# *** ***. ********** **** ***** #: ****-

Street, Morong, Rizal 6350916

e-mail:

acyf43@r.postjobfree.com

Arnold S. Pajarillo

Job Objective

November 2014 Present

Work Experience

Kumon (Franchise Owner)

Business Development Manager

Assist in the development of the family

business

Monthly Actual Average students at 302

from a target of 300 for 2016; Monthly

Actual Average students at 286 from a

target of 275 for 2015

Assist in the retention of the students

(Kumon metrics)

Aligns the objectives of the Center and its

employee to the objectives of Kumon

Philippines, Inc.

Execute all the agreed marketing

campaigns (BTL and ATL) for the center

Orders and ensure the timely delivery of all

advertising collaterals

Design the presentation and communication

to the parents/guardians

Gives orientation to schools 2 schools for

2016

October 2013 October 2014 Golden

Bean Feeds (Calata Corp)

Sales & Marketing Manager Calabarzon &

Mimaropa / Vis & Min Area

Evaluate possible Distributor in the area

(based on the Distribution Criteria

Evaluation of Calata Corporation)

Develop the distribution channel in the area

(2 Area Distributors opened in 2014 with 3

Distributors for further evaluation in the

area of Calabarzon & Mimaropa and 1

Distributor in the area of Visayas)

Develop a team of technical

representative/s and sales representative

that will cover the area of the distributor

(Developing a distribution field force for

Romblon and Laguna)

Recruitment, Training and area assignment

of Field Force in the area

Manages the implementation of all

launching activities in the area

Manages the allocation of the Company

resources

Responsible for Sales and Collection under

the area assigned

Sales Target for 2014 = P20 Mio (actual

July 2014-October 2014 P5.25 Mio)

Manages the product placement to dealers

in the area (target 80% actual 90.1% - 64

out of 71 stores)

January 2013 October 2013 Agri Phil

Incorporated (Calata Corp)

Sales & Marketing Manager

Evaluate the location of each store and

recommends closure and/or relocation of

store units

Recruitment and Training of all the field

force in the area (Finished 1st round of

recruitment and training of field force

assigned in the Northern Luzon and Central

Luzon- a total of 2 Farm Demo

Technicians, 12 Field Sales Technicians

and 2 Field Supervisor)

Training of all store personnel and helper

and to the basic concept in pest control and

in plant nutrition (finished Calabarzon

areas-total of 21 stores)

Manages all the field force activities and

actual promotion in the field (finished

promotional activities in Calabarzon and

Northern Luzon)

Development of the Agri Generic Products

(which includes all the communications

and all the promotional materials are

aligned with the brand images of the Agri

Generic Products)

Responsible for the Expos attended to by

Agri Phil Inc. (finished 2 Expos with 1

Expo remaining)

Set store targets for the number of

promotional activities (meetings/ recurida/

store trainings) and the number of

customers called (average of 3 customers

per day)

Store evaluation on the actual customer

experience (proposed mystery buyer

program)

September 2008 January 2013 B-MEG

Distribution (Calata Corp)

Operations Manager/Sales & Marketing Manager-

Whole Distribution Area

Responsible for the Sales Target per area

per year per month

Manages the whole distribution area of B-

MEG assigned to Calata Corporation

Establish the distribution in the new areas

awarded to the Company (Pangasinan,

Nueva Ecija, and Pampanga)

Manages all the field promo personnel and

field technician in the assigned territory (2

SRs, 11 DSRs, 2 Special Promotion clerk,

57 Field Technicians, 4 Satellite Offices:4

Office Managers & 10 Checkers and

warehouse officer)

Assigns all sales and marketing activities in

the area to key personnel

Manages the sales and collection to 8 Mega

Dealers in the area

Cascade and implement all sales and

marketing related directives

Communicate all sales and marketing

programs to the dealers in the area

Together with B-MEG, implement new and

innovative way of doing business

Awarded the Highest Absolute Volume Growth for

Central Luzon Trade Segment PCAPI Nueva Ecija

- 2010

Awarded the Highest Absolute Volume Growth for

Central Luzon Gamefowl Segment PCAPI Nueva

Ecija- 2010

Awarded the Highest Revenue Growth for Central

Luzon SMAHC Segment PCAPI Central Bulacan -

2010

Awarded the Highest Percentage & Absolute Volume

Growth for Central Luzon Medium Farms Segment

PCAPI Central Bulacan 2010

Awarded the Highest Percentage Volume Growth for

Northwest Luzon Medium Farms Segment PCAPI

Pangasinan - 2010

Awarded the Quality Excellence Award for Distributor

Quality Management Systems Calata Corporation

Pangasinan - 2011

Awarded the Quality Excellence Award for Distributor

Quality Management Systems Calata Corporation

Central Bulacan - 2011

June 2007 October 2008

Biostadt Philippines, Inc.

