Sales Manager

Remegito Velasco Kitane

Door * Monapil Townhouse, Silliman University Campus

Dumaguete City, Negros Oriental

Cell Phone No: 099********

Email address: *******@*****.***

SUMMARY OF QUALIFICATION

Twenty nine years of sales experience in multi-national pharmaceutical companies.

Four years experience in the insurance industry

Registered Financial Consultant

Registered Estate Planner

Registered Nurse

Good communication and presentation skills.

Team leader with good people management skills

Strong work ethic

PROFESSIONAL EXPERIENCE

Branch Manager (Dumaguete), Pioneer Life Inc. (November 2017 – June 15, 2018)

- Recruitment and selection of unit managers for Dumaguete, Dipolog, Kabankalan and Cebu.

- Coaching and mentoring of unit managers through regular product review and

sales management directions.

- Initiated branch product and salesmanship review to all financial advisors.

- Set up the Dumaguete branch including accreditation of medical doctors and laboratories.

Unit Head, Manulife Philippines (September 2014 – November 2017)

- Recruitment and people development

- Do a lot of fieldwork with team members

- Organize the first RFC/ REP certification course in Manulife Dumaguete

- Collaborate with other agency leaders towards achievement of common goal.

- Consistent recipient of sales performance awards

- Regularly engaged the Branch Head for a one on one discussion on operational matters.

Owner / Manager, Shammah JK Distributors (April 2013 – August 2014)

- Distributor of pharmaceutical products and IV fluids within Negros Oriental

and Siquijor

District Sales Manager, Vendiz Pharmaceuticals Inc. (Sept 26, 2012 to Feb.14, 2013)

Areas of responsibility:

Visayas Region (Cebu, Negros Oriental, Bohol, Leyte, Samar, Iloilo, Capiz, Antique, Bacolod)

Product focus: Ophthalmic, Otic, Derma lines and Metabolic lines

Coached and developed a team of medical representatives in the following areas:

-Product knowledge: (conducted monthly written product exams as well as oral exams

on all our product lines). Three (3) of these medical representatives were in the top ten during the national sales conference product knowledge examination.

-Sales presentation: Conducted regular detailing clinic with each medical representative

One medical representative won as national detailing champion during the national sales conference.

-Territory Management: Team members were able to identify and allocate promotional

activities, logistics, developed core prescribers using my quadrant system of territory

management which resulted to increase sales especially in Mercury outlets.

-Sales generation: Encouraged the team members to look and develop new accounts like industrial, banks, cooperatives, birthing centers, senior citizens groups. One medical representative got the award as the Sales Representative of the Year

Owner / Manager, Shammah JK Distributors (April 2011 – September 2012)

- Distributor of pharmaceutical products and IV fluids within Negros Oriental

and Siquijor

District Sales Manager, Beracah Pharma Phils. (June 2010 to February 2011)

Areas of responsibility: Negros Oriental and Siquijor

Product focus: Anti Infective, Cardio & Metabollic, Adult & Pedia Vitamin, Gastro lines

Led the team in improving the company image among the target doctors.

Energized the team in making a turnaround in sales output from a negative to at least 90% sales performance.

Facilitated the development and implementation of non-traditional programs in the area to provide support to the basic function of creating demand through prescriptions.

Provided support in leveling up the confidence of each team member during engagement with doctors.

Regional Sales Manager, TMPI- DKT (January 2010 to April 2010)

Areas of responsibility: Visayas Region (Central Visayas, Western Visayas, Eastern Visayas).

Product focus: oral contraceptives, condoms

District Achievement: Top District in Detailing and Top District Product Knowledge

Directed a comprehensive promotional programs to different consumer entities like schools and universities, call centers, industrial entities, military installations, public and private offices, cooperatives, direct selling companies and drugstores

Coached the team members in improving their level of competence in the following areas: product presentation, negotiation with distributors and conducting continuing medical education activities.

