Sales Representative Business Development

Email: ***********@*****.***

Tel. 720-***-****

Colorado,Denver

Solomon Kassahun Mulat

Achievements

Business Development

While I was working at Tsemex Global Enterprise as Marketing Department Manager for Five years, I started my job by identifying new areas of business to help the company diversify its activities . To this end, I conducted a short need assessment in the government offices to find out the gap between their need and available suppliers. Also conducted Tender/Bid Data Analysis using Power BI to find the Trends, Segments and Industry.

Accordingly I helped the company to redirect its focus to

*Electromechanical area. As the result,the company engaged in importing and supplying

*Wastewater treatment plant Design, Supply, installation, commissioning and Training,

*Pump Stations supply,Installation, commissioning, and Solar Power

*TRUCKS,

*Generators

etc…

As the result,instead of relying only to supply pipes and fittings where the competition was very stiff and the profit margin is very low the company become major competitor in electomechanical sector.

As Sales and Marketing Manager of Walia Steel Industry I designed a Marketing mix that Helped just in the second year of its establishment to secure high market share in RHS steel tube by promoting the unique advantage of the company and its 1

product by identifying the major steel types,Size,thickness

,quantity and FOB Price of various years basing the Import Data of Ethiopian Revenue and Custom Authority through analyzing the Data with Excel to decide on manufacturing set up and Production plan.

At Wanza Furnishing Industry,As Manager of Sales and Marketing Department,I opened a market for the service of an Impregnating plant which was operating below its capacity by contacting the major buyer in the country which was Ethiopian Electric Power Corporation. As a result, not only I found a buyer for the service of the existing Plant, but also the company bought and installed 3 additional plants to help EEPCO meet its huge demand for rural electrification projects by conducting demand analysis region by region using Excel spreadsheets.

When I was working at Labora International Trading, as Director of Marketing, I designed Push and Pull strategy for deep penetration of Senso Machine(personal sugar level testing machine) to Hospitals, Clinics, Pharmacy and Health centers by Recruiting, Training, and Managing large group of Sales force to to promote and sell to these segments combining with Radio, bill board and Car promotion to increase awareness of the mass end users and ask the machines from distributors.

Market Research Achievement

In Kality Metal Factory, as Senior Market Research and Promotion Expert, I conducted market research

,namely:-

*Reasons for Lost Sales- surveyed the reason why

customer don’t place order after they visited the factory, collected Proforma Invoice, ..etc

* assess the reasons for the decline of the sales of Seiko Profile Door and Window Products and recommended

solutions

*conducted Market Potential of Adama City for Metal products in view of opening a branch Sales office in the city.

At Addis Ababa Exhibition Center as the Head of Information and Promotion,together with the marketing staff conducted buyers Intention survey to help forecast the sales For the Budget Year.

Education and Experience

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Date of Birth :, 1970

Place of Birth : Dilla, Sidamo, Ethiopia

Marital Status : Married

Children : 2 Daughters

Nationality : Ethiopia

EDUCATIONAL BACKGROUND

University : Master of Commerce

Indra Gandhi National Open

University School of Management Studies

University : Maastricht School of Management (RVB/MSM), The Netherlands, Post Graduate Diploma in

Marketing Management and Physical Distribution

University : Asmara University, Faculty of Social Science, B.A Degree in Business Administration/

Management 1986-1990

Certificate from Chamber of Commerce:

: - Certificate in Marketing Information System

- Certificate in Business Plan Preparation

Certificate from Ethiopian Management Institute:

- Certificate in Job evaluation and Salary Scale

Construction

- Certificate in Project Management

- Certificate in Training of Trainers

Certificate from Integrated Quality Solutions PLC(I-QUAS)

: - Certificate in Internal Quality Auditor

Other Skills : Computer Software Skills

Introduction to Computer

Windows

Microsoft Word

Microsoft Excel and Access

Power BI

: 2nd Grade Driving License

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WORK EXPERIENCE

1. Tsemex Global Enterprise(Dec 2012 to Feb.2018)

I worked as Marketing Department Manager for 5 years. My major Responsibilities were:

Business Development Task

Identifying & assessing the need of government buyers.

Analyzing the major factors that help to decide to consider before entering the business Area.

Working out the details of how the company can meet these needs.

