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Work experience

Jan 2012Present

Division Manager

Gulfco - Juma Al Majid Group Company

GULFCO (Juma Al Majid Group Company, UAE)                                             

A) Division Manager – House Hold & Personal Care - Gulfco               Jan 2012 to date

Gulfco is a FMCG Division of M/S Juma Al Majid group, a renowned business house in UAE. Having diverse interest in FMCG, Construction, Education, Electronics, Appliances and Commercial vehicles etc.

Responsible for House Hold & Personal Care (HHPC) Division of Gulfco, comprises of Unilever, UK (TRESemme, VO5 & St Ives) and S C Johnson, USA (Raid, Glade, Pledge, Mr. Muscle, Windex etc).

Key Result Areas

·Responsible for Profit & Loss for House Hold & Personal Care Division,

·Effectively manage a sales team of 54 staff to achieve company objectives,

·Achieve distribution / visibility objectives for the brands & increase market share in respective category,

·Prepare customer business plans (CBP) for the Modern Trade & conduct periodic performance reviews,

·Set monthly / quarterly objectives for the division & analyze the performance,

·Execute annual promotional plan, recommend timely tailor-made promotions / BTL activities

·Continuously identify business development opportunities & add new brands in the portfolio,

·Trade Spend Optimization (TSO)

B) Trade Marketing Manager - Gulfco                                                                May 2009 to Dec 2011

Responsible for the Trade & Marketing activities for Kraft Foods USA, General Mills USA, Nestle Water France, Wrigley’s USA, Cebag Holland, S C Johnson USA, Alberto Culver UK, Douwe Egberts Coffee Holland, Poppins Lebanon, etc.

Handling brands such as Tang, Maxwell House Coffee, Betty Crocker Cake Mix , Perrier Natural Mineral Water, Douwe Egberts Coffee, Coroli, Poppins Cereal Bars, Raid, Glade, Pledge, Windex, Wrigley’s, TRESemme, VO5, St Ives  etc.

Key Achievements

·Increased Sales by 13.00% & profitability by 13.22% in 2011 vs. 10,

·Improved market share for all the leading brands. Market share for the major brands are as - Tang 85%, Wrigley’s 68%, Perrier 42%, Betty Crocker 38%, Dream Whip 80%, Raid 16%, Glade 21% & Pledge 80%.

·Structured Trade & Marketing Department of Gulfco,

·Instrumental in acquisition & integration of Ashraf & Company to Gulfco

C) National Sales Manager – UAE,                                                           Between Jan 2006 till Apr 2009

Career Progression => Field Sales Manager => National Sales Manager

Responsible for Sales & Distribution objectives for Kraft Foods (Tang, Maxwell House Coffee & Dream Whip), Nestle Waters (Perrier, Eau de Perrier & Vittel) & Campbell Soup (Campbell Soup, Prego, V8 Juice).

Key Achievements

·Highest ever volume achievement of Tang (850 MT) in Aug 2008,

·Achieved 12.4 % growth on Tang, 31.3% on Coffee, 7.9% on Dream Whip, 33% on Perrier & 39% on Campbell Soup in 08 vs 07. 

·Successfully launched Maxwell House Selection Coffee, Tang Variants, Eau De Perrier & Campbell Soup,

Feb 2002Jan 2006

Sales Supervisor

IFFCO Group

IFFCO GROUP, UAE

A). Al Ain National Juice & Refreshment Company LLC, UAE – Sales Supervisor, Abu Dhabi -Sep 2003 till Jan 2006

This company is a part of the well-known & reputed IFFCO group of UAE. The group is having various brands viz. Tiffany (Biscuits, Chocolates, Snacks, Juice etc), Ice Creams (Igloo, Quanta & London Dairy), Noor (Oil, Margarine etc), Al Baker (Chapatti, Atta, Parathas etc). Al Ain National Juice does manufacturing & marketing of cakes, juices and milk products under the brand name Tiffany and London Dairy.

