S.M. Mahmud Hossain

Cluster Head-Marketing & Sales. at KSRM STEEL PLANT LTD
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Contact Information
us****@****om
(386) 825-5501
Location
Dhaka, Dhaka, Bangladesh, BD
Languages
  • English -
  • Bangla -
Skills

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Credentials

  • Master of Commerce
    University of Chittagong

Experience

  • KSRM
    • Bangladesh
    • Building Materials
    • 300 - 400 Employee
    • Cluster Head-Marketing & Sales.
      • Aug 2018 - Present

      Job Responsibilities Managing Sales Region, Area, Territory & Dealer wise target and growth plan execution Identifying opportunities for each dealer and preparing actionable tasks. Identifying gaps and setting appropriate dealers for those markets. Optimizing sales and inventory ratio by meticulously managing trend. Ensuring after sales follow up and timely recovery. Actively participating in national goal setting, forecast and growth strategy. Managing Marketing Identifying marketing support requirement for different area & markets Identifying most effective options to build required brand awareness. Arranging engagement program for groups like Developers, Engineers, Government and NGOs, Contractors, Masons and individual buyers. Planning marketing activities like Bill board, wall painting, Shop branding, site branding, all POSM. and execution in key markets Designing attractive gifts high value clients to outstand competition. Participate in local exhibitions & marketing events Attend to customer's inquiries, quotations, and follow-up Visit to construction site & ensure safety in every steps of construction. Managing Team and Capability Development Managing Sales basics - Itinerary, reporting and review meetings. Ensuring teams understanding, planning, execution & monitoring on overall business goals. Counseling on sales pitch and relationship management. Training on geo-economics demand understanding and mapping. Preparing sales pitch for Developers, Engineers, Government and Non-Government Officials, NGOs, Contractors, Masons and individuals Arranging on and off the job training for sales team in regular interval. Key Achievements Recruited targeted number of new dealers in identified areas. Replaced some default dealer successfully with recovering dues. Successfully organized several ‘Focus Group Engagement’ i Earned targeted growth constantly. Grew a ''zeal for win'' across the team in the region. Show less

  • Unilever
    • United Kingdom
    • Manufacturing
    • 700 & Above Employee
    • DFF Capability Development Manager
      • Jan 2016 - Jul 2017

      Managing DFF Academy Arranging Different resources and Developing Training Module for Unilever’ Learning School for Distributor Field Forces located in Dhaka and also correspondingly works in 17 Area and 7 Regional Headquarters. Recruitment Aligning several HR farms on CV Sourcing and screening fresh applicants. Arranging their Written Exams on group basis. Interviewing the selected Pool who qualified in written exam. Training & Development Arranging Class Room session in Unilever DFF Academy. Content in the sessions include Job details, Company Overview in Global and Local perspective, Product Knowledge, understanding channels and retail environment, consumer and customers mindset, market skills like objection handling, negotiation and bargaining , Beat planning, using geographic knowledge to accurately form beats; Operational skill like HHT operation, Trade Return Policy implication, Scheme Management; EDGE Implication for better performance, and interactive inspirational video Module like ‘Life of an Ideal Sales Officer’ etc. Evaluating performance rating against given KPI- Top and Bottom line targets, FCS (Field Capability Score), FOS (Feet on Street), DC (Distribution Correction) target and recommending for future growth. Key Achievements I have established the DFF Academy with well-equipped training instrument, decorations and materials. I developed the training modules with different topics both video and PPT to ensure quick learning. I have ensured DFF recruitment for training through CV screening, written exam, made interview with TM/STM/ASM/RSM and Distributor. This process followed across the region for recruiting DFF. According to process I took DFF interview 56 days along with regional team. Conducted 129 Classroom Session with 773 trainees in 26 Batches nationally. 655 trainees are selected for field training and recruited 457 trainees as Sales Officer in different territory after 22 days successful field training & achieved DFF replacement target. Show less

  • Unilever
    • United Kingdom
    • Manufacturing
    • 700 & Above Employee
    • Senior Area Sales Manager
      • May 2010 - Oct 2015

      As a Senior Area Sales Manager for Dhaka Metro region, I used to look after business performance of four territories that yield 7% national and 37% regional business. Also look after distributors’ investment, infrastructure and other relevant business issues across the region as assigned by the Regional Sales Manager. Retail coverage around 20,000 outlets with more than 1000 field forces. I am responsible for the following functions of the area business.Job ResponsibilitiesSales Planning In beginning of year I put insight on Annual coverage & sales target through Joint Business Plan (JBP) & implementation with the distributors. To plan strategies to enact Territory Managers and their teams to bring out the sales managing every critical condition. To assist my RSM on planning for the regional by SKU, by brand Sales Achievement.Ensuring Availability & Visibility Ensuring right distribution of all must have SKU’s in right channels through Distribution Correction and Placement of Innovation Pack. Ensuring all POSMs is being stored & used with 100% Efficacy in all houses & market places. Ensuring Visibility by enacting S/TMs, S/SOs and CMs for Executing Plan-O-Gram.Channel development Ensuring Maximum coverage in Different channels required for National business strategies. Nurturing Shopping Complex, Urban Hunter, Pollyduts, Drug Store and Out of Home – the priority channels and ARTM services.Distributor & Key Customer Management  Ensuring rightly arranged and maintained issues. On time regular stock lifting  Design cost effective and profitable re-distribution by the distributor’s  Ensuring distributor's Stock Cover, Warehouse Space, HR Compliance, Work Environment. Also ensuring distributor’s healthy ROI. Capacity BuildingEnsuring Capacity Building in areas of Talented Team Building, Guidance and Training, Control & Evaluation, Continuous Engagement and Rewarding Show less

