Sales Manager
Resume:
CURRICULUM VITAE
OF
ANDRE VILJOEN
PRIVATE AND CONFIDENTIAL
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PERSONAL DETAILS
Surname: Viljoen
First Names: Andre
Date of Birth: 15 June 1975
Identity Number: 750**********
Languages: English & Afrikaans
Residential address: 206 Sunset Boulevard, Sonneveld, Brakpan Health Excellent
Contact Number: Cell: +27 (0-83-654-****
Email Address: adfc40@r.postjobfree.com
adfc40@r.postjobfree.com
Driver’s license: Code 08
REFERENCE CHECK
Vector Logistics a division of RCL Food’s
Contact Person: Regional Manager – Brendon Mosquin Cellphone Number: 076-***-****
Email: adfc40@r.postjobfree.com
Danone Southern Africa
Contact Person: Regional Sales Manager: Renier Plotz Cellphone Number: 079-***-****
Email: adfc40@r.postjobfree.com
Contact Person: Sales Manager: Anthony Tennant - Cellphone 079-***-**** 3
EDUCATION AND TRAINING
Formal education:
Highest Standard: Passed Standard 10 (Grade 12)
Year completed: 1993
Name of High School attended DR. E.G. Jansen Boksburg Higher Education
Institution Attended Wits Technikon
Course Completed Principles of Business Management Subjects Passed Business Skills
Basic Accounting & Money Management
Business Administration & communication
Human Resources Management
Marketing Management & Customer Services
Operations Management & Work Study
IT-related training
MSWord
EXCEL
Power Point
Office
Syspro
Fieldko
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CAREER HISTORY
COMPANY: Vector Logistics a division of RCL Food’s Ltd INDUSTRY: FMCG
POSITION: Area Sales Manager: Inland - Gauteng
DURATION: 01 April 2014 – Current
CONTACT PERSON: Regional Sales Manager: Brendon Mosquin MAIN PURPOSE OF JOB:
To implement appropriate solutions in the form of value propositions to meet or exceed all sales goals performance quotas and process expectations in the assigned area.
To provide tactical and operational management, supervision and support to the area sales team
Function that includes coordinating sales teams and managing complex and/or significant customer relationships
DIMENSIONS/KPIs:
Implement appropriate solutions in the form of value propositions to meet or exceed all sales goals, performance quotas and process expectations in the assigned area.
Provide tactical and operational management, supervision and support to the area sales team.
Develop and execute the area sales strategy as aligned to the regional strategy.
Generate leads regarding prospective contract opportunities and, together with the Regional sales Manager, drive deal closure.
Drive the area contribution to strategic and operational target achievement.
Contribute to accurate area sales (volume and product) forecasting and ensure alignment to and input into the regional and national planning processes.
Track area competitor activity and performance.
Develop, implement and manage area marketing objectives.
Drive horizontal and vertical growth opportunities.
Analyse statistics regarding the number of sales made in a given time period, the resulting profits, and the need for new clients and products.
Coordinate sales team promotional activities across the area.
Maintain and Management of Customer relationship and expand the customer base by building and maintaining good relationships with key customers and recognising new customer opportunities. 5
Understand key customers’ operations and strategies as well as their requirements and trends.
Monthly meeting with Shoprite and Checkers Regional Managers.
Monthly meeting with store owners.
Gather area market intelligence on national accounts and key regional accounts.
Manage and coordinate area resources in line with customer plans in order to achieve strategic objectives (call planners etc).
Ensure the customer service policy is rigidly implemented and maintained. Resolve escalated customer queries and issues professionally and in the best interest of all parties.
Supply Chain and Distribution Management Address area stock availability issues with depots.
Oversee the area order taking process.
Budget Management, drive the achievement of the area sales budgets in terms of volume.
Control area sales costs.
Area Team Management, ensure the sales team creates demand pull.
Area customer satisfaction rating.
In-store management
Achievement of operational targets.
Plan and schedule team training and monitor impact on performance.
Organise and direct the area team towards the achievement of its targets and together with the team, identify sales goals, create and implement strategies, and evaluate performance.
Accomplish area sales goals by orienting, instructing, assigning, scheduling, counselling and disciplining staff.
Address the job expectations of staff - Plan, supervise, evaluate job contributions and provide regular feedback.
Manage staff leave and general time management issues in line with organisational deliverables and standards.
Monthly payroll with Regional Manager
Ensure the accurate recording and maintenance of all employee information.
Manage delivery against talent management action plans.
Clarify roles and responsibilities for subordinates.
Complete skills and competency matrices for all subordinates.
