260 G-1, JOHAR TOWN (NEAR DOCTOR’S HOSPITAL), LAHORE. PAKISTAN 54000
PHONE: 0092-344-4555162
E-MAIL: zeeshan_hashmi@live.com
ZEESHAN TANVIR HASHMI
OBJECTIVE
To achieve professional excellence and a career oriented job in a dynamic environment that offers utilization of my knowledge and provides growth opportunities.
PROFESSIONAL QUALITIES AND STRENGTHS
• Relationship Building
• Territory Management
• Market & Sales Planning
• Team Building and Staff Leadership
• Financial Forecasting & Analysis
• Retail, Sales & Marketing Analysis
PERSONAL PROFILE
Organized, hard-working, result driven professional with more than 7 years of experience in Oil & Gas sector. Dependable, flexible, and engaging professional with effective communication skills and solid track record in Sales & Client Management. Highly proficient in providing value to multiple business units and growing business in extremely competitive markets. Commitment to new market penetration, managing complex sales and supply arrangement and building customer relationships have contributed to achieving success.
PROFESSIONAL EXPERIENCE
Pakistan State Oil Company Limited (PSO)
Senior Territory Manager – Retail Fuel June 2015 – Till Date
Currently I am working as Senior Territory Manager – Retail Fuel at PSO Regional Office, Lahore Pakistan, reporting to Divisional Manager as well as Deputy General Manager – Central. I am also working in close coordination with Managing Director (MD) of Pakistan State Oil Company (PSO). I am responsible for the retail sales, network development and team development in my designated area. I am leading a team of three Territory Managers.
Key Responsibilities:
• To achieve sales targets assigned for both the fuel & lubricants in the designated geographical area comprising 102 dealers and 03 COCO sites.
• Preparing Network Development Plan, implementing it through team and supervising to ensure higher efficiency of resources.
• Analyze performance of every retail outlet, discuss problems, sort out the matters and suggest remedial action plan
• Keep a close liaison with Marketing Services department (Non-Fuel Retail / Cards / Brand Management) to get competitive advantage for enhanced retail business.
• Achieving KPI’s and all Sales targets through optimum utilization of resources in a competitive environment.
• Responsible to provide market intelligence to DM & assist
him in the development & implementation of effective sales
plans & strategies to meet the sale target of fuel/lubricants
as advised by the management.
• To act as a business consultant to the dealers on proper management of retail outlets w.r.t working capital & inventory management, wet stock management, payment terms, documentation, customer handling, local advertising & promotions, credit control, outlet profitability, House Keeping, staff recruitment, HSE etc.
• Managing a team of three Territory Managers and monitoring team performance.
• Managed the territory assigned in terms of Sales, network management, marketing and handling problems of Franchisees/Dealers and achieved volumetric and gross margin targets of CNG, Motor fuel and lubricant.
Pakistan State Oil Company Limited (PSO)
Senior Business Sales Analyst (Sales & Supply) March 2015 – May 2015
I was working as Senior Business Sales Analyst at PSO Head Office, Karachi Pakistan, directly reporting to Managing Director (MD) of Pakistan State Oil Company Limited. I was working in close coordination with Managing Director (MD) of Pakistan State Oil Company (PSO); assisted him in most of the strategic decision making, external communications and business intelligence. I was looking after highly confidential matters of the company and also working on a special assignment in the Supply department of Pakistan State Oil Company Limited. I was in a close co-ordination with the local refineries of Pakistan for sourcing the product.
Key Responsibilities:
• Supply Chain monitoring for Gasoline, High Speed Diesel (HSD), Furnace Oil and other products from imports, pipeline to depots.
• Analyzing sale reports which are coming from Retail Fuel and Consumer Business division.
• Market research and trend analysis vis-à-vis competitors and internal environment
• Identifying and prioritizing emerging issues and handling in a timely fashion.