Field Manager Central Luzon

Responsible for the Growth of Sales from

P24.78 Mio to P51.09 Mio

Increased the total sales of Biological

Products from P4.94 Mio to P12.51 Mio

which has a higher contribution to the

Companys profitability

Double the sales of insecticide from P19.84

Mio to P38.58 Mio

Responsible for the clean-up of accounts

receivables in the area

Lowering of the DSO from 379 to 72 days

Re-organized the Sales Force in the area

Manages and directs the new Sales Force

for Central Luzon in performing all sales

and marketing tasks

Awarded the CEO AWARD (the highest award for

sales and collection) 2008

Awarded the Highest Growth Rate for Biological

Products - 2008

March 2003 March 2007 SL

Agritech Corporation

Sales Manager North Luzon / Visayas

Responsible for the formulation and

execution of all the sales activities

Designed the Strategic Marketing Plan for

year 2003-04

Formulated the pricing strategy of the

company

Formulated the Distribution selection

criteria for the company

Designed the working framework for the

SL Hybrid Rice Growers Club (Advocacy

program)

Identification and establishment of

Strategic Distribution channels in the area

Close collaboration with both National and

local D.A. Officials, LGUs, NGOs &

other stakeholders in the GMA Hybrid Rice

Program

Responsible for the recruitment & training

of Field Force in the area

Exceeding the North Luzons Sales Quota

(Php 232.0 Mio for Crop Year 2006-07)

and maintaining present market share of

71% for SL-8H

Responsible for the achievement of

assigned annual quantitative marketing

goals like market share, profitability,

inventory turn-over, below the line

activities target, and the adoption cycle

parameters

Optimization of existing and identifying

future new business opportunities in the

area (explored the contract growing of SL-

9H for the whole area and contract growing

of the A-line and R-line of SL-8H for

Kalinga Farmers)

January 2002 December 2002

Syngenta Philippines, Inc.

Regional Sales Manager West Visayas

Achievement of the West Visayas Sales

Quota -monthly sales target and total year

target (Total target Php 158 Mio) actual

124% or Php 195.9 Mio vs. target for the

whole West Visayas Region for 2002)

Achievement of collection target and DSO

target of 135 days for the whole region

actual 105 days DSO for the whole West

Visayas Region (with the Lowest in the

entire country for Iloilo/Antique DSO of 48

days)

Achieved assigned annual quantitative

marketing goals like market share,

profitability, inventory turn-over, below the

line activities target, and the adoption cycle

parameters target

Formulated and executed all annual

territory sales and distribution management

plans aligned with crop and product

strategies

Management of the quality of business

relationship with chosen distribution

channels in the territory (profitability,

product move-out, sub-dealer network

maintenance, good credit standing)

Implemented Key Account Management

(KAM) & Channel Management Programs

(eg Advent Global Distribution set-up)

Achievement of all marketing & sales

promo campaigns at all levels of the

distribution system aligned with the

programs of the National Sales Manager &

the Management Committee

Enforced agreed trading terms and pricing

scheme for all crop solutions and individual

brands

Optimization of existing and identifying

future new business opportunities in the

area and appropriate market segmentation

strategy implementation

Establishment of the FST-Farmer Partners

Network in the area and opening of links

with FST-Partner Universities and Colleges

Management of the implementation of all

Below-the-Line (product launchings, big

land owners/financiers meeting, Over the

counter sales clerk product trainings,

Farmers meetings, FGDs, Agriskwela,

D&R, Film showings, etc) & Above-the-

Line Campaigns (Radio Ad, TV Ad,

Billboards & store posters) for the region

and submission of all pertinent reports

regarding program evaluations and results

Calculation of market and sales potential

for Syngenta crop solutions and brands

Gathering, consolidation, and submission

of up-to-date and accurate market

information for the sales region pertaining

to market potential, competition marketing

& sales strategies and programs, product

pricing, trends and developments in the

distribution chain, customer database,

government programs for agriculture both

regional and municipal level, and Company

program feedbacks

Consolidation, analysis, and presentation of

monthly sales and marketing update reports

from the different areas of the region

Coordination with the 3rd party (Advent

Global Resources, Inc), provider of field

technicians, regarding issues concerning

field performance and other concerns

Collaboration with the Technical Group in

defining and implementing technical

support programs for the regional team

Communication to the regional team new

or changes in company policies and

procedures

Management and allocation of Company

assets, resources & manpower assigned to

the regional team

Management and handling of issues and

product complaints arising in the field

Motivation, training, on the job coaching,

and development of all members of the

regional team (SRs/ FMRs/ FST-Cs)

