Ali Raza Khan Mobile: 0322-2066610, 0324-2284354 Email: ale.raza@gmail.com

Temporary Address 384 H Street 3 DHA Phase 5 Lahore

Permanent Address House No. P-78 Chak No. 279/R.B (Kalan) Street No. 3 Faisalabad

Professional Summary

I am self-driven, result oriented and highly motivated individual with expertise in sales (all trade

channels i.e. Key Accounts, Local Modern Trade, General Trade, Wholesale and Institutions ). I

have a diverse experience of 7 plus years combined in direct sales, supply chain & logistics and

customer services. I am looking forward for a job in a highly professional and esteemed

organization where I can apply my skills and expertise to add value and also increase my

competency level.

Education

Qualification Institution Year CGPA/Grade

MBA (Sales & Marketing) Institute of Business Administration (IBA) 2010 3.38 BIT (Hons) NUST 2006 2.95 FSC Pre. Engg. Lawrence College Ghora Gali Murree 2001 A Matriculation Lawrence College Ghora Gali Murree 1999 A

Work Experience

National Key Accounts Manager [Mar’16 – todate]

I am responsible to design, deploy & execute GTM/Sales strategies for customers with strategic

importance (Metro C&C and Hyperstar (Carrefour)), to ensure customer profitability via joint business

planning and true score carding.

Key Accounts Manager [Mar’14 – Feb’16]

Reporting to the National Accounts Team Leader, I am responsible to manage complete portfolio of

Procter & Gamble and Ferrero at Hyperstar. My main responsibilities include ensuring sales volume and

value share growth across all categories via developing & aligning trade initiatives, ensuring customer

profitability via joint value creation and true score carding.

Key Responsibilities

Ensure sales revenue volume and value share growth across all categories and brands

Negotiate and align contract with heads of buying at customer end for both P&G and Ferrero

and ensure its implementation

Conduct financial and analytical analysis to design, align and implement trade initiatives

Design, align and execute best in class bigger regional events i.e. Pampers Baby Section (KHI

Store), Corporate and Beauty Festival events, customer promotions and new launches

Inform, train and motivate team to execute best in class operations and initiatives

Strongly coordinate with concerned departments i.e. Logistics, Finance to streamline operations

Manager Global Customer (Abudawood Pakistan) [Nov 2012 – Feb’14]

Reporting to the Head of Supply Chain & Logistics, I was responsible to build excellent customer

relationships with the global customers i.e. Metro C&C & Hyperstar stores all over Pakistan in order to

ensure profitability at both ends by delivering products effectively as per mutually agreed KPI’s and to

re-apply international best practices in Pakistan.

Key Responsibilities

Provide best in class customer services i.e. “right stock at the right time” to the customer

Ensure mutually aligned KPI’s i.e. Case Fill Rate, On time Deliveries & Lead Time are met

Ensure joint value creation (JVC) with customer i.e. Metro in order to increase efficiencies

Identify and work out financial feasibilities for cost optimization projects

Coordinate with multi functions within the company to get things done for the customer

Area Sales Manager (Abudawood Pakistan) [Aug 2010-Oct 2012]

Responsible for the best in class execution of trade initiatives and to inform, train and motivate a team

of sales representatives to achieve sales objectives via driving sales fundamentals (DSPM) in Key

Accounts, Wholesale, Retail and Utility store channels in Faisalabad and Karachi markets

Key Responsibilities

Achieve brand wise targets across all channels via executing sales fundamentals

Ensure healthy distribution and availability of all sku’s across all channels

Execute trade initiatives effectively to achieve volume, distribution and visibility objectives

Handle customer objections/queries and provide effective workable solutions

Build and motivate out class team to achieve all sale objectives

Customer Services Analyst (Mobilink) [Aug 2006-Aug 2008]

My main responsibilities included to manage complete customer data in order to fulfill data demand of

cross functional teams, to carry out several data analyses for higher management, to provide best in

class customer services by resolving customer complaints/queries and to automate manual tasks to

increase operational efficiency

Key Responsibilities

Resolve external customer complaints/queries effectively within the aligned time

Fulfill data requirements of internal customers i.e. all depts. of customer support center

Carry out data analyses and submit to the higher management i.e. daily recharge load etc.

Automate manual tasks/operations to save time and increase work efficiency i.e. Mobilink

Reward Card Program

Major Achievements

Achieved sales growth of 26% vs. year ago for P&G portfolio at Hyperstar (from Mar’14 to date)

Achieved and sustained ever highest SAMBC 95% CFR across all 10 Metro stores across Pakistan

Achieved ever highest SAMBC On Time Delivery of 95% across all 10 Metro stores

Increased P&G business by 11% (from negative growth) versus year ago in 2011-2012

Selected for the position of Manager Global Customer from a panel of Section Managers

Abudawood Pakistan Certified Coach for “Coaching the sales trainer at the workplace”

Conducted several training sessions both for higher and middle management

Revived P&G business with Utility Store Corporation Faisalabad

Nominated manager of the month in Jan & Feb’12 based on achieving sales objectives

Nominated as “Employee of the month” at Mobilink for Dec’07 on performance basis

Major Projects

Managed and executed best in class Pampers Baby Care Concept at KHI

Replaced vendor kitting facility with ADP owned kiting facility at both Karachi and Lahore location to gain competitive advantage and to save cost (ADP)

Aligned fixed delivery window with Metro to streamline offloading issues at all stores (ADP)

Implemented Machine Rooms nationally to convert sales people into selling machines (ADP)

Implemented Sales Day Planner in district to track sales fundamentals at customer level (ADP)

Brand Management Project “Whether to extend a Brand or not” (IBA)

Skills & Interests Strong Communication (English & Urdu) Selling & Negotiation Leadership & Interpersonal skills

Effective team player

Microsoft Office, SQL Server, Oracle