Sales Manager, Training Manager, Sales People Development

Arnulfo Angelo R. Abanador

#*** ***** *, *** ***** Street, Consuelo,

Floridablanca, Pampanga, Philippines

Mobile numbers: 917-***-****/937-***-****/937-***-****

E-mail address: **********@***.***.**

*************.********@*****.***.**

Fifteen years Sales, Training and Development and Sales Capability Manager of multi-national

beverage company. Sales People Capability Training Manager of Coca-Cola Bottlers Philippines,

Inc. (CCBPI) responsible in training, coaching and developing workforce into World Class

Standards and achieving Key Business Indicators. Transformed sales force and non sales teams

into High Performing Organization. Conceptualized Sales Operating Manual and Market Logistics

Partners Manual. Managed ten Sales Trainers/Sales Coaches and Developed sales training

materials. Process champion and results driven, consistently achieving periodic training and

business objectives. Consistently rated Successful Performance (SP) in the Annual Peak

Performance Plan (P3). Competent Sales Trainer, RTM and Sales Manager.

StarDharma Inc./TriDharma Holdings/TAO Group of Companies (Current)

Area Sales Manager, North Luzon – December 2013 and present

•

- Accountable in Achievement of Business KPIs and Operating Income

- Managing Viability of the Direct Routes and of Distribution Partners’ Routes

- Training Sales Skills of Sales Personnel, Sales Supervisors and OMs

- Implementation of Nat’l Marketing Programs and Merchandising Activities

- Continuous Sales People Building Capability as Business Drivers

- Conduct Business Review with Top Management, Distribution Partners and set

Strategies

- Trained Sales People on Telco and General Trade Route Distribution System and

Effective Selling Skills, Basic Sales Call Procedures and Presentation Skills

- Implemented the Business Distribution Partners through effective route saturation,

route service frequency, Sales Volume Achievement and Local Marketing Program

Route To Market Officer, North Luzon – May 2013 to November 2013

•

- Managing Route Distribution Performances of North Luzon 19 Area Distributors, 3

Area Sales Managers and 14 Distributors Specialists and Key Accounts Sales Force

- Trained, Developed and Coach Sales People on achieving Defined Key Results Areas

and Company Operating Income

- Implemented the All Outlet Survey, Route Building Design and Route Business

Presentation to Distributor Partners

- Drive, Enable Sales People and Distribution Partners to address opportunities by

providing Training and Development, selling system and tools

- Designed the Route Structure and Viability of Subsidiaries Business Units:

StarDharma Telecommunication Business and TriDiamonds Business unit

Arvin International Marketing, Inc. (September 2012 – April 2013)

National Sales and Marketing Manager

•

- Handled Sales Supervisor, Sales Business Development Officers, Route to Market

Officer, Sales Assistant, Credit Collectors, Logistic and Warehousing.

- Established the KRAs/KPIs and the Peak Performance Plan of Sales

- Trained Sales Routine and crafted the sales force Excellent Execution Everyday (E3)

resulting to Periodic KRA/KPI and Periodic Sales Performance Appraisal

- Designed, Strategized the Route To Market Strategy for Penetration/Conversion of

Accounts

- Conducted Business Review with Multi National Accounts, End-User Customers and

Traders

- Regained and Reclaimed vital accounts from competitors

- Implemented the Sales Career Path and Job Grade per Sales Position

- Designed and Trained Sales Operating Framework Strategically to achieve the

Operating income and minimize OpEx.

- Trained, Managed and Coached the Logistic on KRA On Time In Full and

Classified - Use Current Classification

Warehousing personnel regarding GWP thus resulted into Clients Audit Passing Rate

- Over-all Deputy of the ISO 9001:2008 Quality Management System

Coca-Cola Bottlers Philippines, Inc. (1997-2012)

• CCBPI-BIG Area People Capability/Sales Force Effectiveness Training Manager – North

Luzon (2010 - 2012)

-Trained and Qualified Training Skills of Sales Managers, Sales Trainers and Sales Associates

and completed the Training Qualification of Trainers of Trainers

-Assessed Sales Training Competencies, Sales Training Objectives, Business Key Results Areas

-Developed and customized training materials which resulted into 100% skilled, competent and

world class workforce surpassing 15% positive improvement in Company Operating Income

