MY OBJECTIVE

Devotion to job is not sacrifice; it is the justification of your existence in this world
Anticipating for a challenging and motivating position in a reputable organization,
Which should quench the thirst of growth, besides enhancing my capabilities.


Introduction

MY NAME IS MUHAMMAD SAAD SHEIKH
S/O MUHAMMAD YASEEN SHEIKH

MARRIED AND HAVING FOUR CHILDREN
RESIDENT ADDRESS: A-38 RUFI HOMES
GULZAR-E-HIJRI SCH 33 SEC 38/A
KARACHI
PAKISTAN
CONTACT #: 0321-8287887


CAREER

Working as a Associate Director for PAK
ROCK GROUP.

Aqua Cool Mineral Waters
25th October 2010 To December 2010
Working as business Manager to look after entire
sales of Karachi
15th June 2006 30th August 2010
PepsiCo International (Pvt) Ltd. (Snacks)
BDM
Responsible for:
Role was expands over half of Karachi Region as a
Business Development Manager.
Major responsibility includes supervision of the sales
operation of 9 out of the 16 distributions and PepsiCo ASMs
and TSOs in the region.
Find new ways to improve long term business growth.
Conduct training program for Distributor Sales Force as well
as our FLSL.
Ensure compliance SOX controls over sales operations.
I have been awarded (Milestone Award) from GM foods
Mr.Alen Henderson in 2008 for restructuring of Karachi
15th November 2004 14th June 2006
IBL/P&G Faisalabad
FM
Responsible for:
Responsible for the Business of Sub Distribution Towns
i.e. Jahng net work town up to Shor Kot city and cant,
Jaranwala up to Hut Baloki, Chak Johmra, Pindi
Bahtiyan and other small towns around Faisalabad city.
Managing development of new markets for P&G product
range...
Training and Hiring of sales staff
Restructuring the Territories for improved sales from the
same geographic boundaries
Conducted the first Display Competition ever in
Faisalabad City Hair Care and Detergent Category.
Faisalabad Team under our supervision was nominated
as the 2nd best team in 2005.
15th June 1991 14th November 2004
IBL/P&G Karachi
TSO
Responsible for:
Responsible for the Business of complete old city area..
Launch of Pampers Demonstration Activity to
Consumers
Training and hiring of Lower sales staff as well as P&G
Internee on market execution
Restructuring and deployment of infrastructure
Conduct Display competition with the alignment of my
UM
In this tenure i have successfully launched
Telecommunication Division, Shezan Twist with the 90
% of distribution in Karachi city & re launched of J&J
Product.
Professional Training
Attended the entire PepsiCo training programs.
Which was held in South Africa, Islamabad and
Lahore.
I had passed Train the Trainer course in South
Africa conducted by Arnold.
In Islamabad I had complete my 1 on 1
Training.
I passed Sales Fundamental training as well.
Attended the entire P&G training programs.

I attend and complete all the college which
Was conducted by P&G.
The programs based on (Handling Objection,
Face to Face communication & Basic call
Procedure).

Next Step.
Planning to move in a company who want to
grow and focus on People management.

I want to achieve Numeric and Waited number
with new ideas and initiative with the support of
my TEAM.
Plans For Distribution Setup
Introduction Of Karachi City
Karachi is the largest city, main seaport and
the financial capital of Pakistan, and the
capital of the province of Sindh. It is the 3rd
largest city in the world by population and
20th largest city of the world in terms of
metropolitan population. It is Pakistan's
premier centre of banking, industry, and
trade. Karachi is also home to Pakistan's
largest corporations, including those that
are involved in textiles, shipping,
automotive industry, entertainment, the arts,
fashion, advertising, publishing, software
development and medical research.
Karachi enjoys its prominent position due to
its geographical location on a bay, making
it the financial capital of the country. It is
one of the fastest growing cities in the
world. Karachi city is spread over 3,530 km
in area. It is locally known as the "City of
Lights" for its liveliness, and the "City of
the Quaid" , having been the birth and
burial place of Quaid-e-Azam (Muhammad
Ali Jinnah), the founder of Pakistan.

BUSINESS DYNAMICS
Clusters of institution located in the area.
Growing Snacking Trend
Growing penetration of Non-branded products (1-5Rs)
45 % of the shops are D class.

Categories
Class Shops
A 5%
B 20%
C 30%
D 45%
Total 100%
Brand Split
Kuranch
14%
Pufs
21%
PC
65%
Flavor Split
Katchup
7%
SLT
30%
MSL
23%
FC
40%
Price Wise Split
Rs.10
66%
Rs.25
14%
Rs.5
20%
Biscuits Market
Outlets Coverage & Classification (Criteria)
Retail

HVO High Value Outlet (Monthly Sales of Rs 30,001 or more).
A Class Monthly sales between Rs 12,001 to 30,000.
B Class Monthly sales value between Rs 6,001 to 12,000.
C Class Monthly sales value between Rs 2,001 to 6,000.
D Class Monthly sales value between Rs 400 to 2,000.

