Muhammad Waqar Mobile: +92 302 8292274mailto: waq121@gmail.com

SUMMARY

Sales / Marketing with a passion to grow having Sales and Sales Operations expertise. Extremely focused with clear understanding of Customer, Channel and Shopper. DNA includes Flexibility, team building, leadership and a good business sense. Skilled in developing distribution infrastructure, customer management and selling essentials. Proactive and ready to accept challenges to deliver profitable growth.

BUSINESS EXPERIENCE

Unilever Pakistan Limited, Islamabad Apr- 15 Todate Islamabad RegionDec 07- To Mar-15 (Multan, Faisalabad, Lahore)

Regional Sales Operations Manager Islamabad & Afghanistan

Distribution of Entire UPL / UPFL Portfolio. In total 32 brands in 8 categories. Develop and implement Trade Activation Plans to achieve the volumes and

counter the competition moves in the market. To act as officiating Regional Manager in his absence on Leave or long absence

due to any other reason Quality of Distribution (Entire FCS, IQ) Direct coverage versus universe, Customer Profitability through ROI analysis. Training and Development of reportees, Safety (Safety coordinator of Region) Resource allocation / movement on ground. Regions expenses / spends. Implementation of customized distribution models as per need basis. Devising and implementing right distribution / coverage strategies based Retail

Audit and ULTRA data. Responsible of the entire sales related Data of the Region (ULTRA). Recommendation of Hiring / Termination of customers. Rationalization of territories based on effectiveness of relevant customers. Agreement on all the components of Joint Business Planning with customers

On ground implementation of all DT related projects.

Physical Channels Implementation / Implementation of channels strategy, Implementation of Category Strategies from Trade Marketing Driving MBBS agenda. Development and implementation of different RTM strategies for Region.

Selected for Unilever’s ‘Front Runner’ programme on the basis of performance.

Selected for ‘Leading with Impact for Unilever’ a 5 day residential course at LUMS,.

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Unilever Pakistan Limited, DG Khan May 05-Nov 07

Area Sales Manager

Responsible to manage 26 towns and 28 distributors. Managed a team of 5 Territory Managers and 87 DSRs. Achieved Primary and secondary sales targets during the assignment through daily monitoring Responsible to split quarter targets to territories as per historical contribution and potential

of SKUs, days, weeks and months keeping in view section potential and activity plan. Developed and implemented Distributor Business Plans. Responsible to have a close eye on competition and market changes and to formulate local

activities to counter any competition move. Developed local promotions and implemented successfully through the team Implemented the Channel and customer plans according to brand plans Conducted various training sessions for DSRs and TMs for team skill development. Appointed / changed the distributor to achieve maximum business potential in the areaReceived various awards including Best Area Manger- on Target achievement, Business growth and other business KPIs.

Unilever Pakistan Limited, Bahawalpur-Multan-Lahore Mar 2000-April-05Territory Manager

Achieved all business targets through close monitoring of stocks and competition Implemented all company operating procedure in line with the region Successfully launched and implemented ULTRA. (Unilever Trade Resource Automation). Developed rural markets through regular visits and analysis Captured markets through implementation of brand vision at outlet level Distributor handling played key role in the success

Colby International Jun-1997 – Feb 2000Shipping & Merchandizing AssistantWorked as Shipping and Merchandizing Assistant with Colby International, Lahore. (Textile Buying House)

Business Computing Intl Aug-1994 – May 1997Sales Officer

Worked as Sales Officer with Business Computing International, Lahore. (Dealers for IBM and Apple Computers)

EDUCATION

MBA – Al-Hajvery University, Lahore, Pakistan. Received Honor Roll Award. 1996B.Com, Punjab College of Commerce, Lahore, Pakistan‘Leading with Impact for Unilever’ a 5 day residential course at Lahore University of Management Sciences, Lahore.Short Courses

- Total Quality Management - Time and priority Management.

- Effective communication skills - Delegation Basics- 6x9 Sales Training Workshop. - Train the Trainer

- Effective Oral Presentation Skills. (British Council) - Structural Selling.- Team Up & Grow. - 7 Habits of highly effective people- Essentials of Territory and Outlet Management. - Essential Negotiation Skills.

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