-Conducted monthly, midyear and annual Peak Performance Plan of ten Sales Trainers which led

to promotion of seven team members

-Initiated and Led the Oplan Bayanihan Commando of Sales Team and Sales Trainers which

resulted in an All Time High achievement of Key Performance Indicators

• CCBPI-BIG Area COBRA/TIGER Training Manager, North, Central and South Luzon –

(2009-2010)

-Key Trainer of Management Tools Crossing Organizational Boundaries Reinforcing

Alignment/Team Integration Generates Effective Results (COBRA/TIGER) across 3 Coca Cola

plants and ensured a High Performing Organization

-Performed training and driving Sales and Non Sales People’s Key Performance Indicators, tools,

processes and systems which transformed 100% employees into High Performing Organization

achieving world class standards

• CCBPI-BIG Region Sales Core Trainer –North, Central and South Luzon- 2007-2008

-Trained Sales Training Skill to Sales Force, and Developed Sales Training Materials which

resulted to 100% competent workforce

• CCBPI-SMC District Sales Supervisor (DSS) – North Luzon 2003-2006

-Managed 6 sales teams and 5 third party distributors and achieved 100% consistent district

Sales and Marketing business objectives

• CCBPI-AMATIL Dealer Development Coordinator (DDC) –Central Luzon 2000- 2002

-Developed and enhanced the daily selling and marketing operations of the Coca Cola

Distributors and the Company Sales and Marketing Strategies into 100% Daily Routing Standards

• CCBPI-AMATIL Account Specialist/Pre-Sell (AS/PS) – Central Luzon- 1998-1999

-Managed Key Accounts and achieved Periodic Company Business Sales Volume, 100%

Collection of Account Receivables and 100% Activation of Marketing Programs

• CCBPI-SMC Conventional Route Salesman (CRS) 1997-1998 –

-Achieved 100% and Above Periodic Sales Target on the General Trade and Company Marketing

Strategy

Somascan Fathers Seminary – (1994-1996) - College Professor – Performed Academic Teaching at

the Aemilianum College, Sorsogon, Sorsogon, Philippines (1994-1996)

• Accredited Sales Trainer of Trainers: Train The Trainers Qualification

• Accredited Trainer of Situational Self Leader And Frontline Leadership

• Accredited Trainer of COBRA/TIGER, Performance Management Tools

• Accredited Trainer of Effective Coaching Conversation

• Accredited Trainer of Coaching for Success

• Initiated and Lead the Oplan Bayanihan/Commando with result of All Time High

Achievement on the Business Key Performance Indicators, 2009

• First Area to achieve World Class Standards KPIs on Business Key Result Areas, 2009

• Presenter, National Sales and Marketing Convention, CCBPI-BIG, 2008

• Top Pick – North, Central and East Luzon, CCBPI-BIG, Region Sales Core Trainer,2007

• Awardee, Highest Multi SKU Sell-In-Volume, Trip to Boracay Award, CCBPI-SMC,2006

• Awardee, Earliest Sell-In-Volume Achiever- Coca – Cola Bottlers Phils. Inc.- SMC,2005

• Awardee, Number 1 District Sales Supervisor- Coca-Cola Bottlers Phils. Inc.-SMC,2003

• Top-notcher, District Sales Supervisor Selection-CCBPI-CCA San Fernando Plant, 2002

Tertiary: Don Bosco College Seminary (1992-1994)

Bachelor of Arts Major in Philosophy

Canlubang, Laguna

Classified - Use Current Classification

• Cum Laude

Somascan Fathers Seminary (1987-1991)

Bachelor of Arts Major in English

Lubao, Pampanga

• Cum Laude

Secondary: Philippine Air Force College of Aeronautics (1982-1986)

Basa Air Base, Floridablanca, Pampanga

• With Honors

• Mr. Kerby Rubio

National Sales Manager

StarDharma Incorporated

Contact number: 091*-***-****

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

• Mr. Nelson Espinola

National Sales Training Execution Manager CCBPI-BIG-FEMSA

Contact Number: 091*-***-****

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

• Mr. Edwin Carasus

National Sales Manager, ABS-CBNmobile (Convergence)

Contact Number: 091*-***-****

Email address; *************@***-***.***

• Mr. Jimmy Ronquillo

Former Area Sales Manager (CCBPI-SMC-BIG)

Coca Cola Bottlers Distributor/Business Partner

Contact Number: 090*-***-****

Classified - Use Current Classification

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