Adnan Ahmed Dharra

• Successfully defined, articulated and implemented the organizational strategy to deliver unprecedented, consistent growth month on month • Developed alternative channels helping Topline grow by 57% by third quarter. • Refined pricing strategy, drastically improving the bottom-line helping organization “break even” within second quarter. • Introduced new SKUs and renovated majority of the existing through a formal Inno/Renno process helping develop the overall business at a rapid pace. • Developed a nationwide sales team as well as Marketing, Trade Marketing and B2B team at HO level to secure business month on month • Build further on Hub n Spoke model for better reach in smaller towns. Opened and activated more than 50 dormant SD accounts to enhance our presence. • Worked as “Sales Head North Pakistan & Afghanistan” for three months and then as “GTM head” for three months in the start to get acquainted with the Hygiene industry and the company culture.

• Leading GTM at the Franchise, reporting to COO over seeing “Sales Support Management” “Business Analytics and Insights”, Distribution Development and Pre-Sell Management” departments. • Design, implement and track the Pre-sell model across the entire Franchise in line with the most recent and proven best practices in the market. • Assess GTM value chain’s efficacy and efficiency and refine it to develop Business further • Bridging multiple departments to communicate better and add more value to the system

• First ever Regional Manager in SHAN FOODs for newly made Central Punjab Region limiting at Okara on side and Rawat, RWP on the other side. • Developed from scratch a diversified team of ASMs, TSOs and RSC • Developed an efficient infrastructure of distributors, brought 11 additional distributors on-board in the Region and activated 6 dormant distributors to enhance product reach and develop Business • Delivered above 50% growth in the first quarter (SYLP) and maintained it afterwards. SPLY growth is 37% • Enhanced coverage by more than 30% through distributor induction as well as resource Optimization. • Restructured Gujranwala City Area for good helping it grow by 160% within a quarter’s time.

• Revamp and re-structure the whole Region, implementing the learnings from the Peshawar Region’s success. • Establish and ensure that all sales administration procedures relating to the region are properly implemented to support the sales teams in their efforts to accomplish the sales targets • Develop Sales plans and budgets to meet / exceed the annual sales objectives for the region. Monitor and control the sales budget and HR to ensure optimum utilization of resources in the region. • Liaise with the Marketing team to ensure that adequate marketing support by way of merchandising and promotions is available in the region in order to provide brand visibility and promote sales in the region.

• Served my probation period as "Area Sales Manager" in Rawalpindi/Islamabad with a temporary acting RSM Rawalpindi role for a short while before moving to Peshawar as RSM. • Develop Sales plans and budgets to meet the annual sales objectives for the biggest region in EFL. Monitor and control the sales budget and HR to ensure optimum utilization of resources in the region. • Develop Business by leading and developing a team of three ASMs and fourteen TSMs with support staff in the Region in order to achieve the annual Volume and distribution targets • Conduct regular market visits to check route coverage, competitor activity and continuously search for new opportunities in order to further develop Business in the region. • Provide distributors and customers in the region with established as well as latest Business techniques in order to better equip them to succeed by facing market competition effectively. • Develop and maintain efficient distribution network to ensure the comprehensive availability of products across the region so there is no opportunity loss due to unavailability of the product • Establish and ensure that all sales administration procedures relating to the region are properly implemented to support the sales teams in their efforts to accomplish the sales targets. • Co-ordinate and follow up with the Team on regular basis to ensure that adequate inventory stocks of product is maintained for the Region in order to meet the sales delivery schedules. • Liaise with the Marketing team to ensure that adequate marketing support by way of merchandising and promotions is available in the region in order to provide brand visibility and promote sales in the region. • Develop the necessary Regional Sales Management organization structure and ensure the right caliber of staffing and appropriate training to meet all job requirements. Provide leadership so that staff are well motivated and engaged.

Leading Beverages Trade Marketing and Category Development at Nestle Pakistan for a total portfolio worth more than US$ 10 Mio/PKR 1 Bio Managed a total Trade and Category Marketing Budget of US$ 1mio/PKR 100 Mio Devised Sales Strategy of the Product Launch for KOKO Krunch 80g, NESCAFĒ Cold Coffee, MILO PROTOMALT Lead and contributed to the Cycle Planning process by identifying key opportunities and actions to expand the category. Define Category strategies in liaison with Brand teams as per the strategic direction of the Business. Developed innovative POSM Visibility Material, for MILO declared internally as the best solution in the Beverages Category. CCSD Lead for the MBP Process – Tangible improvements in the MSR System “Process”. CCSD Lead for Nielsen - Tangible improvements in the Retail Audit Reporting “Process”.

•Received Annual “Top Performance Award 2010” (Most privileged award) Nationwide with 43.8% OG and 31.3% RIG. •Delivered double digit Organic & Real Internal Growth right from the start. •Ensured effective implementation of Area Business Plan, within the agreed expense budget and in line with the company’s strategic objectives. •Initiated innovative projects ultimately enabling us to improve our brand mix at shop level. •Maintain customer satisfaction by ensuring a close interaction and trust development •Develop resellers to build organizational skills, account strategies & territory planning •Aggressive target achievement. 102 % achievement against high invoicing targets received in comparison to most of the Regions and areas failing to achieve the yearly target.

• Topped region every month. Topped nationwide twice • Generate sales opportunities by identifying appropriate business targets, secure high-level appointments, execute a strategic sales process, and manage the prospect to close. • Reporting directly to Director Corporate Sales Nationwide and responsible for all the communication between C-II team and Top Management. • Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline.

• From 2004 onwards, headed the Customer Services function, reporting to General Manager and Director. • Actively managed portfolio of 4 biggest clients of Faizcargo, increasing annual revenue from these clients by 11% and 9%. • Managed a team of four and showed consistent increase of 15% and 18% in sales for two consecutive years.

Lahore University of Management Sciences, Lahore MBA ‘08’ Exchange Student to Indian Institute of Management Bangalore (IIMB), India • Teacher’s Assistant for Summer Orientation Program • Member, Toastmasters, LBR Magazine and Marketing Club • Captain, Exchange Students Cricket Team at IIMB

Topped the Exchange students lot from LUMS Pakistan Scored highest marks in " General Commercial Knowledge" in the class Did CCS (Contemporary Concerns Study) on Indian and Pakistan`s Textile industry being the only student scoring top grade. Captain of the Exchange Students Cricket Team that contained students from Pakistan, Canada, Holland and Germany.