Mukkaram Naushahi
Profile URL Available.
National Sales Development Manager
Packages Ltd
EMBA
UMT - University of Management and Technology
Summary
I am marketing and Sales Specialist with strong Experience working in the FMCG Sector. I have a Successful Track record of Leading and Managing both marketing and Sale Team that Contributed to achievement of business Objectives.
I am skilled in handling multiple challenges and excellence, and believe in developing constructive and cooperative working relationships and maintaining them over time.
My strength is my leadership style and leads the team in good manner and style providing them the Solutions for the achievements.
I am enjoying my career as National Business/Sales Development Manager at Packages Ltd of Pakistan which is one of the Paper manufacturers in Pakistan.
I am confident of doing well in my life through dedication and commitment to hard work.
SPECIALTIES
Sales & Trade marketing of Industrial as well as FMCG product
Experience
National Sales Development Manager - Packages Ltd
2017 - 2018
- Ensure consistent Improvement and development in selected areas
- Ensure numeric Expansion plan within the time frame
- More effectively utilization of resources and budget for the Business development of the areas
- Develop and monitor monthly target of the new developed towns and areas
- Ensure to make Activity plans of Rural and Urban areas for the Business development
- Make sure that Infrastructural /operational resources must properly utilized for the Development
- Ensure maximum output in a minimum budget and resources
- Developed cost effective RTM for deep penetration of packages Portfolio.
- Key Liaison between Marketing and sales to get better result by implementing Strategies
Trade and Marketing Professional(RSM Lahore Metro) - Fauji Foods
2014 - 2016
- Ensure consistency at sales Level/target achievement by value and volume. Develop and update sales Monitoring system.
- Ensure business development and expansion plan at National level. Monitoring Trade activities and Marketing Business Plans.
- Ensure 100% Revenue Generation Nationally at Distribution level.
- Closely Liaison with Supply Chain Finance marketing and HR Department. Manage and ensure 100% utilization of TTS nationally at all distributors. Develop and monitor monthly/quarterly targets for all areas.
- Ensure timely communication of targets and incentive plans at all relevant levels.
- Manage National sales team: Recruitment, optimum human resource utilization and people development. Provide strategic inputs for marketing plans.
- Develop efficient route planning for dispatches to distribution level.
- Build strong and mutually beneficial relationships with (direct & outstations distributors). Drive distribution network and infrastructure.
Achievements:
- Successfully Launched Dostea tea whitener in ecolean
- Successfully Launched Nurpur all Purpose Milk
- Successfully deployed Strong Distributors setup and Infrastructure
- Successfully implement order booking model from one of the distributor for Pilot Project.
Zonal Sales Promotion Manager - Nestle Pakistan
2010 - 2013
- Develop and implement monthly, quarterly and annual trade marketing plans. Managing trade marketing staff i.e. both company and contractual of zone.
- Planning of events like town storming fairs in all metro & non-metro regions, road shows and concerts that are being sponsored. Planning of up-coming launches and their successful execution
- Planning and directing sampling activities of the zone.
- Ensure proper implementation of merchandising objectives in all regions. Monitor all outdoor sites.
- Develop & manage sales promotional budgets for the Zone.
- Ensure proper stock management of POP material (POP handling & control procedures) through allocation within the Zone. Manage regional sales promotional warehouses.
- Regular coordination with brand and channel managers for effective planning and executions of all promotional activities of zone. Manage Company assets e.g. (Demo vans, Sampling Booths, Vending machines, chillers).
- Coordinate with sales department of all regions for timely sales promotion activities. Provide regular market feedback to sales management.
- Coordinate with brand groups for communication of expenses and stock incurred during activities. Coordinate with consumer services department effectively conducting shows within the region.
Achievements
- Successful launch of Nescafe “3 in 1”in all regions of the zone.
- Fantastic launch of MAGGI UMDA MAZA, FRUITA VITALS, NESFRUTA and FLAVORED MILKPAK in all regions of Centre Zone. Successful international and national market visits of SBU’s and Top management.
- Successful national and international audits of all Trade marketing budgets and activities. Effective planning and execution of MILO Tri-cycle Project in Lahore Region.
- Effective POP deployment and purchasing best spots for most effective recall for priority brands.
- Developed conce
Regional Sales Manager - Nestle Pakistan
2008 - 2010
- Ensure consistency in sales / RIG target achievement.
- Understand ICCC concept and make decisions based on contribution statements. Ensure effective TTS management/FOE/market return controls.
- Develop and monitor monthly/quarterly targets for all areas.
- Ensure timely communication of targets and category plans at all relevant levels. Manage customer outstanding through ensuring timely collections.
- Build strong and mutually beneficial relationships with (handling, direct & sub-distributors).
- Manage regional sales team: Recruitment, optimum human resource utilization and people development
- Drive distribution network and infrastructure. Develop and implement regional business plans. Provide strategic inputs for marketing plans.
- Practice and ensure implementation of Company's management & leadership principles.
- Ensure proper Implementation Company's Quality System: warehousing, market hygiene, tractability. Administration and maintenance of regional offices.
- Training and up-gradation of infrastructure at sub-distributor level.
- Develop efficient route planning for dispatches to sub-distributors through handling distributors. Coordinate with consumer services department effectively conducting shows within the region.
Achievements
- Doubled sales turnover of Quetta in period of 2 years i.e. OG of 91% and VG of 68%.
- Re-alignment of Region to improve service level to trade and bringing warehouses closer to the markets. Upgrade 5 distributors in “Tier A” category.
- Increased overall distribution infrastructure by more than 25%. Developed 37 new towns & markets for direct availability.
- improve portfolio mix i.e. contribution of powder products was increased by 15%.
- induction of new merchandisers for town storming, effective POP deployment and overall visibility.
