Utilized well-developed written/verbal communication and presentation skills, stimulating steady business growth through aggressive direct sales, being coordinated through decision-makers from C-Level all the way down to management. Design and execute strategic sales and marketing programs and development plans for revenue growth and new business attainment. Function in close collaboration with network, engineering, and finance divisions to execute project effectively. Train and supervise Retail Development team to identify fueling pockets by various methods along with classification for installing retail outlets.  Effectively established & developed an oil marketing company with franchise structure, SOP’s, and retail outlet concept and design by reviewing and keeping in mind best industry practices and consumer dynamics. RAJA IRFAN AHMED PAGE | 2  Developed corporate strategy linked with the company’s vision by dividing the project into three phases i.e. getting NOCs and approvals for establishing new downstream company, hiring Retail development & Retail Engineering teams and after achieving certain number of sites, hired of Retail Sales team for managing sales and operation excellence of the newly commissioned retail outlets. Now there are seventy-eight commissioned retail stations.  Designed the Retail Sites Operations mechanism and implemented on the network.  Applied a situational leadership style as a foundation for directing company operations, showcasing record breaking performance by adding 295 retail outlets to the portfolio of the company within four years, resulting in successful achievement of KPIs  Earned a LEADERSHIP AWARD from CEO/Director Flow Petroleum (Pvt.) Limited in 2019 for exemplary leadership & ability to motivate the retail team to produce remarkable results.

* Gained cross-functional experience of working in different Oil Marketing Companies in Pakistan, proven track record of developing End to End process for organizations till the network development.

Served as a Regional Focal Point for HSSE, wet stock management and Rebate, and received recognition for region’s improvement showcasing leadership as well as collaboration abilities. Recovered lost Rimula sales grounds in region through administering project activities and practicing lean-sigma approach benefits endorsed by global team. Spearheaded portfolio of the territory consisting of 29 Shell Retail Sites located in five Districts including metro , highway and rural areas in terms of sales, network management, shell fleet card site wise management , marketing, operations ,quality control, HSSE , retail outlet’s operation excellence, liaison and problem solving with retailers. • Expertly applied selling, negotiation, and customer management skills to deliver growth on all KPIs, including 24% growth in Mogas, 19% in AGO and 42% in Lubes in 2015. • Designed and executed strategies as well as employed customer value proposition skill to cultivate sales by 163% of premium lube grades against the annual territory target in 2015. • Led home based fueling in Shell Retail by striking Commercial fuels volume with Shell Fleet Cards and improved wet stock management coverage of territory from 94% to 100%. • Established and executed strategies to raise coverage from 92% to 95% in Lahore region and acquire 3rd position nationally in AGO (Diesel) in quarter 1, 2015. • Earned an appreciation award from Managing Director Shell Pakistan Limited in 2015 for HSSE performance 2014.

Developed solid business relationships through honesty, integrity and consistent follow through, which directly contributes to consistent growth of territory. Skilled at prospecting, customer service and new product marketing and demonstration. Functioned in close collaboration with supply and distribution team members to develop ‘IFEM’ model for resellers/distributors and direct prospects. Established processes for examining and recording sales activities with a protocol to maximize close rate. Formulated and delivered competitive analysis reports of all oil marketing companies to the management in a timely manner. • Obtained platinum accounts in textile sector of Faisalabad and assured 188% growth by attaining leadership, accountability and team work award in 2012. • Delivered commercial fuels B2B targets as agreed in the annual targets for Lahore, Faisalabad, and Multan territories by captivating new accounts or up selling/cross selling existing accounts. • Drove customer relationship management functions, including call plans, POPSA, call report and suspect, prospect, analysis, negotiations, close, order, and payment.

Effectively designed Agricultural bulk fuels Resellers/Distributors network in South and Central Punjab (four supply envelopes) and executed policies to assure 248% volumetric & 248% profitability growth. Led cross-functional teams that defined, designed, and delivered partner and field enablement portfolio, including sales, technical and delivery tools, programs, training and support platforms, driving improved time-to-readiness, and partner satisfaction improvements. Achieved Commercial agricultural bulk fuels financial targets as agreed in the T&R while implementing strategies for South Punjab territory. • Increased Agricultural sales in supply envelope and closed the year on 21 MLN liters Diesel against 0.7 MLN liters base. • Spearheaded Agricultural Resellers market research project in South & Central Punjab to share complete value chain with leadership and received appreciation award in 2011. • Awarded with the Certificate of recognition for performance from Finance in Commercial Fuels HSSE Champion & Commercial Fuels Goal Zero over due in 2009 and 2010 competition conducted by Shell Pakistan Limited.

• Established retail network development and skills to design DO retail shell sites network in south Punjab. • Designed franchisee and reached from 18 outlets to 50 dealer owned outlets in 8 months as well as received appreciation in 2008.

* Facilitated senior management as well as Territory Managers for sales analysis, forecasting, credit management, cash payment entries and reconciliation, budgeting, and custodian of Franchise agreements and leases.

* Identified and resolved issues and forwarded queries to management through liaison with National Sales Manager-High Street, Regional Managers (North & South) and Territory Managers all over Pakistan.

Direct sales of printing ,copying and design through cold calls, prospecting, pre-approach, presentation, handling objection, closing and after sales service

Achieved pre-assigned sales targets .Ensured maximum brand availability in the area. Organized and supervised effective distribution network. Actively participated in the brand launch of DIPLOMAT cigarette in Lyari

Under took Military Training

Business Administration, Marketing

Commerce, Bachelor of Commerce

Science Pre-Engineering, Intermediate

Shell Pakistan Limited, Global Record Management

Shell Pakistan Limited, Offer to Cash Process Educational Tool

Shell Pakistan Limited, Growing Together Concretio!

Royal Dutch Shell Plc, FLIP Coaching for Individual Performers

Royal Dutch Shell Plc, Basic Accounting Principles and Framework

Royal Dutch Shell Plc, Retail Finance & Business Performance

Royal Dutch Shell Plc, Goal Zero through TNT

Royal Dutch Shell Plc, Retail CNG Operations Training

Royal Dutch Shell Plc, Be Ready –Taking pride in Shell Branded sites

Royal Dutch Shell Plc, Be Ready- Helping Customers to navigate your Retailer’s Shop

Royal Dutch Shell Plc, Professional Sales Negotiations

Royal Dutch Shell Plc, DICE1 Professional Training

Royal Dutch Shell Plc, Value Selling E-Learning

Royal Dutch Shell Plc, Sales Contract Management