Wholesale

A Class Monthly sales of Rs 401,000 & above.
B Class Monthly sales value between Rs 100,001 to 400,000.
C Class Monthly sales value between Rs 20,001 to 100,000.
D Class Monthly sales value between Rs 4,000 to 20,000.
Presently, there are 575 wholesalers and 6170 retailers are under
coverage through a huge distribution network across the Karachi
according to the following criteria:
Channel Contribution
Brands WS Retail InstitutionTotal
Tiger 55% 44% 1% 100%
Tiger Chocolate 0% 100% 0% 100%
Bakeri 36% 63% 1% 100%
Prince 52% 47% 1% 100%
Tuc 36% 63% 1% 100%
Power Brands 54% 45% 1% 100%
Gala 42% 56% 2% 100%
Zeera Plus 54% 45% 1% 100%
Candi 37% 62% 1% 100%
Bistiks 26% 74% 0% 100%
Wheatable HF 18% 82% 0% 100%
Wheatable SF 22% 78% 0% 100%
Plus Moongphali 11% 89% 0% 100%
Rest of Brands 52% 47% 1% 100%
Total 53% 46% 1% 100%
CBL Vs Competition - update
WS Retail Total Vans
Tri Van
Tri Cycle
Qinghi
Mini
Truck
Bookers
Spot
Salesmen
Delivery
men
Merchandiser DSOs
CBL 40 27 67,542 2,385 21,032 23,417 56 57 16 72 57 72 13 1
EBM 61 - 110,000 2,400 22,000 24,400 57 54 21 78 54 78 18
Bisconi 78 - 46,000 2,300 18,000 20,300 68 59 - 68 59 68 -
Mayfair 1 69 21,000 2,200 16,500 18,700 47 51 2 49 51 49 5
Kolson 1 72 15,000 2,200 15,600 17,800 44 63 - 44 63 44 -
Outlets under coverage Mechanical Resource Human Resource
CBL vs Competitor
No. of
Distributor
No. of Sub
Distributor
Average
monthly sales
in cartons
DISTRIBUTIONS SNAP SHOT
BUSINESS DYNAMICS
Retail & K/O driven business.
High concentration of recreational facilities.
Growing penetration of other company e.g. Snack city, Bake Parlor
Triple M.S
Residential Projects going on, new shops open with new residential
project

Suggestion
Plan Areas Bifurcation:
I going to divide Karachi in to 4 areas.
A) First Designated area from Golimar, Nazimabad,
North Nazimabad, New Karachi, North Karachi, Baldia
and Orangi town.
B) Second from Old city, Clifton, Defense, Tariq road,
Bahadurabad and Karsaz.
C) Third is Landhi, Malir, Malir Cant up to Gulshan-e-
hadeed.
D) Forth one is Liaquatabad, FB Area, Gulshan-e-iqbal,
Gulistan-e-johar, Gulistan-e-Hijri and Gulshan-e-Memar.
1-Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Sales
Targ
et-
Ton
s 16.8 16.8 19.2 16.8 16.8 15.0 21.6 21.6 21.6 22.7
# Of Outlets 4800 4800 4800 4800 4800 4800 5280 5280 5280 5280
# Of Routes 120 120 120 120 120 120 132 132 132 132
# Of Dsr 20 20 20 20 20 20 22 22 22 22
# Of
Vehi
cles 16 16 16 16 16 16 20 20 20 20
Productivity
% 70 70 75 65 65 60 75 75 75 75
Drop Size In
Kg 3.5 3.5 3.5 3.5 3.5 3.5 4.1 4.1 4.1 4.3
# Racks in
Mar
ket 0 0 0 0 0 0 1000 0 0 250
Counter
Top 1000 500 500 500 500 0 0 0 0 0
Rack
Pen
etrat
ion
% 21 31 42 52 62 62 75 75 75 80
Avg. Booker
Sale
Kg 840 840 960 840 840 750 980 980 980 1031
Weekly
Freq
% 120 120 120 120 120 120 120 120 120 120
Twise a
Wee
k 0 0 0 0 0 0 0 0 0 0
Expenses
Heads Qut Basic Incentive Fuel & Min Cell Phone Attendense Total 100% Company Distributor
ASM's 1 45000 5000 15000 3000 63000 68000 68000
TSO's 6 25000 5000 4000 1500 183000 213000 213000
Booker 20 10000 3000 3000 1000 280000 340000 170000 170000
Sales Man 16 6000 1000 0 0 1000 96000 128000 0 128000
Vans 16 10000 0 0 0 0 160000 160000 80000 80000
Van Fuel 16 8000 0 0 0 0 128000 128000 0 128000
Distribution Rent 4 30000 0 0 0 0 120000 120000 0 120000
Depo Incharge 4 10000 0 0 0 0 40000 40000 0 40000
Accountant / Cashier 4 10000 0 0 0 0 40000 40000 0 40000
Loader 8 5000 0 0 0 0 40000 40000 0 40000
One Week Investment 4 450000 0 0 0 0 1800000 1800000 0 1800000
Total Target 0 0 0 0 0 0 0 0 0 0 ?
Distribution Prophet 4 0 0 0 0 0 0 0 0 0 10+2
Expences


&
Regards