JOSIAH B. YCAZA

Experiences

BUSINESS BUILDING EXECUTIVE/

TERRITORY SALES REPRESENTATIVE

PMFTC, Inc. (An Affiliate of Philip Morris International) Zamboanga del Norte/Zamboanga Sibugay Province, Philippines Jul (3 years 2012 3 - Present months)

Monthly Salary

PHP 23,000.00

RESPONSIBILITIES:

1. Principally accountable for the achievement of volume target within the assigned territory. 2. Setting targets for key outlets, developing individual and/or shared action plans needed to achieve volume targets with sales personnel.

3. Achieve Key Sales Indicators targets such as Coverage, Call rate, Hit rate, Availability, Out of Stock Corrections, Product Ranging, etc.

4. Key approaches include coordinating or supporting the consistent and effective execution of sales calls (SICM) by Distributor sales personnel in their covered outlets or route. 5. Covers area/outlet development to generate incremental sales by raising adult consumer preference for and product distribution of our brands in outlets within these areas. 6. Leverage various tools available such as National or Local Trade Programs, Adult consumer promotions, adult consumer engagement activities, merchandising materials (TPOSMs, PPOSMs). 7. Utilize 3rd party personnel to expand the deployment of these tools in areas that are deem appropriate. 8. Audit/Monitor Distributor Van Sales and Rapid Deployment Force sales performance and job functions. 9. Monitoring and inventory management of Merchandising point of sale materials (Permanent & Temporary). 10. Monthly Trade Audit of National Trade Programs parameters such as Visibility and Product display. 11. Gathers market and customer information to generate Weekly Highlights Reports. Prepares reports by collecting, analyzing, and summarizing information. Also conducts Trade Outlet Surveys. 12. Develop new business/accounts for market expansion. 13. Negotiates and Monitors pricing in order to contribute to the achievement of sales. 14. Gapfill Selling for product introduction, expansion of distribution reach and depth, and out of stock corrections. 15. Implements National & Local Trade Programs to support the achievement of sales. 16. Coordinate with Distributor Sales Supervisor for monthly National Sales Cycle programs and implementation. 17. Territory Management, Pricing Management, Account Management, Supply Chain Management, Point of Purchase Management & Results Management.

18. Responsible for monitoring, selection, replacement and recommendation of product signage. 19. Conduct consumer engagement activities like switch selling, upselling and sampling. 20. Contributes to team effort by accomplishing related results as needed. 21. Takes into custody all the company assets assigned, ensures that all are being maintained and taken care properly by periodic checking and regular maintenance to ensure efficiency of these assets. EXPERIENCES GAINED:

1. Handling Distributor on a Tobacco Industry which has more details on Retail Management. 2. Analyzing KPI(Key Performance Indicators), KSI(Key Sales Indicators) & KRA(Key Result Areas). 3. Product & Brand development through Route to Market, Category Management & Channel Segmentation. 4. Coaching and developing Salesmen to further improve their skills and capabilities. 5. With Marketing strategies in the down line channels and execution of brand promotions. 6. Systematic knowledge in the service related to Sales and Distribution, Marketing and Trade Marketing in the Fast Moving Consumer Goods.

7. Handles all types of channel from Modern to General Trade. 8. Handles distributor personnel to achieve the sales target and other sales parameters. 9. Product Ranging through brand development & constant visit on Retail outlets. 10. Constant collaboration & coordination on different levels of the organizations. ACCOMPLISHMENTS :

1. A consistent Top performer for the project Wholesalers Flush-out program and Retailers Development Saturation program.

2. Enrollment of National Trade Programs on Price Management for both Wholesalers & Retailers. 3. Increase the Share of Markets, Numeric Distributions while decreasing Weighted Out of Stocks. 4. Improves the Share of Markets due to constant Price increase because of the implementation of Sin Tax Bill. 5. Consistent achievement of hitting the targets and other sales parameters through handling distributor sales & other functions.

6. Accounts Receivables Management (aging of claims/floating accounts). 7. Collaborates with different business sections to achieve one goal and objective. 8. Leveled the playing field through Pricing Management. 9. Revives dormant brand/sku through brand developments, promotions & merchandising. 10. Creation and development of Route plan through opening & building of new outlets. 11. Consistently exceeded expectations during Management Appraisals Performance(MAP) FY2012, FY2013 & FY2014.