Contribution to the development of a local

Corporate culture that values excellence

and passion in performance, teamwork,

integrity, customer satisfaction, total

quality, professionalism, and sustainable

agriculture

October 2001 January 2002

Syngenta Philippines, Inc.

Field Marketing Supervisor Visayas

Reports directly to the National Field

Marketing Manager

Achievement of the total Below the Line

activities for the whole Visayas Region

(104% total number of farmers attending

the BTL vs. target numbers farmer

attendees with the actual total number of

farmers meeting 93% vs target)

Formulation and execution of marketing

plans and crop/product strategies developed

by the Crop Managers

Achievement of regional short and mid-

term business and growth targets

Achievement of Adoption Process targets

(eg. Product: awareness, understanding,

image, trial use, repeat use & advocacy) per

brand and crop solution as contained in the

crop and product strategic marketing plan

Planning, management and achievement of

different below-the-line demand creation

activities targeted at key farmer segments,

growers/contractors and distribution

channels (eg. Product launches, farmer

meetings, demos, sampling, etc.)

Integration of FST concepts, approach and

programs in the below-the-line demand

creation activities

Achievement of regional Product on

Ground (POG) targets for established and

new brands

Collaboration with the Sales Team

regarding POG targets and sales target

setting based on demand, market forces and

area potential

Implementation of the Field Marketing

Team Standard Operating Procedures

(SOP)

Collaboration with the Crop Managers and

Sales Manager in setting short and mid-

term business targets and in identifying

market trends and needs by the sales

territory

Supervision of the Field Marketing

Representatives and their respective Sales

Coordinators

Management of Regional Field Marketing

budget

Coordination with the local technical group

in designing and executing technical

support programs for the Field Marketing

Representative and Sales Coordinators

Formulation and implementation of

customer relationship marketing programs

targeted at key farmer segments

Identifying new potential market segment

and designing marketing strategies

Consolidation and analysis of market

reports and information base from Field

Marketing Representatives

November 2000 October 2001

Novartis Agro Philippines, Inc. (Syngenta

Philippines, Inc.)

Sales Representative Iloilo/Antique

Reports directly to RSM

Achievement of Sales & Collection target

for his territory: 108% of total 2001 Sales

Target (actual sales of Php108 Mio vs.

target sales of Php 99 Mio) despite the

decline of Crown Agri Corporation, one of

the major industry player in the area

Directly implemented Key Account

Management (KAM) Programs

Implemented all Distribution Channel

programs for his area

Implemented all marketing campaigns

(BTL & ATL) as per plan

Monitored all competitor activities, product

pricing, competitor BTL campaigns

Monthly area reports (Sales performance,

collection update, area potential update,

BTL results, POG-MS% report, Key

account updates)

Cascade to the field technicians all regional

plans and policies and is directly

responsible for coordinating with the third

party manpower agency (Advent Global

Inc)

June 2000 November 2000 Novartis Agro

Philippines, Inc.

(Syngenta Philippines, Inc.)

Sales Representative (Probationary) Iloilo/Antique

Probationary SR position which performs

all the functions of an SR, for evaluation

within six months

Achievement of 104% of Sales target for

2000 (actual sales of Php 85 Mio vs. target

of Php 81 Mio) despite an starting area

sales of negative Php 16 Mio due to

product returns

July 1999 May 2000

MNYT Enterprise, Inc.

Production Supervisor

Reports directly to the Department Head

and General Manger

Supervises and assign all the production

manpower of the plant

Ensure that the Company meets its

production schedule (200 Metric Tons of

soap chip for December 1999- actual 203

MT) was able to increase the production to

as high as additional 27% for December

1999

Lowers the amount of re-process soap chip

by 11% as of December 1999

Make the production and quality assurance

SOP for Heno de Pravia

Present the SOP to the Managers of Heno

de Pravia for the approval of the sub-

contracting agreement

Assess the production processes and

recommend and implement new ways to

improve production lines

Implemented the Companys Product

Quality Assurance procedures

Designed and implemented the Companys

Health and Safety Procedures

Controls all in-coming and out-going

materials, in-process materials and ensure

the accordance with the Companys

Standards

Evaluates Quality Incident Reports and

implements corrective measures to address

the problems

Makes all reports pertaining to production,

materials inventories, production efficiency

reports, quality incident reports, production

daily reports, new employee training

reports, new product reports and process

assessment reports

February 1999 July 1999 Fil-Estate

Marketing Associates, Inc.

