Sales Manager
Resume:
CURRICULUM VITAE
OF
MARLENE THAYAPRAI SINGH
PERSONAL DETAILS
Surname: Singh
First Names: Marlene Thayaprai (Yasmin)
Address: ** ********** ******
Mackenzie Mews
Unit 8
Mackenzie Park – Benoni
Contact Details: 081-****-***
Marital Status: Married
License: code 10
Defensive driving (renewed every 2 years) valid
QUALIFICATIONS/COMPUTER PACKAGES:
N3 Secretarial course – Matric English- Maths – Afrikaans – Accounting – Office Practice – Communication& Deportment (1993) Lincoln Heights
Broad Spectrum – Excel- MS Word-Lotus 5.1
AS 400(JDE)
Defensive driving
Compliance and Ethics training
Product Technical Training
Category Management
Legal and Competitive Law
Mind Share & Stakeholder Management
DMAP/ SAP
Pipeline Management
Sales force
ODOO
Competence and skill:
Sales driven with strong selling and negotiation skills.
Excellent product knowledge, good technical understanding of the mechanical and electrical aspects of the automotive industry.
Customer Value Proposition – Ability to provide ideas to enable business growth.
Honest, reliable neat and presentable.
Dynamic, passionate, and motivated self-starter who is capable of interacting at all levels of a company.
Excellent interpersonal skills. (Good relationships with all stakeholders, Develop and maintain good relationships with all support functions to assist in resolving complex issues and improve customer satisfaction.
Pipeline Management. (Distributor Spancop, and business plan)
Sales Operation (Sales for 16 years)
Route to Market (Major distribution in lubes)
Sales Target (Dimensions total proceeds: ZAR 118M Total volume: 4,725,969 including premium contribution) Special Challenges move sales from “sell to” to sell through” to deliver top line growth. Ensure that motor factor structured and organised to offer CVP and deliver customer promise to targeted segments in a way creates new business and maintain/ develop existing accounts.
Manage Head office relationships (Manage head office relationships for National Key account. Delivering through Trade champs for selected activities, to support with the implementation of the marketing plan, Accountabilities implement and maintain a sustainable network that complies with the route to market strategy in place (Profile, Contract, Resources and Legal) whilst keeping control of channel captaincy, ensure all stakeholders have appropriate and legal contracts and monitor resources allocation and performance against terms and conditions.
Ability to communicate.
Ability to operate independently and within a team. Good team player.
Strong desire to continuously improve skills and product knowledge.
Proactive individual.
Excellent problem solving skills.
Ability to work independently.
Possess strong work ethics.
Able to work under pressure.
Sales Territory
Forecasting (Financial performance indicators, deliver agreed marketing programs and materials to increase the value through a range of cross selling – up selling and new sell activities, successfully migrate profitable accounts, Act as business consultant to efficiently manage relations to audit/improve financial performance ratios.
Develop and maintain good working relationship with all support functions to assist in resolving complex issues and improve customer satisfaction. Link business plans to external alignment and share vision. Review and identifying capability assessment current versus future and developing actions on closing the gap.
CAREER HISTORY
Company: Broadway Sweets
Position: Invoicing Clerk
Date: January 2019 – current
Job Responsibilities:
Capture invoices daily
Ensure accuracy and correct coding
Adhere to company policies and procedures
Assist with other tasks and in other departments when required
Proven track record of processing high volume invoices daily
Good interpersonal and communication skills
Proficient in Pastel
Attention to detail and accuracy essential
Ability to work on own or as part of a team, in a highly pressurised environment
Company: Kaizen Motors Spares
Position: Sales Representative
Date: 9 April 2018 – January 2019
Job Responsibilities:
Move Sales from “sell to” to “sell through” to deliver top line growth.
To maintain a good relationship with the allocated customer base and build on it.
Maintain a sound knowledge of the lubes product range, applications, offers and marketing strategy, ensuring that this information is used for the benefit of the company and its customers.
Ensure compliance with group functional standards, such as D&I and ethics.
Excellence: Plan carefully, make well informed decisions and do the right thing
To meet or exceed KPI targets of Sales Value (Volume), NSV/litre, gross margins, costs and credit applicable to the sales territory.
Grow the existing customer base through cold calling and looking for additional sell through opportunities.
To deliver both volume and gross margin within the allocated territory of the operation for the business.
Ensure that all queries and complaints received from customers are expeditiously attended to and resolved in the areas of orders, products, deliveries and credit.
Develop and maintain good working relationship with all Support functions to assist in resolving complex issues and improve customer satisfaction.