Finding International Suppliers, Manufacturers, Contractors who are interested to work in Joint venture or sub contract or in any partnership form by filling the Gap the company is lacking in

● Wastewater treatment Plant

● Electro mechanical items, Fire Truck, Generator, Pumps…. Leading the Tender and Bid activities

Make sure that Tender/Bid Cycle are properly managed from starting from the stage of specification preparation & bid floating to Offer submission, follow up and Contract signing.

Budgeting & Forecasting

Data analysis:Use Power BI and Tableau to analyze data from industry, sales,and trends to gain insights that can help with budgeting and forecasting of the import and distribution of water pipes and fittings.

Dashboards and reports:Design, develop, and maintain dashboards and reports that are accurate and reliable

Data preparation: Prepare data using tools like SQL and Power BI and build data models.

Data Presentation :Present findings in compelling ways that help business decisions by providing a deeper understanding of the water sector market Trends

2. Labora International Trading plc (25/2/2011 to Dec.2012) As a Director of Marketing, my main duties and responsibilities were the following:-

DUTIES AND RESPONSIBILITIES

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leading the Sales & Marketing Team for Data Analysis,planning and implementation

help identify, analyze, and interpret trends or patterns in complex data sets related with hospitals,clinics and health centers medicine,cartridge,equipment needs and demands.

develop and maintain complex spreadsheets and databases.

design and implement automated processes for data entry, analysis, and reporting.

create pivot tables and charts to visualize data.

Formulating the Annual Marketing plan and strategies

Supervising the personal sales activities

Monitoring the walking-in customers sales, Tender and Telemarketing

Spearheading the promotional tasks (Both print, electronics media) for each individual products

Motivating the office and field Sales staffs to meet their target

Leading the performance assessment and analysis

Setting prices for each products

Preparing weekly, monthly,quarterly, Annual performance report as part of Evaluating & controlling the activities of the department

Providing training on selling during office sales meetings, Sales training, and field visit.

3. Walia Steel Industry - Libo Sisay Joint Investment (JULY 26, 2006 – FEBRUARY 3,2009)

The company is a joint venture company established by Chinese and Ethiopian investors. The establishment is engaged in manufacturing of construction inputs such as:

o Reinforcement bar

o Hollow section-RHS

o LTZ door and window profile

o Roof covering sheets

o Bricks

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o gravel

As a Manager of Sales and Marketing my major responsibilities were: ORGANIZING TASKS

Designed forms and systems that enable the operations of sales, such as

Delivery invoice

Credit sales invoice

Cash sales invoice

Goods transfer note

Lead the staffing and recruitment of the marketing and sales personnel

Prepared sales and marketing manuals and job descriptions PLANNING TASKS

Conducted market situation analysis and presented yearly marketing plan after conducting a thorough sales forecast by collecting demand information from each target market ADVERTISEMENT TASKS

Prepared detailed advertisement objectives, plans and programs

Prepared advertisement message and script

Selected advertising Agency

Coordinated documentary film production

SALES PROMOTION TASKS

Coordinated the preparation of give away materials such as calendar, agenda etc

Designed brochure of the company

Prepared the detailed program for the inauguration ceremony of the company including the budget

Lead and coordinated the implementation of the ceremony PUBLICITY

Helped the company get good media coverage during its inaugural event.

PERSONAL SELLING

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Developed sales strategies that helped the company meet its target very effectively and efficiently

Spearheaded the DOOR-TO-DOOR campaign that effectively put the company on an equal level with the well-established and entrenched manufacturers and importers.

DISTRIBUTION /NETWORKING

Forged strong relationship with distributors and retailers that became the main outlet to the company’s sales

Won the support and backing of purchasers of many organizations after relentless effort and communication.

Opened export market for reinforcement bar in neighboring Sudanese market.

4. WANZA FURNISHING INDUSTRY PLC (JUNE 2005 – JULY 25,2006) As a MANAGER of Marketing and Sales Service at Wanza Furnishing Industry PLC - A member of MIDROC Technology Group, my main duties and responsibilities were the following:-

MANAGERIAL FUNCTIONS

o Preparing an annual marketing plan.

