Sales Marketing

Curriculum Vitae

Constantine Candaras

Name : Constantine

Surname : Candaras

Residential address : 26 Villa Prive

**** ********* ***.

Roodepoort – 1709

South Africa

.

Postal address : P.O.Box 73278

Fairland – 2030

Gauteng

South Africa

Contact details : 082-***-**** Home

: +.27.82.786-5791 Cell

e-mail ******@*****.***

Date of birth : 06 December 1956 / I.D. 561206 m 1809303

Nationality : Greek National

Passport No. : AK 3010159

Marital status: Married (1982) with two children – born 1983 & 1986

Languages : English, Afrikaans and Greek

Basic – Italian, Arabic, Swahili and French.

Hobbies and interests : Motorsports, Cricket and Music

Drivers license : Code 14

Computer skills MS office suite

Qualifications

Education : Matric Rand College 1974

Higher education : I.M.M. Wits University 1978

Executive skills (H.R.) Eden college 1982

Business management D.M.S. 1983

Affiliations : South African Marketing Association 1984

Woodlands college of Lubrication - Houston Tx. MSc Tribology 1997

Career History

1975 – 1990

Dinsa Holdings. Heavy duty trucks, earth moving equipment, busses etc.

www.diesel-electric.com

Sales and Marketing manager (14 Branches) – Diesel fuel injection company, Premier Diesel company, High speed diesel and Canmac industries. Duties –

Dinsa Holdings was the premier company in the fuel injection, G.M. engines and Allison transmissions industry in the 70’s and 80’s and at the time surpassed companies such as Bosch and Lucas, servicing Putco, Transnet, Iscor, assorted Mines and most Municipalities in R.S.A. to name but a few.

To spearhead and co-ordinate the organisations marketing effort.

Interpreting marketing intelligence and research.

Positive advertising and public relations.

Identifying new business opportunities.

Strengthening client relationships.

Co-ordinating sales efforts. (Engine Spare Parts)

Budgets and forecasts.

Target accounts.

Key accounts.

Exports.(B.N.L.S).

1991 – 1994

Cade Industries

General Manager – Cade Industries was an export management company representing South African manufacturers abroad, primarily concentrating on F.M.C.G. products such as liquor, catering equipment, cosmetics, Locks, taps, food products, power tools, tyres etc. as well as specialised products geared for the automotive industry and oilfield supplies.

Strategically implemented structures and managed operations.

Ensured expenses were within budget, managed and monitored all functionalities optimising sales channel and retention of customer base.

Expanded business model into Africa and the Middle East, researched and sourced new products ensuring optimal utilization by defining policies and procedures.

Ensured regulatory compliance and effective risk management.

Responsible for the brands within the specific channel of distribution with achieving sales objectives, profit objectives, distribution objectives etc.

Trade negotiations for annual trading terms, promotional spends, merchandise agreements etc.

Negotiated listings ranging within channels and liased with various global country management to secure shelf display.

Worked with marketing to ensure channel plans correspond with above-the-line activity.

Developed the company as the No.1 Partner with selected FMCG retailers in Africa, particularly within the fragrance and cosmetics industries.

Apart from the obvious selling skills that are needed, source linking and identifying new business opportunities were the most integral skills required.

01.02.95 – 31.10.97

Pratley Group of Companies.

www.pratley.com

Group Export Manager – The task given to me was to launch and develop the export program Worldwide across four verticals, and the Middle East in particular, I was the first dedicated Export Manager – historically exports were handled on a reactive basis, and as of February ’95 a proactive approach was implemented.

Conducted seminars and product presentations to Electromechanical Engineers worldwide.

Opened new markets with success to achieve budget.

Became profitable within the first year of operation.

Built up high market satisfaction service levels.

Developed the territories through organising professional sales activity.

Established and maintained relationships with key clients

Built company goodwill and maintained symbiotic relationships with agents and distributors.

Strategically, formulated and executed a global sales plan that was geared for revenue generating, sustainability and expansion of the product offering.

Incorporated the sales and marketing strategy into the overall company strategy, ensuring alignment and contribution to achieving set objectives across all departments.

Designed the route to market for the company.

Executed the delivery roadmap, and ensured content into each region.

Ensured all the operational processes of managing contracts, negotiating, and advising on pricing formulation.

Ensured policies and procedures were put in place and kept up-to-date, streamlining business to business relationships between company, agents and authorised distributors.

Ensured that provisioning needs were met by production, sales, operations and services.

Kept abreast of new trends, market movements, fads and technology changes that could impact the market, usage behaviour or B2B client interaction.

FMCG – (Adhesives)

Products -

High strength and automotive adhesives.

Electrical H/C products

Perlite

Zeolite

01.11.97 – 30.06.98

Pennzoil Products

www.shell.com

Export sales Manager – I was given the assignment to develop the export program into Africa and the Indian Ocean Islands, I redefined and implemented the business strategy to suit the African continent, which is market driven. This involved working with the American and European plants and later with Engen in Durban.

