Sajjad Ur Rehman

-Seconded to franchise as General Manager Commercial to turnaround business and put it on a positive growth trajectory resulting in continuous growth in 2019 and 2020. -Responsible for business of $100 Million. -Revamped distributor network by hiring new distributors and merging some. Following the bigger better distributor concept. -Completely dismantled franchises direct wholesale setup contributing 25% volume in the business and successfully shifted the volume to distributors while ensuring no loss in growth and expansion of retail business. -Revised distributor and sales team's incentive structure ensuring positive ROI for distributor and hiring of the right people for the job. - Reduced wholesale contribution in business by 45% in 3 years. -Reduced discount cost by almost Rs4/case in 2019-2020. -Reorganized sales structure to strengthen foot print in market by increasing number of regions and zones. -Execution of secondary sales system across all distributors while converting them to Presell sales model. - Expanded palletization to 90% of volume.

Responsible for North Franchises in terms of strategy and budgets. Executing Joint Business Planning for the franchises. Supporting and ensuring that plans developed and finalized in AOP are executed.

Transferred to Faisalabad region for exposure of Punjab market. This is the one of the top 3 biggest markets for Coca-Cola in Pakistan. Major achievements include gain of 22% market share in 1 year and reformation of distribution network. Rolling out and execution of new projects. Team development including conducting of trainings.

I worked as Regional Manager Sales, however my position had a unique aspect as I was looking after mostly an independent operation in KPK with an expanded portfolio. In addition to sales, I was responsible for smooth running of complete operation of business which includes but is not limited to Trade marketing, Logistics and supply chains, finance, HR and legal affairs. This has given me a unique opportunity to learn. I am managing, directly and indirectly, a team of 100 people, 30 distributors, across KPK and 5 of the 7 agencies in FATA. Achievements: 1. Highest growth and fastest growing region for the second consecutive year in the country. 2. 2011 growth 36%, 2012 growth 41% YTD. 3. Increased region’s share in total territory business by 2% in 2012. 4. Exceeded all business objectives. 5. Gained 14% market share.

As a Area Head I looked after the North 2 region which comprised of the whole province of KPK &FATA. I was responsible for managing a sales team in 3 zones. Responsibilities included regional revenue target achievement, developing sales strategy, Training and mentoring sales team and franchisee staff, developing existing areas, expansion into new areas, BTL, Sales, distribution channel development and Retail development. Achievements: 1. Developed a Franchise/distribution network in new locations. 2. Transformation of existing network so as to take full benefit of its potential. 3. Growth in EL business segment taking it from 40% to 60% as a share of total business. 4. Overall growth in total subscribers by 10% 5. Expansion into new markets, launching areas like Bunair, Malakand and Sara e Nourang. 6. Successful coordination with engineering teams for resolution of technical issues in the region including launch of new areas. 7. Geo Marketing coordination with the national team for the North region.

a AZRM I am looking after 16 franchises in 2 zones. I am responsible for the retail activities in my zone including sales , route planning , town storming, coordination with franchisees and making sure they achieve their targets, product visibility, product availability both postpaid and prepaid, running a sales team, BTL, new market development, new product launch using indirect channel etc. During the course of my tenure I have achieved several milestones including substantial increase in recharge business. New city launch and increase in franchise network. I have worked in the most inhospitable and volatile environment and shown growth in all KPI’s. Selected Achievements: 1. Growth in recharge of more than 120% in a year. 2. Expansion of existing distribution and franchise network. 3. Managing business of Rs 200 Million 4. Achievement of highest percentage in OTAR vs. Scratch cards ratio while maintaining growth in the region. 5. Launching of several new towns. 6. Visibility coverage on the Indus Highway from Kohat to D I Khan 7. Successfully operation of Distribution House in Kohat for 16 Franchises. Additional Responsibilities: 1. Working as GEO Marketing Coordinator for my region. Identifying coverage gaps and coordinating with GEO Marketing team for minimizing those gaps. In addition to that identification of new areas for coverage and doing market surveys for its viability. 2. Plotting maps in Google Earth for potential coverage areas and coordinating with Technical/PMO for possible solution. 3. Doing analysis of business trends of the region comparing them with the national trend and competitor’s trend. 4. Analyzing OTAR business in terms of its growth, volume and trend. Comparison with competitors. Analyzing different category of Sims of Jazz Load in the region etc. 5. Making/giving presentation of analysis