Sales Manager

Deo Antonio G. Morales

091******** / ********* // 5-A Mascardo St. Project 4, Quezon City

*****************@*****.***; **********@******.***

Job Objective

Seasoned, insightful, self-directed & performance-driven professional seeking a position where I can utilize my rich mix of solid experience in Sales Management, Marketing, FMCG and Retail Operations, Training and Business Development.

Core Strengths

Strategic Sales and Marketing Campaigns

Team Leadership and Direction Setting

Client Relationship-Management

Market Penetration & Position

Productivity & Efficiency Improvement

Solutions & Consultative Sales

Process & Operations Improvement

Professional Experience

Allphones – Taodharma Inc.

2014 – Present

Area Sales Manager – Retail

Improved Stores set-ups focusing on people, supply - chain and operational development for a profitable business progress.

Drive and deliver sales activities to achieve store profitability

Manage monthly Profit and Loss in conjunction with the Store Manager, reporting key action improvement

Analyze sales reports, interpret results and take appropriate action to achieve sales targets

Participate in marketing initiatives for the area and recommend modifications to marketing strategies in the light of market trends in the area.

Ensure all business and store activities are conducted in line with the company values and consistent with the Code of Conduct policy

Support, advise and empower store managers to effectively lead their teams and manage their stores

Identify and develop future store managers through Succession Planning

Identify and action inventory management issues

Identify continuous improvement opportunities for stores to improve profitability

Create awareness and ensure stores are adhering to Asset Protection policies and procedures

Support staff receiving appropriate coaching, training & development to perform required duties in areas such as sales, stock control, merchandising, administrative responsibilities and product knowledge.

Work in partnership with HR in staff related issues such as performance management through coaching & counselling, career development and general leadership.

Provide training and orientation to new Store Managers for a successful introduction to business.

Responsible for new store openings in conjunction with the Store Rollout team

Work in conjunction with the operations team to ensure the consistency of retail standards

Develop a best-practice sharing model to enhance performance of stores.

Globe Telecom

2010 – 2014

Region Sales Head, Central Luzon SMB Segments

Turned around struggling region into a profitable self- sustaining area; built infrastructure, systems and operations for business growth.

Pioneered performance improvement and profitability of business partners (Business Partner’s Performance Assessment System and Standards). Remodeled structure of the BPs aligned to the preferred target market.

Cut attrition rate of Sales Associates to 60%

Advanced overall strategy in building the region’s business in terms of key customer relations, sales & activation.

Upgraded skills of people in accordance to market dynamics of Small and Medium Businesses.

Developed Account Engagement Framework and cadence for Channel Managers.

Crafted business partners appointment and accreditation process wherein we got best in the industry partners.

Constructed the Plan offer matrix apt for SMBs tripling depth of penetration.

Developed ways to improve sales performance by creation of an Incentive Program and organizing events and activities that promote and sell product subscriptions.

Ensured profitability of Business Partners.

Globe Telecom

2009 – 2010

Area Sales Head, Consumer Sales and After Sales

Fortified total telecom business of TD (Territory Distributors) and TPAs and conducts P&L analysis of TD’s and TPA’s ( Wireless or Mobile and Broadband products)

Developed full year business plans for TD/TPA

Handled the largest TD for national in terms of size of the business.

Grew the TD’s prepaid market share from 30 to 56% eventually becoming the market leader in the area.

Intensified market control by increasing retail stronghold (DGSB approach)

Globe Telecom

2008 – 2009

Region Head, Central Luzon

Executed and developed revenue and market-share growth sales programs, based on strong financial, market, revenue and opportunity analysis.

Developed & implemented trade marketing programs developed by internal support groups

Ensured trade operations and in-store standards are achieved

Developed ways to improve sales performance by creation of an Incentive Program and organizing events and activities that will promote and sell product subscriptions.

Rationalized Central Luzon TDs and created new structure via Ideal Distributor Operations on Leadership.

Globe Telecom

2007 - 2008

Region Head North Luzon East

Created value for the Sales Channels by providing new products to sell.

Built the region’s organization through capability development programs.

Created an Assessment program for Distributors that measured quarterly sales performance.

Improved distributors’ manpower complement based on requirements.

