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Sales Manager

Location:
Makati, Philippines
Posted:
May 11, 2020

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Resume:

EMMANUEL I. TOLENTINO

Bachelor of Science in Computing Major in Information System- Technological University of the Philippines-TUP Bachelor of Business Management- Pamantasan ng Lungsod ng Maynila-PLM Address: 119 V. Cruz St., Malibay Pasay City

Contact No.: +632***-***-****

Email: adc6f7@r.postjobfree.com

CORE COMPETENCIES

ACCOUNT STRATEGY & GO TO MARKET

To develop Long Term Account Strategy through in depth account analysis, reviews and provide insights of own an opposition performance to the company.

Recommend resource prioritization strategies for select accounts to the company

Coach Direct Sales Personnel and Key Account Executives to achieve above average company market share in strategic general trade, drug pharmaceutical, convenience store, super markets and grocery accounts by managing these accounts to deliver maximized return on investment.

Deploy accounts engagement and negotiations strategies for priority accounts.

Explore growth opportunities through initiatives where relevant with key focus on drive brand

Provide Key Accounts with tangible best practices of key growth drivers and relevant initiatives within the FMCG category.

BUILDING RELATIONSHIP IN KEY ACCOUNT MANAGEMENT

INTERNAL

Work closely with other Product Managers and Regional Managers to deliver Channel and Account Development

Engage with Third Party Agencies to ensure that the appropriate levels of execution are achieved for account initiatives.

Provide insights around key account to brand management in the development of brand programs.

Work closely with the supply chain to ensure the timely and efficient delivery of product to stores.

Work closely with Finance to ensure proper A/R Management and budget liquidation requirements.

EXTERNAL

Develop and manage the business relationship with responsible accounts

Develop joint business initiatives with strategic accounts

Develop and manage a multilevel, multifunctional engagement strategy with strategic accounts.

SELLING AND NEGOTIATION

Ensure persuasive selling format is consistently and effectively used to deliver business objectives with accounts

Deployment of a consistent framework in relation to the implementation of the win-win concept.

Lead the account negotiation and co-ordinate all inputs

Manage account conflict with deployment of effective communications in order to minimize commercial risks

Deploy consistent account approach and put in place defense mechanisms to defend our trading terms in strategic accounts

Manages project / promotions execution in line with approved guidelines, mechanics and specifications

Implements projects / promotions within agreed budget and timeframe

Identifies deviations, reports and acts upon agreed timeframes or as they occur

Accomplishes project and promotions evaluation reports

Ensures all channel of distribution procedures and sales routines relevant to own area are maintained as current

Complies to internal and external audit findings

Adheres to quality assurance policies and procedures set by the company BEHAVIORAL COMPETENCIES

Planning, Leading, Organizing & Control

Customer & Category Management, Business Cycle & Activation Management Financial & Performance Management

Leadership & Team Development

Strategic Leadership & Execution

Goal oriented, Future Focused, Critical Thinking, Resiliency, and Leadership Creativity, Problem solving, Interpersonal Judgment Customer Relations as front liners, Communication and negotiating skills Growth Focused Business

Positive Attitude towards work

PROFESSIONAL SUMMARY

With more than one decade of experience both in sales, trade marketing-TM and go to market management-GTM. Has strong attitude to learn, adapt, and excel in a dynamic and challenging environment. An effective business manager that delivers strategies, executed in simple but results-based action plan. A critical & analytical thinker with effective written and verbal communication skills. Focused on the Channel Development and Category Management.

Possess a flexible working personality-self-motivated when working alone & dynamic team player when working in group. Embrace the privilege & challenge of honing talents and developing future leaders. Highly organized detail-conscious and result oriented. Zealous about work and doesn’t settle for anything less than excellent. Has insatiable desire for learning and growth. I am looking for a challenging career opportunity in the fields of Sales, Marketing and Operations. WORK EXPERIENCE

February 26, 2019- December 2019

Business Head Sales & Marketing

Dermclinic Inc.

5th/F MGF Champaca Building Amorsolo Makati City

Overall responsible for growing the business (top line, bottom and financial deliverable) across channel. Manages and directs company programs and implements company policy. Ensure that Channel development of the accounts across vertical and horizontal growth. Also responsible for planning, supervision, review budgeting, vendor and supplier contact, customer relations and other high-level managerial responsibilities.

ACCOUNTS HANDLE:

Business to Consumer (B2C) - Branches in the mall area nationally, managed the E-Commerce market and online market

Business to Business (B2B)- Direct managed accounts from company KEY RESPONSIBILITIES:

Prepare, monitor, review and control the annual budget plan (sales forecast, A&P Budget and category P&L) for all assigned business unit.