Sales Representative

Market and sell real estate properties

Recruitment of a sales network

June 1995 March 1996

Collegio de Los Baos

Computer Science Instructor

Delivers a new Computer Science

curriculum for High School and Grade

School Department

Compute the grades for Computer Science

for the graduating (4th year) students

September12-14, 2016 Philippine-California Advance Research Institute

Seminars & Trainings

(PCARI) (UP National Engineering Center)

Attended

U.P. Electrochemical Energy Storage Workshop

February 4, 2015 (Francorp Franchising Academy)

How to Franchise Your Business

January 18-21,2012 (San Miguel Corporation Training Center-Tagaytay)

Managing a Family Business Enterprise: Operations Managers

Module

Every Year from 2003-2007 (Different Location Across the

Philippines)

Department of Agriculture Update on Hybrid Rice Program

July 25, 2006 (La Trinidad Valley Hotel)

SL Agritech Sales Training

March 2004 (Hotel Supreme, Baguio City)

Selling and Guerilla Marketing Techniques

October 2003 (SL Agritech Field Station, Sta Cruz Laguna)

Workshop on Actual Germination Technique of SL-8

May 2003 (Pagsanjan Hotel, Pagsanjan, Laguna)

SL Agritech Corporation and IRRI Hybrid Rice Planting

November 4-6, 2002 (AIM, Makati City)

Syngenta Marketing Plan Workshop

October 10-11, 2002 (AIM, Makati City)

Customer Relations Marketing Training Syngenta Philippines Inc.

July 10-12, 2002 (Tiara Oriental Hotel, Makati City)

7 Habits of Highly Effective People Workshop Syngenta Philippines Inc.

May 1, 2002 (Syngenta Field Office, Iloilo City)

Safety Driving and Vehicle Maintenance Seminar-Syngenta Philippines Inc.

March 13, 2002 (New World Hotel, Makati City)

Strategic Market Segmentation Seminar Syngenta Philippines Inc.

February 18-20, 2002 (Dusit Hotel, Makati City)

Creating Syngenta Phase 2 (CSP2) Seminar & National Conference

January 28-29, 2002 (Sarabia Hotel, Iloilo City)

Visayas Regional Team Building Workshop Syngenta Philippines Inc.

January 7-8, 2002 (AIM, Makati City)

Sales and Marketing Operations Review Syngenta Philippines Inc.

November 2001 (Eugenio Lopez Center, Antipolo City)

National Team Building Workshop Syngenta Philippines Inc.

September 2001 (Punta Villa, Iloilo City)

Visayas Rice Workshop Syngenta Philippines Inc.

August 2001 (Tiara Oriental Hotel, Makati

City)

Group Communications Workshop Syngenta Philippines Inc.

April 17-20, 2001 (Tiara Oriental Hotel, Makati City)

Selling Skills Training Course Syngenta Philippines Inc.

May 1999 (College of Engineering Lecture Hall, UPLB)

Y2K Compliance Symposium UPLB -

CEAT

August 1997 (College of Economics and Management, UPLB)

Small Investment Options in the Philippines UPLB CEM

April 1994 (DAP, Tagaytay City)

Leadership Training Seminar UPLB University Student Council

Education

2015 - 2018 UNIVERITY OF THE PHILIPPINES DILIMAN

Diliman, Quezon City

MASTERS IN BUSINESS ADMINISTRATION

1989 - 2013 UNIVERITY OF THE PHILIPPINES LOS BAOS

Los Baos, Laguna

BS CHEMICAL ENGINEERING

DOST Scholar

1985 - 1989 PHILIPPINE SCIENCE HIGH SCHOOL

Agham Road, Diliman, Quezon City

DOST Scholar

1979 - 1985 SAN MIGUEL ELEMENTARY SCHOOL

San Miguel, Bulacan

Class Valedictorian

Received awards in Mathematics, Science, Editorial Writing and

Leadership Award

Interests & Activities

Soccer, basketball, running and mountain climbing

References

Available upon request

Contact this candidate