Establish a team and company procedures to function in a market driven economy.

Establish the route to market.

Ensure entrepreneurial working environment with high growth, and high profit returns.

Qualifying, appointing and training distributors in countries where it is extremely difficult to operate in.

Initiate product development to meet market requirements.

Formulate selling techniques to suit the various markets and cultures.

Meeting targets.

Assisting Brand Managers launch new products.

Servicing clients and growing business.

Training retail sales staff.

Managing admin.

Budget management.

Implemented branding strategies.

Window displays, and P.O.S.

Products – Motor oils, greases and specialised lubricants manufactured for industrial uses and specifications. (F.M.C.G.)

01.07.98 – 30.12.2002

IT4Africa Hewlett Packards Exports Division – Sales Director EMEA

www.hewlittpackard.com

My assignment was to recapture the African market that had been lost due to their exit from Africa and South Africa in particular in the sanctions era. This was a start up division – reporting to the M.D.

Mission – to become Africa’s first choice best of breed IT supplier.

Set up the African business model – This was extremely diverse to the European, Middle Eastern and even the North American models.

Appoint the V.A.R.’s

Establish the A.S.P.’s

Eliminate the grey market and enforce the use of the channel.

Create a platform for the various vendors i.e. Microsoft.

Determine the supply chain.

C.R.M.

Maintained the pipeline.

Responsible for marketing the extended supply chain network and the company's supply chain capability.

Enforced the role of technology and best practice in logistics management.

Maximised existing clients' supply chains by leveraging global logistics solutions.

Marketing an extensive range of appropriately priced and cost effective products and brand solutions to generate aggressive and profitable growth through securing new business.

I have a broad understanding of SA customs regulations.

Defined and implemented the sales strategy.

Financial input for the budget and forecasts.

Overall responsibility for gross profit, Ebit and performance.

Maintained effective logistics services, procurement, contractual negotiations, and relationship management with the product specialists.

Set up continuous improvement programs.

Enforced the sales and marketing process across the continent.

Develop, implement, review and adjusted supply chain concepts.

Analysed and optimised cost/Performance.

Current and new business development.

Supported the sales channels.

Provided input for RFQ's in terms of solutions.

Oversaw branding and business implementation of solutions.

Supported regions in the qualification and implementation of infrastructure in line with my strategy.

Products – Computers, Notebooks, Printers, Servers, Consumables (F.M.C.G.), and Unix.

01.01.2003 – 30.12.2009

Self Employed D.C.A. (Dino Candaras Agencies) – Export consultant, commodity trader

www.candarasinternational.com

(F.M.C.G.) and manufacturers’ representatives. – 53 counties and 17 sales team.

We specialised in mining support equipment such as wire mesh, friction bolts, drill bits, grout, anchor bolts, Shepard crooks etc. Base oil additives, U.S.P’s, electronic equipment, pad locks and door locks.

Overall strategic positioning and direction of my business.

Operational management in a way that achieved maximum returns.

Strategic management of the company, with involvement in the operational level when necessary.

International business development in mining, government, military and distribution in the petroleum industry.

Provided leadership and direction, with the emphasis on continued building of a cohesive and well-motivated team.

Ensuring that appropriate service levels were retained, in line with my “customer first” culture.

Overseeing the preparation of consolidated budgets, required reports and sales forecasts.

Established the international organisational objectives, policies and programmes.

Negotiating government agency contracts

Dealing with government regulations and decision making processes

Dealing with key stakeholders

Risk management and asset protection

Understanding local culture

Governance of ethics of African deals

Anti-Corruption practices

Anti-Money laundering and financial compliance

Locating my African and foreign operations

Bilateral and multinational arrangements

The Aftermath of civil wars

Systems in African countries

Multiple currency practices

Resident and non-resident accounts, blocked accounts, Imports and import payments, foreign exchange budgets, import licences and other non-tariff measures, Import taxes and/or tariffs, export licences

Sold on 16.11.2009

Consultant – 01.01.10 – Present

Transfer of knowledge to clients

How to anticipate and influence market trends, build competitive advantages and generate the best value propositions to customers to maximize profit in a sustainable way.

Develop Export Sales in volume and profit throughout Africa and / or the Gulf.

Securing payments

Strategic, tactical and cultural training.

