Portia Pakati

Commercial Manager

Profile

•Experienced and self-

Motivated Manager with

** *****’ of industry

experience overseeing

sales figures and new

account development .

Bringing Forth a proven

record of working

Collaboratively with

sales team to achieve

goals increase revenue

gains, and advance the

sales Cycle of the

Company . A strong

Leader with the ability to

increase sales and

develop strategies to

retain customers .

References

Mr. Sicebi Mnguni

– Area Sales

Manager

(060*******)

Mr. Bongani

Mabusela –

Divisional Manager

at Impact (/083

6293364)

EXPERIENCE

July 2023- Present

Commercial Manager •Pepsico Exports • Johannesburg, Gauteng

• Achieve Net Revenue, profit, and volume plan across portfolio of markets

• Manage and implement the relevant trading terms and Inco terms between Distributors and customers within

• each country to ensure all agreed elements are adhered to.

• Understanding the value chain to market and optimizing RSP

• Conduct portfolio and Market review against AOP on VOL NR and GP and report into business

• Scenario Planning & Gap analysis in order to achieve deliverables

• Ownership & Accountability for by market P&Ls to deliver profit for reinvestment

• Develop Higher performing markets into strategic trade markets with a focus on Channel management and

• Category management

• Ensure effective communication & Liaising with Distributors to enable growth and development

• Acquire new customers and mini distributors to increase market penetration

• Customer retention monitoring by market by month

• Identify New markets for business development

• Receive and follow up on orders by customer monthly

• Understand ways of working by commercial team through West East & Central Africa

• Recommend changes to optimize processes on delivering to these diverse portfolio of markets

• Forecast monthly by customer, by product

• Manage claims effectively and close off within specified timelines ADDRESS

25 Basson Street

South Crest Alberton

Activities and

Interests

Theater, Art, Hiking,

Travel

EMAIL

mofokengposh@yahoo.

com

LINKEDIN

https://www.linkedin.co

m/in/portia-pakati-

• Be proactive and creative with new potential markets with regular prospecting

• Manage distributors & Distributor teams to deliver key results

• Collaborate with support functions of Finance, Supply Chain and Marketing

• Lead weekly & monthly sales meetings with line manager and team

• Develop sound business relationships

• Be proactive and creative with new potential markets with regular prospecting

• Coordinate info from Market and distributors to plan and strategize April 2016- June 2023

Field Sales Manager •Pepsico • Johannesburg, Gauteng

• Identify opportunities for growth within Johannesburg territory and collaborate with sales teams to reach sales goal.

• Manage Sales team, Monitor Sales and KPI activities and ensure all route sales targets are achieved.

• Training & Development: Coach, train and develop Sales Reps, Salesman & Sales Assistants using company training and development programmes (Fast Forward, Work.With, etc.).

• Develop business opportunities and relationships with suppliers and customers to ensure continuous business growth.

• Improve supply chain network by ordering the right stock and forecast demand of products during peak.

• Liaise with external merchandising services to achieve the most effective merchandising practice at retail and forecourt customers.

• Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.

• Identified, hired and trained highly qualified staff by teaching best practices, procedures and sales strategies.

• Negotiate space, promotional deals, and visual displays at stores to improve sales and product visibility.

• Achieve top line plan and control all operating costs and reduce expenses.

• Investigate and integrate new strategies to expand business operations and grow customer base.

• Demonstrate products to show potential customers benefits and advantages and encourage purchases.

• Prepare and present weekly and monthly sales plans to the Distribution operations manager.

• Create a positive and productive culture at the team that is in line with PepsiCo values.

• Responsible for overall compliance to all laws relating to health and safety as well as all company Standard operating procedures.

• Human Resources: Performance & manage subordinates in accordance with company standards and policies and in conjunction with HR Manager to recruit, as necessary.

• Financial Management: Review and present volume, expenditure, and profitability actual/forecast vs plan to DCM.

• Hired, trained and managed sales staff and administered and implemented compensation plan to support area sales goals.

• Collaborated with vendors and built effective partnerships devoted to capitalizing on emerging and sustainable sales opportunities.

• Formulated tactics and strategies to target new potential customers within prioritized markets.

• Analysed sales data and kept up to date with market trends.

• Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.

• Reduced expenses by effectively negotiating contractor prices, terms and service agreements.

May 2022- December 2022

Acting Regional Area Sales manager •Pepsico • ILC, Gauteng

• Manage and lead a team sales managers

• Develop an Area Sales Operational Plan which meets the Sales & Operational Objectives.

• Prepare a budget for the team, whilst providing input into Regional budget.

• Perform regular market assessments for the area, and effectively utilize and analyse information/data from reports drawn/received to monitor/manage own, team, area performance against targets and proactively take corrective action.

• Participate in, implement, and drive company training and development, corporate and social responsibility, change management, innovation, and leadership initiatives in order to positively contribute towards achievement of company objectives.

• Lead, develop and support sales reps and ensure that area team and trade partners are well-trained to deliver on the objectives.

• Ensure team plans daily route visits are executed based on assigned visit activities and objectives.

• Recommend service and product enhancement to improve the sales potential and customer satisfaction

• Ensure the delivery of targets through individual recognition, performance review, people management and reward

• Meet with customers to discuss their evolving needs and to assess the quality of the company’s relationship with them

• Determine the company’s gross-profit and annual unit plans by analysing trends and results and implementing marketing strategies

• Establish sales objectives by projecting expected sales volume and forecasting and developing sales quotas for territories and the region

• Keep current with economic indicators, changing trends, supply and demand and competitors to maintain sales volume and product mix.