DISTRIBUTOR SPECIALIST/BOOKING SALESMAN

CDO-FOODSPHERE, INC. Zamboanga Peninsula, Philippines Mar 2010 - Jul 2012

(2 years 4 months)

Monthly Salary

PHP 16,000.00

RESPONSIBILITIES:

1. Visit Distributors to discuss and implement plans & programs directed by Head Office. 2. Ensures business improvement of assigned Distributors both GP & FPM by performing environmental scanning and analysis, outlet visits and trade monitoring and devising appropriate sales promotion and business plans to guarantee business growth.

3. Booking and collections on distributors for both GP & FPM to hit monthly targets. 4. Work with distributor salesmen to ensure placement and availability of products on all types of accounts from traditional to modern trade.

5. Conducts Business review every mid-year & annually for CDO-FOODSPHERE & the distributors. 6. Prepares and submit reports to superior regularly to monitor performance and ensure effective and efficient implementation of business plans.

7. Conducts regular sales and operational meetings to monitor performance of Salesmen and progress of Sales operations to address issues and concerns that needs to be resolve. 8. Ensures the achievement of Key Objectives assigned to area such as Volume, Distribution, Merchandising, Pricing, Collection, Reports & Account Penetrations or effective customer relations by going on fieldwork to ensure effective & efficient Distributor Operations.

9. Conceptualizes & recommends in-store promo activities for trade outlets by developing promo proposals to increase sales & distribution of products.

10. Consolidates reviews, analyzes & present relevant business information of assigned area periodically or as the needs arises by preparing operations report to ensure efficient operations. 11. Ensures that distributors are being managed profitably by conducting Business Reviews to ensure long-term business viability.

12. Takes into custody all the company assets assigned, ensures that all are being maintained and taken care properly by periodic checking and regular maintenance to ensure efficiency of these assets. 13. Provides Leadership, Motivation, Direction and Coordination to Distributors by assisting in training and performance assessment to improve skills and competencies. 14. Performs other tasks that may be assigned by superior from time to time. EXPERIENCES GAINED:

1. Experienced handling distributors for both categories of GP & FPM. 2. Experienced and familiar with the areas of Zamboanga Peninsula, Misamis Occidental & Misamis Oriental. 3. Experienced handling all types of accounts from Modern Trade to Traditional Trade including Wet Markets. FIELD SALES SUPERVISOR

MDSI-NESTLE PHILIPPINES, INC.

Monthly Salary

PHP 10,000

Jun 2006 - Feb 2010

(3 years 8 months)

RESPONSIBILITIES:

1. OVERSEE THE OPERATIONS OF THE BOOKING & EX-TRUCK SALESMEN. 2. COACHES & ASSISTS THE SALESMEN TO ACHIEVE THE TARGET & KRA’S, KPI’S & KSI’S FOR THE MONTH.

3. MONITORS THE AGING RECEIVABLES AND AGING INVENTORIES OF THE TRADE. 4. MAKES TRADE CHECK AND TRADE VISIT.

5. BUILDS CUSTOMER RELATIONSHIPS OR ACCOUNT MANAGEMENT. 6. RESOLVE PROBLEMS IN DELIVERIES, COLLECTIONS & BAD ORDERS(BO) ESPECIALLY IN THE ISLAND ACCOUNTS.

7. TRAVELS IN THE ISLANDS TO KNOW THREATS & OPPORTUNITIES AGAINST COMPETITORS. 8. SUBMIT REPORTS TO THE DISTRIBUTOR & NESTLE AT PAR WITH COMPANY STANDARDS. 9. CONDUCTS WEEKLY MEETING WITH SALESMEN & THE MANAGEMENT. 10. ATTENDS MEETINGS, SEMINARS & OTHER ACTIVITIES AS BY ORDER OF THE DISTRIBUTOR & NESTLE MANAGEMENT.

11. MANAGED & SUPERVISED THE DISTRIBUTIONS TO ENSURE HITTING OF SALES, COLLECTIONS, KRAS AND OTHER RELATED SALES ACTIVITIES.

12. PREPARES THE DOCUMENTS LIKE PRESENTATION MATERIAL FOR BUSINESS REVIEW, MONTHLY SALES PLAN, MONTHLY COVERAGE PLAN & WEEKLY EXPENSES REPORT. 13. MOTIVATES & TRAINS SALES FORCE, PROVIDES LEADERSHIP, DIRECTION & COORDINATION TO FURTHER IMPROVE SKILLS AND COMPETENCIES.