Work closely with Credit Services to ensure the effective management of credit extended to customers within the sales territory. This includes responsibility for ensuring outstanding collections, reviewing credit limits quarterly, eliminating over dues, reviewing credit position monthly, minimising bad debt and frequent liaison with Credit Services to resolve queries from customers.
Company : Borthugas Oil and Energy
Position: Account Manager
Date: 1 June 2017 – 31 December 2017
Job Responsibilities:
Responsible for the Sales of Oil Primary) and liquid fuels (Secondary)
Sales Administration and responsible for quality, speedy and delivery, service dependability product and service flexibility and cost savings in the sales activities of Boruthugas Lubricants.
Attend Sales meetings and prepare weekly sales reports
Further suggest on the current sales and admin system and on the general sales operations functions of the company.
Make material changes and suggestions in consultations with the management team and company directors.
My customer base was Prasa, Transnet and Metro Rail.
Bidding for tenders and completing tender documents.
Develop and maintain good working relationship with all Support functions to assist in resolving complex issues and improve Motor factor and customer satisfaction
To support with the implementation of the marketing plan.
I am a team player within the business
Excellence: Plan carefully, make well informed decisions and do the right thing.
Position: Director – June 2016 – April 2017
Company: JVMES SOLUTIONS
Job Responsibilities:
Manufacturing of mobile toilets and mobile offices.
Catering and events business. Organising events for businesses and special events.
Position: Indirect Channel Account Manager-Motor factors February 2016 – May 2016
Company: Shell SA
Job Responsibilities:
To deliver top line growth by selling Shell CVP’s to preferred segments through a network of selection, committed, structured and profitable Motor factors, in line with Shell HSSE policy and Shell general Business Principles.
To manage all Motor factor as profit centre by adding value to their business with a partnership and process driven approach, by creating cross functional business linkages, and by making them considering Shell as their preferred business partner.
Manage Head Office Relationships for national Key Account, delivering through Trade Champs for selected activities.
To support with the implementation of the marketing plan.
Accountabilities implement and maintain a sustainable Motor factor network that complies with the Route to Market strategy in place (Profile, Contract, Resources and Legal) whilst keeping control of Channel Captaincy. Ensure all Motor factors have appropriate and legal contracts and monitor resources allocation and performance against terms and conditions.
Ensure Motor factor recruit, develop, motivate and retrain a sales force that delivers sustainable performance and provide appropriate support.
Ensure each Motor factor is aligned in goal, capability, business focus and capital resources to maximize Shell business and agree a multi-yearly Business Plan that is fully aligned with Shell Marketing strategy and targets, and deliver activities that allows to deliver performance and to develop profitable and sustainable business for both Shell and Motor factors.
Agree, monitor and achieve targets using SLDP tools for both new and existing Motor factors and contribute to the overall performance.
1.Financial performance indicators: Volume, Revenue, GP, Credit DSO and controllable costs.
2.Sales productivity performance indicators: BUSINESS Plan quality, SPANCOP pipeline strength, target delivered, hit Rate, Cycle time, B2C customer Services, INDIRECT Channel Efficiency, and revenue and GP per Motor factor.
Implement Shell Motor Factor Distributor Value Proposition (DVP) to increase Mind Share to Shell from Motor factor such as:
1.Provide Sales support by visiting Motor factor key accounts and by engaging all functions in Shell that could help at delivering customer promise.
2.Act as business consultant, to efficiently manage relations with Motor factors and to audit/improve financial performance ratios.
3.Deliver agreed marketing programs and materials to increase the value to Shell and Motor factors through a range of cross sell up-sell and new sell activities.
4.Successfully migrate profitable accounts from Shell to motor factor control.
Ensure linkages with Marketing team by implementing Marketing Plan (CVP), Pricing, Brand and Communications campaigns) and by monitoring and reporting market trends and competition initiatives, strengths and weakness.
Be responsible and proactive in HSE issues that affect the individual, the office/field environment and their Motor factor and customers.
Develop and maintain good working relationship with all Support functions to assist in resolving complex issues and improve Motor factor and customer satisfaction.
Link business plans to external alignment and share vision. Review and identifying Motor factor capability assessment current versus future and developing actions on gap closure.
DIMENSIONS TOTAL PROCEEDS: ZAR 118 M
TOTAL VOLUME: 4,725,969 (Including premium contribution)
Special Challenges:
Move Sales from “sell to” to “sell through” to deliver top line growth.
