Irfan Muhammad Khan Cell: +92 3008696569, E-mail: Irfankhan29@hotmail.

com

PROFILE:
Seasoned sales professional having experience with the top multinational FMCG, cellular and insurance companies include Pepsi
Cola, Nestle’ Mobilink, EFU Life & Jubilee Life. My core competencies are trade and retail channel activation, customer engagement,
category development, new product launches in high complex & completive categories. My strengths include strong negotiation and
interpersonal skills, resource development and driving improvements throughout the value chain.

ACHIEVEMENTS:
 Increase 25% market share by executing horizontal & vertical, within three months through increasing numeric coverage
and altering wholesale-retail split.
 Redesigned geography of distributors for improving their ROI.
 Introduced pre sell for non-profitable remote routs as an alternate route-to-market v/s orthodox spot selling model.
 Loving family projects; salesmen could go home early to spend quality time with their families.
 Received highest sales achievement for 2017 in Nestle’ Multan region.
 Added biggest client in insurance portfolio of Multan region.

EXPERIENCE
Pepsi Cola Beverages Pakistan Limited March 2018 to Present
Unit Manager Sales
Portfolio: Punjab Beverages Faisalabad

Responsibilities:
 Owner of integrated commercial planning for delivering business objectives, including annual/quarterly/monthly demand
forecasting and sales planning.
 Driving market share by deploying relevant vertical & horizontal growth strategies and delivering numeric and weighted
distributions minimizing OOS, Improving share of shop handling and executing picture of success.
 Managing long term relationship with internal & external stakeholders.
 Creation of adjacencies, joint menu creation and right chiller placement for existing range and new product lunches.
 Negotiating complex contracts to insure 3Cs win (customer – company-consumer).
 Area distribution planning based on market potential and business objectives.
 Effective utilization of trade schemes for sustainable profitable growth.
 Ensure effectiveness B2B & B2C operation including direct engagement with key account customers.
 Training of sales team and distributors resources on soft and selling skills.

Nestle’ Pakistan March 2017 – March 2018

Business Manager
Portfolio: Multan, Miancahnu, Abdulhakeem, Chechawatni Territory

Responsibilities:
 Effective engagement of sub-distributor in all business related matters such as ensuring agreed investment is intact,
reported RTM is operating / trade servicing / stocks management / secondary sales with the help of TM, FM & ASM.
 Drive secondary sales in all towns within assigned territory with coordination of ASM, TM & FM
 Effectively engage sub-distributor in secondary target achievement with strong command and control over sales &
stocks.
 Increase sub-distributor / DSF capability through basic trainings & coaching like 'ICE' (In call
 execution), so as to ensure best in class picture of success / In store execution at market place with the help of TM, FM &
ASM
 Ensure handling distribution & principal company's investments are effectively utilized for town's business / trade
development.
 1)Stock Management according to belts 2) Dealing purchase orders with RSO 3) Highlighting slow moving, near to expiry
stocks 4) Responsible for all the communication between SD and PND.
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Pepsi Cola Baverges Pakistan Limited March 2016 to March 2017
Area Sales Manager
Portfolio: Shamim & Company Multan Base Market

Responsibilities:
 Forecast and develop product sales plans and insure timely product availability.
 Maintaining primary and secondary sales of distributions.
 Maintaining retention with existing and new costumers for long term relation building.
 Maintaining merchandising in chillers for that we can get maximum sale and share out of it.
 Documentation for agreement points and new outlet opening.
 Retention for distributor by helping them in market
 Supervising the AASM, sales officer and order bookers and guide them how to get grip in market
 Reviewing sale performance and market share.
 Experience of managing direct and indirect distribution system.
 Efficiently monitor chiller utilization and placement for sale and market share improvement.
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EFU Life Insurance(Bancassurance) June 2015 March 2016

Unit Head
Portfolio: Multan Central Region:

Responsibilities:
 Build good working relationship with upper and middle level management to create good working relationship for the sales of
insurance business.
 Build good working relationship with all cross function departments to deliver the business targets.
 Conduct trainings for the bank staff to improve their product knowledge and selling skills.
 Focusing on training and grooming of all sales staff.
 Maintaining daily call report of physical visits and calls.
 Motivating sales force to achieve business targets.

Jubilee Life Insurance(Bancassurance) Oct 2012 May 2015

Area Sales Manager
Portfolio: Multan Central Region:

Responsibilities:
JLI is sister concern company of HBL, belongs to Agha Khan Group of Companies. it is pioneer insurance company to start Bancassurance
business in Pakistan in 2003.
 Responsible for business development and growth for Multan and Lodhra dist.
  Manage the team of branch sales officers with in the Bancassurance Dept.
  Manage business and sales in 20 HBL branches through the team
  Provide business directions to the team members
 Provide business operations training to the team members and skill transfer to ensure business growth

Mobilink (GSM) Apr 2007 to Sep 2012

Team Leader
Portfolio: Multan Central Region:

Responsibilities:
 Manage the team and work on efficient time management
 Resolve the disputed cases
 Handle new employee sales
 Look after Internal - commercial and commercial - internal SIM ownership cases
  Build strong and mutually beneficial relationship with customers
 Ensure professional and friendly working environment in the team
 Arrange trainings / workshops for the team as per higher management instructions
 Arrange half-yearly entertainment programs for the team as per HR instructions
 Ensure professional and friendly working environment in the team
 Arrange trainings / workshops for the team as per higher management instruction
 Handle Customer’s queries and complaints about SIM, mobile-internet, ownership, packages and plans,
billing and bundles etc.
 Coordinate with concerned back-end teams for timely resolution resulting in ultimate customer satisfaction
 Practice the customer care patterns defined by Mobilink.
 Create opportunities to increase in-house sales
 In addition to my day to day duties, I was able to create innovative ideas to increase customer satisfaction
which benefitted the organization in a great deal.

National Savings Organizations Oct 2000 to Apr 2007

Assistant National saving officer
Portfolio: Federal government organizations under ministry of finance in public sector (Multan & Lahore region).

Responsibilities:
 Dealing and pledging of certificates
 Cash Management
 Correspondence with the STATE BANK of Pakistan
 Staff Pay-Role Management
 Maintenance and verification of the annual budget and its allocation
 Requesting head office for issuance of new certificates

EDUCATION
 Master of Business Administration Allama Iqbal Open University (2005-2007)
 Bachelor of Business Administration Government College Lahore (1998-2000)

MANAGEMENT COURSES
 Negotiation skill &contract structuring (Pepsi)
 7 Habits of Highly Effective People (Nestle’)
 Time Management (Mobilink)
 Tune the pressure cooker( Mobilink)