Commercial Professional

Roderick O. Cabanban

Professional Summary

Top-producing and highly motivated professional with more than 29+ years of experience in the sales and marketing arena. Ready to succeed in a progressive organization where initiatives and achievements will be the core of professional development, growth and advancement.

Professional Experience

New Accounts and Business Development Manager

August 2021 – Present

Pascual Laboratories Inc. – Balagtas, Bulacan

• Reports to Senior Vice President – Manufacturing Officer

• Actively supports the company’s goals and objectives by playing an integral role in new accounts development and holding responsibility for the effective on-boarding of new clients.

• Oversees and manages new projects, initiatives and developments of existing accounts performance.

• Develops and manages relationships with potential clients and partners.

• Identifies potential and new toll clients.

• Actively promotes Toll/Contract Manufacturing Services to clients and identifies ways of driving more tolling revenue.

• Sets and monitors technical and service level agreements with clients.

• Acts as key interface between the new clients and other business units.

• Coordinates with internal partners regarding technical requirements of new clients.

• Facilitates product development and submission of quotation to prospective/potential clients.

• Facilitates formulation and approval of NDA, supplier’s and distribution contracts/agreements for new and existing clients

• Coordinates the timely launch of new clients’ products to market.

• Implements best practice within the team on handling Toll Clients.

• Collaborates with New Business initiatives of other business units.

• Promptly reports to superior any encountered problem and/or deviation from the defined standard procedures and suggests solutions to problem.

Key Accounts Manager

February 2018 – July 2021

Virbac Philippines Inc. – Animal Health Company

BGC, Taguig

• Reporting to the General Manager of Virbac Philippines.

• Develop and achieve the sales target of business unit through the direct channel sales such as feed manufacturers/ integrators/ commercial farms.

• Collects and utilizes the information such as market data and customers’ feedback in achieving and expanding the business growth and execution of effective plans.

• Create and implement business plans for the department as approved by the management.

• Focuses on growing existing clients and formulating business plans for all current accounts and future opportunities.

• Serves as the link of communication for a holistic approach between key customers and internal teams to ensure long term business.

• Resolve any issues and offer meaningful solutions to the customers to strengthen the trust and image value of the company.

• Align forecasts based on internal capacity and customer’s feedback.

• Recommends product pricing and payment terms as agreed between management and customers.

• Endorse and organize activities to ensure service excellence.

• Prepare, submit, and maintain progress reports and documentation.

• Accomplish the assigned target and collection objectives.

• Ensures flexibility and adaptability among different types of customers.

• Continuously builds the company image around operation. June 1991 – March 1995

AB Major in Behavioral Science

University of Santo Tomas

• Talented professional with

more than 29 years of

experience in various

positions; sales, marketing,

business development and

operations related arenas.

• Proficient in prospecting

client development,

business presentations,

customer service and

extension support.

• Experienced in organizing

special events, budget

management and

forecasting, staff training

and development and

management.

• Competent in securing

profitable relationships

with business partners

resulting in increased sales

and profitability.

• Knowledgeable in product

monitoring and movement

for sales strategies.

• Excel in both independent

and teamwork

environments.

• Enthusiastic, innovative,

adaptable, and self-

motivated team player.

• Skillful in the use of

computer applications

including MS Office, Corel

and other software.

Professional Development

• Financial Analysis – November

2023

• Advance Excel – September 2023

• Coaching and Mentoring – August

2023

• Leadership Style – July 2023

• Pascuallab Management

Development Program – June

2023

• Creative Thinking – June 2023

• Leadership Development Program

– May 2023

• Intermediate Excel – October 2022

• Business Writing – May 2022

• Root Cause Analysis – March 2022

• GMP Training – February 2022

• Global Key Account Management

Training – February 2021

• Regional Commercial Managers

Meeting (Account Management

and Opportunities) – Bangkok

2019

• Naturhouse, SA – Operations,

Trainings, Launching of Shops –

France and Spain 2013

• Situational Leadership, Critical

Success Factor 5 (Coaching,

Coaching Skills, Building Area

Sales Excellence, Sales Force

Effectiveness) – Singapore July

2008

• Applied Marketing Research - (Dr.

Ned Roberto, Salt and Light

Ventures, Inc.) – 2007

• Hazard Analysis and Critical

Control Programs (HACCP), “A

Systematic Approach to Safety”

(Rosehall Management

Consultants, Inc.) – 2007

• Leading Quality Service Teams

(Harry Pound) – 2006

• Empowering the Workplace (John

Clements Inc.) – 2004

• Personality Development (John

Robert Powers Inc.) – 2004

• Territory Management Seminar

(Career Systems, Inc.) – 2003

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

83 Marco Polo Street

Sta. Lucia, Quezon City, Philippines

Mobile No. +63 - 968 - 248 - 5792

• Team-building Seminar (Meralco

Human Resource Department) –

2002

• Developing a High Performing

Team (Career Systems, Inc.) –

2001

• On the job training (OJT) at UNILAB

Laboratories (HR Training and

Development Department) – 1995

Others: Upon request

Project Manager

November 2011 – January 2018

C. F. Sharp Holdings Inc. – Consumer, Healthcare/Wellness & Medical Division

Manila

• Reporting to the Chairman.