Coordinated with the merchandising team in ensuring stock availability and strategic placements of promoted products.

District Sales Manager, P L Asia Pacific (Phils.) Inc. (January 1, 2009 to July 30, 2009)

CSO – Mead Johnson (Infant Formula Division)

Areas of responsibility: Iloilo, Bacolod, Negros Oriental, Bohol.

Product focus: infant nutrition formula (economy brands)

Mentored a team of seven medical representatives promoting an infant formula to midwives and nurses from different health centers, rural health units, private and government hospitals.

Collaborated with the merchandising team and drugstore clerks to ensure stock availability and strategic product placements. Also, monitored prices of competing brands.

Facilitated in the creative planning of territorial marketing and promotional programs to increase market share.

Initiated a territory management program which helped fast track the medical representative’s assimilation in their management of their respective territory.

Field Operations Manager, Schering Plough Corporation (March 2007 – September 2007)

Areas of responsibility: Central Visayas and Zamboanga City

Product focus: anti-cholesterol, derma lines, anti-allergy, anti-infectives

Guided team`s effort on the district’s vision and mission for accountability to the goal.

Worked out with every team member developmental plans; which resulted to marked improvement in their respective territory management.

Took the lead in sales generation through careful analysis of individual’s territory

Facilitated making of short, medium and long term territorial development plans based on territorial analysis.

Managed and developed a team of five medical representatives in the following areas:

1.Product knowledge: Indicated by improved rating of every team member; registering high marks during examinations.

2.Presentation skills: Evidenced by passionate one-on-one interaction with the medical clients and garnering detailing awards during presentation contests in almost all cycle meetings.

3.Sales: Shown by achievement of sales objectives, with one medical representative becoming the number one in a particular product (topical nasal decongestant); a probationary medical representative hitting sales target two months after being hired by the company and a candidate for rookie of the year.

4.Established a working environment that encouraged proactiveness by promoting the following values:

a. To put a premium on integrity in the work place.

b. To be enthusiastic, cooperative and collaborative

c. To be analytical in dealing with sales data and figures.

d. To have a creative mindset and be successful in the implementation of

programs

e. To be conscious of the outcome in every planned activity.

Professional Medical Representative, Schering Plough Corporation (June 1991 – Feb 2007)

Areas of assignment: Dumaguete City (base area) covering the cities of Dumaguete, Tanjay, Bais, San Carlos, Bayawan and Tagbilaran.

Responsible for the creation of demand for the products being promoted and ensuring a good monthly sales performance.

Assisted other team members improve in their skills presentation and product knowledge during cycle meetings and national conferences.

Organized group discussion meetings, scientific lectures, product presentations and effectively implemented follow up programs that resulted to excellent attendance as well as increase sales.

Consistently achieved monthly sales target

Professional Medical Representative, A. H. Robins Corporation (Sept. 1985- Dec.1990)

Areas of Assignment: Zamboanga Area (to include Zamboanga City, Zamboanga del Sur, Basilan, Jolo, Sulu and Tawi-Tawi) and Province of Bohol.

Team leader for the South Mindanao district responsible for coordinating all sales functions.

As a team leader, involved in the planning and the successful implementation of the district training program and gave every team member an experience for managerial functions.

Identified potential business opportunities for expansion and develop effective plan of action to ensure consistent achievement of sales objectives.

Maximized territory potential resulting to consistent achievement of sales objectives and double digit growths.

Professional Medical Representative, UCB-NOOTROCOR (July 1984 – August 1985)

Areas of assignment: Zamboanga City (base area), Basilan (Isabela and Lamitan),

Pagadian, Oroquieta, Ozamis and Dipolog City

Organized short-term territory development plan to address the low product awareness level which resulted to the fast acceptance of the company’ products among the medical practitioners.

Worked with minimal supervision despite once a year visit from management. This resulted to fast track personal development both in sales as well as in customer relations.