Responsible for supporting overall direction, coordination, and evaluation of the business unit.

Assist with the business unit advancement of developing new markets, increasing market share and obtaining a competitive position in the industry

Review, analyze and maintain reports on all financial aspects of the business, including forecasting and trends

Serves as front liner of the company to Customers/Client and Suppliers

Conduct meetings to maintain consistent, timely and effective communication within all levels of the business

(customers, clients, and employees)

Develop, implement and review operational policies and procedures.

Work with the top management to determine values and mission, and plan for short and long-term goals.

Increasing online revenue, loyalty buying and streamline digitally. August 13, 2017- October 31, 2018

B2B Commercial Manager

Novateur Coffee Concept Inc- NESPRESSO

Charles Philippe Centre

G/F 6032 Palma Coner Villena St,

Brgy. Poblacion, Makati City

To manage annual/monthly target top, bottom line financial deliverables. Promoted based in-depth knowledge of sales processes and exceptional performance and executions that drive sales force efficiency across sales team. Design, develop and deploy the necessary forms and sales tools that will be leading edge in sales enablement. Execution tracking of Revenue Growth Management systems, and Selling Stories. Leading for the continuous improvement, project management, and training initiatives to ensure engagement and adoption of new selling capabilities. Adjusted prices, segmentation, mix optimization, sales strategies and tactics to maximize financial performance. Recruited, built and led teams to replicate this initiative nationally, resulting in revision of national customer service policies.

ACCOUNTS HANDLE:

Business to Business (B2B) - Hotels, Offices, Restaurants and Café. –HORECA

Business to Consumers (B2C)- End consumers

KEY RESPONSIBILITIES:

Measures effectiveness and efficiency of operational processes both internally and externally and finds ways to improve processes

Develops and implements growth strategies

Acts as a liaison between company and client for quality assurance

Provides mentoring to all employees, including management

Motivates staff to meet or surpass organizational sales goals

Coordinates with human resources department to recruit skilled talent and keep the best employees

Oversees daily operations and makes adjustments as necessary

Directs acquisitions and sales of assets to meet organization goals

Evaluates newly implemented sales plans

Provides a system for employee salaries and benefits, and makes sure employees feel valued

Promotes communication between colleagues for the benefit of information flow and to curb any problems that arise February 01, 2017- July 30 2017

Channel Manager

Scan Overseas International- PROCTER & GAMBLE (P&G) 3rd/F Eco Plaza Don Chino Roces Pasong Tamo, Makati City

Channel leader in one of the big business unit of our company. Take lead the Drug Pharmacy Channel (Mercury Drug, South Star Drug Store and Hardware Account such DIY, Handy Man, True Value and Blade Asia) accounts and in charge of designing Go to Market (GTM) for our national operations. Ensure the growth accelerator role for the market. Execute the merchandising effectively and efficient shoppers based designed across all categories based on latest and best understanding of shopper purchase decision tree across channel. Lead in transforming trade spending effectiveness to create value for the company and the customer via targeted spending on key business drivers by channel.

Overall responsible for growing the business (top line, bottom and financial deliverable) across channel for national area. Engaging with top key customer on joint business planning and value creations activities. Develop local marketing plan such as promotions and merchandising and interventions based on geographical specific opportunities. Building organizational capability and manager career and development of direct reports/subordinates.

ACCOUNTS HANDLE:

Business to Consumer (B2C) –National Accounts of Drug Pharmacy- Mercury Drug Corporations, South Star Drug Store, Hardware such as DIY, Handyman, True Value and Blade Asia KEY RESPONSIBILITIES:

Focused on Channel Development that focused on facilitating all communications with sellers, improving client utilizations, managing account profiles, monitoring competitions activity, planning for boosting market share and communication of all activities.

Lead the strategic development of the handle account

Ensure that the channels is profitable serviced in order for the company to achieve sales and revenue goals

Handles all aspects of account profiles, which includes performance history as well as customer forecasts.

Preparing and delivering customer presentations, pricing and promotional proposals, and other business endeavors.

Improves client utilization and product/service adoption rates through new business opportunities.

Assures that all services are executed for the client such as testing, implementation, training, and ongoing support.

