Muhammad Jawad Zia

228 / A-1 Valencia, Lahore

SENIOR-LEVEL SALES MANAGEMENT

Extensive Sales experience (both B2C and B2B)  Business Development
Sales Management  Strategic Planning  Customer Relationship Management
Channel Management  Budgeting  Team Development, Training and Motivation
Government/Tender business  Proposal/Contract Negotiations  International Linkages
Strong interpersonal & Communication skills  Multicultural Environment Management
_______________________________________________________________________________
CAREER PROFILE
 An MBA with majors in Marketing, and ~25 years of sales & marketing and business
development experience while working with leading local and multinational companies in
Pakistan.
 A professional who has multiple sets of Commercial expertise, with highly developed
communication skills.
 Proven ability to manage multiple tasks, projects, and assignments simultaneously.
 Skilled coalition-builder with multicultural experience.
 Proactive self-starter with track record of initiative, personal responsibility, ownership of work
and a strong leader who effectively motivates his team.
 Result-oriented achiever with track record for identifying opportunities for accelerated growth.
 Proven ability to quickly learn and utilize new methods, systems, and technology.
 Effective negotiator able to achieve win-win outcomes.
 Track record of regular promotions and increasingly more complex assignments.

PROFESSIONAL EXPERIENCE

National Sales Manager (NSM)

BERGER Paints Pakistan Limited 7 years 9 months
Feb’19 to July’19
Responsible for following business lines;
 Automotive sector (2, 3, and 4 wheelers)
 Powder coating business through Distribution Channels and with General Industry
Oct’11 to Jan’19
Responsible for following business lines;
 Decorative paint business with Projects & Institutions and Government & Marine
sector.
 Epoxies and Industrial/protective coating business through Distribution Channels, and
with Projects/Industry, and Government/Marine sector.
 Construction Chemicals (Admixtures, Sealants, Grouts, Surface Coatings/Flooring and
Water Proofing solutions) _ (for the period 2011-2016)
 Achieved growth of +300% over the period, while ensuring assigned business lines as
the most profitable division of Berger Paints.
- Developed annual plans/budgeting, forecasting, pricing structure, and ensured successful
achievement of agreed sales targets in terms of Volume, Value, and Gross Profits, with a focus
on Company’s bottom-line.
- Channel network development and management at national level for Powder Coatings and
Industrial Paints.
- Drafted dealer incentive policies & promotions.
- Finished Goods stock management, Forecasting, and Credit/debtor management.
1
- Sales Management through developing and implementing efficient work processes.
- Developed, groomed, and managed sales teams of ~50 members at National level, and drafted
Incentive Policies and Accountability Matrix.
- Have been winning High Achiever Awards and Performance trophies as Regional Head.
- Secured various mega projects business; including CPEC projects (Power projects & Orange
Line) for supply of Decorative paints & specialized coatings.
- Relationship development & management at all levels with key Architects/Consultants, leading
OEMs, General Industry, Trade network, Construction/EPC companies, Project developers,
and Government institutions/Armed forces.
- Organized “BERGER Business Associates Seminar”, “BERGER Contractor Consortiums” and
“BERGER Color Vogue” (fashion show).
- Working knowledge on ERP/Oracle.
- Ensure EHS compliance.

Sales & Business Development Consultant (Oct’09 to Sept’11)

- While working as a freelance Sales/Marketing & Business Development consultant, prepared
marketing plans, foreign product sourcing, Sales team incentive policy documents, and
carrying-out sales & marketing activities for various clients.

Sales Manager, Projects & Machinery Division (June’07 – Sept’09)

Jaffer Brothers (Pvt) Limited
- As head of the SBU and a senior manager, managed all business activities on day-to-day basis.
- Revived the Lahore Projects department by introducing new products and principals.
- Prepared annual Business Assumptions/Plan
- Developed new prospects / customers from industry and Government sector.
- Designed and executed strategic marketing plans for products/principals represented in Pakistan.
- Maintained good working relations with local civil construction / EPC contractors.
- Developed and signed MoUs/agreements with 3 foreign and 2 local business partners.
- Participated in bidding (ICB) for various Power Generation and T&D tenders including
200MW Saif Power project through Azarab Energy Iran, and various 132 & 220kV AIS and
GIS substation tenders through Mohamshargh Group Iran, and CNME Intl China.
- Sourced and got pre-qualified our Chinese principal for 1200MW coal fired power plant and
jetty project of AES.
- Tender business, prepared bids/proposals, pricing, and negotiated contracts.
- PROJECT: Coordination for smooth execution of IPD project for Rehabilitation of Taunsa
barrage gates, under Japanese funding. Project awarded to Kurimoto Japan.
- Earned all 04 yearly performance bonuses.
- Developed, groomed, lead the regional sales team.
- Visited Iran for business development.

