Manager Sales

Osula Harry

https://ng.linkedin.com/pub/harry-osula/36/b6/193

No 12 Yaya Abatan Street Ogba, Ikeja Lagos +234 (0-803*******/(0-805******* *******@*****.***

Channel Manager, Business Development and Supply Chain Professional

A dynamic Channel Manager and Business Development Professional seeks to bring 11+ years of progressive experience to an industry-leading organization. Strong history of success in channel management, business development and managing complex project oversight roles. Proven record of growing revenue, reducing costs, increasing income and doubling earning through excellent sales, project management and team leadership.

Skilled in negotiation, operations management, supply chain control, market analysis, territory development, and more. Diligent and goal-oriented, with the hands-on experience needed to make an immediate positive impact in any fast-paced team.

Areas of Expertise

Commercial Management

Tender/proposal Management and Control

Increasing Bottom Lines (100%+)

Meeting/Exceeding Objectives

Negotiation & applying BATNA solution

Relationship Management

Efficient Supply Chain Management

Purchasing/Procurement Functions

Related MSc and BSc Degrees

Operations Oversight Skills

Thorough Market Analysis

Team player and Manager

Project Management

Flexible and Agile

CAREER HIGHLIGHTS

Grew revenue by signing new $2.75M+ client and achieved $0.75M/annual savings by leading negotiation teams.

Increased income 35% by analyzing and improved business model to identify/meet marketing gaps.

Improved customer acquisitions (11.5%) by targeting discussions on segmentation and pricing/margin strategies.

Closed out several deals with IOC’s and OEM’s in sales while accounting for payables of petroleum products

A+ rating for income generation while managing a supply chain with over 125+ retail outlets for over 3 years

Actualized an annual average turnover of about $20m and net revenue of $2.5m/annum.

Introduced strategic innovations and promotional tools to increase sales and revenue by over 25% annually.

Developed 14 corporate client customer base within 1 year; surpassed budget objective of $6.5million in 2013.

Successfully closed out seven projects aimed at improving service offer in the network by fully utilizing the triple constraint factors of scope baseline, time and operational cost in year 2014.

Doubled revenue earnings over a two-year period from $7m in 2012 to $14.3m in 2013

Proactively grew revenue by identifying, prospecting and signing on strategic partnerships in the telecoms and banking industry thereby aligning their activities into the retail network.

Increased budget output by over 35% in 2009 while growing retail outlets by 30% (19 outlets) and enhancing network penetration.

Improved the annual commercial sales zone output by 25% and achieved an annual sales contribution of $245K+ in 2006.

Increased annual turnover from the business channel by 46.8% from $80,230 in 2005 to $117,800 in 2006.

National best Executive for the 2006 business year - Awarded as the Business Performer for the year 2006.

National & Regional Award: Best Territory Manager 2010; National Award: Retail Network expansion project in 2010.

PROFESSIONAL EXPERIENCE

Total Nigeria PLC, (Lagos), Nigeria – Business Development Manager (Oil and Gas Business Segment) 2011 - Present

Engaged, developed and managed commercial volume across manufacturing, construction, and energy industries.

Prepare proposals and send out tenders for competitive biddings on product supplies to existing and potential clients

Responsible for actualizing company set objective on commercial sales volume for the year

Ensuring company’s growth objectives are attained; articulating new business development opportunities and identifying, negotiating and managing relationships with commercial partners in line with corporate goals

Lead the formulation, execution and monitoring of company’s business development, market penetration strategies and plans for enhancing business growth

Responsible for initiating and activating promotional activities centered at improving product penetration in the markets

Develop and articulate a comprehensive tactical business development plan to accomplish the organization’s business goal

Facilitated supply and payment plans by attending strategic meetings with top management of business clients.

Optimized business objective by providing after sales service support in customer locations.

Identify, evaluate and develop new business opportunities and feasibility reports supporting growth based on intelligence

Managed an array of accounts, credit facilities and resources while placing cold calls on customers.

Managed risk exposure, ensured operations were within allowable credit days, mapped improvement strategies, identified and eliminated waste across the value stream

Improved internal supply chain, and more.

Total Nigeria PLC, (Lagos), Nigeria - Channel Manager (Retail Development and Optimization) 2010 - 2011

Sourcing, integrating and managing third party accounts (SME’s) and operations into the company’s business strategy in over 500 retail outlets countrywide

Involved in regular negotiations with clients/potential clients for contract renewals

Overseeing technical & commercial business reviews; sending analyses to the high-level management.

