Sales Manager

Eljay Panis Andrada

+639*********

***.*******@*****.***

Work Experience:

National Modern Trade Head

MARS Philippines Pet Nutrition

May 2019 - Present

● Delivered highest sales running for total MT Philippines in MARS Pet Philippines history - Period 6 Mars calendar (+29% YTD growth,

+3% vs YTD Plan)

● Initiated the study of Account/Customer roles in the Philippine Pet category making way for unique category stories per key strategic customer

● Drove efficiency in MT national distributor operations via operational dashboards mainly contributing to current growth and sales achievement

● Lead in organizing and streamlining the periodic meeting and communications process internally and with the MT national distributor

Sales & Marketing Manager

Jaric Marketing Inc.

January 2018 - April 2019

Major Achievements:

● Development and implementation of 3 Year Strategy ( double the business in 3 years)

● Lead in creating the Jaric Sales Organizational Structure - Consumer Goods Division

● Set-up the Jaric Sales Team: Recruitment and re-organization of the Retail and Food Service Team

● +20% growth YTD vs LY; +2% achievement versus set plan for 2018

● Segmentized the Food Service Operations - Category and Channel approach

● Transitioned Jaric Marketing from an importer to a complete Food Solutions Provider - portfolio expansion

● Lead in increasing sales for Herr’s and Cadentia via creating new distribution points in Modern trade

● Crafted and launched the Jaric Digital Marketing Project - creating multiple touch points for customers and consumers; serves as the engine for creating online demand and increasing awareness of services and brands

Sales, Merchandising Execution, & Strategy Consultant Guaranteed Marketing Services Inc.

July 2017 – December 2017

Major Achievements:

! Implemented the Merchandising Operations Automation Program – planned and executed the automation of basic daily functions and routines from Coordinator level up to Manager level

! Streamlined organizational structure to allow for focus, control, and sustainability within the organization

! Drove efficiency in recruitment KPIs to anchor company P&L Wyeth Philippines

November 2014 – February 2017

Positions Held:

• National SD Head (July 2016 – March 2017)

• Regional Business Development Manager for Luzon - Trade Sales (November 2014 - July 2016)

• Leads in driving sales for total Philippines, Wyeth General Trade, directly reporting to the National Trade Sales Director

Major Achievements:

● Consistently grew Wyeth General Trade business in the last 2 calendar years, both at double digit growths for sell-out, driven primarily by 2 success factors: increasing team engagement and significant improvements in efficiency and effectiveness leading to brilliant and sustainable trade executions;

● Instituted the "Operational Excellence" drive - allowed for an operational process that provided focus and communication in terms of ways of working internally for Wyeth General Trade and externally for partner distributors;

● Launched and implemented the Wyeth Next Generation Distributor Model - the lead innovation program for General Trade development aimed to increase sustainability in the distributor partner's business;

● Instituted the Wyeth GT dashboard series - an off-shoot of the "Operational Excellence" drive. This initiative resulted to a dashboard oriented culture within Wyeth General Trade and within Distributor Operations. This resulted to focus in terms of leading key performance indicators and the management of lagging metrics that would result to the achievement of objectives;

● Lead transitioning the team to the restructured Wyeth General Trade team in 2016 - specifically the creation of the Regional Operations Manager position - this new position is created primarily to drive operational and execution excellence in distributor and field operations

● Launched innovative and strategic trade programs to drive shopper off-take – specifically programs that aim to ensure availability, space, and visibility in-store. Nokia Philippines

September 2013 – November 2014

Position Held:

! Head of Channel Operations – National

Major Achievements:

! +40% growth in Q4 - smart devices sell-out versus Q3

! +61% growth in Q4 – basic and feature phones sell-out versus Q3

! +31% improvement in front-liner productivity in Q4 versus Q3

! Re-organized the Nokia Field Force structure, roles, and responsibilities – resulted to an increase in organizational efficiency and sell-out growth

! Lead the Nokia Field Force team to winning the Pan-Asia Field Force League Competition – highest registered growth in Q4 across 7 countries Pan- Asia Cluster

! Successfully trained x number of Retail Assistants in a 3 weeks span via the Nokia Champions League Program

Wrigley Philippines Inc.

January 2011 – August 2013

Position Held:

! Regional Sales Manager – Distributive Trade, GMA & South Luzon (January 2012 – Present)

! National Sales Training Manager (concurrent role in 2012) – Modern Trade & Distributive Trade (January – December 2012)

! South Asia Sales Training Manager – Philippines, Vietnam, Indonesia, Malaysia, Thailand, Hong Kong (January 2011 – January 2012) Major Achievements:

Regional Sales Manager – GMA & South Luzon

! Successfully scaled 4 Regional Distributors in Manila to 1 Mega Distributor set-up allowing for better viability and profitability in the GMA operations – in a span of 8 weeks.

