PROFILE • Experienced senior executive with proven success in business start-ups, re-structuring, change management and leading corporations to sustainable profitability. • Expertise in strategic planning, operations management, sales, distribution, brand / trade marketing management, and organizational development. • Track record of improving top and bottom line through team centered management, leadership, people development, and effective communication skills. • A true leader, who is not afraid to tackle difficult tasks and build an organization from ground up with an Enterprise Culture and a shared vision. • Hard working, detailed-oriented professional with a common-sense approach to problem solving.
Nov 2007 - Present
Chief Executive Officer
Lead management and strategic marketing consultant of leading clients in Pakistan. As the founder, the business model is geared up to provide consulting, outsourcing and technological services through focused operations and alliance partnerships. Achievements: - Complete re-structuring of National Tobacco from business analysis and model to resource alignment and controls, brand and trade marketing planning being a key success element. - Executive placement services to leading organizations from ascertaining job requirements to actual match making and successful negotiations.
Apr 2006 - Oct 2007
Chief Operating Officer
Equinox Mktg Ltd. (A member of Pan Asian Group, Pakistan).
Responsibilities include alignment of existing business to represent 15 Global Multinationals in Telecom, Energy and Transport segments with a turnover of over US $15 Mill per annum and new organizational set-up of E Biz Company to enter Value Added Services of the Telecom Sector. Achievements: - Laid the ground work to win US $120 Mill worth of railway contract representing Bombardier & commenced relationship with Emerson for successful business development. - Business Road Map defined for E-Biz and Strategic Road Map (2007-9) developed for Equinox to provide total customer solution for Energy, Telecom and Transport Segments with 5 Profit Centers and an independent Services SBU. - Maintained Corporate Relationships in respective Ministries, Planning Commission and Embassies to tap the potential of Public Sector Projects and arrange subsequent funding. - Conducted Employee Satisfaction Survey to improve Employee Job Satisfaction and Organizational Capability re-structuring based on Key Account and Channel Management. Chief Executive Officer, Kawther Grain Ltd, Pakistan (A member of Veetee Group, UK). Managing a team of 100 with complete functional responsibilities and delivery of P&L and Balance Sheet KPIs. The job entailed restructuring to set-up the future direction of business from a Rice Manufacturing Concern to a Foods (Manufacturing & Marketing) Company. The current business managed export of rice to Europe & Middle-East with US $6.5 Mill turnover per annum. Achievements: - Business Plan development and submission to the board with organizational re-structuring and induction of professional management and consultants. - Introduction and implementation of SOP to achieve Operational Excellence. - Placement of Key Management Processes to monitor and improve Business Operations. - Salary Surveys & HRM Model to improve People Productivity and introduction of Management Standing Instructions.
Aug 2004 - Oct 2005
General Sales Manager
Unilever Pakistan Limited
Leading a team of 143 members with 6 direct reports, the position held delivery of US $ 150 Mill turnover representing 75% of the national contribution. The business objectives included gain and re-gain market share through 15 brands and 165 SKUs in 8 categories. The biggest challenge set forth and successfully delivered was to bring about a “Cultural Change”; the way people think and operate. As a result, openness was promoted to Win People’s Heart through shared business plans, collective feedback sessions, team building measures and empowerment at area level. Achievements: - Turn around of Detergents and Beverages categories at 3% and 2% YTD growth after having declined by 5% and 8% in 2004 respectively. Personal Products category continued to show robust growth at 22% compared to 14% in 2004. - DCB Allocation of US $50,000 in Q1-2005 rising up to US $116,000 in Q3-2005. - Revival of Strategy into Action Process in-line with Regional Strategy Road Map 2005-7. - Strategic Build-up of distribution network based on PP Matrix & DBP. - Resource Committee Formation and improved focus on SH&E with Zero Accident Rate.
May 2002 - Feb 2004
Marketing Manager – Uniqema (Chemicals Business), Pakistan.
ICI Pakistan Limited, Pakistan (A member of ICI Plc, U.K.)
As the Head of Sales & Marketing, Pakistan, reporting functionally to General Manager, Chemicals and operationally to respective Global SBU Managers, responsibilities included; development and execution of strategies in-line with local market needs & alignment with global strategic direction, delivery of bottom line & compliance with SSH&E / ISO standards. As part of the business growth plan, three SBUs, Performance Technology (PT), Personal Care (PC), and Lubricants (Lubes) were prioritized to improve focus, PT being the core business. Product Portfolio / Pricing of the Textiles segment re-defined to foster robust growth & distribution strategy implemented to improve customer focus, reduce order lead time and improve working capital by switching from “Direct Distribution” to “Distributor Based Operations”. The adhesive segment re-positioned to offer various products for specific market segments. In view of the aggressive business growth plans, the organizational capability was re-structured to increase the HR strength from 26 to 34. Achievements: - Winner, CEO’s Special Performance Bonus – 2002. - 14% GM Growth in 2002 and accepted the challenge of maintaining the level while absorbing additional distributor margins of 14%. - Working Capital Reduction (Rs. 178m-Rs. 71m), 100% secured debt. - Coordinating development and implementation of SAP. - Member, CCG (Commercial Career Group) & Job Evaluator, Hay Methodology.
1991 - 1994
Concentration: Marketing. GPA – 3.66 (Scale of 4.00) Projects: Final (Thesis): A Marketing Strategy for an Asian Satellite Television in U.K. (A). Others: Three working papers duly written and presented to MBA presentation group. - Imperial Cancer Research Found. (B+) - Satchi & Satchi Advertising worldwide. (A-) - Kodak Limited, UK. (A)