Responsibility and Initiatives.1. Developed business and financial plan for managing business development for Unilever International portfolio. Led to brainstorm, develop and finalize organizational structure and organogram, sales and trade marketing plan, brand activation and shopper marketing plan, hiring plan.2. Led strategic plan with robust initiatives for Unilever International portfolio to drive profitable revenue growth, distributor profitability and trade visibility.3. Led with HRBP and functional leadership team on people hiring, orientation and quarterly assessments. 4. Developed country expansion plan with 3 x building block and 3 x KPI based Annual forecast to drive segment and key channel based growth plan5. Leveraged local sales manager experience and broader expertise of regional manager and sales operations to develop, review and finalize planned ROI for each town. Oversaw distributor negotiations and distribution onboarding. 6. Working with team to manage distributor capacity development while working on operational efficiency through optimising processes and guidelines with automated and exception based reporting. 7. Cross functional collaboration for operational excellence through Cross Functional Team (CFT) on pricing and promotions, trade finance, supply chain, Tech and HR.8. People capability development through data and process driven culture. 9. Oversee In-store execution through Data insights on sales and share of visibility to drive outlet growth 10. Brand launch campaigns with Marketing on CAF Rexona and Detty Decemba AXE.

FMCG | B2B | Beverage | Retail | Real Estate Strategic and Operational planning, Forecasting and Budgeting, Data Analytics, Policy and Procedures, Organizational Transformation | Journeys & Process Mapping, Roles Optimization, Route to Market (GTM), Trade Marketing and Budgeting, Capability development and Trainings, KPIs and Scorecards, KPIs driven Performance Management, Retail | Category and Assortment Management, Distribution and Channel Management, Digital Transformation, Market Survey and Audits, Sourcing Efficiency and cost optimization, Field force outsourcing and 3P Management, Vendors partnerships and delivery, Door to Door projects (products and services) management.

Annual Operational Plan (AOP)• 5 - 10 Years strategic business plan* 20+ revenue streams - 750 Bn+• Negotiations and business feasibility with Hospitality - International Chains (Marriot International)• Led Group Business Transformation. Process & role mapping* 235 Roles- 445 Processes - 27 Departments• Objectives setting - KPIs definition and Tracking Framework• Digital Transformation. SAP / In-house software - Mobile APP adoption by sales team (650 ppl) - Led BI Division and Business Compliance• RE Service Launch for end to end buy sell journey. Trainings, Process and Policies formulation. Launch Campaign and Roll Out.

Led Annual Commercial Operation Plan / 3 years strategic plans with PepsiCo. 90 Mn Cases Annually• Led GTM Strategy and distribution excellence programs.o Pre-Sell expansion to 95% volume contribution business• Designed and deployed Sales Automation (Hand Held Devices), Secondary sales system up gradationo 1st franchise nationally to roll out on-field and market visit mobile application for market insights and on-field coachingo 6 pt Market share increased via consistent compliance and implementation of Pre-Sell and Execution KPIs as well as Trade Initiatives• Designed sales capability and business development processes for distribution and superior market executions• Designed and deployed automated controls and online tracking tools• Data cleansing and route optimization contributing to improved service: 85% strike rate• Led Trade marketing strategic deployments. Annual Budgeting. 7 Mega Trade Programs in 2018/2019• 3rd party Census conducted. Channel specific building blocks deployed in 2019 with Implementation plans• Launched ATU (Advantage Territory University). 1st Pepsi Franchise to receive ATU Certifications nationally• Launched Train The trainer. Rolled out to 600 people. Through 30 trainers. Online Work-with launched• Deployed Online Portal (Live tracking) and analytics tools to identify market execution gaps• Initiated Distribution and Market Health Checks. Process + Infra + People + Market Execution KPIs• Led zero based budgeting (forecasting) and designed customized incentive calendars.• Enabled data and performance driven culture through designing and implementing score-cards• Developed business SOPs, operational policies and Audit Programs• Led market and distribution audit process and teams

Responsibilities• Managing team of direct sales, modern trade, Merchanidising and International Key Accounts (ICA), Sales Operations and Audit• Managing team of 30 peopleAchievements• Highest growth for KHI by 3% over system target in 2015• TROPHY for 2015 - Best Region Nationally• 2, 000 outlets expansion in my 1st year of KHI• Channel expansion for Loose milk and kiryana in KHI

Regional Sales Manager (Jan 2014 to Present)4 Area Manager ReportsAchievement:• Highest market share - 74% vs. national 60% in 2014 (June 2014 - AC Nielsen) - 2013 concluded at 66%• Greatest volume growth by 12% higher vs. Other regions (National was at 0% growth in 2014)• Introduced successfully 6 KPI model - Rolled out nationally (3 inputs and 3 output model)• Introduced customer development strategy for small towns (Retail development program - 3 basics reinforcement)o 25 small towns opened - Town expansion• Introduced team effective utilization through team performance scorecard - 4 points monitoring• Project Leader on multiple programs -o Strategic Development program for Capacity Enhancement-Tarang-H2 2014o Yearly sales planning. Devised 2 building blocks (KPIs)-Replicated at All 3 Regions- 2014o Monthly forecasting and weekly outlook - sku wise - town wise - 2014o Infra optimization and capability enhancement for - Short Term (Vans+SM+Team) - 2013o Trade development strategy and tactical tools program lead for 2014 framework - Expansion of trade base + sales slab restructuringo Shopper engagement program for Olper’s - Part of national strategy for SEo Cross functional team lead on Tarang - For Activation campaigns (Program mechanics)o Introduced simple basic monitoring mechanism for VTR Pre- Post Analysis - Trade spend optimization through operating protocol implementation - Protocol replication and review membero Customer data management and audits - 6 monthly review of PJPs (Tail analysis of beats and outlets)o Market Cleaning - Fixed Market Returns policy reinforcement into monthly review and auditso Member - Safe Operations Committee - MSAs and Safety Talks

1st National Key Account Joint Business Plan signed off and Rolled out across Pakistan.

Strategy development and deployment 2010:o Developed first ever mass-margin strategy at Metro in 2010: Beverages portfolioo Developed first 3 years business plan from 2011 to 2013 with 1.5% margin improvement targeto Led and rolled out CFT projects successfully:- shrinkage control project from 2010- Alternative sourcing from 2010o Devised strategic business framework for beverage portfolio including OST, Implementation & Controlso Led functional projects (Rolled out nationally)- Rolling Forecasting 2012- Negotiation methodology 2012- Building Blocks 2012