Formulate/update job profiles for all subordinate jobs.
Coach and mentor subordinates and potential successors.
Develop and drive the training strategy.
Develop and drive progression and career paths for subordinates. 6
CAREER HISTORY
COMPANY: East Rand Plastics
INDUSTRY: FMCG
POSITION: Regional Sales & Merchandise Manager
DURATION: April 2012 –November 2012
PURPOSE OF ROLE
The Regional Sales Manager serves as the primary business contact for the client and is responsible for client satisfaction. The RSM is expected to consistently provide excellent customer service accounts, as well as represent client needs and goals within the organization to ensure quality. In addition, the RSM will should build relationships with clients to encourage new and repeat business opportunities.
Responsible for the development and performance of all sales and marketing activities in assigned market by achieving maximum profitability and growth in line with company vision and values. Establishes plans and strategies to expand sales and the customer base in the marketing area. MAIN PURPOSE OF JOB:
The achievement of the Regional Sales KPI’s
The achievement of the Regional and Account Distribution targets.
Implementation of agreed category Target’s.
Speed to market targets on launches.
In field trade visits and coaching with Sales Agent.
100% execution of all Trade Co-Op activity with region.
Sales Operation Meeting with respective regional sales agents.
This includes Sales performance and in field execution standards
Ensure that all deadlines are met on information that needs to be feedback to
respective stakeholders
General management of the sales department, including management of agencies and agents in the allocated regions, ensuring sustainability and growth.
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Facilitates the planning, organizing and directing of the field sales function to achieve set sales, distribution and business objectives
Monitor and analyses sales performance by region / area and institutes action plans
Devise and implement field sales strategies to ensure that the company's strategic objectives are met
Work with the Customer Management Team to develop and implement the National and Regional Account planned Co Op activities, marketing plans and adhoc activities
Controls and monitors all Sales Ops adhoc spend to ensure ROI on all promotions negotiated by the Sales Ops teams
Manage all stock levels across all depot nationally and communicates this information to the Sales Ops teams
interpret and analyses data from reports and formulates and institutes remedial action plans and directives to address weaknesses and / or opportunities
Formulate and administer sales incentives for the division, working within the prescribed budget parameters, in order to motivate and achieve various sales objectives
Identify additional sales / promotional opportunities and develop plans with Customer marketing / marketing to assist the sales ops teams in closing these gaps
Provide market information to all stake holders within the group responsible for Chemical cleaning materials Food & Beverages
Proven ability and Experienced in situational market analysis (market needs, market trends, market potential and growth, market characteristics and market segments – turning this into NB opportunities § Management of Continuous Internal staff Training and Identifying External Staff Training requirements.
Conduct weekly review meeting with Sales Staff.
Ensure achievement of Sales targets by the Sales team
Following up and ensuring payment of blocked accounts (debtors control)
General management of the sales department, including management of agencies and agents in the allocated regions.
Price Surveys
Market intelligence
Market pricing information
Competitor information
Customer stock levels
Ensure accurate salary input and monitor and control expense claims
Ensure effective management appraisals (C BAND and up)
Ensure effective leave management and administration
Conduct HR audits
Conduct Financial audits
Check and monitor assets and ensure updated asset register (monthly)
Conduct disciplinary hearings as required
In the regions, ensure office hygiene and equipment are maintained 8
People:
Effective management and leadership of 140 People Area Sales Managers/Sales Managers/Supervisors/Reps/Merchandisers Behavioral:
Sales confidence
Drive for results
Self-Motivated
Emotional stability
Conceptual ability
Track record of achievement
Business Interest & Understanding
Delivery focus and deadline driven
Communicating
Influencing
Team Player
Adhere to all company policies, procedures and business ethics code.
Experience Chemical cleaning materials Food & Beverages Technical:
Sales Initiation and follow through
Stakeholder Management
Conflict Management
Communication (verbal / oral)
Problem Solving
Organizing & Planning
Project Management
Attention to Detail
Excellent team, peer and manager interaction
Accountabilities:
Sales Generation
Business and Sales Opportunity Identification
Sustainability of current and potential customers
Exceptional customer service
Business Objectives
Customers are informed and satisfied with our services.