Identifying business / supply chain risk triggers and proffering necessary mitigation or avoidance tools

Optimizing company investments using economic models to evaluate the feasibility and profitability of business deals

Developing, coordinating, and implementing all non-fuel business interests and providing strategic direction.

Lead a cross functional team by working closely with other functional operations in achieving set objective

Monitoring/implementing countrywide all Health, Safety, Environment and Quality (HSEQ) norms in all projects.

Coordinating strategic reviews/meetings with senior management (C-level) of engaged clients.

Identifying opportunities, evaluating existing businesses and proactively engaging clients to discuss best business growth strategies based on identified gaps.

Facilitating continual improvement by communicating client feedback to respective internal functional units.

Submitting accurate business review/analysis reports to the management to aid decision-making.

Total Nigeria PLC, (Warri, Benin, Akure and Ekiti), Nigeria - Territory Manager 2007-2010

Achieved set company objectives by managing and co-ordinaing all retail activities within the assigned territory.

Saddled with the responsibility of motivating and driving growth by providing strategic direction for sales team

Worked extensively with other business units to perform sales, depot/warehouse and logistics control functions.

Improved revenue, drove productivity/promotional effectiveness, managed merchandising activities, ensured cost effective pricing, and more by managing dealer accounts.

Actualized company objectives by growing relationships within the sales team to ensure continued success.

Recruited, trained, and developed 780+ sales staff operating several diversified business categories.

Developed relationships with top regulatory bodies and national agencies (NNPC, DPR, state government, etc).

Successfully developed value propositions for customer segments and built excellent customer relationships

Improved sales yield and growth by deploying innovations/strategies, such as promotional and animation tools.

Further optimized performance by overseeing maintenance challenges and budget control in assigned territory.

Managed over 125 retail account’s supply planning, product ordering/re-ordering, optimization of account status, sales of invoiced items, payment confirmation profit and loss functions.

Managed value chain from warehouse/depot activities and logistics ensuring timely and efficient product delivery.

Implemented company's norms and policies within the ambits of safety (HSEQ), technical and legal framework.

Liaised with existing clients and provided feedbacks to internal units for improvement across value chain.

Sourced new sales channels targeted at realizing the company’s set objective for the territory.

Held regular strategic business review meetings with members of Total's senior management team.

Led engineering, maintenance, marketing and customer service professionals to ensure the seamless delivery.

Applied innovative approaches and adopted best practices to cover existing business gaps where required.

Committee Works on the determination of retail market acceptability of solar powered lamps (Awango) across Nigeria retail market – (2011 – 6 months).

Market criticism of product design and applicability

Raising improvement suggestion suitable for higher market penetration

Opening opportunities via retail channels (chain retail stores and distributors) for improved market penetration.

Presentation of report to management on improvement of market acceptability and adaptation to market needs and more.

Career Note: other roles include Commercial Executive for Worldwide Commercial Ventures (2005-2006) and Professional Sales Representative for Neimeth International Pharmaceutical Plc (2004-2005)

EDUCATION

Masters in Operations & Supply Chain Management - University of Liverpool, UK (2015)

Masters in Petroluem Economics - University of Ado-Ekiti, Nigeria (2011)

B.Sc. (Hons) Applied Chemistry - University of Jos, Plateau State, Nigeria, Second Class Upper Division (2001)

CERTIFICATIONS AND PROFESSIONAL MEMBERSHIPS

Member, Project Management Institute (PMI) - 4139599

Six Sigma White Belt Certification – Aveta Business Institute, USA

Member, International Institute of Business Analysis (IIBA), 2011

National Institute of Management (NIM) - 2009

National Institute of Marketing – 2008

TRAINING PROGRAMS ATTENDED

Effective Project Management, JK Michaels PROJECT MANAGEMENT

Selling and Negotiation skills – May, 2013

Leading the high performance team, dbrown Consulting – August, 2014.

Management Training for Territory Managers, Africa-Middle East (AMO) France – May, 2014

Business Development Training, Paris, France – April, 2014

Total Access to Solar Nigeria, IECD - July, 2013 (Institut Europe’en de coope’ration & de’veloppement)

Train the trainer – Facilitation Course – April, 2013 (Paris)

Territory Manager / Retail Control & Audit Training, Africa-Middle East (AMO), 2011

Business Negotiation and Persuasion Skills, i-Skill Knowledge Management – April, 2010

Planning and Time Management Skills, dbrown Consulting – July, 2009

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