By clearly understanding and properly describing the target segment namely the Building and Construction Companies, Government Offices, Colleges and Universities, NGOs and private individuals etc showed the market size and market characteristics

By conducting SWOT analysis,

By setting objectives for the period,

By developing the strategies that focus on

Main target

Positioning

Marketing mix

Marketing cost outlays

By developing action plan for selected strategies

By preparing revenue and expenditure level

By outlining the monthly, quarterly, half year and annual plan o Coordinating the activities of sales, promotion and marketing research staffs for effective implementation of the marketing plan and sales target

o Participating in the establishment of centralized policy on marketing mix policies for the whole MIDROC-Technology groups companies

o Providing training for the Company's employees on customer handling and customer services.

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MARKETING RESEARCH

Lead

the information collection on the major competitors with regard to their products, prices, distribution methods and promotion activities as well as customer services to help improve the company’s performance and provide better marketing offer.

the assessment on the need and requirement of each market segment of the furniture market.

PROMOTIONAL TASKS

Lead and coordinated trade fair participation

SALES ACTIVITIES

Communicating with the major and profitable client to get sales order

Identifying and follow-up Sales Leads, Tender and Bids and market prospects and opportunities through various means and approaches.

Preparing financial and technical offers for major customer requests and tenders.

Checking and approving each customer's job orders and sales invoices.

5. KALITY METAL PRODUCTS FACTORY (Governmental Organization under the Federal Government)

At Kality Metal Products Factory from 2003-2005, as a Senior Market Research and Promotion Expert, I accomplished the following tasks.

Identified the major Sales and Marketing problems of the Factory and Proposed workable solutions.

Monitored the price trends of competitor's products.

Conducted Market Share analysis of structural and furniture tubes and Ega roof cladding

by collecting data from Ethiopian Custom authority on the quantity of the imported metal tubes to Ethiopia in the specific period

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by gathering information from annual sales reports of its competitors for ega roof cladding products.

Studied the reason why some of the Factory's Customers did not place order after they received quotation and proforma invoice for their request by preparing questionnaire

Analyzed the cost/benefits of opening an office in the regions especially in southern cities of Ethiopia. Basically the assignment was:

o To find out the prospects and challenges, by assessing the economic and business situations of the regions and estimated the level of Construction activities and identified the policies and programs of the regional states by discussing with top local government officials of the regions and also determined the monthly requirements and sales of metal products in the regions.

Formulated the Factory's annual Promotional and Advertising budget taking into account the Sales objectives and plans.

Prepared designs for print advertisement such as agenda, calendar, brochures etc

Working out the type, number and place of Trade Fairs the Factory should participate basing each region's level of product acceptance and awareness and taking into account the standard and prestige of each event and its organizers.

Prepared scripts for television advertisements and Documentary films.

Participated in Trade Fairs Organized in Addis Ababa and in the Regions taking full responsibilities for the following. o Preparing the right exhibits, such as sample products, promotional materials etc.

o Reserving stands early

o Informing the target customer in advance through letters and telephone

o Making travel arrangements

o Following time table and meeting deadlines

o Formulating a clear objective of participation and constructing and decorating stands to attract attention and create impressions.

o Making follow-up after the trade fair is over to open the way for the sales of the Factory's products

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6. ETHIOPIAN MANAGEMENT INSTITUTE (Governmental Training Institute) (From 1990 to 1994 G.C)

Trainer in Salesmanship and Marketing Management with the following tasks:-

o Participated in organizing workshops and Seminars for Managers

o Conducted training needs assessment

o Coordinated training programs

o Prepared training materials such as reading materials, case study, Role Play,Assignments… etc

o Conducted training impact assessment

o Provided Training on customer handling, salesmanship and marketing for sales officers and clerks, section heads and branch managers

o Prepared Training Reports

Consultant with the following major functions,

Performed job analysis and evaluation, organizational restructuring as well as salary scale for,

1. Fafa food Factory in association with progress consultants 2. Addis Ababa Exhibition Center as counterpart with KEY Management Consult

Language : Amharic and English, Poquito Spanish

Publication : Selling Skill

Reference : Ato Sileshi Mekonen

FORMER General Manager

Tsemex Global Enterprise

Tel.

: Eng. Degefu Debele

Former Deputy General Manager

National Cement

Tel.

: Ato Betru Woldehana

Former Manger, Commercial Department

Kaliti Metal Products Factory

Tel.

10

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