Omer Farooq
Account Manager
Raby,Australia
Summary
Dynamic Sales Leader with a proven track record specializing in portfolio and category strategy. Demonstrated expertise in driving portfolio growth through effective sales forecasting and planning, while fostering strong account relationships. Proficient in empowering teams and leveraging analytical skills to enhance customer development. Committed to introducing innovative products and expanding network connections to maximize sales opportunities.
Overview
17
17
years of professional experience
Work History
Account Manager
ASAHI BEVERAGES
05.2021 - Current
- Company Overview: Asahi Beverages is one of the leading beverage companies in Australia and New Zealand
- With a rich and varied history, Asahi Beverages markets quality alcohol and non-alcohol beverages, boasting a strong portfolio of established household brands and innovative, new-to-market products
- Managing contracts of AFH channel
- Continuous efforts to maintain healthy ROI for company and customers
- Quarterly Business Reviews with the customers
- Discussing past sales and future opportunities to improve sales/ revenue
- Sales forecasting, planning and implementation including NPDs, festivities, production, downtime etc
- Timely resigns to keep the business and customer(s) secure
- Implementing KPIs with and through TMs
- Maintaining a healthy and collaborative relationship with customers
- Continuous efforts to bring on board the non-contracted customers on a contract
- Implementation of planograms and deployment of Refrigerators/ POS
- Referring business leads to New Business Team and help them securing the business
- Asahi Beverages is one of the leading beverage companies in Australia and New Zealand
- With a rich and varied history, Asahi Beverages markets quality alcohol and non-alcohol beverages, boasting a strong portfolio of established household brands and innovative, new-to-market products
Lead Tele-Sales Team for New Business Development (Additional Role)
PEPSICO ANZ
05.2020 - 08.2020
- Company Overview: PepsiCo is one of the world’s most-respected companies with products sold in more than 200 countries and territories and 22 brands that generate more than $1 billion each in estimated annual retail sales
- Leading Tele-Sales team to explore all opportunities to grow business nationally
- Providing team with non-customers listing in order to convert them as prospective customers
- Setting and following up on the KPIs set for tele sales
- Passing on the prospective customers list in result of tele sales to SDRs for conversion
- PepsiCo is one of the world’s most-respected companies with products sold in more than 200 countries and territories and 22 brands that generate more than $1 billion each in estimated annual retail sales
Business Development Manager
PEPSICO ANZ
10.2019 - 08.2020
- Company Overview: PepsiCo is one of the world’s most-respected companies with products sold in more than 200 countries and territories and 22 brands that generate more than $1 billion each in estimated annual retail sales
- Driving incremental new business & profitable sales growth across the AFH Channel
- Develop and implement New Business strategies nationally
- Monthly monitor and report New Business performance vs
- Target at a National/State/Sub channel level, highlighting areas of success and opportunity
- Seeking out and Win new business across the highly competitive AFH market
- Work with the Impulse sales team to ensure all strategies, plans and programs are implemented to maximize sales growth opportunities
- Build a sustainable new business platform across key AFH sub-channels, including but not limited to QSRs, Cafés, Hotels, Caterers, Workspace etc
- Lead the new business agenda internally through key stakeholder meetings and Executive level communication
- Lead the new business agenda throughout all channels and levels – including PepsiCo field team - to ensure targeted new business opportunities are secured
- PepsiCo is one of the world’s most-respected companies with products sold in more than 200 countries and territories and 22 brands that generate more than $1 billion each in estimated annual retail sales
Business Development Manager/ Sales Analyst
CONTINENTAL MARKETING
06.2018 - 10.2019
- Company Overview: Established in 1984, An Importer, Exporter and Distributor
- Continental Marketing is the name behind so many successful FMCG brands being imported and distributed in Australia and the South Pacific from the Indian sub-continent and Surrounding Asian region
- Managing existing and prospective customers’ portfolio
- Continuous efforts to increase customer base (Retail/ Food Service)
- Worked closely with Restaurants to expand the portfolio and menu offerings
- Setting up daily/ monthly targets and KPIs plan
- Keeping track of credit sales and their recovery
- Ensuring store wide availability of products/ SKUs
- Maintaining visibility of the products in the store
- Designing store specific promotional strategies
- Analyzing sales trend of different brands using MYOB and making strategies
- Established in 1984, An Importer, Exporter and Distributor
- Continental Marketing is the name behind so many successful FMCG brands being imported and distributed in Australia and the South Pacific from the Indian sub-continent and Surrounding Asian region
Area Sales Manager
PEPSICO INTERNATIONAL
12.2017 - 05.2018
- Company Overview: PepsiCo is one of the world's leading food and beverage companies with over $63 billion in net revenue in 2017 and a global portfolio of diverse and beloved brands
- Developed a complete business plan with actionable insights in distribution and trade marketing areas which resulted in improved portfolio growth by 22%
- Implemented Sales Force Automation and Merchandising systems which resulted in better market execution
- Strategy devising for the achievement of Targets and KPIs
- Area based planning for NPDs, to achieve Numeric and Weighted distribution
- Coached team of Territory Managers, Territory Sales Officers, Territory Supervisors and Distribution Managers to use of data and performance reports
