MUHAMMAD BASHEER
?: (+971) 50 933 6794
?: mmdbasheer@gmail.com
Skype ID: bravo.mb
FaceTime ID: mmdbasheer@rediffmail.com
LinkedIn: in.linkedin.com/in/muhammadbasheer ?
Sales & Business Development leader with 16 years of rich experience primarily in Downstream Oil & Gas Industry. Currently seeking assignment in a management role in business development/sales in GCC Region/Africa. Recipient of prestigious Global Sales Award in the “GLOBAL COMMERCIAL COMPETITION” at Shell Lubricants in 2016.
PROFILE SUMMARY AREAS OF EXPERTISE
A resilient, high-performance, results-oriented team-player with cross-cultural professional and educational exposure across countries including UAE, India, Bhutan and Kingdom of Saudi Arabia.
Worked across multiple roles covering Business Development, Key Account Management, Sales, Pricing Strategy, Channel Management, Fuels Distribution, Fuels Network Development and Change Management. Experienced in leadership as well as customer-facing roles.
Can optimally blend leadership, collaboration, analytical thinking, project management, LEAN practices and effective communication techniques.
Experienced in coaching, mentoring and developing talent. New Business Development ?????
Sales Management ?????
Key Account Management ?????
Operations Management ?????
Pricing Management ?????
Project Management & Delivery ?????
Market Research ?????
Business Analysis ?????
SOFT SKILLS
Strong & clear communication ?????
Negotiation & Persuasion ?????
Training, Coaching & Mentoring ?????
Analytical approach to problem solving ?????
CURRENT POSITION
(OIL & GAS)
MENA ENERGY DMCC, Dubai, United Arab Emirates Mar’17 to Present
B2B Sales Team Lead (Bulk Gas Oil)
Geographic responsibility: United Arab Emirates
Key Result Areas:
• Sales KPI:
- Managing a growing sales team to deliver 2018 target of 400 Million Liters of Gas Oil in UAE.
- Formulate industry-specific pricing strategies for End-Users across major industries including Transportation, Manufacturing, Construction, Mining & Cement.
- Market segmentation & margin determination based on End-User buying behavior.
- Develop route-to-market strategy to effectively & efficiently reach End-User segment.
- Track competitor activities, industry developments & Gas Oil pricing to position pricing strategy to customers.
• Team Management:
- Build a team of 10 Account Managers from the existing 2.
- Train, coach & mentor Account Managers.
• Digital Transformation:
- Leading development & implementation of a digital platform with objective of providing customers with high degree of transparency in terms of pricing as well as for placing & tracking orders.
(OIL & GAS)
ROYAL DUTCH SHELL, New Delhi, India Mar’13 to Mar’17
Business Development Manager (OEM), Lubricants
Geographic responsibility: India and the Kingdom of Bhutan
Significant Achievements:
• Winner of Shell’s “Global Commercial Competition” Sales Award in 2016.
• Secured 9th spot in Sales League Table of 2015 Global Commercial Competition.
• Secured 7th spot in Sales League Table of 2014 Global Commercial Competition. Sales KPI Summary 2016 1.9 Million Litres (95%) @ 140% profitability
2015 1.4 Million Litres (100%) @ 130% profitability
2014 1.1 Million Litres (95%) @ 130% profitability
2013 0.7 Million Litres (90%) @ 114% profitability
Key Result Areas:
• Business Development:
- Delivered profitable organic growth of Shell Lubricants through focused, solution selling approach & negotiating long-term supply deals with Automotive OEMs and their dealership network.
- RFP (Request for Proposal): Prepared robust proposals in response to OEM RFPs thereby winning new business at highly profitable margins.
- Engaged with OEMs to strategize and implement marketing plans, packaging options, route-to-market, technology & pricing.
- Product Portfolio: Periodically reviewed lube portfolio with OEM stakeholders including their Technical, Strategy & Sourcing Teams. Pushed introduction of new oils based on Fuel Economy & Durability (ODI).
• People Management:
- Coached & mentored newly on-boarded team members.
- Provided constructive feedback. • Sales:
(Key Customers: BMW, Volvo-Eicher, Ferrari, Maserati, Ducati & Motorrad)
- Delivered sales through Direct Account Management (80%) & Distributors (20%).
- Reviewed OEM Pricing every quarter based on fluctuations in Base Oil Prices, Additive Packages & Forex.
- Finalized & Approved royalties payable to OEMs based on actual volumes delivered.
- Inventory Management & DFA (Forecasting): Managed DFA for 34 SKUs on a 90-day basis and reviewed monthly for any fluctuations.