Customer Service
Confidence and trust in our services and products
Ability to generate new sales
Grow current market base
Meet client’s expectations and demands
Ability to generate new sales
Establish new customers
Maintain Current Customers
Grow current market base
Establish new customers
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Meet client’s expectations and demands
Annual spending plans, financial and budgetary targets devised and agreed with Business Unit Director as well as AfME functional head
Rigorous system established to monitor, analyze and report on costs and spend Develop criteria for signing up and grading retail players
Ensure retail participants are equipped with product knowledge for consumers
Ensure retail channel provides optimal merchandising
Initiate promotional and advertising activities to achieve push and pull effects
Implementation channel reward and recognition initiatives
Ensure optimal territorial coverage by sales team
Build and maintain relationship with formal and informal retailers and drive relationship building initiatives sales team
Ensure resolution of retailer queries and complaints
Allocate sales targets and monitor performance
Performance of channel demand planning for optimal product availability
PnP, PnP Hyper, PnP Family’s, PnP Minis, Shoprite, Checkers, Checkers Hyper, Spar, Kwik Spar, Super Spar, Independents, Macro and Metro Product Refuse bags (Garbie)
Additional Assignments:
As agreed with Business unit Director and functional head, undertake additional assignments, ensuring objectives are met and outputs delivered to the brief given
Reason for leaving: Company destroyed by fire.
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COMPANY: DANONE Southern Africa
INDUSTRY: FMCG
POSITION: Area Sales Execution Manager
DURATION: May 2007 – 31 March 2012
CONTACT PERSON: Regional Sales Manager: Reporting to Renier Poltz Cell Phone Number: 079-***-****
MAIN PURPOSE OF JOB:
To personally drive execution activities in store that achieve sales growth targets (volume and value), while managing perfect merchandising execution through defined customers and territories, via the Clover Account Managers and Merchandisers (Field Sales force). Daily interaction with and guidance provided to the Clover field sales force, thus giving direction to Clover Field Sales while physically fulfilling a business building function directly with store management.
To maintain an effective Field Sales and Merchandising operation within the assigned Geographical Area incorporating operational implementation of the customer plans set by the Key Account Managers, ensuring execution excellence and delivery of the in-store Point Of Purchase objectives for the Refrigerated and Ambient Product categories as agreed with Marketing. The Field Sales Execution Manager is responsible for the achievement the Sales Targets in the allocated area while maintaining strong relationships with fellow team members, Service Providers and all Customers DIMENSIONS/KPIs:
Implementation of the fundamentals of Field Sales Execution: Planning:
Area and business plans complete and agreed by the Regional Sales Manager and clearly understood by both the Sales Force and all Customers
Sales:
Achievement of CANN Sales Targets (volume and value) and Market Share targets for the Predefined Area and the Customer within the Geographical Area.
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Distribution:The right service package per Customer (Numeric & Weighted Distribution & assortment), no out of stocks, new products stocked on time.
Visibility:
Effective implementation of in store Point Of Purchase objectives via:
Correct merchandising standards (plan-o-grams) in both chilled and ambient locations,
Correct and well displayed pricing,
Secondary and promotional fixtures negotiated and merchandised correctly,
Correct Point Of Sale Materials used, maintained and updated People:
Effective management and leadership of 60 People Sales Managers/Supervisors/Reps/Merchandisers
Coverage:
Consistent and Reliable store area coverage that would ensure that DANONE becomes the Preferred Supplier in all competing and the achievement of both Weighted and Numeric distribution targets Management of area product quality, bad goods and returns Implementation of best execution practice within the area. Effective internal and external relationships
Management of relevant administrative functions
MAIN FUNCTIONS:
Plan daily activities and carry out administrative tasks
Prepare call plans for complex calls
Complete sales administration
Maintain the outlet to achieve required presence
Identify and rectify deviation from standards
Identify opportunities to generate business
Contribute to brand image and customer service
Orientation in the outlet
Manage the sales activities in the outlet
Manage the back-up storage facilities
Manage the outlet order processes
Negotiate the suggested order
Negotiate planned call objectives
Formulate and implement account plans
Investigate opportunities for sales growth
Develop an account plan
Negotiate and Implement account plan
Review account plan implementation
General administration
Conduct weekly review meeting with Sales Staff.