- Active resolution of customer and business partners’ issues
- Reduced number of distributors by 25% resulting in fewer, bigger and better distributors
- Successfully managed Hub & Spoke Model for Rural areas
- Conducting periodic performance reviews of direct reports
- PepsiCo is one of the world's leading food and beverage companies with over $63 billion in net revenue in 2017 and a global portfolio of diverse and beloved brands
Sales Analyst & Forecasting Lead (Additional Role)
PEPSICO INTERNATIONAL
12.2016 - 05.2018
- Company Overview: PepsiCo is one of the world's leading food and beverage companies with over $63 billion in net revenue in 2017 and a global portfolio of diverse and beloved brands
- Analysis of raw sales data gathered from market and Distribution Management System
- Developing sales trackers to track the performance of Sales Team/ Brands/ SKUs etc
- Translating data into graphical representation using MS PowerPoint
- Extracting actionable insights and developing strategies from reports
- Presenting analysis to senior management
- Weekly sales forecasting based on historical Trends, Upcoming Promotions/ Events, New Launches etc
- PepsiCo is one of the world's leading food and beverage companies with over $63 billion in net revenue in 2017 and a global portfolio of diverse and beloved brands
Key Accounts manager
PEPSICO INTERNATIONAL
01.2017 - 12.2017
- Company Overview: PepsiCo is one of the world's leading food and beverage companies with over $63 billion in net revenue in 2017 and a global portfolio of diverse and beloved brands
- Supported senior leadership team to develop and deliver Annual Operating Plan
- Trade Promotion plans for NPDs to gain additional space, visibility and incremental sales
- Frequent visits to customer accounts to see on premise execution/ service
- Designed and Implemented outlet specific volume growth and execution strategy which resulted in 13% volume growth
- Negotiating Agreements/ Re-agreements with customers to develop category, maintain exclusivity and high visibility
- Actively partnered with Trade Marketing team for the deployment of merchandizing and trade visibility solutions
- Integrated trade investment strategies at outlet level to maximize return
- Contributed to design of pricing strategy for channel customers
- Leverage channel to ensure category availability and price compliance for in-direct service customers
- Developed new channels including Beauty Salons, Gaming Zones, Parks and Play Lands etc
- With tailored plans
- This activation resulted in creating Top of Mind and increased volume growth
- Planned and Managed Area Trade spend, and Promotion plans across channels
- Pre and Post analysis/ evaluation of sales promotions
- Super user of Nielsen Audit data to identify trends and issues and come up with solutions to ensure best business results
- PepsiCo is one of the world's leading food and beverage companies with over $63 billion in net revenue in 2017 and a global portfolio of diverse and beloved brands
Field Sales Manager
PEPSICO INTERNATIONAL
10.2012 - 12.2016
- Company Overview: PepsiCo is one of the world's leading food and beverage companies with over $63 billion in net revenue in 2017 and a global portfolio of diverse and beloved brands
- Developing and delivering Annual Operating Plan
- GTM Planning, Restructuring & Deployment aligned with company’s structural Plan
- Deployment and Successful Implementation of Sales Automation Software (DMS)
- Creating cost efficiency for distributors to improve ROI and market foot print
- Conducting periodic performance reviews of the direct reports
- Data Analysis and crunching for devising area/ territory wise strategy to uplift sales volume
- PepsiCo is one of the world's leading food and beverage companies with over $63 billion in net revenue in 2017 and a global portfolio of diverse and beloved brands
Territory Sales Manager
PEPSICO INTERNATIONAL
04.2008 - 09.2012
- Company Overview: PepsiCo is one of the world's leading food and beverage companies with over $63 billion in net revenue in 2017 and a global portfolio of diverse and beloved brands
- Achievement of Annual Operating Plan of Assigned Territory
- Monthly Target achievement with and through frontline team
- Effective and Efficient deployment of company resources in optimizing results and other projects, Undertakings as may be assigned by Area Sales Manager
- Sales Volume/ Team/ Distributor Management
- Distribution management (Numeric/ Weighted)
- Achieving Targets for Numeric Distribution, Infrastructure and Resources
- PepsiCo is one of the world's leading food and beverage companies with over $63 billion in net revenue in 2017 and a global portfolio of diverse and beloved brands
Education
Master of Marketing -
University of the Punjab
Lahore, Pakistan01.2008
Bachelor of Science - Computer Sciences
University of Central Punjab
Lahore, Pakistan01.2004
Skills
- Portfolio and Category Strategy
- Sales forecasting and planning
- Consumer and Channel Insights
- Pricing and promotion
- Customer Development
- P&L Management
- Account Relationship Management
- Sales and Promotion Analysis
- Project Management
- KPI and Incentive Planning
- Sales leadership
- Resource Development and Training
- Systems and Technology
Timeline
Account Manager
ASAHI BEVERAGES
05.2021 - Current
Lead Tele-Sales Team for New Business Development (Additional Role)
PEPSICO ANZ
05.2020 - 08.2020
Business Development Manager
PEPSICO ANZ
10.2019 - 08.2020
Business Development Manager/ Sales Analyst
CONTINENTAL MARKETING
06.2018 - 10.2019
Area Sales Manager
PEPSICO INTERNATIONAL
12.2017 - 05.2018
Key Accounts manager
PEPSICO INTERNATIONAL
01.2017 - 12.2017
Sales Analyst & Forecasting Lead (Additional Role)
PEPSICO INTERNATIONAL
12.2016 - 05.2018
Field Sales Manager
PEPSICO INTERNATIONAL
10.2012 - 12.2016
Territory Sales Manager
PEPSICO INTERNATIONAL
04.2008 - 09.2012
Master of Marketing -
University of the Punjab
Bachelor of Science - Computer Sciences
University of Central Punjab
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