Take lead the marketing process and conduct post program ROI analysis. August 1, 2016- January 31, 2017

Key Account & Trade Marketing Manager

Scan Overseas International- Procter & Gamble (P&G) 3rd/F Eco Plaza Don Chino Roces Pasong Tamo Makati City

Responsible in delivering the Mercury Drug Corporation Head Office (central account) national sales target for the categories by growing the volume and value shares across business channels. Take led in conceptualizing the local marketing promotions by architecture to execute the best promotions and merchandising. Led the key defining business drivers for handled categories and channel as well retail performance standard to deliver company sales and share growth. Take lead the business and trade marketing plan taking into account levers of growth to achieve results (sell in, sell out and market share) and the profitability of brand within the account. Lastly, I handle discussion, deployment and meetings of 400 merchandisers. Establish and implement the plan including trade marketing/merchandising/training. Follow up on return on investments of actions. Support the development of the account including e-retail. Drive the performance of their account (P&L). Manage stocks agreement with trade partners. Monitor contract/invoices associated with brand. Prepare and conduct brands strategy meeting with marketing. Orchestrate and coach all account interlocutors. Engage with retail team to deliver trade plans. Coordinate with other internal department on retailers/client activity (sales, supply chain, marketing, customer service, education, merchandising, and legal department) Work closely with the account managers and retail teams. Represent the retailer/client internally. ACCOUNTS HANDLE:

Business to Consumer (B2C) –National Accounts of Drug Pharmacy- Mercury Drug Corporations, South Star Drug Store, Hardware such as DIY, Handyman, True Value and Blade Asia KEY RESPONSIBILITIES:

Primarily tasked to account management and maintenance of key client accounts.

Conduct cycle meeting to review the sales performance discuss the marketing program such national and local marketing support and update the current trend or merchandising management and design.

Maintain knowledge and awareness competing products/services, discount, pricing structures, and overall strength and weakness of business

Responsible for ensuring that profitable sales volume and strategic objective targets are met for the assigned key accounts

Regularly follows up with the customers regarding orders and timely collections of the business’s products in order to obtain feedback on their level of satisfaction and note areas of sales performance improvement.

Responsible for the generation of business in the assigned accounts as well as the attainment of new accounts for the business.

Takes part in the strategic account planning process in which departmental financial targets, performance objectives, account management standards, and critical milestones over specific periods of time are decided upon.

Utilize and exploit the use of sales information system to best of strategic management of channel development

Closely working with the customer support and resource management departments in an effort to meet account performance objectives as well as the key accounts’ expectations through complimentary cross-functional efforts. September 01, 2014- July 31, 2016

Area Sales Manager/Operations Manager

Scan Overseas International- Procter & Gamble (P&G) 3rd/F Eco Plaza Don Chino Roces Pasong Tamo Makati City

It’s my overall responsibility of growing business of Mercury Drug Corporations in Greater Manila Area (GMA) and part of North Luzon particularly in Bulacan (top, bottom line and all financial deliverables) across accounts in the assigned and geographical units. Engaging the DM, AVP for Opertaions of MDC on joint business planning and value creations activities. Developing local- go to market and intervention based on geographical specific opportunities. Building the organizational capability and manages career development of direct reports/subordinates. Led the delivery of superior business results by building distributor leadership team capability and accomplishment of strong sales fundamentals. Manage and handle the execution of operational expenses by improving the managing of revenue growth management. Handle the executions of merchandising execution across channel in Greater Manila Area (GMA) and part of NL particularly in Bulacan. ACCOUNTS HANDLE:

Business to Consumer (B2C) –GMA &NL Accounts of Drug Pharmacy- Mercury Drug Corporations. KEY RESPONSIBILITIES:

Manages assigned geographic sales area and product line to maximize sales revenue and meet the corporate objectives

Manage and utilize effectively the programs to strategic development of account

Analyze and do analytical review on progress of sales throughout the field work

Accurately forecast monthly, quarterly and annual revenue streams

Conduct Cycle (monthly, weekly, quarter and annual) meeting to review the overall performance of the team that will lead productivity and vertical and horizontal growth.

Collaborate with the support teams to develop sales strategies to improve market share in all product line.

Interpret short and long term effects on sales strategies in operating profit.

Educate sales team by establishing programs in the areas of new account sales and growth sales of profitability, improved presentation and competitive strategies, proper use and level of sales support, management of expenses in terms of distribution cost.

