resume
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RESUME
Star performer FMCG & Telecom sales & distribution expert with 14 years practical experience & now
working as Business Head - North (managing business of global food & non-food brands), known for
breakthrough results & record achievements in the world’s top-tier companies. Previously, I was working as
Regional Sales Manager & Manager Channel Development in world’s largest telecom operator. I did MBA
(Marketing), Masters (Economics), Diploma IT, Several National & International Training Courses.
Dec/2016 – Present Group Multiple http://groupmultiple.com/new/about/overview.html
Business Head – North * Responsible for overall management of all strategic goals to achieve company commercial objectives.
* Managing sales & distribution of global food & non-food, household, hospitality & licensed luxury brands in north regions. * Leading a diverse sales team, managing multiple sales channels, modern trade & vast distribution network in the regions. * Responsible for revenue generation through new business development & key accounts management.
* Responsible for hiring, training/coaching, monitoring & evaluating performance of all sales team & channel partners.
* Monitor market Intelligence within the industry for market development, new projects & competitive activities.
* Understanding the value drivers of business & identifying profitable business opportunities.
* Responsible for regional budget utilization, CB management, sales volume & overall business efficiency.
* Responsible for hiring, training, coaching & overall performance evaluation of entire sales & distribution team.
* Responsible for overall business planning & execution to achieve company strategic objectives.
* Responsible to organize & coordinate operations ensuring maximum productivity & to adherence of company COC/SOP.
* Maintain excellent relationships with all business partners, vendors, suppliers and business enablers.
* Developing existing & new channel partners i.e. distributors, dealers, retailers, mega stores, super markets etc.
Nov/2015 – May/2016 ZONG (China Mobile Pakistan) - World’s Largest Telecom Operator.
Manager Terminal Channel Development (Sales & Distribution / Commercial Division) * Developed & Managed Multiple Sales Channels i.e. Franchises, Distributors, Dealers, Retailers & Alternate Sales Channels.
* Managed national & multinational distributors & develop company Mobile Broadband & Handsets sales / business.
* Successfully launched new sales channels of MBB Distributor/Franchises in various 3G/4G coverage areas of ZONG.
* Planned & lead all aspects of company Terminal Sales & Channel Development policies, objectives and initiatives.
* Improved 3G/4G devices penetration ratio and increased terminals revenue contribution in total revenue of ZONG.
* Synergized with regional teams and internal sales channels for efficient execution of various terminal business activities.
* Launched collaborations with different handset manufacturers and distributors to attract 3G/4G High ARPU customers.
* Achieved assigned targets for profitable sales volume & strategic objectives by developing & managing channel partners.
* Managed channel compliance by fostering excellent communication & through strict adherence of company SOPs/policies.
* Set channel targets, ensured active timely support to sales team & channel partners to achieve their set targets /KPIs.
www.zong.com.pk * Devised KPIs setting for channel partners & close coordination with sales team with strong monitoring & follow-ups.
* Devised commission structure for all sales channel as per industry norms & standards to get a win win situation.
* End to end responsible for Franchise/Distributor induction and Warnings/Terminations against performance and SOP.
Mar/2015 - Nov/2015, ZONG (China Mobile Pakistan) - World’s Largest Telecom Operator.
Regional Manager Terminal Sales For Central Regions (LHR/FSD/MLT/GUJ/SHL) - S&D
* Launched & Managed Mobile Broadband & Terminal Business In All Central Regions (LHR/FSD/MUL/GUJ/SHL).
* Managed National Distributor for selling Mobile Broadband Products & Handsets (Wingle/Dongle/WiFi).
* Developed & Managed Conventional GSM Franchises/Alternate Channel/CSCs/Corporate & Distributors for MBB business.
* Developed distributor & their sales team, training & motivation, sales monitoring, performance management & analysis.
Nov/2008 - Feb/2015 ZONG (China Mobile Pakistan) - World’s Largest Telecom Operator.
Regional Manager Sales & Distribution (Sales & Distribution / Commercial Division) * Efficiently managed diverse sales team of ASMs, BDOs, TVM, TSO, SC, DE & chain of Franchises/Distributors in my region.
* Managed the entire Sales & Distribution function with best planning and efficient exceptional capabilities.