! Conceptualized and executed the Hybrid Cash Van Program for GMA – efficient investment at twice the productivity

! Conceptualized and executed the Market Stall Revival Campaign across GMA & South Luzon – aimed to increase placement of WPI products in market stalls and thereby in contribute to fueling indirect distribution

! Launched and executed the Wholesaler Flush-Out Incentive Program – aimed to motivate the wholesaler to push WPI products to new shoppers to help drive increase in indirect distribution

! Achieved +23% growth versus LY in sales-to-trade across total South Luzon with all 5 Regional Distributors growing double digit

! Managed and reduced distributor working capital through the reduction of working inventory via from 10 weeks in Jan 2012 to 5 weeks exit May 2012

! Converted multi-line distributor booking operations to exclusive operations across all distributors hence allowing for stronger and focused executions in the field – reduction in OOS, increase in ACN weighted

! Optimized merchandising operations across total SL via quarterly incentives to motivate merchandisers resulting to more efficient and effective merchandising deployment and executions

! Successfully executed an Indirect Distribution Development Program (Sugod Store program) which lead to increase in indirect coverage of rough 2,000 stores

! Lead in the successful execution of other various strategic and tactical sales building programs in the trade contributing to SL growth

! Improved capabilities of Distributor Managers in analyzing and presenting sales information via periodic cycle presentations

! Lead in organizing ways of working and processes that allowed for the distributor and the SL team to work more collaboratively in growing the business (Cycle Meeting process)

National Sales Training Manager (Concurrent Role) – Modern & Distributive Trade

! Co-lead in developing the 2012 WPI Distributor Program which allowed for a stronger foundation to support the new route-to-market strategy of WPI – enhanced distributor standards and ways of working

! Co-lead in the development and execution of the WPI Infrastructure Development Fund (IDF) which allowed for the deployment of exclusive Wrigley sales infrastructures and personnel across all regional distributors in the Philippines

! Co-lead in the execution of the WPI Sugod Store Pilot Program resulting to the increase in coverage of up to 2,000 SSS.

! Co-lead in the development and execution of the WPI Field Representative Blitz Program with the objective of increasing numeric distribution across distributive trade channels

South Asia Sales Training Manager – Philippines, Vietnam, Indonesia, Malaysia, Thailand, Hong Kong

! Initiated the 2011 South Asia Sales Capability Development Roadmap

! Developed and successfully executed the Wrigley South Asia Fundamental Field Execution Program for Vietnam and Indonesia sales associates which lead to the increase in field execution productivity and efficiency

! Co-lead in organizing the Wrigley South Asia Customer Development Forum held in Taipei, Taiwan

! Certified Trainer for Leadership@Mars the fundamental leadership program for Wrigley & Mars associates globally

! Succesfully co-lead Leadership@mars pilot session for selected SA first line managers

Wyeth Philippines

September 2008 – January 2011

Position Held:

! Trade Marketing Manager – Distributive Trade (October 2010 – December 2010)

! National Sales Training & Development Manager – Trade Sales Group

(September 2008 – October 2010)

Major Achievements:

! Evolved the role of Wyeth Academy Philippines from being enablers to business partners in Trade Strategy Development & Execution

! Lead in developing the 2010 Trade Center of Excellence Roadmap for Capability Building in the objective of institutionalizing Wyeth Philippines as the Global Hub for Trade Capability Building & Strategy Development

! Co - lead in developing the Wyeth Trade Marketing Evolution Framework

– considered as the next evolution highway in Trade Marketing Development for the Philippines and Asia Pacific

! Co - lead in the development of Category Management Plus – an advanced and innovative approach to category management that build on developing competitive advantages of accounts; the first program in the industry that adapts such approach

! Lead in developing and executing the Wyeth Philippines DOS

(Distribution & Operations Standards) – a fundamental program on establishing the critical success factors for Distributive Trade Excellence in planning & execution

! Developed & launched the Wyeth Trade Sales Functional Competency Model (Philippines & Asia Pacific) – including methodology and sustainability measures

! Developed and launched the Trade Sales Capability Building Framework locally and to a regional audience

! Developed and launched the Wyeth LAMP (Leading Account Management Programs) – a reinforced approach to Key Account Management, this is now the foundation capability program for Modern Trade Practitioners; the Wyeth LAMP has been launched to regional affiliates during the Regional Advanced Key Account Management Program held in the Philippines and is the foundation program for Modern trade being followed by the region

! Co-Developed and launched the Wyeth WAPS (Winning at Point of Sale)

– the Category and merchandising strategy building program was launched December 2008 and January 2009 allowing for a more strategic planning and stronger execution in the selling area resulting to the creation of “Wyeth Environments” . The run of this program has been expanded to the distributor sales personnel of Wyeth. As of this point, at 517 stores across the Philippines are already reaping the benefits of the program.