Improve operational systems, process and policies in support better management reporting, information flow and management process and organizational planning

Play significant role in long-term planning, including, an initiative geared toward operational excellence

Drives sales initiatives that contribute long term operational excellence May 02, 2012-September 15, 2014

Territory Sales Manager

AB Mauri Philippines Inc

26th/F Rufino Tower Ayala Avenue Makati City

Over all in charge in managing the annual/monthly target of the assigned territory. The accounts that been handle are CALABARZON (Cavite, Laguna, Batangas, Antipolo and Quezon) MIMAROPA (Mindoro, Marinduque, Romblon and Palawan) South Metro Manila (Muntinlupa, Laspinas Pasay and Makati). I am also in charge the sales forecasting and budgeting of my geographic assignment. Lead the direct and indirect team for supporting sales people for customer service, delivery and logistical needs. Building the organizational capability and manages career development of direct reports/subordinates. Led the delivery of superior business results by building distributor leadership team capability and accomplishment of strong sales fundamentals. ACCOUNTS HANDLE:

Business to Business (B2B)- Institutional Account in South GMA, CALABARZON, MIMAROPA

Business to Consumer (B2C) –South Luzon Dealers, and End Consumers KEY RESPONSIBILITIES:

Responsible for developing new business opportunities, ensuring customer needs are met satisfactorily, and ensuring that the company’s presence in their assigned area is meeting the company’s standards and expectations.

Create and execute territory sales plan that meets or exceeds established sales quotas and support the company revenue and profit targets.

Optimize business development plan by working closely with accounts to maximize time in the field and overall efficiency and productivity.

Meet regularly with existing customers and prospects in sales territory to understand their evolving business needs and position product solutions to meet surfaced needs

Build long-term, productive, and mutually beneficial relationships with existing and new customers

Maintain consistent communication and timely follow-up with customers and prospects and be available and responsive to customer’s real-time needs.

Work effectively with internal support departments (Marketing, Professional Services, Product Development) to promote sales for new and existing customers to maximize market share, visibility assigned territory. MAJOR RESPONSIBILITY

Sales Forecasting and Budgeting, Sales Development and Customer Service, Sales-Process and Implementation Market Development through utilizing the marketing program, Research Industry and Product Awareness, Team Leadership and Responsibility, Account Business Development, Handles the Account Receivables, Sales monitoring and analysis, Create/suggest Marketing Program, Suggest and help for the developmental of new products

October 1, 2009- May 30, 2012

Bulk Sales Developer-Team Leader

Coca Cola Bottlers Philippines

2238 Pasong Tamo, Makti City

Take lead the multi-functional distributor organization for the total Paranaque, Pasay and Makati area. Collaborates with the assigned distributor teams to ensure brand building executions in-store and achieve key business drivers. Lead the account management via integrated business plan and regular business review. Lastly, led the delivery of superior business results by building distributor leadership team capability and accomplishment of strong sales fundamentals. Help the distributor managing their P&L.

ACCOUNTS HANDLE:

Business to Consumer (B2C) –Gen Trade Markets and Modern Trade in the area of Pasay, Paranaque and Makati KEY RESPONSIBILITIES:

Ensure the Business Development by collaborating with key accounts

Review and forecast the annual budget

Responsible for attaining sales volume target

Timely execution of merchandising materials and utilizing the local and national promotions

Asset development of key customer and accounts.

Suggest new business that can add account Development

Manage the account receivables and collections from trade

Manages inventories and stock, including keeping detailed records of inventory use and sales, and advising management on ordering where necessary

Develops strategies to promote team member adherence to company regulations and performance goals

Conducts team meetings to update members on best practices and continuing expectations

Generates and shares comprehensive and detailed reports about team performance, mission-related objectives, and deadlines

January 01, 2008- September 30, 2009

District Team Leader/ Supervisor

Coca Cola Bottlers Philippines

2238 Pasong Tamo, Makati City

Take lead the distributor and wholesalers in the assigned geographic such as Makati, Pasay, Taguig and Paranaque to achieve their annual/monthly target. Manage the sales distributions and execution of merchandising of all accounts. Develop business and operational plan to achieve the target both in sales and merchandising. Conduct quality periodic objectives and development and deployment. Set the goals and strategies to achieve overall business objects. Developing local-go to market and intervention based on geographical specific opportunities. Building the organizational capability and manages career development of direct reports/subordinates. Led the delivery of superior business results by building distributor leadership team capability and accomplishment of strong sales fundamentals.

ACCOUNTS HANDLE:

Business to Consumer (B2C) –Gen Trade Markets and Modern Trade in the area of Pasay, Paranaque and Makati KEY RESPONSIBILITIES:

Work with the sales team to define sales strategy for both consumer and district business development and go to market strategy in terms of sales, product positioning key benefits and target consumers

Determine the market potential and recommend product sales and revenue target; prepare monthly, quarterly & annual revenue forecast based on market potential, and marketing program to developed push sales of products

Determine and establish the optimal inventory levels across key account based on projection and coordinate with Supply Chain to ensure proper stocking level

Prepares P&L of key accounts retail based on the negotiated Trading Term Agreements.

