Sales Manager
Resume:
Comprehensive Résumé and Curriculum Vitae
Rey Eric “Eric” S. Soriano
Cell phone no. :+639**-***-**** +639**-***-****
Address : Block 14, Lot 36&37, La Aldea Buena Mactan Subdivision, Timpolok, Lapu-Lapu City, Cebu
Email : *********@*****.***.**, ***********@*****.***
Objectives
To continuously pursue the rewarding career in Sales be it management or business development particularly in Vismin areas and prefers base in Cebu and/or Davao.
To enhance and develop further, knowledge in sales, management experience and innovation from reputable Industrial and Consumer sales companies.
To aspire in working with companies that institutionalize an even work-life balance and results driven measures. Recognizes individual styles and considers the adaptive traits and capacities. Also provides opportunities for performing personnel and provides avenues for career acceleration.
PROFESSIONAL EXPERIENCE
Company : CDO Foodsphere Inc.
Period : January 2015 to Present
CDO Foodsphere Inc. - A diverse and leading local food company.
Position in the organization - REGIONAL SALES MANAGER - VISAYAS. Managed the Visayas Region General Trade sales for both Frozen Meat Products and Grocery Products.
Designated to manage the General Trade Sales Team handling 18 distributors and tasked to lead 6 supervisors and specialists. Engaged with distributors and key customers in the region. Over-all champion for the general trade merchandising team composed of about 40 merchandising personnel. Indirectly coordinates and leads four branch operations and each with its own functions and set of customers to cater to.
Company : Pfizer Inc. – Consumer Healthcare Business (PCH)
Period : June 2010 to Present
PCH sales is into selling OTC medicines (non-prescription drugs) and distributes to the drugstore channel, resellers or wholesalers and retail drugstore trade. PCH market its products very much similar to a fast moving consumer goods company.
Position in the organization - BUSINESS UNIT HEAD for Mindanao (with a rank of Associate Business Development Manager) since June 2013 to present.
As a Business Unit Head for Mindanao, candidate acts as a distributor manager, business development manager and a sales manager at the same time. Takes charge of total regional sales business, manages the Field Sales, Distributor Sales and Merchandising groups. Candidate leads 5 managers/supervisors across the region, with a manpower complement of 5 distributor sales personnel and 11 merchandising personnel. Candidate has the primary responsibility of evolving the organization of PCH in Mindanao and developing the business of the region. This is achieved through the application of the principles of strategic and consumer selling, as well as distributor management comparable to that of Fast Moving Consumer Goods companies.
Responsible for the development of the business through:
Calibration of sales structure across the region to form a selling structure providing geographical focus and increased account coverage. (coverage expansion and realignment).
Targeting growth of a new selling channel (new accounts and Sub-distributor) aside from traditional volume sources.
Expanded the Merchandising organization roles to giving emphasis to account/brand development activities.
Developed the PCH Mindanao “Growth Strategy” – distribution expansion,, tertiary account service level improvement, top channel and account enhanced engagement and partnering strategy, specific account recovery which has catapulted the region to great heights for 2014 effectively seizing the decline for the past three years.
Initiated a change in paradigm in terms of trade support; overhauled trade expenses and initiated a pay for performance in every aspect of pay-out transaction.
Implemented continuous account engagement and ensured optimal retail reach which had resulted to the arrest of decline in the tertiary channel (Independent Drugstores – smallest selling unit).
ASL (Account Service Level) and engagement improvement for top channel contributors - chain drugstores and wholesalers.
Championed the business with the following indicators and activities that catapulted the region to a great performance for 2014.
2014 performance was above by 9% versus operating plan and produced growth for the region in more than 2 years. Increased the distributive trade (WS, Subd and Independent DS) performance with a 19% growth over YAGO.
Increased merchandising points by 100 doors by having the team initiate new displays in the general trade.
Initiated and enhanced engagement of leading customers such as Rose Pharmacy, Rojon Pharmacy, Oro Wonder Drug, Lourdes Pharmacy, Joans Pharmacy, LTS Community stores and the like. All these customer exhibited growth in 2014 due to added promotions and engagement.