Market Understanding

Adjust/implement segmentation criteria and ensure consistency of market segmentation

Identify critical market trends and assess their potential impact on their business

In cooperation with Sales, ensure regular active listening to and acute understanding of customers

Key Functions General Responsibilities

Contribute to the definition of the business objectives; define the Marketing strategy and ensure effective implementation

In cooperation with Sales and Export Sales,

Define the target customer base

Define the pricing architecture

Develop the loyalty of profitable customers

Develop sales in residential and Commercial Export Markets

Develop customer base in export – in the key priority Countries

Identify and rank profitable market segments

Define and implement local branding policy

Assess the value for the customers of the range of products/systems/services and propose appropriate adjustments of products/systems/services range

Lead the design of the value proposition per segment (products, systems, services, partnerships, distribution/delivery, pricing, branding, communication, etc.) and how to monitor its implementation

On behalf of the General Manager, lead innovation development (product, systems, services, etc.), implement Divisional innovation process and evaluate innovation impact on growth and leadership image

Research and follow-up new business opportunities

Participate in the relationship with key market players (professional unions and associations, other decision makers)

Marketing and Export Sales Operations Management

Actively participate in the 4 key stages of the management cycle: Strategic Review, Performance Plan, O&HR Review, Budget, and lead the implementation of the marketing actions

Develop/implement market intelligence methods and tools

Design, communicate and implement Marketing plans

Drive the process to trigger sales actions and challenge Sales plans

Ensure that customer satisfaction and loyalty are regularly and properly measured and analysed; validate action plans to improve them and monitor results

Assess and select external marketing partners (communication/ market research agencies, etc.)

Measure and improve the performance of the Marketing function

Provide guidelines for consistent marketing communications (Marketing documents, advertising/ promotional materials and events etc.)

Relations with other Functions

Work closely with Sales and Technical Teams to ensure in-depth common understanding of the market and customers.

Product quality and product range improvement

IT to improve marketing and sales support systems (C.R.M. / E.R.P.)

Finance for margin analysis

Promote business in all countries / regions

Develop and maintain relationships

Manage sales and marketing information

Generate sales

Payment terms and methodologies

Promote business by:

Implementing strategies and action plans for developing new business

Participating in sales and marketing initiatives

Facilitation of workshops to present company products

Initiating contact with private business distributors to promote products

Initiate sales processes by proposals, presentations and prospecting

Enhance team work

Administering tenders

Developing and maintaining relations by:

Identifying contractors, suppliers and distributors within their current business

Contact with decision makers in institutions in procurement departments

Setting up regular meetings with contractors, suppliers and distributors

Introduction of organization per country / region

Setting up meetings between company and industry related customers

Explain quotations regarding services, fees and processes followed

Follow up on feedback received

Provide assistance to all customers

Network effectively and stay abreast of M.E.A. markets

Present induction to new clients.

Manage sales and marketing information by:

Building and maintaining a updated client base with key decision makers / contact person

Keeping informed on socio-political and the economic environment

Making use of market information to develop customer relations

Maintaining knowledge of all products and services offered

Providing information on needs of clients and challenges faced

Reporting on sales targets, activities and proposed initiatives

Provide market intelligent to facilitate accurate budgeting

Meet or exceed established annual sales targets

Conduct needs analysis

Represent the company at meeting, forums and presentations

Generate sales for the regions by:

Develop sales targets and bespoke strategies to achieve targets

Monitoring tenders awarded

Follow up with contractors, suppliers and distributors on tenders

Establish an appropriate call cycle for the sales team

Follow up on sales leads

Initiate cold calling actions

How to manage enquiries and queries

Attending tender briefings and on site meetings

Compile quotations for new and existing customers

Compiling documentation by:

Obtaining all required documents

Preparing letters of intent

Submitting documentation for evaluation

Collecting and forwarding client guarantee documents

Manage and control sales activity budget

The importance of capturing client details.

Compile sales figures and reports on sales activity targets

Key decisions

Pursue sales leads

Promote the business

Compilation of quotations for customers

Responsibilities of Management

Represent the company with contractors, employers and suppliers

Introduce various players in the market to the organization

Managing budgets

Strengths and achievements

My strengths are interpersonal relations, new business development and budget control, and have years of experience in dealing with people from differing backgrounds, cultures and levels of expertise from the boardroom to the floor, and I am an analytical thinker.

My other strengths are selling and negotiating skills, problem solving and troubleshooting. I consider myself to be a highly motivated and a hard working person with a positive outlook on life. And enjoy a good sense of humor.

I have excellent presentation skills, a self starter and self motivator as well as a team player.

I have the ability to get things done, and deadline orientated. I am highly motivated in achieving results, and passionate about customer service. I have the ability to develop, motivate and mentor any sales division, and have a clear understanding of customer centricity.

In summary, I am an energetic, natural leader that inspires staff and stakeholders and able to communicate ideas with clarity, passion and conviction. I am not a conformist and I like o continuously explore better, faster and smarter ways of doing things and growing the business I interact well with customers at a senior and executive level.

I have a fundamentally different understanding of the workplace, company, and team dynamics.

Referees

1.J.Parekh M.D. it4africa +27-82-335-****

2.G.Wiggill M.D. Pennzoil +447*********

3.Ronaldo Bello Character Reference +254-**-***-****

4.4. Manolis Karaolis “ “ +973-****-****

5.5. Jay Dean “ “ +254-***-******

Contact this candidate