS processes are monitored through Internal Quality Audits. Measuring process parameters
defined in the Quality Plans continuously monitors the realization processes.

When a process is not achieving planned results necessary correction and corrective action is taken as per
procedure (Corrective & Preventive Action) to ensure conformity of the product.

Measurement and Monitoring of Product
To measure and monitor the characteristics of services and products at appropriate stages of product (services)
through realization process, in accordance with the quality plans.

The responsibility and actions related to the monitoring and measurement of product (services) including
relevant authority responsible for the release of product (services) is defined in the quality plans and in the
respective work instructions.

The evidence of conformity of product (services) with the acceptance criteria is indicated in the respective inspection
reports.


To identify Product not meeting the stipulated requirements identified . These products / services proceed
further only after assessment and verification as required.