14. FORMULATES SALES, MARKETING & MERCHANDISING PLANS AND ENSURES PROPER EXECUTIONS TO ACHIEVE DESIRED OBJECTIVES.

15. PERFORMS AND MULTI-TASK OTHER JOB FUNCTIONS FOR EFFICIENT & EFFECTIVE SALES PLANS AND SALES EXECUTIONS.

KEY ACCOUNTS SPECIALIST

West ADSIA Corporation

Monthly Salary

PHP 5,000

Feb 1999 - May 2006

(7 years 3 months)

RESPONSIBILITIES:

1. To achieve sales and collection target for the certain month. 2. To monitor the display in the supermarket and make inventory. 3. To supervise the merchandisers in order for the proper off-take of the products. 4. To make sales and collection reports in order for the office to know the pending accounts. 5. To direct and monitor the products in the supermarkets and other key accounts. EXPERIENCED GAINED:

1. Gains experienced in selling, marketing and merchandising. 2. Knows all the accounts in the areas and also knows how to deal with people where we are serving them in a daily routine basis.

3. Experienced in supervising and directing people. 4. Traveled the Southern part of Mindanao.

5. Experienced the operations of a Distributor.

ACCOMPLISHMENT:

1. Had accomplished as the Junior and Senior Van Salesman, Island Salesman and Key Accounts Specialist. PHYSICAL DISTRIBUTION CLERK/ENCODER

COCA-COLA BOTTLERS PHILIPPINES, INC.

Monthly Salary

PHP 5,000

Jul 1998 - Dec 1998

(5 months)

RESPONSIBILITIES:

1. To encode all outgoing and incoming products.

2. To make daily records on all the products and print the number of cases. 3. To record all the other area statistics like Ipil, Dipolog, Pagadian and other areas of Zamboanga del Sur and Zamboanga del Norte.

EXPERIENCED GAINED:

1. Knows more on the Microsoft Office and other related tools. Education

ATENEO DE ZAMBOANGA UNIVERSITY

Bachelor of Science in Business Management/ Business Administration

Zamboanga City, Philippines

March 1998

Major

BUSINESS MANAGEMENT

Skills

Advanced

Territory Management, Computer & Information Technology, Negotiation & Customer Service, Product & Brand Development, Supervisory & Management, Sales and Marketing, Merchandising & Product Demonstrations, Retail Management, Distribution & Account Management, Accounts Receivable Management & Sales Presentations.

Additional Information

*Proficient in English and Filipino. Can also converse in Bisaya, Chavacano & Chinese.

*Customer-oriented, Results-oriented, Dynamic, Self-starter, Pro-active, Entrepreneurial and a Team Player.

*Excellent in oral, written communications and interpersonal skills.

* Experienced in Selling, Marketing, Distributor Management and Merchandising.

*Distributor Development and Trade Account Management. Results Management (Achieve brand and sales objectives), Strategy and Planning (Develop channel specific plans), Account Management (Achieve strong and mutually beneficial relationship with trade partners), Supply Chain Management (Manage availability of products at point-of-sale) and Point of Purchase Management (Successfully implement trade marketing initiatives).

*Computer literate, knows how to use the Microsoft office like Microsoft Excel, Word, Powerpoint & Outlook.

*With driving skills and have a Professional Driver's license.

*Has traveled the entire area of Mindanao and has been to Cagayan de Oro City, Dipolog City, Pagadian City, Ozamiz City, Zamboanga del Sur & Zamboanga del Norte Provinces, Zamboanga Sibugay Provinces, Davao City, Basilan, Sulu, Tawi-Tawi, Cebu City & Metro Manila. About Me

Gender: Male

Mobile Number: 097********

Address : c/o JOSHANNE STORE, Mindog Street, Maningcol Highway, 7200, Ozamiz City, Northern Mindanao, Philippines.

References

JONATHAN BURGOS

Business Building Supervisor/Sales Supervisor

PMFTC, Inc.

Mobile Number : 092********

HELEGARDE DE PEDRO JR.

Business Building Supervisor

PMFTC, Inc.

Mobile Number : 093********

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