Takes charge the Account Receivable Development and collections

Train, develop and monitor the indirect team (MEP/MSP) to execute the business & operational plan to achieve the target both in sales and trade marketing

July 09, 2007- December 31, 2007

Salesman and Account Developer

Coca Cola Bottlers Philippines

2238 Pasong Tamo, Makati City

Take lead the development of the assigned area by developing the retailers services. Manage the market development through sales to trade performance and continuous development and increase by 20%. Handle the executions of the trade marketing promotions in the area. Manage and take lead the merchandiser in terms of merchandising and planogram executions. Monitor the daily, weekly, monthly and annual sales. Monitor the warehouse inventory through supply chain management and logistical delivery of goods. Train and develop people capabilities. Take lead the account receivable settlement and reconciliations of the account.

ACCOUNTS HANDLE:

Business to Consumer (B2C) –Gen Trade Market in the area of Pasay and Makati KEY RESPONSIBILITIES:

Implement the action plans defined by the District Team Leader. Ensures implementation of the plan in the assigned area within the time frame. Cascades all the activities and programs like merchandising and in store promotions

Ensure that product and promotional materials have been in prime visibility and deployed across the accounts handle

Ensure the execution of perfect in store based on category management

Lead in providing the good service level.

Establishes good relationships with the accounts handle

Monitor the critical metrics are achieved versus target for assortment, availability, visibility, service level and promotional executions.

Leads monthly meetings with third party agency for account and category management September 17, 2006 – February 28, 2007

Quality Assurance Officer

Excelerate Center of the Philippines

10th/F Salcedo Building Makati City

Assigned in checking and barging all the voice calls within the account assignment. Take lead the continuous development of the use of the system CRM. Monitor and evaluate the daily/monthly agent’s performances. Conduct training and review performance of all agents. Create and develop module for the use of agents. Verifying all the voice all if it’s ethical. May 16, 2006-September 16, 2006

Verification Officer

Excelerate Center of the Philippines

10th/F Salcedo Building Makati City

Commence all verifications accurately within required time frames

Managing the missing information and additional information’s in accordance with company standards

Record all information’s relating to verifications standards asked by the account handle

Ensure operational logs are recorded accurately and in real time. Monitor the Turnaround Time (TAT) and ensure compliance with SOP and SLA.

April 01 2003 – May 31, 2006

Assistant Lab Applicationist

Firmenich Philippines

Pasong Tamo Extension Don Chino Roces Makati City

Assigned to retrieve and transmit all the data in the data base on needs for new products. Help to develop the new product to be launch. Checking the right scents and perfume for all the products handled. Manage the administrative task such as filling system. PERSONAL INFORMATION

GENDER: Male

HEIGHT: 5’7’’ WEIGHT: 120 lbs.

CIVIL STATUS: Single RELIGION: Christian

NATIONALITY: Filipino DIALECTS SPOKEN: Filipino and English FATHER’S NAME: Mario M. Tolentino OCCUPATION: Driver MOTHER’S NAME: Yolanda I. Tolentino OCCUPATION: House Wife EDUCATIONAL INFORMATION

Bachelor of Science in Computing Major in Information System Technological University of the Philippines (TUP)

2002-2006

Bachelor of Business Management-

Pamantasan ng Lungsod ng Maynila (PLM)

Intramurous Manila

2013-2015

GRADUATE SCHOOL

Master in Business Administration-MBA

Pamantasan ng Lungsod ng Maynila

Intramurous Manila

2015-Present

SKILLS AND INTEREST

Oral and written communications

Have a knowledge in BASIS and SAP

Computer Literate

Operating Systems: Windows 98, 2000, ME, XP, and Microsoft 2003, Windows 8, Microsoft 2007, Microsoft 2010, Microsoft 2013, Microsoft 2016 and Open Office ( LINUX), SAP basics, Google Forms, Google Sheets, CRM Zoho, Trello, Slacks, MeistersTask, Oodu

CHARACTER REFERENCES

MR. CHRISTOPHER RIVERO

Former Area Sales Manager Coca Cola Bottlers Philippines

(091*-*******

MR. AVELINO S LIM

Former Territory Sales Manager of Coca Cola Bottler MS. MILAGROS PANGAN

Dean, College Of Science

Technological University of the Philippines – Manila

(091*-***-****

I hereby certify that the above information is true and correct to the best of my knowledge and belief EMMANUEL I. TOLENTINO (Date)



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