Manager in charge of a sales force putting emphasis on people development to enhance the quality of interface with the trade. Transformed the sales team into having a territory management mindset and depart from a “sales volume driven mindset”.
Championed special projects (beyond scope of work) for PCH Sub-Distributor set-up and metrics SOPs, National Distributor - metrics development and participated in cross functional team for the Distributive Channel development plans. This is to contribute one’s learning for the improvement of various processes within PCH.
Prior to BUH position, candidate was the FIELD TRADE MARKETING MANAGER for Vismin region reporting to sales. Period June 2010 to May 2013
Taking the role on trade programs execution, trade merchandising, below the line activities, demand activation and with an added work on distribution development.
Conceptualizes and initiates local trade programs for specific accounts and/or trade channels. Pursued more than 15 tactical promotions and regional merchandising efforts as FTMM.
Distribution development - sub-distributor expansion of Pinkblush Merchandising in Leyte and Samar areas.
Initiated demand activation and below the line activities to complement tri-media efforts and sustain customer recall. Highlights :
oIn-store promotions; Initiated bundling activities with other brands to capture consumer attention. A raffle promotions specific to a target market for wholesalers and sub-distributors. Front liner special incentive program.
oPartnered with accounts to run radio advertising and special events sponsorship. Partnering with health clubs and gyms with accounts to promote multi-vitamins.
oPioneered the industrial account penetration for the region by conducting on site selling and demand activation activities.
oPioneered the convergence point sampling and special selling activity – Visayas-Mindanao wide festival celebrations.
Partnered with other top accounts – initiating a Key Account like Management scheme to ensure engagement and volumes.
oPartnered with Lady Montserrat Mktg., Threesixty Pharmacy, Alturas Group of Companies, Metro Gaisano Pharmacy Group (Vicsal Devt.), Majesty Pharmacy, LTS Chain of Pharmacies, AMESCO, and La Nueva Pharmacy.
Recognitions attained: “PCH Spark Awardee – for Innovation”.
Company : Philip Morris Philippines Manufacturing Inc., PMPMI (now PMFTC - makers of Marlboro, Philip Morris, L&M and local brand cigarettes).
Period :February 2005 to January 2010
One of the largest fast moving consumer companies in the Philippines.
Position held : FIELD SALES SUPERVISOR (FSS) for Leyte and Samar district. Period : October 2008 to January 2010
As an FSS, the candidate manages the entire sales operation for Leyte and Samar. Roles, activities and work highlights as follows;
oManaged distributor team composed of operations manager, 2 district sales supervisors and twelve van sales team. The team also includes a data processing center and finance personnel.
oManaged the district through setting operations standards, conceptualizing short and long term strategies through promotions or reinforced implementation of national programs, ensures district sales operating targets are achieved and procedures are in consonance with prescribed company policies. Highlights;
Finalized the Coverage Plan and selling plan of sales team. Increased selling coverage of the district by 100%, initiated a paradigm shift of all sales personnel in the district. Increased coverage of the entire team from the original 853 regular buying accounts to 1,780 for the regular sales force in four months.
Transformed the Leyte Samar distributor (Dranix Dist. Inc.) from the second of the bottom list performing distributors to the top three distributor/areas of PMPMI (national). Volume growth achieved is 9% over SPLY outperforming national by 7%.
Planned and executed the “Retail Development Force” for PMPMI low price brands, changed selling strategies and initiated focus area development. This resulted in 600 plus stores covered on top of regular force coverage and growth achievement of 300% for low price brands.
Initiated the sub-distributor channel which was considered an add-on to current reach. This resulted to an additional 190 stores previously uncovered by district’s sales force.
Managed the logistics center of PMPMI (warehouse and personnel c/o IDS Logistics third party service provider) for Eastern Visayas.
Management of the Business Building Team of PMPMI through supervision of 5 Territory Sales Representatives (direct reports).
oBusiness development - Trade programs execution, demand activation through consumer engagement.