* Ensured 100% achievement of all the KPIs, KCIs & KHIs at each ASM, BDO, TVM & Franchise & Distributor level.
* Analyzed Channel Partners Performance in terms of Target Vs Achievement and Revenue Growth on regular basis.
* Achieved all the KPIs of Gross Add, MNP, Net Addition, Recharge Issuance & Loading, VAS, BLB, GN, HS, and Channel etc.
* Managed regular supply of ZONG products & services at 13,000+ active retailers in my region with smooth penetration.
* Liaising closely with other departments i.e. Marketing, Engineering, Admin, Finance, Legal, IT and Human Resources.
* Directly involved in selection, supervision, monitoring & evaluation of team & business partners (Franchises/Distributors).
* Directly decided for new head account, hiring/firing, transfers, appraisals of company permanent/contractual staff.
* Planned, designed and executed various Local Sales/Trade Promos to achieve desired company & franchises KPIs/KHIs.
Mr. Faisal Rafiq Cheema
House # 250, Street # 8, Farooq Colony, Sargodha (Punjab - Pakistan).
Contact # 03132208000 & 03458606660
Email: [email protected] & [email protected] My LinkedIn Profile:https://www.linkedin.com/in/faisalcheema
PROFILE
EXPERIENCE
Feb/2008 - Nov/2008 Total Oil Pakistan - Leading Multinational Oil & Gas Company.
Area Manager (Sales & Marketing Division – Central Region) * Managed diverse team of Sales Engineers, Sales Executives and Sales Officers in SGD Division.
* Established a vast network of Dealers/Distributors in all the cities/towns in Sargodha Division. * Launched state of the art lubricant facility to enhance sales & brand image of the company. * Developed strong customer base and channel partners to meet all sales forecasts & budgets.
* Successfully aligned the number of distributors in area by strategic consolidation of markets. * Proved a strong point of contact for dealers, distributors and customers for smooth business.
www.totallube.com.pk * Conducted trade meeting and events along with dealers/distributors for customer awareness. * Frequently visited dealers, industrial clients & fleet customers to ensure best sales & services. * Aggressively launched new products/brands of the company in my whole area with distinction.
Apr/2005 - Feb/2008 Telenor Pakistan - Leading Multinational Telecom Operator.
Territory Sales Supervisor (Sales & Distribution Department - Commercial Division) * Successfully launched Telenor franchises in Central-I (LHR) and Central-II (FSD) regions. * Established a chain of 16 franchises with model distributions in four districts of SGD Division.
* Implemented highest standards of availability & visibility at vast retail channel & franchises. * Effectively managed franchise channel and maximized sales volume in the assigned territory.
* Continuously increased the active number of retail outlets in the region for revenue growth.
* Ensured franchise staff for Product knowledge, Systems, Routines, Procedures & soft skills. * Supervised team of franchises & their S&D Mgrs, RSOs, CR Mgrs, CROs and Merchandisers.
www.Telenor.com.pk * Managed new launches, organized retail conventions and other trade events in whole area. * Supervised market survey & retail sales study conducted by ACNielsen for Telenor Pakistan.
* Designed & executed various sales promotions for in-house sales & at retail in the market.
Apr/2002 - Apr/2005 Nestle Pakistan - World’s Largest Food & Beverages Company.
Territory Incharge (Sales & Marketing Division) * Managed Territory Sales & Distribution Channel with tangible achievements & record sales.
* Developed & managed chain of 16 Model Distribution Setups in various cities/towns of my area.
* Identified, selected and developed new distributions with area and category development.
* Appointed, trained, supervised & motivated distributors with recruitment of their sales team.
* Planned and executed various sales promotional activities, town storming and other events.
* Visited markets with selling, merchandising, launching and re-launching the target products.
www.nestle.pk * Ensured product availability and visibility with penetration and implemented all the SCOs.
* Conducted Market Surveys/Retail Sales Study/Market Potential Analysis & explored markets.
Feb/2001 - Apr/2002 Federal Bureau Of Statistics - Government of Pakistan.
Statistical Assistant (Federal Bureau Of Statistics, Government Of Pakistan) * Reported to the Chief Statistical Officer, Federal Bureau of Statistics, Government of Pakistan.