Ensure that Motor factors are structured and organised to offer Shell CVP and deliver customer promise to targeted segments in a way creates new business and maintain/develop existing accounts.
Position: Accounts Manager – High Street November 2007 - January 2015
Company: BP SA / Castrol
Job Responsibilities:
To deliver both volume and gross margin within the allocated territory of the operation for the High Street business.
To meet or exceed KPI targets of Sales Value (Volume), NSV/litre, gross margins, costs and credit applicable to the sales territory.
To be accountable for the execution of the High Street space strategies within the designated sales territory. This is to be done through embracing and building sales excellence.
To be accountable for implementation of any Global Strategic Accounts strategies, in agreement with the Channel Manager.
To maintain a good relationship with the allocated customer base and build on it.
Grow the existing customer base through cold calling and looking for additional sell through opportunities.
Enhance profitability by selling across the entire range of products where appropriate, as well as trading customers up the brand ladder to products more profitable to the company and more beneficial to the customer.
To implement with perfection dedicated High Street offers designed by Marketing to enable achievement of WILG agenda in these core and strategic market space.
Work closely with Credit Services to ensure the effective management of credit extended to customers within the sales territory. This includes responsibility for ensuring outstanding collections, reviewing credit limits quarterly, eliminating over dues, reviewing credit position monthly, minimising bad debt and frequent liaison with Credit Services to resolve queries from customers.
Ensure that all queries and complaints received from customers are expeditiously attended to and resolved in the areas of orders, products, deliveries and credit.
Maintain a sound knowledge of the lubes product range, applications, offers and marketing strategy, ensuring that this information is used for the benefit of the company and its customers. This includes BP/Castrol grades, as well as competitor products.
Ensure compliance with group functional standards, such as D&I and ethics.
To provide timeous and accurate input into the forecasting system through the Sales Operations team, ensuring adequate inventory for the customer base.
I am a team player within the business.
One Team: Enable others to trust me by delivering on my accountabilities and standing by decisions when they are made.
Safety: Follow the requirements specified in OMS and contribute to the delivery of safe, complaint and reliable operations.
Excellence: Plan carefully, make well informed decisions and do the right thing.
Position: Technical - Customer Service Facilitator August 2007 – October 2007
Company: BP SA / Castrol
Job Responsibilities:
Analysing business proposals on behalf of the mining department.
Responsible and organising technical training globally.
Closing off business cases.
Position: B2B Offline Depot Customer Support Executive 2006 – 2007
Company: BP SA / Castrol
Job Responsibilities:
Processing and managing inventory to our depots.
Reconciliation of inventory monthly.
Invoicing depot monthly.
Position: Customer Service Representative – January 2002 – 2006 (Contractor)
Company: BP SA / Castrol
Job Responsibilities:
Processing of telephonic/faxed and emailed orders.
Liaising with the transporter for prompt and efficient delivery.
Ensuring pricing is correct.
Communicating with the Supply Chain department regarding backorders.
Additional comments
Lubricants are building a highly professional, commercially focused organisation. Leaders with strong commercial skills and experience are critical to achieve our aims of building upon our marketing strength, focusing on key growth markets, strengthening the supply chain organisation and accelerating the implementation of a macro-Motor factor model. All candidates who are able to demonstrate commerciality, coupled with the Leadership Attributes (Authenticity, Growth, Collaboration, and Performance) are to apply. A good overall understanding and experience of the Lubricants business.
CAREER SUMMARY
I am an ambitious individual with a strong determination to succeed who also possesses impressive leadership skills and a deep understanding of customer-centric sales. Having a proven track record of working within a target driven environment and of achieving sales target consistently. Able to sell across all portfolios of print and media and having a consistent track record of being able to identify and present the most effective solutions to meet customer needs.
Experience and Qualifications:
Significant Sales experience, with proven success in developing profitable business.
Strong customer focus, preferably with Key Accounts and Motor factors.
Channel Management experience.
Knowledge of FMCG sector.
Marketing, Finance, Operations and Business knowledge.
Strong interpersonal skills and able to build constructive relationship with customers and Motor Factors.
Business Planning process and quarterly reviews.
Business Competitiveness.
Supply and Storage.
Product portfolio (Shell and Castrol)
Cold calling
Cross Selling
REFERENCE
Channel Manager: Kaushik Day 083-***-**** (Castrol BP/SA)
Line Manager: Cobus Fourie 083-***-**** (Shell SA)
Line Manager: Juneus 083-***-**** (Boruthogas)
Sales Manager: Puffy Govender 076-***-****/ 011-***-****
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