• Correspondence with higher authorities as Oil & Gas Regulatory Authority (OGRA), Oil Companies Advisory Committee (OCAC), National Highway Authority (NHA), Local administrative bodies, Oil Companies Advisory Committee (OCAC) and Ministry of Petroleum & Natural Resources on several affairs.
• Regularly attend product review committee meeting.
• Business Process Re-engineering through policy development.
• POL sourcing and distribution nationwide which involves quantities in excess of 12 million tons per annum. In a nutshell managing the supply chain of a major Oil Marketing Company with market share of approx. 73%.
• Analyzing Sales report of POL products specially High Speed Diesel (HSD), Gasoline, Furnace Oil & Kerosene Oil and supply report (Import & Local Refineries) for the Managing Director
• Quality assurance mechanisms for building the company’s impact and reputation and ensuring its future success
• Executive level decision making support for ensuring that the company achieves its business objectives internally and externally (largest fuel supplier to the energy sector with over 1 million tons of oil storage capacity)
Gas & Oil Pakistan Pvt Limited
Senior Territory Manager (Sales & Business Development)
August 2014 – February 2015
I was working as Senior Territory Manager (Sales & Business Development) in Lahore region. I was responsible for the retail sales and development in my designated territory. It was a new Oil Marketing Company launched in Pakistan so the main focus was to establish Retail Network. Major focus was on development of new sites in the potential trade area. I was leading a team of two Territory Managers.
Correspondence with higher authorities as Oil & Gas Regulatory Authority (OGRA), National Highway Authority (NHA), Explosive Department and Local administrative bodies on several affairs helps broadening my horizon of business knowledge.
Key Responsibilities:
• To achieve sales targets assigned for the fuel in the designated geographical area.
• To achieve network development targets and to do a comprehensive market area survey of all major markets in order to identify trade pockets and future development needs within the designated geographical unit.
• To act as a business consultant to the dealers on proper management of retail outlets w.r.t working capital & inventory management, wet stock management, payment terms, documentation, customer handling, local advertising & promotions, credit control, outlet profitability, House Keeping, staff recruitment, HSE etc.
• Managing a team of two Territory Managers and monitoring team performance.
• Develop new potential sites in trading area to increase market share.
• Carrying out effective research & intelligence into competitor products & other trends.
• Business Planning with Stakeholders.
• Managed the territory assigned in terms of Sales, network management, marketing and handling problems of Franchisees/Dealers and achieved volumetric and gross margin targets of CNG, Motor fuel and lubricant.
Attock Petroleum Limited (APL)
Executive Retail Sales & Development September 2011 – April 2014
I was working as Executive Retail Sales & Development (Territory Manager) in different North & Central region territories. I was responsible for the retail sales and network development in my designated territory. There were also certain bulk oil suppliers in my region. The scheduling of fuel orders, maintenance, sales, business development, credit analysis, logistic support and supply chain were my core job factors.
Held accountability for different region retail (North & Central) outlets and distributors, in excess of 60 in number, for sales and marketing initiatives. Developed both long-range and short-range marketing plans, formulated sales strategies with focus on increasing sustainable market share. Successfully convert two major OMC site in a record period of time and this resulted into an immense boost to company image & credibility. Successfully converted 25 CNG stations into multi fuel station in just one year.
Correspondence with higher authorities as Oil & Gas Regulatory Authority (OGRA), National Highway Authority (NHA), Local administrative bodies and Ministry of Petroleum on several affairs helps broadening my horizon of business knowledge. Implemented Retail POL Quality & Quantity Standards, policies to achieve desired reputation as enshrined under company vision.
Key Responsibilities:
• To achieve sales targets assigned for both the fuel & lubricants in the designated geographical area comprising 60 dealer and 01 COCO site.