* Actively worked for “The Economic Census Of Pakistan – 2000” with extensive field visits.
* Managed the analysis of data to identify key economic issues/problems and opportunities.
* Conducted data enumeration, data checking, data validation & data preparing final reports.
www.ead.gov.pk * Thoroughly studied urban as well as rural economic conditions of the people living there.
JAN/2013 Commonwealth Of Learning, Canada - (Facilitated By A.I.O.U., Pakistan).
MBA MARKETING MBA (COMMONWEALTH OF LEARNING) – TWO YEARS PROGRAMME – (1ST DIVISION) Subjects Quantities Techniques (QT), Marketing Management, Accounting & Finance, Economic Environment O f Business, Managing Human Resources (HRM),
Managing Information System (MIS), Operations Management, Management & Organization, Research Methodology For Management Decisions, Total Quality Management (TQM), www.col.aiou.edu.pk E-Commerce, Managerial Economics, Strategic Management & International Marketing & Project.
MASTERS JUL/2000 University Of The Punjab, Lahore. Pakistan. ECONOMICS TWO YEARS PROGRAMME Subjects: Majors in Micro Economics, Macro Economics, Statistics, Analysis, Planning, Development, www.pu.edu.pk Econometrics, Mathematics (Basic and Advance), Economic Values Of Pakistan.
C-PGD-B MAR/2009 Commonwealth Of Learning, Canada (Facilitated By A.I.O.U., Pakistan).
BUSINESS ADMINISTRATION Commonwealth Postgraduate Diploma In Business Administration– (1st Division)
DED/1997 University Of The Punjab, Lahore. Pakistan. GRADUATION TWO YEARS PROGRAMME – (1ST DIVISION) Subjects: Majors in Statistics, Economics.
SEP/2001 Punjab Board of Technical Education, Lahore. Pakistan. DIPLOMA (IT) SIX MONTHS DIPLOMA IN INFORMATION – (1ST DIVISION) Subjects: Business Applications (Word, Excel, P-Point), Operating Systems (Windows, Dos, Linux),
EDUCATION
International Visits/Exposure (Thailand/Singapore/UAE/China)
Seles & Distribution Management
Business Planning, Strategy & Execution
Business Communication & Negotiation
Interpersonal Savvy & Customer Focus
Team Building & People Development
Leadership &Performance Optimization
Decision Making & Problem Solving
Computer/Loptop &Business Analysis
IT & Mind Maps / Budgeting &Forecasting
Franchises& Distributors Management
Business Restructuring & Transformation
Emotional Stability & Crisis Management
Time & Stress Management / Coordination
Brain Storming &Business Coordination
Conflict Management & Emotional Stability
Prioritizing, Organizing & Multi-Tasking
Customer Handling & Relation Building
Event Management & Meeting Deadlines
Sales Channels& New Business Development
Self-Motivation& Motivating Others
Emotional Stability & Crisis Management
Analytical & Comparative Thinking
Presentations & Reports Writing
Positivity, Creativity&Innovation
Thinking Out Of The Box For Solutions
Hiring, Training& Development Of Team
Delegation, Inspiration & Teamwork
Trade Marketing & Merchandising Skills
Direct & Indirect Sales Management
Process Re-Engineering & Improvement
S K I L L
S
Regional Manager Sales & Distribution
ZONG (CMPak)
Pakistan Markets Work Experience
I achieved HP (High Succeed Performance) In Mid-Year 2015 & Achieved “Champion Of The Month” award Jul/2015.
CMPak Management selected me for two weeks International Training at CMCC in Beijing, China in 2013.
The CEO & CCO CMPak (Zong) awarded me “Best RSM Award” in Annual Business Conference 2012.
As RSM I stood 1st Nationwide among all the 24 RSMs in CMPak for achieving all KPIs/KCIs/KHIs in 2012.
The CEO CMPak (Zong) Mr. Fan Yun Jun awarded me “Performance Appreciation Letter” 2012.
The CCO (Chief Commercial Officer) & Regional Director awarded me “Performance Recognition Award” 2013.
My Chinese Regional Director Mr. Gu Bin awarded me “Champion Of The Month Award” December/2013.