• Develop and implement new programs, sales initiatives, and strategies to capture key demographics

• Uplift the regional sales volume to its possible best

• Organize training for new staff

• Develop and review long- and short-term sales strategies

• Develop and maintain channels between product developers and resellers

• Participate in interviews and the processes of recruiting new employees

April 2016- Present

Field Sales Manager •Pepsico • Johannesburg, Gauteng

• Identify opportunities for growth within Johannesburg territory and collaborate with sales teams to reach sales goal.

• Manage Sales team, Monitor Sales and KPI activities and ensure all route sales targets are achieved.

• Training & Development: Coach, train and develop Sales Reps, Salesman & Sales Assistants using company training and development programmes (Fast Forward, Work.With, etc.).

• Develop business opportunities and relationships with suppliers and customers to ensure continuous business growth.

• Improve supply chain network by ordering the right stock and forecast demand of products during peak.

• Liaise with external merchandising services to achieve the most effective merchandising practice at retail and forecourt customers.

• Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.

• Identified, hired and trained highly qualified staff by teaching best practices, procedures and sales strategies.

• Negotiate space, promotional deals, and visual displays at stores to improve sales and product visibility.

• Achieve top line plan and control all operating costs and reduce expenses.

• Investigate and integrate new strategies to expand business operations and grow customer base.

• Demonstrate products to show potential customers benefits and advantages and encourage purchases.

• Prepare and present weekly and monthly sales plans to the Distribution operations manager.

• Create a positive and productive culture at the team that is in line with PepsiCo values.

• Responsible for overall compliance to all laws relating to health and safety as well as all company Standard operating procedures.

• Human Resources: Performance & manage subordinates in accordance with company standards and policies and in conjunction with HR Manager to recruit, as necessary.

• Financial Management: Review and present volume, expenditure, and profitability actual/forecast vs plan to DCM.

• Hired, trained and managed sales staff and administered and implemented compensation plan to support area sales goals.

• Collaborated with vendors and built effective partnerships devoted to capitalizing on emerging and sustainable sales opportunities.

• Formulated tactics and strategies to target new potential customers within prioritized markets.

• Analysed sales data and kept up to date with market trends.

• Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.

• Reduced expenses by effectively negotiating contractor prices, terms and service agreements.

May & October 2017, February & May2018 and September 2020 Acting Distribution Centre Manager. PepsiCo. Johannesburg, Gauteng

• Led projects and analysed data to identify opportunities for improvement.

• Oversaw daily operations to ensure high levels of productivity.

• Lead and motivate the DC teams including sales, warehouse, and admin to achieve the highest standard of excellence.

• Responsible for managing sales, warehouse, and admin KPI’s and ensure all targets are achieved

• Responsible for developing the DC team through regular coaching & training using company training and development programmes

• Responsible to achieve DC’s annual AOP plan through the implementation of growth plans that taps into market opportunities.

• Manage and reduce all related costs of DC with a “smart spend” mind set.

• Prepare and present weekly and monthly sales plans to the RSM.

• Create a positive and productive culture at the DC that is in line with PepsiCo values

• Responsible for overall compliance to all laws relating to health and safety as well as all company Standard operating procedures

• Resolved conflicts and negotiated mutually beneficial agreements between parties.

April 2014- March 2016

Sales Graduate • Pepsico • Cape Town, Western Cape

• Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.

• Manged Sales team, Monitor Sales and KPI activities and ensure all route sales targets are achieved.

• Quickly learned new skills and applied them to daily tasks, improving efficiency and productivity.

• Participated in continuous improvement by generating suggestions, engaging in problem-solving activities to support teamwork.

• Participated in team-building activities to enhance working relationships.

• Raised performance in areas of sales, management, and operations by identifying and targeting areas in need of improvement.

• Managed order cycle to enhance business development and maintain sustainability and customer satisfaction.

• Expanded cross-functional organizational capacity by collaborating across departments on priorities, functions and common goals.

• Controlled costs and optimized spending via restructuring of budgets for labor, capital assets, inventory purchasing and technology upgrades.

• Applied customer feedback to develop process improvements and support long-term business needs.

• Raised performance in areas of sales, management and operations by identifying and targeting areas in need of improvement.

• Helped sales professionals maintain customer relationships by making follow up calls to recent buyers.

• Helped organize sales events and meetings and set up spaces. (Trade Visits and Trade Shows

• Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.

July 2012- July 2013

Internship ( Store Planner) • Woolworths • Cape Town, Western Cape

• Ensured product is allocated in line with into store dates.

• Prioritized allocations based on trading.

• Store performance against plan (and take appropriate actions

• Analysed on Sales, stock to sales, covers, availability.

• Reports analysis including preparation for reviews and strategy planning meetings.

• Handled and resolved store queries and customer orders

• Handled and resolve supplier / warehouse queries.

• Attended reviews and actively participate where appropriate. EDUCATION

IMM • Johannesburg,Gauteng

Jan 2021 • Postgraduate in Marketing ( Current )

Cape Peninsula University of Technology • Cape Town,Western cape Jan 2010-Dec 2012 • Diploma in Retail Business Management Jan 2013-Dec 2014. Bachelor in Retail Business management Lere- La- Thuto High School. Zastron, Free state

2009. Matric

KEY SKILLS AND

CHARACTERISTICS

Solution Selling

Accomplished Manager

Sales Representation

Sales Processes

Sales Reporting

Account Management

Project Management Skills

Innovative Problem Solving

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