Globe Telecom

2006 – 2007

Strategies and Execution Manager

Created, Established, and Monitored Performance Assessment and Selling Standards for all Account Managers and Distributors.

Evaluated the skills and competencies of the Dealer Sales employees with the objective of being able to recommend and implement training programs that will empower them to achieve their objectives (AMPAS).

Assisted Region Head in making sure directions are implicitly applied down the line through Distributor Assisting.

Conceptualized CDS for Telco distributors.

Developed Routine Excellence for all levels of sales personnel.

Crafted Resume of Activities for Sales People

Globe Telecom

October 2003 -2006

Region Head GMA ( North – South )

Monitored and addressed variances of region performance against national sales targets.

Played a key role from the team that launched GPass, a product that was awarded at the Annual Globe Awards 2006 as “Excellence in Innovation” and “Project of the Year”.

Developed Performance Improvement Plans with SAM’s & AM’s

Sourced and screened TDs to be part of Globe’s distribution arm.

Introduced Distributor Performance Assessment to all Telco TDs.

Globe Telecom

March to September 2003

Senior Account Manager

Managed the operations of several consumer-goods distributors and implemented programs designed to adapt their consumer distribution competencies to the needs of the Telecom industry.

Concurrently a team member of Globe's Project Delirium-- Globe's Over-the-Air (OTA) prepaid credits reloading system. Under Project Delirium, I have been tasked to handle all external concerns including all trade-related issues.

San Miguel Corporation - La Tondena

1998 - 2003

Distributor Sales Supervisor (GMA) Liquor

Number 1 DSS (Distributor Sales Supervisor) for the entire Luzon.

Consistently exceeded set KPIs, sell-through, Penetration (Trade Performance Standard), Brand Matching Strategy & Improved distributors’ profitability.

Analyzed Distributor’s business in relation to the market potential.

Developed programs to propel leadership versus competition, grew market share from 55 to 63%.

San Miguel Corporation - La Tondena

1996 -1998

Distributor Coordinator (North Luzon) Non-Liquor

Boosted brand profitability and aggregate contribution margin, successfully grew the businesses of 12 Distributors in North Luzon from 1,000 to 30,000 cases for Pet and 1,200 to 10,000 5-Gal containers..

San Miguel Corporation - La Tondena

1995 - 1996

Local Sales Promo Specialist (Trade Marketing)

Developed regional trade programs/promotions/events in North and Central Luzon.

Orchestrated precise execution of sales, local trade marketing promotions and operations projects with a 100% success rate.

Spearheaded numerous programs and major events. (Tigtigan Terakan, Flower Festival, National Ad Congress and Regatta).

Trainings

Finance for Non-Finance Executives

Coaching for Coaches

Growing your Leaders

Leading and Communicating for Results

Positive Discipline

Team Problem Solving Seminar

Basic Management Program

Good to Great Seminar

Paradigm Shift Seminar

Building High Performing Organizations

7 Basic Habits of Highly Effective People

8th Habit of Highly Effective People : Live & Work with Passion

In-Field Training Seminar

Sales Supervisory Seminar ( Train the Trainer )

Basic Selling Skills Workshop

Customer Satisfaction Orientation

Leadership Enhancement and Development Seminar

Local Sales Promo Workshop

Value Selling (Spin) by Huthwaite

Customized Microsoft Excel by Edupro

Effective Presentation Skills for the Decision Maker by Teamasia

From Selling to Managing – Mansmith and Fielders, Inc.

Distributor Management - Mansmith and Fielders, Inc.

Education

Saint Louis University – 1990 -1995

Bachelor of Science in Commerce.

Marketing Major; Management General

President, Marketing Class 95

Recipient, Best Ad Campaign (Radio and TV)

Personal

Age : 42

Date of Birth : December 12, 1973

Weight : 185 lbs.

Height : 5’10”

Interests and Hobbies:

Cycling

Mixed Martial Arts

Basketball

Rugby

References

Ms. Maryann Alvarado Director – Globe Telecom 0917 – 5880457

Mr. Roberto Yap Entrepreneur 0917 – 8300888

Mr. Brigs Merin CEO & President – TAO Technology 0917 – 8362183

Contact this candidate