This document provides a summary of Muhammad Waqar's professional experience and qualifications. He has over 15 years of experience in sales and marketing roles with Unilever Pakistan Limited and other companies. Currently he works as the Regional Sales Operations Manager for Unilever Pakistan in Islamabad and Afghanistan, managing distribution and sales operations.

1. Muhammad Waqar
Mobile: +92 302 8292274
mailto: waq121@gmail.com
SUMMARY
Sales / Marketing with a passion to grow having Sales and Sales Operations expertise. Extremely
focused with clear understanding of Customer, Channel and Shopper.
DNA includes Flexibility, team building, leadership and a good business sense. Skilled in
developing distribution infrastructure, customer management and selling essentials. Proactive and
ready to accept challenges to deliver profitable growth.
BUSINESS EXPERIENCE
Unilever Pakistan Limited, Islamabad
Apr- 15 Todate Islamabad Region
Dec 07- To Mar-15 (Multan, Faisalabad, Lahore)
Regional Sales Operations Manager Islamabad & Afghanistan
• Distribution of Entire UPL / UPFL Portfolio. In total 32 brands in 8 categories.
• Develop and implement Trade Activation Plans to achieve the volumes and counter the competition
moves in the market.
• To act as officiating Regional Manager in his absence on Leave or long absence due to any other reason
• Quality of Distribution (Entire FCS, IQ)
• Direct coverage versus universe,
• Customer Profitability through ROI analysis.
• Training and Development of reportees,
• Safety (Safety coordinator of Region)
• Resource allocation / movement on ground.
• Regions expenses / spends.
• Implementation of customized distribution models as per need basis.
• Devising and implementing right distribution / coverage strategies based Retail Audit and ULTRA data.
• Responsible of the entire sales related Data of the Region (ULTRA).
• Recommendation of Hiring / Termination of customers.
• Rationalization of territories based on effectiveness of relevant customers.
• Agreement on all the components of Joint Business Planning with customers
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2. • On ground implementation of all DT related projects.
• Physical Channels Implementation / Implementation of channels strategy,
• Implementation of Category Strategies from Trade Marketing
• Driving MBBS agenda.
• Development and implementation of different RTM strategies for Region.
• Selected for Unilever’s ‘Front Runner’ programme on the basis of performance.
• Selected for ‘Leading with Impact for Unilever’ a 5 day residential course at LUMS,.
Unilever Pakistan Limited, DG Khan
May 05-Nov 07
Area Sales Manager
• Responsible to manage 26 towns and 28 distributors.
• Managed a team of 5 Territory Managers and 87 DSRs.
• Achieved Primary and secondary sales targets during the assignment through daily
monitoring
• Responsible to split quarter targets to territories as per historical contribution and potential of
SKUs, days, weeks and months keeping in view section potential and activity plan.
• Developed and implemented Distributor Business Plans.
• Responsible to have a close eye on competition and market changes and to formulate local
activities to counter any competition move.
• Developed local promotions and implemented successfully through the team
• Implemented the Channel and customer plans according to brand plans
• Conducted various training sessions for DSRs and TMs for team skill development.
• Appointed / changed the distributor to achieve maximum business potential in the area
Received various awards including Best Area Manger- on Target achievement, Business
growth and other business KPIs.
Unilever Pakistan Limited, Bahawalpur-Multan-Lahore
Mar 2000-April-05
Territory Manager
• Achieved all business targets through close monitoring of stocks and competition
• Implemented all company operating procedure in line with the region
• Successfully launched and implemented ULTRA. (Unilever Trade Resource Automation).
• Developed rural markets through regular visits and analysis
• Captured markets through implementation of brand vision at outlet level
• Distributor handling played key role in the success
Colby International
Jun-1997 – Feb 2000
Shipping & Merchandizing Assistant
Worked as Shipping and Merchandizing Assistant with Colby International, Lahore. (Textile Buying
House)
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3. Business Computing Intl
Aug-1994 – May 1997
Sales Officer
Worked as Sales Officer with Business Computing International, Lahore. (Dealers for IBM and
Apple Computers)
EDUCATION
MBA – Al-Hajvery University, Lahore, Pakistan. Received Honor Roll Award. 1996
B.Com, Punjab College of Commerce, Lahore, Pakistan
‘Leading with Impact for Unilever’ a 5 day residential course at Lahore University of
Management Sciences, Lahore.
Short Courses
- Total Quality Management - Time and priority Management.
- Effective communication skills - Delegation Basics
- 6x9 Sales Training Workshop. - Train the Trainer
- Effective Oral Presentation Skills. (British Council) - Structural Selling.
- Team Up & Grow. - 7 Habits of highly effective people
- Essentials of Territory and Outlet Management. - Essential Negotiation Skills.
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