Ensure achievement of Sales targets by the Sales team 12
COMPANY: 3 D Marketing (Edenvale)
INDUSTRY: FMCG
POSITION: Senior Sales Representative / Merchandise Manager
(Whole Sale & General Trade)
DURATION: January 1999 – April 2007
CONTACT PERSON: Mike Reyneke (Sales Manager) 082-***-**** MAIN FUNCTIONS:
Control of all Merchandisers
Grow business by opening and managing key accounts
Achieve set sales targets
Introduce new products to customers
Promote products in stores
Negotiate and increase shelf space for 3 D Marketing’s products
Look for competitors activities and promotions
Ensure strategic buying for customers
Attend to customers enquiries
Handling all Complaints
Designing of Displays
Supervising of building of displays
Make sure all stores are serviced and looked after
Handle all principles and negotiate with all Managers
Negotiate with Suppliers
PnP, PnP Hyper, PnP Family’s, PnP Minis, Shoprite, Checkers, Checkers Hyper, Spar, Kwik Spar, Super Spar, Independents, Macro and Metro
Nola Mayonnaise, Dog Food, Peanut Butter, Adcock Ingram, Panado, Nampak Tissues, Max Frank Stationery, Bic, Pakco Products, 3M Products, Cadbury Sweets, Advents Soaps, Coty products Reason for Leaving: Better opportunities working at DANONE 13
COMPANY: Robertson’s (Pty) Limited
INDUSTRY: FMCG
POSITION: Sales Representative
DURARION: December 1993 – Dec 1998
CONTACT PERSONS: Mike Barnard Regional Sales Manager 082-***-****
Morné Hoffman (Metro H/O)
MAIN FUNCTIONS:
Grow business by opening and managing key accounts
Achieve set sales targets
Introduce new products to customers
Promote products in stores
Negotiate and increase shelf space for Robertson’s products
Look for competitors activities and promotions
Attend to customers enquiries
Reason For Leaving: Head hunted by 3d Marketing
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SKILLS/ COMPETENCIES ACQUIRED
Over my career span, I acquired the following skills/ competencies:
Successful interaction with customers and on all levels within the organization in the marketing of various products covering a large range. In my line of duty I deal and negotiate with store managers and byers of small, medium and large organizations.
Successful interaction with colleagues and internal and external stakeholders in matters related to marketing and sales.
Negotiate cross Merchandising with Managers to ensure optimal marketing and sales of products at all times
Effective participation as member of a highly successful team
Negotiate with customers on various marketing related issues such as stock display, pricing and discounts to secure the best deal with the greatest advantage for both my employer and customers.
Successfully addressing customer complaints by obtaining the necessary information, analyzing the facts and discuss possible solutions with customers to ensure the best result for both my employer and customers with the aim of promoting the goodwill of my employer
Being part of a winning team, displayed the ability to always reach set sales targets.
Effectively motivate and inspire team members towards achieving individual and company goals
Successfully analyze marketing and sales related situations and displays complex problem solving ability on many occasions
Effectively control Merchandisers Sales Reps Area Managers to ensure best marketing advantage for both my employer and its customers.
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MOTIVATIONAL ATTACHMENT
Good Day,
I have got over 20 years’ experience in the FMCG industry I am willing to travel & stay out and relocate.
I have Experience across trade channels: Food Retail, Wholesale, Franchise and retailers such as Pick a Pay Checkers Hyper, Shop Rite Checkers, Spar, Metro, Makro, Clicks Game and Independent Wholesalers I am self-motivated and always strive to obtain knowledge regarding all situations or facts; I might encounter whether work related or everyday life affairs. Should the opportunity befall me to be given the opportunity it would be a great benefit to learn more and to grow within the company? I have no doubt that given the opportunity to learn and achieve more; I would extend myself and will do my utmost best to achieve all goals, to adhere to all standards and to exceed all expectations. I have ensured every month to achieve the Sales Targets in the allocated area while maintaining strong relationships with fellow team members, Service Providers and all Customers. Qualifications and Experience:
Excellent people skills
Comfort around higher management
Influencing and Negotiating skills
Results driven, and deliver consistent results.
Action-orientated
Good presentation skills
Training and building teams
Good Analytical Skill’s
Able to work in a team
I have got the ability to source clients and products I have got the ability to enter into contracts with suppliers I have got the ability to give input for TV commercials Able to advise clients on commercials
Able to delegate work to Junior Brand Managers
Creative, excellent presentation skills and the ability to influence others with the above average personal relationship skills.
Professional proficiency, well presented, vibrant, with high emotional drive and energy.
Out of the box thinker, goal orientated self-motivated and positive, with exceptional business acumen.
Strong display of initiative, sales ability and persuasiveness. I have got the ability and experience to prioritize differing requirements of country and category business teams to ensure corporate business plans are achieved Ability to multi-task and cope with a heavy workloads I have got the ability to react in a fast and responsive manner and balance the demands of quality output. With time pressures Ability to communicate the technical aspects of the role in a non-technical & succinct manner. Ability to be pro-active with a sense of urgency;
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I have got Experience in Chemical, cleaning materials, Toiletries, I&J, Vital, Food, Beverages, Dairy, Perishables, Spices, Knorr products. Yardley & Coty,
Thank You,
Andre Viljoen
Cell Phone Number Cell: +27 (0-76-503-****
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