Sohaib Zahid Email and Phone Number

• Analyzing internal & external data and providing summaries in the form of reports and dashboards• Planning and Implementing discount & promotions to develop trade and support sales team• Designing Product Pricing Strategy with brands team to ensure price competitiveness and sustainable margin & revenue growth• Planning & Forecasting of Sales Volume & Value based on sales trends, weather forecasts, competition activities, promotions & pricings• Leading the Annual Business Planning Cycle including Sales Volumes, Discounting, Sales Promotion & Pricing Calendar

• Development & Implementation of Sustainable & Effective Sales Operations• Analysing Secondary Sales Data & Sharing Insights for Decision Making• Planning & Management of Operational Budgets including Distributor & Trade Support• Developing Sales Related Dashboards to identify Sales Opportunities & drive penetration• Support Sales Team in timely settlement of Distributor & Staff Claims• Implementation of SOPs and ensuring 100% Compliance with regard to Order Shipment Cycle• Planning, Forecasting & Aligning of Sales Number with all relevant stakeholder

• Development of new Sales System Application for better Market Productivity• Planning Outlet Service Frequencies based on buying pattern & drop size to Optimize Routes• Monitoring of Sales Team Market KPI’s and Designing Monthly Review Templates• Mapping of Distributor & Route Boundaries to identify white spaces• Management of Master Data Management through Periodic Data Validation & Cleansing• Development of Sales Team Training Modules and Performance-Potential Matrix

• Defining Sales, Margins, revenue streams, resource planning & designing SOPs as part of the core business and strategic planning team• Liaison with Sales Team to develop pool of potential agents & developers • Providing support to business development teams across regions for target achievement• Planning, Tracking & Analyzing of daily, weekly, monthly KPIs for business development• Analyzing sales related data to predict future sales and compiling sales reports• Develop & Conducting Sales Training Modules and Stakeholders Training Modules• Liaison with Finance Team and Marketing Team to develop business proposals for potential business partners• Coordinating with Design and Development Team to develop and monitor progress of detailed project plan including project backlog, sprint plans & road maps.

• Working as Head of Sales Services Department, managing a team of 12 persons, managing a portfolio of 90 Distributors covering annual sales volume of 54 Million cases• Designed & Implemented new organization structure for the department • Redesigning Standard Operating Procedures and Approval Process to simplify processes • Collaborating with Finance and Warehouse to implement new order shipment cycle• Liaison with Pepsi Cola International including forecasting, reporting & trade support • Designing Volume, Discount & KPI strategy to achieve targeted company’s goals• Preparation of monthly staff and distributor targets, monitoring their performances against defined KPIs and disbursement of incentives based on their achievement• Devising Annual Operating Plan (AOP), including geographical monthly sales forecast • Preparation of Monthly & Quarterly Sales Performance Report based on various KPIs • Supporting distributors in matters involving logistic, financials, claims, discounts & credit

• Leading the Sales Development Department in Sahiwal, comprising of 7 direct reports – managing a portfolio of 45 Distributors covering sales volume of 26 Million Cases• Executing Revenue Growth & Margin Management initiatives to drive both volume and profitability• Restructuring RTM through Distributor Reformation and Hub & Spoke Implementation• Supervising Order Shipment Cycle, implement SOPs and ensure compliance of SPPM• Managing Distributors’ credits including Accounts Receivables, Glass & Shell Consignment• Leading Annual Business Planning and tracking route wise sales team performance

•Managing a portfolio of 10 distributors covering sales volume of 6 million cases.•Ensuring that distributors’ working standards are as per norms defined in ‘Premium, Classic & Non club distributor criteria and all the distributors are either maintaining those standards or are working towards that. This will be done by conducting regular distributor’s audits as per defined frequency and verifying compliance as against CCBPL standards on critical areas i.e. Ideal Workplace, Business Competencies, Operational Excellence, Business Planning and HSE etc. •Planning, suggesting & executing reformation opportunities with Territory sales team like Merger, Satellite Model, relocation, Re-routing, Termination, Split, and Hybrid. •Maintaining an agreed SKU wise Finished Goods Inventory level at the distributor warehouse by analyzing the end stock and identifying SKU wise OOS situations and thus generating primary loads •Helping distributor in recruiting his Sales team, upgrading their business knowledge by arranging trainings through Learning & Development.•Preparation of distributor ‘Annual Business Plan’ in consultation with Distributor, TCM, TDDM, RSM, SM. Following up on the agreed initiatives in the plan on regular basis including the infrastructure, Quality of work and market investments. Analyze & guide to prepare P&L statement/ ROI analysis and guide them on improvement prospects. •Ensure timely submission and clearance of Target incentive and Discount claims. Also arranging meeting with finance & other CCBPL departments for accounts reconciliation & settlement of different issues & Balances where required. •Supporting & suggesting distributor in devising and selecting RTM model for his distribution. Hence supporting in expansion of Easy Presell, Voyage implementation, SFE implementation.•Working as a bridge between Head Office & Local team through timely reporting & preparation of presentations depicting Distribution Development initiatives & achievements.

• Developed business case & roadmap for shifting to 100% Indirect Distribution.• Assisted in up-gradation of distributors’ working standards (people, infrastructure, system & processes, health & safety).• Developed a Standardized Staff hierarchy & Compensation plan for Distributors Employees.• Rationalized Pre-sell Call Frequency by analyzing outlets’ buying pattern and drop size.• Developed Process Flows by plotting Current & Desired State of RTM to mitigate risks.

• Supervision of 10 Sales Coordination Officers primarily extending support in planning, reporting, data analysis and processing of claims.• Preparation of Annual Business Plan with close liaison with all relevant functions.• Assigning targets to Sales Team on KBIs and daily tracking of KBIs achievement.• Preparation of Commercial reports for both Head Office & local Sales Team.• Analyzing sales data to identify areas of improvement for Sales Team and assist management in decision making.• Ensure timely preparation and processing of Commissions and Incentives of Distributors & Sales Staff.• Evaluation of discount proposal with respect to previous sales trends and projected sales.

• “Implementation of Customized Activation” (Development and Execution of Customized Activation for outlets in Lahore, Gujranwala, and Karachi) • “Right Execution Daily”. (Worked towards improvement in RED Score and measured impact on sales of retailer through cooler purity and ambient display)