Laique Ahmed Shaikh
Sales Leader | International Strategy Formulation | Business Development
Summary
Dynamic and results-driven Sales and Business Development leader with around two decades of progressive experience in driving top-line growth, formulating international go-to-market strategies, and collaborating with cross-functional teams across diverse geographies including Southeast Asia, the Middle East, and Africa. Demonstrated ability to turn around underperforming channels, lead high-performing sales teams, and deliver sustainable revenue growth through strategic planning, customer-centric solutions, and data-driven decision-making.
Proven expertise in international value proposition development, and product portfolio optimization. Adept at managing complex stakeholder ecosystems, known for successfully launching new products, consolidating product lines to enhance competitiveness, and capturing untapped market segments through targeted lead generation and account conversion.
Overview
20
20
years of professional experience
Work History
Commercial & Industrial Segment Manager – APAC, ME, EU & Asia
Chevron International Products
01.2024 - Current
- Developed and executed the Go-to-Market (GTM) strategy for Indonesia’s Fleet and Power Gen segments, resulting in the induction of 2 new direct accounts, and a targeted 20% increase in qualified leads.
- Collaborated with Vietnam’s on-ground sales and technical teams to revamp the cement segment value proposition, leading to successfully reclaiming a customer from competitors in a highly commoditized market.
- Led the introduction and launch of new products in the Power Generation and Construction segments by aligning product development with market needs, and executing region-specific launch campaigns.
- Consolidated product portfolio for off-highway and on-highway fleet segments across the Middle East and South Africa regions, enabling cost reduction in inventory management, enhancing customer clarity through benchmarking against competitor offerings, and eliminating internal product overlaps.
- Created lead generation campaigns through webinars targeting untapped mining accounts, converting over 10 leads to new opportunities across Central Asian countries.
- Developed the HDMO 'Protect & Grow' strategy for Thailand, the Philippines, Egypt, and Malaysia to grow market share in API CI4 classification, and improved volume by 8%.
- Leading and driving alignment of the lubricant strategy across assigned geographies.
- Seeking out trends that include macroeconomic factors, applications and technology, policies, energy transitions, and customer behavior.
- Identifying growth potentials for emerging segments, product application changes, and developing sound business plans to drive strategy implementations.
- Simplifying and prioritizing the needs of customers to articulate the right products and service offers.
Manager Business Development Lubricants & Retail Fuel Licensing
Chevron International Products
11.2020 - 01.2023
- Collaborated with regional and global teams to formulate and execute the company’s retail fuels business strategy, and successfully led the negotiation of the Caltex brand licensing deal for Pakistan.
- Won new businesses in key segments like construction and fleet, contributing over 500 kls in volume per annum.
- Worked as a key member of regional teams to identify projects of varied complexities, and work with teams of teams to translate the project plans into reality.
- Led the efforts at the national level to enhance the company’s footprint in various sales channels, to increase our market share, and gain share of wallet with a strong P&L responsibility.
- Prepared and evaluated the proposals for business growth in alignment with the company’s strategy to grow in preferred segments.
- Led projects of different magnitudes and complexities to derive maximum value against dollars spent.
- Negotiated and devised complex agreements to bring in more non-lube revenues by taking on board renowned collaborative partners.
Regional Manager Lubricants (Retail Franchise Xpress Lubes & Distributors) – Central & Northern Pakistan
Chevron Pakistan Lubricants pvt Limited
04.2014 - 10.2020
- Led a team of experienced sales professionals to devise a 5-year retail/downstream lubricants sales strategy to regain potentially lost volume after the exit of the retail footprint from the country, and mitigated over 80% of volume loss in less than 4 years.
- Developed a strong network of 120 Xpress Lubes from scratch across the assigned region.
- Delivered strong annual financial results – increased OEAT by 30% and volume by 35%.
- Maintained a leading position in the market by re-establishing the company’s retail face after the exit of the fuels business from Pakistan, and established 25 quick oil facilities at strategic network sites.
- Established a fulfillment center, which could work as a one-stop solution for all critical steps involved in setting up a site.
- Overall franchisee management with respect to brand protection, standards adherence, and sales lookback for payback period.
- Cash flow analysis, identification of the right product mix, vendor selection, and asset procurement/optimization.
Area Manager Industrial Lubricants (B2B) – Central Pakistan
Chevron Pakistan Limited
05.2011 - 03.2014
- Actively pursued new and untapped business opportunities to expand the customer base for profitable growth in the B2B segment, growing volume by 24% in three years.
- Maintained excellent relations with OEMs and their agents, and actively gained their recommendations for Caltex lubricants, introduced our new gas engine oil, and won key accounts with an annual volume of over 400 kls.
- Developed effective sales and service packages for customers, and took appropriate actions to tap all untapped areas.
Initial Roles at Chevron
Chevron Pakistan Limited
09.2005 - 04.2011
- Pursued new business from the existing customer base, new products, and joint opportunities with cross-functional products (registered the highest ever sale of HFO (heavy furnace oil), and grew business by over 20% in 3 years).
- Reviewed customer profitability reports, understood key performance measures, and took corrective actions to ensure profitable growth.
- Managed a network of 30 gas stations independently.
- I looked after the convenience store agreements, maintaining the most economical inventory of fuels and mart items through effective merchandising, and devising CNG agreements.
Education
Master of Business Administration -
IBA (University of the Punjab)
05.2005
Bachelor of Commerce - undefined
PCC (University of the Punjab)
05.2003
Skills
Business Development & Market Entry
Internationa Strategy Formulation & Execution
Sales Leadership
Leading Complex Negotiations
Project Management
Team Building
Accomplishments
- Recipient of several recognition awards from President & Vice President Lubricants for successfully closing the Brand Licensing deal and for growing Chevron footprint in the untapped areas.
- Remained “Elite Club Member” of Chevron’s top performers.
- 4 Gold Medals in MBA with a CGPA of 3.99
- Topped in Bachelors (BCom) all over the state
- Won merit scholarships in MBA & BCom
Timeline
Commercial & Industrial Segment Manager – APAC, ME, EU & Asia
Chevron International Products
01.2024 - Current
Manager Business Development Lubricants & Retail Fuel Licensing
Chevron International Products
11.2020 - 01.2023
Regional Manager Lubricants (Retail Franchise Xpress Lubes & Distributors) – Central & Northern Pakistan
Chevron Pakistan Lubricants pvt Limited
04.2014 - 10.2020
Area Manager Industrial Lubricants (B2B) – Central Pakistan
Chevron Pakistan Limited
05.2011 - 03.2014
Initial Roles at Chevron
Chevron Pakistan Limited
09.2005 - 04.2011
Bachelor of Commerce - undefined
PCC (University of the Punjab)
Master of Business Administration -
IBA (University of the Punjab)
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