Manager Marketing (Jan’04 - June’06)

Equinox Marketing (Pvt) Ltd., PANASIAN Group
- Sourcing of engineering products and principals for WAPDA, Pakistan Railways, SNGPL, and
the process Industry.
- Developed new prospects / customers from industry and Government sector.
- Designed and executed strategic marketing plans for products / principals represented in
Pakistan market.
- Managed approval/enlistment of Italian brand Lead acid batteries with PR (telecom) and
secured orders.
- Arranged seminar for a German Transformer industry consultant, and a Swedish brand Ni-Cd
batteries.
- Tender business, prepared bids/proposals, pricing, and negotiated contracts.
- Achieved annual revenue targets.
- Developed, groomed, lead the regional sales team.

2
Assistant Manager - Management Development Group (June’02 - Dec’03)
SMEDA, Ministry of Industries & Production, Government of Pakistan.

Assistant Manager, Power Development Project office (Sept’95 - May’02)

MARUBENI Corporation (a leading Japanese Multinational trading house)
- Developed and strengthened business relations with Government / Non-Government
organizations, concerned Ministries, and the funding institutions.
- Reported all working to the Tokyo Head-office.
- Coordinated with local and foreign Suppliers / Sub-contractors (including civil construction /
EPC companies).
- Tender / ICB business.
- Have been actively involved with the Japanese study mission on “Small Hydropower Potential
in Pakistan”
- PROJECT: One of the key person in the project execution team of “184MW WAPDA
Chashma Hydropower Project_EM-1 Contract”, (fully involved from the contract award stage,
till the final commissioning).
- Assisted the Project Manager and the Contract Consultant in the Contract Management of
Chashma Hydropower Project (EM-1) contract.
- Event Management: Actively involved in the arrangements of an Inauguration Ceremony of
this CHP Project, for which President of Pakistan was the Chief Guest.
- Handled Accounts, Procurement, and HR/Admin related matters for Project Office Lahore.
- Visited Japan and Hong Kong for project coordination meetings.
- Reported to Project Manager-Pakistan (a Japanese staff).

Asstt. Brand Manager, Marketing & Exports office (Mar’93 - Feb’95)

Mitchell’s Fruit Farms Ltd.
- While reporting to Manager Marketing, responsible for management of all brands under Farm
products, Confectioneries, and Chocolate business lines.
- Coordination/working with Advertising agency.
- Launched new TV commercial for Squashes, and developed new labels for all brands of Farm
products.
- New products launched – Chilli Garlic Sauce, and Jubilee chocolate.
- New product development – Cooking paste.

Client Services Executive (Sept’92 - Mar’93)

Blazon Advertising (Pvt) Limited

EDUCATION AND PROFESSIONAL DEVELOPMENT

 Masters of Business Administration (MBA) in Marketing, Pak-American Institute of
Management Sciences (Pak-AIMS) Lahore, 1992
 B.S. in Computer Sciences, Pak-American Institute of Management Sciences (Pak-AIMS)
Lahore, 1989

Professional Courses:
 Effective Communications, a training program by LUMS.
 Team Building, a training program by Training Impact.
 Professional Field Sales Management, a training program by Mr. Philip Lall.
 Leadership and Delegation Skills, a training program by Training Impact.
 Technical Training workshops at BERGER Paints.
 Internal Auditing against ISO 9001:2008 Standard in accordance with ISO 19011
guidelines, a training workshop by URS (United Registrar of Systems).
 Effective Brand Marketing, a workshop by PIM
 Project Management, a training program organized by SMEDA
 Visioning as a Team , a workshop by CMD
 Import & Export Documentation, a training program organized by SMEDA
3