Awais (Avi) Awan

Email: awanawais@hotmail.com ♦ Mobile: +966 543 850 738

Retail General Manager Business Development & Transformation Operations Management

An energetic and entrepreneurial General Manager with proven expertise across diverse retail formats, countries and cultures leading product and marketing activities from market analysis, concept design, new store openings and market penetration, with the financial astuteness to deliver pioneering solutions, optimise processes, and drive sales acceleration, change, scalability and profit to achieve strategic objectives

With exceptional intercultural, analytical and consulting talents, this influential leader builds high performing teams, products and business models to deliver innovative competitive advantage. A trusted advisor, diplomatic facilitator and highly personable change agent who adopts a flexible approach to leadership, demonstrating passion and influence to add value to any forward thinking organisation and its partners

Key Skills

People Management Coaching, mentoring, motivating and aligning remote multi-disciplined teams

Continuous Improvement Driving supply chains, cost savings & turnarounds to expand profit margins

Technology Balancing traditional & innovative retail channels (digital) to deliver results

Strategic Consulting Researching, devising & executing feasibility studies & innovative strategies

Financial Leadership Shrewd control of P&L to support sustainable growth in a competitive market

Profitable Growth Increasing top line sales (>40%), imports (250%) and bottom line (67%)

Strategic Partnerships Negotiating & forging beneficial partnerships with vendors, clients, 3rd

parties

Change Management Delivering and supporting cultural, fiscal and technological change

Business Development Using expertise to positively affect ROI, ratios & margins for multiple stores

Strengths and Capabilities

Leading continuous improvement through lean process mapping and reengineering to support YOY growth

Negotiating and delivering lucrative contracts & strategy for substantial brand growth and market share

Driving projects from ideation, researching new markets in different countries, formulating strategy, execution,

to full delivery on time with €MM budgets

Career History

2012 – present Arabian Food Supplies, Saudi Arabia General Manager (2013 – present)

Promoted to lead Retail Division segregated across two strategic business units, reporting to Group MD

Setting vision, mission and strategic direction of the division; leading strategic projects to deliver to target

Preparing annual operating budgets, and controlling capital expenditures and operating/sales expenses

Grow sales/profit, and turn around under-performing stores (lease contract negotiation/amalgamation)

Fostering collaboration among staff, encouraging active participation and optimum productivity

Attaining financial targets by implementing measures across budgeting, marketing, capital expenditures

Spearheading long-term strategic/operational business plans focused on operational/financial analysis of existing operations and identifying new strategic profitable locations to generate bottom-line results

Key achievements

Drove top-line sales by +7% by focusing on core/optional ranges and identifying ranges sought by expat customers leading to an increase in importation orders of approximately 250%

Optimised service levels/infrastructure and introduced business unit management autonomy to drive sales; resulting in an increase in repeat orders and top-line sales for B2B unit of 14.7%

Identified and closed 5 underperforming stores leading to a 4% Ebit saving, based on detailed analysis Led feasibility studies and set up operations for 6 new stores in 2015; adding 2% to top-line sales Introduced KPI dashboard and rewarding performance on results to engage staff and improve results Reviewed policies and procedures to enhance usability, understanding and ultimately adherence Created an Area Manager training pack to use in-store to deliver unified standards across all stores Working with PWC to create a strategic business plan, vision, mission, objectives, goals and roadmap Championing the implementation of an ERP system for retail business units

2

Head of Retail Project (2012 – 2013)

Led Aramco contract of 5 supermarkets and commissaries generating US$60M average annual t/o Managed 200+ staff and small regional team of specialists (H&S, Q&A and Fresh Food Specialists) Improved imports availability and knowledge by leveraging focus groups to meet customers needs Expanded customer base by 20% through targeted promotional, range and advertising initiatives Increased average spend by 3% through better availability and sales by 40% across Fresh Departments Raised customer satisfaction levels by 11% across 5 stores over previous year (3rd party survey) Drove up bottom-line by 67% (Y1) by increasing top-line sales (12%) and focusing on high margin offers

2010 – 2012 Muscat Duty Free, Oman Operations Manager

Managed entire duty free retail operation, marketing activities and website at Oman Airport and Seaport Accountable for turnover of US$50M and leadership of 170 employees across the entire operation Introduced a new duty free shopping environment/staff retraining to enhance the customer experience Delivered +9% sales (2010) through diversification into online shopping and inflight duty free (first ever) Aligned teams to a common purpose by communicating a vision statement and Muscat Duty Free Way Drove YOY sales by 21% with improvements in merchandising, refurbishments, product mix and training

2008 – 2010 Makro, UK General Manager

Full general management authority and P&L accountability for 2 store operations in a mature market Led relations building and one-to-one marketing, focusing on strategic customer groups to drive sales Significantly improved availability from bottom 5 nationally to top 3 within first 2 months in role Increased target group sales by 40%; representing highest sales growth rate Successfully led the rollout of a pilot project for delivery service to key customer base Closed an underperforming store; achieving all KPIs including stock loss, sales and staff deployment Transformed out-dated cash/carry culture to dynamic, lateral-thinking group by coaching, guiding and

empowering team; reversing -24% sales pa to +7% the next year, thereby driving double digit growth

2004 – 2007 Azizia Panda United Inc., Saudi Arabia Operations Business Manager (2004 – 2007)

Promoted to implement strategic plan and set up infrastructure for 52 supermarkets and 5 hypermarkets Planned all aspects of launching new stores, including design/layout, equipment purchases and opening Set goals, led marketing, optimized processes, and directed merchandising teams in new store layouts Delivered 3.8% savings in staff costs and 0.5% on shrinkage by streamlining business processes Improved customer experience by pioneering a customer service centre, loyalty and air miles programs

Hypermarket General Manager (2004 – 2005)

Full P&L control for Panda’s 1st hypermarket in Saudi Arabia of 11,500 SQM and 400 staff Integral role in strategic financial planning, growth cycle and operational review of new business model Project managed the strategic plan for opening 25 hypermarkets and 50 supermarkets in Saudi Arabia Executed marketing initiatives and achieved record sales of US$350K+ per day through key events Drove customer count (5%)/average spend (3%) using category management, product range and pricing Improved working capital through reducing stock days from 60 down to 22 Set precedent to roll out multiple hypermarkets across Saudi Arabia/Dubai based on 1

st store’s success;

successfully achieving target of opening 5 hypermarkets/7 supermarkets in 2005-2006

Earlier Career

Operations Manager, Retail Spinney’s, Lebanon Store Manager Safeway, UK Assistant Manager Woolworths, UK Deputy Store Manager/Store Manager Netto Stores, UK Trainee Manager / Department Store Manager Wm. Morrisons, UK

Education and Professional Development

MBA, Retailing University of Stirling 2010

Professional Development

Disciplinary Recruitment & Selection ♦ Negotiation & Conflict Resolutions ♦ Communications & Team Building ♦ Business Process Reengineering ♦ Basic Food Hygiene Certificate ♦ Performance Management ♦ Development Management Styles ♦ Learning Styles ♦ Client Liaison ♦ Leadership Skills

References

Professional and personal references are available on request