Rural Sales Development Manager - Nestle Pakistan
2007 - 2008
- Managing team of more than 100 employees reporting throughout the zone. Development of new towns/small areas of Zones.
- Appointment of new distributors.
- Development of cost effective RTM for deep penetration of Nestle Portfolio. Developing distribution infrastructure across the Zone.
- Coordination with Brand & Trade Marketing Teams for focused ATL & BTL activities. Coordination with RSMs & ASMs regarding overall growth of targeted areas of the zone. Planning of all sales promotion activities.
- Managing of all consumers’ activation shows.
Achievements
- Development of 43 new towns of the Punjab. Appointment of 7 new distributors.
- Contribution of PPP was increased by 11.2% to total sales.
- Managing ROI of new distributors and developed operations to make them viable in long-run.
Sales Development Manager - Nestle Pakistan
2003 - 2007
- Key liaison between marketing and sales, in order to ensure proper implementation of brand and sales plans at Point of Purchase. Develop annual, quarterly, Monthly Sales Promotion Plans Nationally.
- Coordinate National Town Storming including managing the events and rate negotiations with third party suppliers. Budget planning for national sales promotion activities including National Town Storming
- Ensure proper implementation of POP control procedures.
- Coordinate with brand groups/regions for POP Planning and execution of merchandising activities.
- Coordinate with Zonal sales promotion teams for sales promotional Activities Report and Market Feed Back Form.
- Conduct rate negotiations with POP services suppliers.
- Manage contracts and headcounts planning of contractual merchandising staff.
Achievements
- Concept of merchandising cycle for multiple categories was developed for the first time.
- Channels-wise plans were developed for all brands for efficient placement and focus on the right place and right channels.
- Developed new SOP’s for trade assets management and controls.
- Contracting with new parties POP suppliers for cost efficient and better POP material.
- Salary system of the merchandisers was revised.
- Performance appraisal forms were developed for categorizing and rewarding good performers.
Sales Promotion Manager - Nestle Pakistan
2003 - 2003
- Develop and implement monthly, quarterly and annual sales promotion plan. Manage sales promotion team and contractual staff.
- Manage sampling activities at retail households and during events. Monitor all outdoor sites in the Zone.
- Develop & manage sales promotional budgets for the Zone.
- Ensure proper stock management of POP material (POP handling & control procedures) through allocation within the Zone. Develop & forward sales promotional Activities Report and Market Feedback Form to Sales Development Manager.
- Manage Company assets e.g. (Demo vans Sampling Booths, Vending machines, chillers) Coordinate with others sales departments for sales promotion activities.
- Coordinate with brand groups for communication of expenses and stock incurred during activities
Achievement
- Successfully held retail census of Lahore Region through merchandising teams.
- Demarcation of area and route plans for each merchandiser was developed.
- Teams were developed for different channels on the basis of sales and volume contribution.
- Placement of 2400 chillers at right channels for better penetration of chilled products and juices.
Area Sales Manager - Nestle Pakistan
2000 - 2002
- Managing sales turnover with targeted RIG and OG.
- Ensure consistency in both primary and secondary sales.
- Effective planning for minimizing DPA.
- Coordinate with Sales Promotion department regarding activities in growing areas. Ensure effective TTS management and market return controls.
- Develop and monitor monthly/quarterly targets for all territories.
- Build strong and mutually beneficial relationships with distributors.
- Drive distribution network and infrastructure.
- Develop and implement Area business plans.
- Ensure proper implementation of Company's Quality System, warehousing, market hygiene and traceability. Ensure effective management of company assets e.g. chillers, POP material.
Training and development of subordinates.
Achievements
- Systems were developed for operational and functional areas for long-term growth and consistent performance.
- Channels like Good retail, Large Groceries, Key Accounts, and Petromarts, Whole sale, Pharmacy and small stores were categorized and new infrastructure was inducted for dedicated services.
- 18% growth in numeric availability of Milk Pak.
- ROI of the distributors were improved comparatively to the last years.
Area Sales Executive - Nestle Pakistan
1997 - 1999
- Managing both liquid & powder distributors of my assigned area.
- Ensure targeted sales and distributors consistent performance.
- Managing distributors’ secondary sales and cash management for invoicing.
- Developed Effective RTM for retail channel and reduce dependence on wholesales.
- Ensure that all distributors should follow company practices like GWP religiously. Ensure timely market rotations to control AMR against FMR.
- Develop and monitor monthly targets for all territories.
- Build strong and mutually beneficial relationships with distributors.
- Implementation of area business plans with effective coordination with RSM.
Achievements
- Dependency on wholesales channels was reduced by 60% through effective penetration.
- Lowest trades spend utilization by effective planning and monitoring of trade offers for all channels.
- Powder portfolio availability was improved in all channels especially of small stores where 4500 new shops were enlisted and made productive through regular services
Area Sales Superviser - Nestle Pakistan
1992 - 1996
- Developed more than 50% of areas/territories of Lahore City for efficient services and controls.
- Ensure timely sales and supplies in all territories.
- Daily routing of multiple markets to ensure availability and visibility.
- Ensure effective control of Transit loss and market returns/hygiene through FMR.
- Ensure optimum stock level and timely order generation at distribution.
- Build strong and mutually beneficial relationships with customers/partners.
Achievements
- Develop forecast and targets splits territory wise. Identifying hotspots for Shop Branding.
- Ensure GWP at my distributions.
- Effective coordination with multiple departments to make upcoming launches successful.
- Merchandising routes were developed by coordination with sales promotion department for effective deployment and servicing of all trade assets.
- Markets like Shahdra, Minar-e-Pakistan, Railway station & Wall city were developed through efficient service levels.
Honours And Awards
June 2013 : Nestle Coffee Merchandising Trophy winner Center Zone
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