• To achieve network development targets and to do a comprehensive market area survey of all major markets in order to identify trade pockets and future development needs within the designated geographical unit. Touring as per the plan submitted and proper assessment of visited sites through dealer standard inspection report (DSIR)
• To act as a business consultant to the dealers on proper management of retail outlets w.r.t working capital & inventory management, wet stock management, payment terms, documentation, customer handling, local advertising & promotions, credit control, outlet profitability, House Keeping, staff recruitment, HSE etc
• To manage Company Owned & Company Operated (COCO) site of the company (Attock Petroleum Limited) in F-11 Islamabad. Responsible for the recruitment, training, motivation, direction & periodic appraisal of station staff. Managing 40 staff members at the site.
• Develop new potential sites in trading area to increase our market share.
• Setting the scope, implementation, management & review of marketing campaigns
• Carrying out effective research & intelligence into competitor products & other trends.
• Constantly improving business development activities.
• Business Planning with Stakeholders.
• Monitoring distribution and team performances.
• KPI and Sales Reports submission (Forecasting, Sales Analysis, Distributor Performance Reviews, Market Intelligence, Audits).
• Managed the territory assigned in terms of Sales, network management, marketing and handling problems of Franchisees/Dealers and achieved volumetric and gross margin targets of CNG, Motor fuel and lubricant.
Attock Petroleum Limited (APL)
Executive ( Finance & Accounts)
October 2009-August 2011
Started and supervised all the invoicing section at Machike Bulk Oil Terminal. Management of customer ledgers, verification of all payments. Verification of rebate and freight credit notes, preparation of Bank Reconciliation Statements, management of monthly audit reports. The principle purpose of this job was to assist and monitor all the invoicing and finance section work and provide feasible solution to different problems. I have dealt with retail, bulk; industrial & commercial customer’s following financial matters at three different locations across the country.
Key Responsibilities:
• Co-ordination with the bank in different matters and preparation of Bank Reconciliation Statements.
• Monthly audits at different locations. Month-End verification, closing & reporting of Sales data and Preparation of monthly audit reports.
• Credit Control & monitoring (Due & Overdue Payments). Ensuring strict adherence to approved Credit Limits and terms of sale
• Aged debtor’s analysis and reconciliation of different customers.
• Inventory/stock reconciliation. Fixed Asset Inspection of Company invested fuel stations
• Established of ATTOCK PETROLEUM LTD new sale point Financial Management. Have implemented better financial procedures & controls at different sales point across the country.
• Risk assessment & management by analyzing “closing receivables balance”
• Incorporation of Debit / Credit notes in the database. Ensuring receipt’s timely & accurate recording & bank deposit
• Preparation of different reports on daily and monthly basis and assisting the top management in different matters.
• Acting Regional In-charge (F&A) responsibilities to look after 3 different sale points across the country. Ad-hoc reporting for business review & support.
• Supervision of 8 – 15 persons.
OISCA – Ecological
Senior Officer (Finance) August 2007 – August 2009
Worked in the Project Management Unit (Finance) in OISCA. OISCA Pakistan is a chapter of OISCA-International. I was monitoring all the transactions and financial work. This was a part time job during my studies.
Key Responsibilities:
• Preparation of Bank Reconciliation statements
• Asset Management.
• Incorporation of financial data in the financial software
• Variable and Horizontal Analysis
• Monthly audit
EDUCATION
• Masters of Business Administration (MBA) with majors in Marketing from Preston University, Islamabad (2011-2013)
• Bachelor of Business Administration (BBA Hons.) with majors in Finance from Institute of Business Administration (IBA) University of the Punjab, Lahore (2005-2009)
• Faculty of Science (F.Sc) Pre–Engineering from Mansoorah Model Degree College Lahore (2002-2004)
• Matriculation (Science) from Garrison Boys High School, Lahore (2000-2002)
CERTIFICATINS / TRAININGS
• Advanced Negotiation Skills from Octara Private Limited in May 2013
• Petroleum Products Specifications Training from Attock Refinery Limited in April 2013
TECHNICAL SKILLS
• Microsoft Office Applications ( Word, Excel, Access, Front Page, Visio & PowerPoint)
• Lotus Notes
• Oracle Financials
• SAP
REFERENCES
Will be furnished on request