Key Result Areas

·Responsible for sales and collection of the Modern & Traditional Trade in Abu Dhabi. Major outlets – Carrefour’s, Spinneys, Abu Dhabi Cooperative Society, EMKE Group, Albert Abela, ADNOC etc,

·Planning & implementation of specific promotions to the different group of outlets,

·Negotiations on trade offers, listings, shelf space, product locations and annual contracts with all the Modern & Traditional Trade outlets,

Key Achievements

·Listing of products in all key accounts in Abu Dhabi,

·Achieved 44 % growth in 2004 & 26 % growth in the year 2005,

·Introduction of products to ADNOC Petrol stations.

B). Unipex Dairy Products Co. Ltd –Sales Coordinator – Feb 2002 to Sep 2003

Job Progression: Appointed as Sales Coordinator => Transferred to Al Ain National Juice & Refreshment Company as Sales Supervisor for Abu Dhabi in Sep 2003.

This company is also a part of IFFCO group of UAE. Unipex is a market leader in UAE for the distribution of Ice creams (Igloo, Quanta & London Dairy) and has its operations expanded to all the gulf countries.  

Key Result Areas

·Generating MIS reports,

·Co-ordination among customers, sales team and the company,

·Devising and implementing companies promotions, trade / consumer Offers,

·Inventory management by focusing on FIFO,

·SKU analysis, reporting to the management about the performance of each SKU,

·Route mapping, devising & allocating to the salesmen.

Feb 2000Feb 2002

Area Business Manager

Ultima Search

Ultima Search, Mumbai,   

Ultima Search is a FMCG division of United Phosphorus Ltd (UPL), Mumbai. UPL is a leading manufacturer of Insecticide & Pesticides. Operating in about 75 countries.

Key Achievements

·Established infrastructure in Kerala, Delhi, UP, Uttranachal, Haryana & Western Maharashtra.

·Appointed 3 CFA (UP, Haryana & Delhi), Super Distributor in Uttranchal, 14 Distributors in Kerala, 35 in UP, 17 in Haryana & 21 in Western Maharashtra. 

May 1998Feb 2002

Senior Executive - Sales

Parrys Confectionery Ltd

Parrys Confectionery Ltd. Chennai

MURUGAPPA GROUP is a large conglomerate having Parrys Confectionery Ltd, EID Parry, Cholamandalam Finance & Tubes Investment etc as a group Company. Parrys Confectionery is the leading manufacturer & marketer of Toffees & Candies. Its famous brands are Coffee Bite, Lacto King, Coconut Punch etc. (Recently Parrys Confectionery have got taken over by Lotte Corporation, Korea).

Key Achievements

·From 8 distributors, it had been increased up to 27. 

·There were 90% growth in FY 98-99 with respect to 97-98. 

Jun 1996May 1998

Assistant Manager Marketing

Lactose India Ltd

Lactose India Ltd. Mumbai,

Lactose India Ltd. is a pioneer in Asia in Lactose manufacturing. It’s a group company of Toshniwal Industries. Joined as a Marketing Executive & were promoted as Assistant Manager Marketing.

Key Achievements

I was actively involved in the launch of Lactose powder to pharmaceutical companies. Skimmed milk products, fractionated milk solids, Sweetened condensed milk & Whey powders to Confectionery manufacturing companies.

Education

B Sc Chemistry Honours

C M Science College
Jun 1994Jun 1996

MBA

Department of Business Administration, Rewa, MP, India

Skills

Microsoft Office

References

Umar Zuberi

Sharath Kalvala

Objective

Seeking a Senior Management role in Sales & Marketing function with a multinational FMCG company to utilize my potentials, experience & knowledge.

Interest

Sales & Marketing Professional with over 15 years of comprehensive experience in developing and implementing strategic sales & business development plans of leading companies. Strategic planner, skilled at both short and long term goal setting. Recognized as a top performer, consistently achieving company goals. Strong business acumen with the ability to execute a wide range of sales & marketing strategies, establish market presence, increase revenues and profitability. 

Certifications

Training Programmes

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