    • Field Operation Manager
      • Jan 2009 - Apr 2010

      Job Responsibilities  Capability Development for Senior/Territory Managers Capacity building for Identified distributor’s Field Force (DFF) in selected Distribution Houses. Discipline in all distribution houses through random checks. Taking input from Regional Sales Manager and ensuring Scheme Execution at field level Contract Merchandisers Training and accompaniment with them in the field to deliver better performance. Also evaluate their day to day performance. Executing Channel specific Marketing Program and Brand wise growth liaising with STMs, TMs, CMs and other Distributor’s Field Force. Implementing Everyday Great Execution (EDGE) through SSMARRTCS (Motivational Campaign) across the region. Execution of Field Capability Score (FCS), Distribution Correction (DC). Show less

    • Area Sales Manager
      • Jan 2007 - Apr 2009

      In Bogra Sales Area I worked for 6(Six) months. I looked after the 3(three) Territories with 12 (twelve) Distributors. During the period I had improved significant discipline into the fields by introducing a basic discipline in all the distribution houses. After that, I joined Rajshahi Sales Area from July, 2007 where I had 4 (Four) Territories with 9 (Nine) distributors. Starting with ensuring basic discipline in all the distribution houses, I initiated other action points to face major challenges of Distributor Management, Office Renovation, Fighting Floods from River Padma and People Attrition Rate. Key Achievements:  Dramatic new premises inaugurated in Rajshahi office and renovation in other Distribution points in Rajshahi & Bogra Sales areas in one go which was replicated across the country. Drastically improved the Order Vs Delivery Gap to 8.5% from 13.3%  Improved rotation of distributors’ capital investment which resulted above 25% ROI as well as 21.5% value growth in 2008. Champion ASM in the country in 2008 with ever highest growth of 31% over 2007 Reduce Attrition Rate to 4% from 8% by fulfilling HR Compliance in 2008. Nominated for the SOL(Standard of Leadership) Awards in Q1, 2008 Show less

    • Senior Territory Manager
      • Jan 1998 - Dec 2006

      Since 1998 I was in Narayanganj as Territory Manager with five distribution houses those are Narayanganj, Norsingdi, Ghorashal, Munsigonj, and Mirkadim under Dhaka Outer Sales Region. I was promoted as Senior Territory Manager in 2001 and continued till quarter 1, 2004. During the period I created two new distribution houses located in Adamje and Sonargaon. I had also replaced Narayanganj existing distributor by a new one in 2002 that impacted on our coverage and growth positively. In Q2, 2004 I was moved to Chankharpul Territory under Dhaka Metro Sales Region where I found Non Complying distribution. I found several issues on Stock, Finance, Manpower, Space, and HR Policy. Understanding the problems management approved the changeover plans and we quickly enacted by recruiting new distributor and starting operation from 22nd March 2005. With new distributor’s extreme commitment to business we got double digit growth in 2005 after continues three years of poor performance in Chankharpul Territory. Show less

    • Territory Manager
      • Jan 1994 - Dec 2000

      I joined Tangail Territory in mid 1993 covering towns/distributors of Tongi, Joydevpur, Borme, Kaliakoir, Tangail, Gopalpur, and Jamalpur. During the period I worked on adopting new nationally set action points and special drive in rural markets. The company drive was to clearly put focus on rural markets. As of company’s suggestion I included more than double outlet coverage as part of market expansion. I planned the new routes extended to even remote villages and thus generated huge sales in the territory and finally made a superb growth of 25% in my territory for following several years. I focused on disciplined service to retailers. It confirmed maximum service and a growth in successive years. Key Achievements:  Implemented JBP (Joint Business Plan) and Reorganization Plan Implementation by first month of each year. Setting up a new distribution house in Kaliakoir where the distributor was reluctant to incur the set up cost for long time. Received Best Territory Manager Award in 1995 while worked for Tangail. Show less

  • Unilever Bangladesh Limited
    • Chittagong & Dhaka
    • Territory Sales In-charge
      • Jun 1989 - Dec 1993

      I started my career with Unilever Bangladesh Limited through induction in Chittagong and Dhaka Sales Region. After 3(three) month successful induction I got responsibility as Territory Sales In-Charge in Dhaka-1 Territory. I looked after the business of Home Care in Chankharpul and Wari and Full Business Portfolio in Mirkadim, Munsigonj and Nowabganj. I worked hard to conclude a profitable business with implementing business hygiene and brand wise sales target. Key Achievements:  For first time in Unilever history in Bangladesh I started ‘The Best Hygiene House Award’ in my jurisdiction.  I achieved highest target achievement for Home Care Business in Chankharpul House.  Increased 20% route in Mirkadim in 1993 that gave 30% above business growth. Show less

Education

  • University of Chittagong
    Post Graduation, Master of Commerce
    1988 - 1989
  • University of Chittagong
    Graduation, Bachelore of Commerce with Honours
    1983 - 1986

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