In CMPak (Zong) I was rated HP (High Succeed Performer) in 2011 & EP (Exceed Performer) in Mid-Year 2013.
Awarded “Best Performance Award” from my Regional Director on highest achievements in Mera Gaon Launch.
Achieved “1st Position” in nationwide competition of “JEET KA JOSH” & won SAMSUNG 40” LED in April 2013.
I was repeatedly nominated as “BEST Regional Sales Manager” for getting highest business growth in ZONG 2009.
My all 3 ASMs achieved “TOP 3 POSITIONs” among 64 ASMs of ZONG in Mid Year Performance 2012.
Achieved all assigned targets being “Acting Regional Director” of Central-II Region in absence of my Regional Director.
We won 1st Prize in December Staff Promo 2013 & received a SAMSUNG 40” LED by my Regional Director Mr. Gu Bin.
Established a vast network of Distributors & Sub Distributors in various cities and outstations in Sargodha Division.
Surpassed annual sales targets with consistent growth in all the business segments & developed all the franchises areas.
Launched ZONG Products and Services successfully both in the Central-II (FSD) and Central-III (Multan) Regions.
Achieved my annual Targets of Activations/Recharge/Loading/VAS/MNP/GN/TP (BLB) & Retail Expansion every year.
Successfully launched & re-Launched ZONG LBC (Location Based Charging) in various cities of FSD & Multan Regions.
Developed team of ASMs/BDOs/TVM/TSO/MOs/Franchise Staff i.e. S&D Managers/RSOs/WIC Managers/CSRs/DSOs.
Developed all regional sales team to prove exemplary team work that really paid in achieving a speedy business growth.
Personally developed several GSM Franchises/E-Cat Franchises/Topshops/Miniload/S-Cards/VAS/GN/TP outlets.
Developed and managed a vast franchise network to achieve the desired business growth in all business areas/segments.
I personally designed & executed several Local Sales Promos to motivate the channel partners and customers of ZONG.
Won International Trip by achieving “1st Position Nationwide” in Sales Competition in Telenor 2006.
Mr. Sigvart Voss Erikson, VP Telenor Marketing recognized my efforts and achievements during his visit in my area.
Won 2nd Position in my region and 4th Position among Top 10 Best Sales Performers Nationwide in Telenor 2006.
I was rated as “Best Performer” among all regional team by getting 6/6 marks in TDP Appraisal in years 2006/07.
Achieved the annual targets i.e. 120% in 2005 (Gujranwala) and 123% in 2006 (Sargodha) with remarkable sales growth.
In Sargodha we surpassed Faisalabad/Multan/Gujranwala/Sialkot in many KPIs like Activations/Recharge in Jan 2007.
Launched Telenor Franchises in LHR Region (Gujranwala) and developed chain of Model Franchises/Distributions.
Launched 16 Telenor Franchises in Faisalabad Region (Sargodha) and established their Model Distribution Setups.
I was selected as the “Survey Champion” (FSD Region) for Retail Census done in coordination with ACNielsen in 2007.
Achieved 600,000+ new subscribers and average monthly recharge of Rs.200+ million in 2007 that started from scratch.
Managed region covering 15,000+ conventional and non-conventional outlets with high level of availability and visibility.
Ensured high standards of availability and visibility in the retail market, our retail penetration was the key to all success.
Developed a strong network of Lubricant Distributors, Sub Distributors & Dealers to promote sales in my area.
Developed & implemented best sales and marketing strategies to promote sales and brand image in all of my areas.
Organized several retail conventions & trade events. Moreover I conducted interviews and trainings for the sales force.
Designed and launched various sales promotions for in-house & retail channel to increase company sales in my area.
Conducted trade meetings, organized events for mechanics, fleet customers & dealers/distributors for brands awareness.
Initiated various direct sales activities in the market for close interaction with customers at the right place & at right time.
Initiated several out of the box initiatives that inspired my management & resulted to develop overall company business.
Won “Landmark Crossed Award” 2003 & “Exceptional Performance Certificate” in Nestle Pakistan 2005.
Received numerous 200+ Appreciation/Recognition Emails by senior management of Nestle / Total / Telenor / Zong.
CAREER ACCOMPLISHMENTS