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Sales Manager

Location:
Pasig, Philippines
Posted:
December 16, 2019

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Resume:

Curriculum Vitae

JOSE CARLOS B. OÑATE

WORK EXPERIENCE

1)SALES AND MARKETING LEAD – OMRON HEALTHCARE SINGAPORE (Feb 2018 – Present)

RESPONSIBILITIES:

Prepare Mid-term plan for the Omron business.

Analyze business trends and evaluate/recommend action plans for the decision of the Managing .

Define Target Markets and develop an effective pricing strategy.

Develop and manage A&P and operating budgets.

Build the online market through increased awareness of disease and functional advantages of Omron products

Commission market research to develop appropriate plan to compete in the medical device market.

Establish Strategic KOL relations with the Philippine Society of Hypertension/Philippine Heart Society

Collaborate with pharmaceutical companies in expanding the respiratory category

Represent Omron in Conventions/Trade Exhibits to promote Omron’s products and services.

Manage new product launches and direct execution of route-to-market strategy

2)HEAD OF SALES – OMRON HEALTHCARE SINGAPORE (2016 – Jan 2018)

ACHIEVEMENTS:

Achieved USD 3.8M sell-in and PHP 380M sell-out target in FY2018.

Appointed 3 distributors for the Dispensing Market/Medical Channel, Hospitals and E-commerce to ensure CAGR 26% (up to 2022).

Increased penetration in Mercury Drugstore from 35 to 150 stores, South Star Drug from 120 to 308 stores and Rose Pharmacy from 109 to 270.

Increased buying accounts from 2k to 5k accounts.

RESPONSIBILITIES:

Ensure achievement of sales targets by working with the local distributors.

Direct distributors’ sales forecasting activities and sets annual KPIs accordingly.

Develop direction for trade plans to increase sell-out from distributors.

Meet with key customers, assist Omron sales representative and Distributor sales team in setting account direction and in negotiations.

Lead channel development and work with sales in establishing distribution targets.

Prepare monthly business reviews for presentation to Regional Managers.

Prepare monthly sales reports including sales volume, achievement vs. sales objective, distribution performance and countermeasures.

3)NATIONAL KEY ACCOUNTS MANAGER – MUNDIPHARMA

(2010 – 2015)

ACHIEVEMENTS:

Created the Key Accounts Team of Mundipharma in 2010 to grow BETADINE® and SENOKOT® in the Modern Trade segment, Mercury Drugstore, Chain Drugstores and Drug Wholesalers.

Supervised two District Managers and fourteen Key Accounts Representatives in achieving their Annual Sales Budgets.

Doubled revenue of BETADINE® and SENOKOT® from PHP 300mio in 2010 to PHP 600mio in 2014

Increased BETADINE® Wound Solution business in Mercury Drug by 25% through the management of merchandisers in compliance to Retail Performance Standards.

Listed BETADINE® in 1,002 new consumer doors to grow BETADINE® Feminine Wash by 40%.

Trimmed spending by 20% by consolidating the merchandising field force into a single merchandising team.

Expanded the role of the Key Accounts operations by hiring a Trade Marketing Manager to focus on increasing product visibility in stores with self-service formats.

Built the framework for continued expansion into sub-distribution to sustain business growth.

Headed the transition into the new packaging for BETADINE® and introduced the SENOKOT® Consumer Packs into the market.

Headed the reduction of Accounts Receivables from PHP 4mio to PHP 500k in key Modern Trade stores, in collaboration with Zuellig Pharma

Promoted two Key Accounts Representatives to District Manager level in April 2013.

RESPONSIBILITIES:

Managed and tracked the coverage of the Key Accounts Team to trade channels.

Directed the Key Accounts Team towards providing business solutions to issues in the accounts.

Coached the District Managers in increasing the productivity of each Key Accounts Representative.

NATIONAL SALES MANAGER (for the Ethical Field Force) – MUNDIPHARMA

(2007 – 2009)

ACHIEVEMENTS:

Grew the Tramal® business by 18% in 2009.

Headed the creation of a Field Force composed of six District Managers and 40 Medical Representatives in 2008.

Achieved sales target in 2007 for the Opioids lines.

Increased sales business for Opioids with US Veterans Administration to PHP 48mio in 2008 from PHP 24mio in 2007.

RESPONSIBILITIES:

Directed the promotional activities of the Field Force towards the achievement of the sales budget for Tramal® and Oxycontin®/opioids, within compliance and ethical business guidelines of the Company.

Provided direction for the Field Force through customer segmentation and profiling of key MD partners.

Managed the Field Operations through Field Force compliance to Coverage Plans and Productivity of Calls and recommended training intervention to improve the overall management skills of the District Managers.

Improved customer relationship with Key Opinion Leaders and top prescribers by regularly engaging them in discussions on treatment objectives and product benefits.

Partnered with the Regional Office to roll-out the Investment in Excellence (IIE) Modules in Singapore and Malaysia. The IIE would be the cornerstone in building a performance and results-oriented culture in Mundipharma.

4)NATIONAL SALES MANAGER - ZUELLIG PHARMA CORPORATION

(2003 – 2006)

Generated new business opportunities and created channel strategies to achieve the overall sales target of principal partners such as Pascual Laboratories, Intermed (Cherifer), Pharmalink, Solvay-Lab Fournier and Mundipharma.

Ensured full implementation of national marketing plans in the pharmaceutical and modern trade channels, as cascaded by the various marketing teams of principals.

Guaranteed the achievement of the annual productivity targets, such as calls and sales/expense ratios targets.

Improved the overall business relationship with key trade customers by timely resolving issues.

FIELD SALES MANAGER – ZUELLIG PHARMA CORPORATION (February 2001 – October 2003)

SENIOR ACCOUNT MANAGER – ZUELLIG PHARMA CORPORATION (January 2000 – January 2001)

KEY ACCOUNT MANAGER – ZUELLIG PHARMA CORPORATION (July 1999 – December 1999)

5)SALES AND MARKETING MANAGER – JD STRAT CONSOLIDATED INC

(1996 – 1998)

Developed short and long-term plans, analyzed market research findings, prepared budget, evaluated inventory requirements, designed promotional campaigns

Established strategic direction of products in terms of profit, sales and growth

Ensured that all programs provided optimal returns on investment

Improved the overall business relationship with key trade customers by resolving issues with credit policies.

Built distribution plans and ensured successful roll-out in secondary and tertiary accounts.

Managed the cash flow of the business by monitoring the inflow and outflow of funds in the operations.

6)ACCOUNT OFFICER – RIZAL COMMERCIAL BANKING CORPORATION (RCBC)

(1993 – 1995)

PERSONAL INFORMATION

Home Address : Unit 415 Mississippi Building Riverfront Residences

Dr. Sixto Antonio Avenue

Barangay Caniogan, Pasig City

Contact Nos : +639*********; +639*********; +632*******

Religion : Catholic

Civil Status : Married

Father : Jose Oscar Arellano Oñate, Jr.

Mother : Eleanor Barot Oñate

Email Address : ada27o@r.postjobfree.com

Birthdate : October 18, 1970

Birthplace : Mandaluyong

EDUCATION

MAJOR IN PSYCHOLOGY

Ateneo de Manila University, 1993 – Loyola Heights, Quezon City

Grade School/High School

Ateneo de Manila University – Loyola Heights, Quezon City



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