- Sales 1st: Strong advocate of SPANCOP sales approach.
- Receivables Management: Ensured KPI is within target.
(OIL & GAS)
ROYAL DUTCH SHELL, New Delhi, India Nov’11 to Feb’13
Strategic Projects Manager, Lubricants
Geographic responsibility: India
• Promoted to strategy role to manage delivery of projects essential to meet DISHA 2015 lubricants growth plan.
• Reported directly to Managing Director.
• Created collaborative environment across functions having varied KPIs within Shell Lubricants & Shell Retail on various initiatives to grow lubricants business profitably.
• Other projects included Enhancing Aftermarket Brand Visibility, Grow Synthetics and Building presence in Fleet, Power & Construction Segments.
(OIL & GAS)
ROYAL DUTCH SHELL, Bangalore, India Jul’09 to Oct’11
SAP Implementation Coordinator, Fuels Supply & Distribution
Geographic responsibility: India
• Was co-lead for Global-SAP implementation for Fuels Distribution business in Shell India. This implementation was globally the biggest change program for Shell.
• Demonstrated skills to work as an inclusive team-player in a virtual environment with senior stakeholders across various regions/cultures.
• Developed in-depth process understanding with hands-on experience of fuels storage & handling, terminal operations, product scheduling, loading, transportation, invoicing and decantation.
• Localized the ‘to-be’ processes with mandatory compliance to legal & fiscal requirements of India.
• Recognized as a Process Trainer, Acceptance Tester, Hyper-Care Focal & Super User for SAP-BI.
(OIL & GAS)
ROYAL DUTCH SHELL, Chennai, India Apr’06 to Jun’09
New Markets Development Manager, Retail Fuels
Geographic responsibility: Northern districts in state of Tamil Nadu, India
• Project-managed expansion & development of Shell’s fuel-retailing footprint in key cities in South India by negotiating & closing competitive deals on freehold/leasehold basis.
• Extensively researched markets & competitive landscape to identify growth areas.
• Evaluated financial viability of all opportunities & obtained internal stakeholder buy-in.
• Closely managed 3rd party resources to secure statutory approvals within projected timelines.
• Facilitated pre-commissioning/commissioning activities of fuel stations.
ADDITIONAL PROJECT
• Led a 4-month project aimed at optimizing operating costs of 72 Shell fuel stations across India.
• Based on project findings, Top Management accepted recommendations to enhance retailer profiles from single-site operations to multi-site operations.
• Also implemented increase in Retailer remuneration for multi-site operations.
(OIL & GAS)
ESSAR OIL LIMITED, Madurai, India Dec’04 to Mar’06
Territory Sales Manager, Retail Fuels
Geographic responsibility: Southern districts in state of Tamil Nadu, India
• Established strong network of 24 fuel stations in 15 months after a detailed analysis of market-potential & competitive landscape. Also, appointed franchisees to operate these fuel stations.
• Delivered 26 statutory permits through positive stakeholder engagement with Government Officials.
• Monitored inventory at retail stations including Q&Q checks & Wet Stock Management (WSM).
• Trained fuel station staff to manage operations including WSM, decantation, safety compliance, etc.
(TELECOM)
RELIANCE INFOCOMM LIMITED, Pondicherry, India Jul’02 to Nov’04
Area Sales Manager
• Strategically established strong network of distributors, retailers & franchisees in 3 markets to deliver sales KPIs.
PROFESSIONAL ENHANCEMENTS
• Trained in Dubai as a LEAN Practitioner for Shell.
• Certified by The George Washington University on “Managing Projects”.
• Trained by Mark Reed of ProSess International on “Project Management… by the Numbers”.
Other trainings include:
• Shell Retail Customer Commitment
• Shell Retail Planning & Business Performance
• Become a Trusted Advisor
EDUCATION
• Post-Graduation: MBA in Marketing Management (May 2002) from FORE School of Management, New Delhi, India
• Graduation: B. Tech., Chemical Engineering (May 1999) from Coimbatore Institute of Technology, Tamil Nadu, India
• High School: From Indian Embassy School, Dammam, Kingdom of Saudi Arabia
COMPUTER PROFICIENCY LANGUAGE PROFICIENCY ADDITIONAL INFORMATION
• MS Word, Excel, PowerPoint: Expert
• SAP Business Intelligence: Expert
• MS Project: Intermediate • English (full professional proficiency)
• Hindi (full professional proficiency)
• Arabic (basic working proficiency)
• Tamil (native language) • Valid UAE Driving License
• Nationality: Indian
• Gender: Male
• Marital Status: Married