Achieved sales objectives

EDUCATIONAL QUALIFICATION

Bachelor of Science in Nursing

West Negros University

Bacolod City, Negros Occidental

May 2005

Bachelor in Business Administration

Major: Management

Silliman University

Dumaguete City, Negros Oriental

March 1984

CERTIFICATIONS

Registered Financial Consultant, Batch 83, July 2017

Registered Estate Planner

AWARDS AND RECOGNITIONS

P L Asia (Philippines) Inc

2009 Top District in Detailing Contest

2009 Top District in Product Knowledge

Schering Plough Corporation

2006 Annual Quota Achiever’s Award

2006 National Sales Contest – Top 3 PMR Level (Essex Division)

2006 Performance Management Program Rating: - Exceed Expectation (EE)

2006 National Detailing Champion

2005 Annual Quota Achiever’s Award

2005 National Sales Contest –Top 3 PMR level (Essex Division)

2005 Performance Management Program: Exceed Expectation (EE)

2002 Annual Quota Achiever’s Award

1999 Annual Quota Achiever’s Award

Average Product Knowledge Rating: 94%

AH Robins (Phil.) Corporation

1990 Top 5 PMR Award National Sales Contest

1990 Territory Viability Award

- (100% YTD sales performance on all core products with double-digit growths)

1990 Champion District Sales Contest (Central Visayas District)

1989 Top 5 PMR Award National Sales Contest

1989 Territory Viability Award

- (100% YTD sales performance on all core products with double-digit growths)

1989 Champion Product Knowledge Contest (Visayas and Mindanao)

1989 Champion District Sales Contest (Central Visayas District)

UCB / Nootrocor

1985 Best Detailer, Visayas-Mindanao Region

TRAININGS

District Manager’s Productivity Improvement Program Workshop, (May 28-29, 2009)

Situational Coaching Workshop, (August 20-21, 2007)

The situational coaching workshop put emphasis on the importance of coaching and assisting team members to develop. The workshop provided a forum for managers to practice selecting a coaching style that best fits the situation and colleague values. Likewise, it supports planning for coaching opportunities on the job. More so, it builds on the effective coaching model to make the manager a better coach, especially in appropriate selection of coaching style, practice situational coaching for different colleagues and events, and build coaching skills.

Pro Soft Training (E-Claims, E-Leaves and E-Appraisal), (July 2007)

A company initiated training on filing claims, leaves and appraisal based on the electronic-performance management program. The goal of the said training is to fast track every process from the one who is filing to the approving manager.

Portfolio Selling Training, (June 2007)

A company initiated training that put emphasis on the importance of the whole product portfolio. It works on the concept of expanding a product lines to suit the needs of the medical clients not only revitalizes the “ cash cows “ products but also will give focus on the thrust of the company.

Management Excellence Program 1, (May 8-10 2007)

This program was designed to assist managers in developing fundamental management skills to be effective managers. It is also aligned with the company’s goal of developing a learning culture and providing a strong foundation for managers to help them raise the bar on performance.

LEADERSHIP EXPERIENCE

President, 2002-2003; 2004-2005

Society of Pharmaceutical Agents in Negros (SPAN)

(Association of Medical Representatives in Dumaguete, numbering around 40 medical representatives)

Class President, 2002-2005

Bachelor of Science in Nursing, Class of 2005

West Negros College, Bacolod City

Chairman, 1995- 2007

Organizing Committee

Alumni Association-SUHS Batch 80

Silliman University

Team Captain, SU Swimming Team, 1980-82

Consistently garnering either Gold, Silver or Bronze medals in swimming competitions from 1979-1984.

Represented Silliman University in Provincial and Regional swimming competitions.

Scholarship and Awards

1979-1984 Letter Award for Top Three Swimmers

1980-1984 URSUMCO Athletic Scholarship

Relevant Computer Skills

Microsoft Office (MS Excel, MS Word, MS Publisher, MS PowerPoint)

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