Top volume contributor engagement. Engagement with Key Accounts like Gaisano chains, Robinson’s, etc. as well as local supermarkets to ensure objectives realization. Initiated business building activities and close monitoring of servicing.
oPersonnel development – directed people into project management, implement tactical promotions and provide for avenues in training.
Prior to promotion as an FSS, the candidate was a TERRITORY SALES REPRESENTATIVE for; Metro Cebu and provinces. Period : February 2005 – December 2008
Primary task : Territory Sales Management – third party van salesmen indirect supervision, business building activities, coordination with key accounts in the area.
Achievements and Work Highlights as TSR;
Continuously achieved set targets 2009 (3% over YTD targets) and presented a 10% growth over previous year performance. Industry growth of 2% CAGR. Recognized as a top performing TSR.
As a special task : Deals directly with Key Accounts - SM, Gaisano Brothers, Prince Group, and others. Also tasked to lead the Census activity of PMPMI in 2006 - Central Visayas Activity Champion.
Philip Morris Philippines’ ABCD awardee for 2006 – Above and Beyond the Call of Duty. For the success of the census project activity given for the first semester of 2006.
PMPMI Visayas Region creative thinker award. Awarded during the Visayas regional meeting and business review for 2007.
Best practices competition finalist for the 2008 PMPMI National Convention held in Cebu.
Company : Goodyear Philippines Inc. (subsidiary of Goodyear Tire and Rubber Company of America)
Period :November 1999 to October 2004
The candidate’s stint with GYPI was as a PROFESSIONAL BUSINESS COUNSELOR (Territory Manager equivalent) for various territories in Mindanao for the period : November 1999 to October 2004.
Primarily acts as dealer sales and distribution manager in assigned territory. Other responsibilities and business development tasks include;
Manage local warehouse, personnel, stock and merchandising as well as promo materials.
Initiate local marketing programs and ensures execution of national marketing programs.
Conduct after sales service through personnel, product and maintenance training for key accounts (consumer fleets and dealers).
Conduct training to dealer personnel and front liners on warranty product features, benefits and basic salesmanship.
Candidate work highlights and result areas;
Recipient of a trip to Australia and New Zealand for obtaining sales beyond Annual Operating Plan (sales target) for the year 2002.
Recipient of an overseas trip to Thailand in year 2001 for topping sales based on management criteria.
Brief Work Exposures
Period
Company
Position Held
January 2010 to June 2010. Reason for Leaving – Opted to pursue a management career at Pfizer. Prefers Cebu base as assignment.
Sun Cellular – Digital Mobile Philippines Inc.
Distributor Sales Supervisor (Level II). Handled Bohol Province.
Territory Management for Bohol Area.
Managed 4 distinct area programs on sales and trade marketing. Activation, Sales, Distribution and Merchandising.
Managed distributor operations and procedures.
Trade salesmanship training and road show presentations to general trade front liners and active partnerships with sub-distributors.
October 2004 to February 2005. Opted for an FMCG career.
Southern Industrial Gases Phils., Inc.
Account Officer – Visayas and Mindanao (PGS Sales)
November 1998 to September 1999. Reason for leaving : Pursued a sales career.
United Technologies Automotive (now Lear Automotive EEDS Philippines)
Plant 223 MEPZ
Pusok Lapu-Lapu City
Manufacturing Supervisor – December 1998 to June 1999
Circuit Cutting Supervisor – June 1999 to September 1999.
Supervisor objectives
Production line supervisory functions.
June 1998 to November 1998
Contract Basis
La Tondena Distillers Inc.
Subangdaku, Mandaue City.
Juice and Water Division
Marketing Assistant/Encoder - Marketing Services Group
Sales presentations and product movement analysis.
Sales performance and marketing activities presentations.
Sales and product movement monitoring.
Key account visits (supermarkets and grocery stores)
Administrative functions – merchandising collaterals control and monitoring. Sales and Data presentations.