! Lead in running the Asia-Pacific Session on Advanced Key Account Management (April 2009) attended by National Sales Managers and Sales Directors coming from foreign Wyeth affiliates. The session scored 4.67 out of 5 and has exceeded all expectations of the foreign participants as indicated in the evaluation.

! Developed and was lead speaker on several modules in the recently concluded AsiaPAc Advance key Account Management Program.

! Developed & implemented customized account training programs for strategic customers aligned to common business objectives & strategies

! Lead in the embedding and follow-through of Modern Trade and Distributive Principles for Modern Trade, Distributive Trade, and Trade Marketing practitioners in Wyeth Philippines

! Reinforced and repackaged existing trade capability building programs in terms of content and approach

Unilever Philippines

(October 2007 – September 2008)

Position Held:

! National Sales Capability Building Manager – Distributive Trade Academy (Distributive Strategy & Development Group) / Customer Development Academy

Major Achievements:

! Authored & Launched the 2008 Capability Building Program for Unilever Distributive Trade

! Successfully launched and ran the following training programs: o Distributor Business Development Plan Workshop (October, 2007)

o Regional Micro-Marketing Workshop (Jan, Feb, 2008) o Territory, Distributor, & Outlet Management

o BCP(Basic Call Procedures) Reloaded (Feb – Present, 2008)

! Lead and facilitated two major operational visits in the Philippines o China & Indonesia Operational Visit (November 2007) o Israel & Bangladesh Operational Visit (March 2008)

! Lead in restructuring & managing the “DT Hour”, a once every two week sharing session for all Unilever DT practitioners aimed to provide a continuous and sustainable learning environment

! Successfully ran the 2007 Customer Development Orientation Seminar for new hires (January 2008)

! Lead in crafting the Hand-Held Treo Training program and operations manual for DT Channel, Distributor Managers (February 2008)

! Authored & updated the People Management section of the Channel, Distributor Manager’s Manual (February 2008)

! Launched & conceptualized Distributive Trade Business Solutions - a program designed to create added value for ULP to its distributors through relevant training sessions for business partners

! Set – up the People Development Roadmap for Customer Development

– accomplished through a professional skills survey and feedback mechanism

! Lead in running & facilitating Modern Trade 1. The core course for Modern Trade practitioners in Unilever Philippines.

! Lead & facilitated Distributive Trade EDGE – Every Day, Great Execution Regional workshop attended by Customer Development Directors & Senior/Middle Managers of 9 various Unilever Countries.

! Co-lead in the planning and execution of DT Alpha, This was the flagship project of the Distributive Strategy & Development Group of Unilever Philippines for 2008 involving the streamlining of national distributive trade structure and strategies.

! Lead in Developing Unilever Philippines B2B Program – the Distributor Operations Manual containing standards, principles, and processes for the DT community.

McKenzie Distribution Co., Inc. (MDCI)

(January 2005 – October 2007)

Positions Held:

! National Channel Manager – Modern Retail Trade(ABF;Ovaltine & Twinings) (May ’07 – October ‘07)

! National Sales Training & Administration Manager (Feb ‘06 – May ‘07)

! National Channel Manager – Distributive Trade (Aug ‘05 – Feb ’06)

! Business Development Officer for Distributive trade Operations (Mar ‘05

– July ’05)

! Distributor Sales Manager (Jan ‘05 – Mar ’05)

Monde Nissin Corporation

(December 2003 – January 2005)

Positions Held:

! Distribution Specialist – Tarlac, Nueva Ecija

! Distribution Specialist – Bulacan

! Distribution Specialist – Pampanga

Academic Background

Pre-School & Primary: Our Lord’s Grace Montessori (1984 – 1994) Secondary: Ateneo de Manila High School (1994 – 1999) Tertiary: Bachelor of Science, Major in Communications Technology Management Ateneo de Manila University (1999 – 2003)

Trainings and Workshops Attended:

! Customer Engagement – MARS (June 2012)

! Essential Great Sales Manager – MARS (December 2011)

! Leadership@MARS TTT – MARS (June 2011)

! Customer Development Forum – MARS (June 2011)

! Winning Customers – Marcus Evans (June 2010)

! Navigating Through Uncertain Times – Wyeth Philippines (June 2009)

! Leadership Excellence – Wyeth Philippines (May 2009)

! Space Management – AC Nielsen (April 2009)

! Return on Investment Coaching – Wyeth Philippines (October 2008)

! “Setting Up a Distributor Network” – Mansmith & Fielders (November 2007)

! “Winning in the Stores” – Biersdorf Philippines (February 2007)

! Trade Immersion – Trade Dynamics (July 2006)

! Effective Coaching & Mentoring – Monde Nissin

! “B2B6” Training Program – Monde Nissin

! “People Synergistically Involved” Leadership Seminar – Monde Nissin

! Leadership in the 21st

Century – Ateneo de Manila University

! Seven Habits of Highly effective People – Ateneo de Manila University

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