November 1994 – February 1995 (Working student)
Freemont Foods Corporation
Subsidiary of Jollibee Foods Corp. (Ayala Center, Cebu)
Service Crew (part time)
Dining crew
Counter Sales Crew
November 1993 – February 1994
(Working student)
Asean Academy
Gorordo Ave., Cebu City
Tutor (part time)
Tutor for Elementary Students
Educational Background
School Attended
Attainment
Year
University of San Carlos – Technological Center
Talamban, Cebu City
BS Electronics and Communications Engineering – scholarship grantee
1991 to 1996
Philippine Science High School
Agham Road, Diliman Quezon City
High School, Government Scholar
1987 to 1991
Ateneo De Davao University
Matina, Davao City.
Preparatory to Grade 6
1980 to 1987
College Organizational Affiliations
Name of Organization
Position
Year
Tubong Dabaw
President
1993-1995
Herodotus Society – Omega Phi Sigma Fraternity and Sorority
President, member
1993-1994
ECE Batch 96 Officer
Board of Director
1994-1995
Student Organization Council
Member
1993-1995
Student Electronic Society
Member
1993-1996
DOST-SEI scholar’s association
Auditor
1992-1993
Seminars and Trainings Attended
Name of Training
Sponsor
Year
1. Cornerstones of Management – “Management the Pfizer way” training. Manager training.
2. Training on - Setting up of distributors and trade partners for distribution.
3. Innovation training and promotion of an innovative culture.
4. Consumer Insights training - development of insights to promote for appropriate promotions.
Pfizer Consumer Healthcare – Philippines.
2011-2014
1. Supervisory training - people oriented management.
2. Dale Carneghie Training Center – High Impact Presentation and Speakership skills.
3. Sales and Merchandising Training
4. Defensive driving. (Garnered 2nd place in the defensive and economy driving challenge)
Philip Morris Philippines Manufacturing Inc.
Feb. 14-24, 2005 to
Present
1. Retail Business Management
2. Tire adjustment and warranty handling procedures.
3. Handling complaints
4. Basic Salesmanship Training
5. Strategic Selling Process.
6. Basic Product Knowledge – Trainor’s training.
7. Tire preventive maintenance – Fleet trainor’s training.
Goodyear Philippines, Inc.
November 16, 1999 to August 31, 2004
1.5S – cleanliness and organization training.
2.EH&S Environment, Health and Safety seminar
3.Basic training on FMEA, SPC and QA procedures.
4.Basic knowledge on ISO and QS 9000 quality assurance certification
United Technologies Automotive now Lear Automotive EEDS Phils.
November 1998 to September 1999
Examinations/Licensures Taken:
Electronics and Communications Engineering Licensure Passed : November 1996
National College Entrance Examination (NCEE) Percentile Rank: 99
College Scholastic Aptitude Test (CSAT) Percentile Rank: 98
Professional Driving (license restriction codes 1,2,3)
Working Knowledge on the Following Computer Programs
1.MS Office (MS Word, Excel, Power Point)
Personal Traits
1.Hard working and adaptive, believes in true essence of hard work and team involvement.
2.Adjusts to work schedules and pushes to maintain an even work-life balance.
3.Assess, plan and execute as a method in achieving objectives.
Personal Data
Name
Rey Eric “Eric” Simangan Soriano
Birthdate/Place
Davao City
Age
40 years old
Birthdate
July 8, 1974
Height
5’6.5”
Weight
185 lbs.
Residence Address
Blk 14, lot 36&37, La Aldea Buena Mactan Subdivision, Babag, Lapu-Lapu City
Contact Numbers
Personal cell phone : 092*-***-****,
Spouse’s Name
Emmylou Calatrava Soriano
Occupation
Materials Manager – Lear Automotive EEDS Philippines, MEPZ
Number of Children
3 (Angel Erica, Angelo Emmanuel and Angelique Ezra)
Brother/Sister
Ryan Erwin S. Soriano, RN (currently residing in New Zealand)
Rhenee Emelie S. Soriano – Quality Operations Manager, Telstra (Teletech Phils.)
Father’s Name
Engr Reynaldo V. Soriano – deceased
Mother’s Name
Engr. Encarnacion Simangan Soriano
Occupation
Regional Director - National Irrigation Administration – Region X, Butuan City - Retired
Character References
Available upon request.
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