• Build the business from start to full – operational status.

• Expand the business by building a distribution network and sales channels.

• Designing and implementing strategic plans, sales programs and multi - channel marketing solutions to key stakeholders in the specified industry.

• Interacting directly with senior management to understand industry challenges and recommend solutions.

• Formulates policies, procedures, budgets to ensure company’s profitability.

• Demonstrate research skills to ensure new business development to expand the future of the company.

• Leading a team and identifying new business opportunities, initiatives and strategies for sales and profit objectives.

• Develop, train, form and motivate the team for effective implementation and completion of programs.

Head of Sales and Marketing

August 2010 – November 2011

IMEX (International MedExchange Depot) – Pharmaceutical Quezon City, Manila

• Leads and manages the entire operation of sales and marketing team and business development of the company.

• Oversees the conceptualization, planning, implementation and evaluation of programs; prepares budget and manages profitability in the accounts.

• Recommends direction of marketing and launch new products and/or formulation within the time – frame set.

• Continuously building with the Distributor/Partners to ensure the effective implementation of the strategies.

• Successful implementation of annual budget for operating expense and sales targets in different trade channels,

• Prepares and conducts timely performance reviews and joint fieldwork visits.

• Approves and controls financial liquidations based on appropriate company policies.

• Coordinates and facilitates with the regulatory, legal and financial department for any requirements.

• Performs other duties and responsibilities deem necessary for the post.

Division Manager

September 2007 – July 2010

Eurodrug Laboratories – Pharmaceutical

Makati, Manila

• Reports to the Global Managing Director/Chief Financial Officer.

• Responsible for the overall sales, marketing financial aspect, people management and business expansion in the Philippines.

• Responsible for the achievement of annual sales budget and operating income of the organization.

• Coordinates with national distributors in relation to trade channels, deliveries, sales collections etc.

• Expanding business through different sub-distributors in different locations of the country.

• Creates contacts with customers, doctors, local suppliers, trade channels, sub-distributors and institutional accounts.

• Recommends and practices realistic judgement on project proposals, cash advances and disbursements, purchase order of pharmaceutical product for importation from forecasting and shipment monitoring.

• Prepares budget setting as well as profit and loss management of the division.

• Optimizes utilization of operational budget in advertisement and promotion, salaries, funds and others.

• Submits periodic reports to EL Global Headquarters Office Product Manager

(Eurodrug Laboratories)

May 2007 – September 2007

• Reports directly to the local Division Manager and Managing Director for Asia

• Effectively manage all products from the pre-marketing conceptualization to implementation of creative marketing plans.

• Conducts product launches from the start, post and follow- through facet of the marketing initiative.

• Conducts market data analysis on trends, segment needs and developments vis-à-vis competition.

• Prepares and review periodically the product cycle plan to ensure quarterly optimal utilization and implementation of promotional materials.

• Strictly monitor marketing-initiated activities such as product presentations, round table discussions, lay forum etc.

• Facilitates close coordination with the various medical associations or institutions to showcase different products.

• Conducts periodic product training or refresher courses to Medical Sales Representatives ensuring excellent product promotion.

District Manager

September 2006 – March 2007

Training and Marketing Professionals Inc. (TMPI)

Johnson and Johnson Philippines, Inc. – Medical Consumer Division

Makati, Manila

• Reports to the Operations Manager.

• Accurately and promptly submits all required reports as agreed upon.

• Supervises Professional Healthcare Representatives (PHR) assigned in North Manila and North Luzon.

• Ensures effective training and development of all assigned PHR.

• Evaluate and provide thorough analysis of PHRs’ performance based on agreed competencies and commitments.

• Ensures adequate distribution of all Johnson and Johnson products in selected institutions, hospitals and clinics in assigned district.

• Initiates and implements marketing activities in areas of responsibility in coordination with Sales and Marketing to maximize off take of Johnson and Johnson products.

• Maintains and accounts properly all company properties granted to the district.

• Always adhered to company policies to embody integrity and trust. Senior Territory Manager

June 2000 – April 2006

Dumex Philippines, Inc. – Nutritional Company

Quezon City, Manila

• Promotion of a wide range of nutritional products to healthcare professionals such as Pediatricians, Ob – Gyns, General Practitioners and Midwives to give them an alternative of premium quality milk formulas at best value.

• Utilize product knowledge and selling skills through electronic detailing to develop influential endorsers of the products to capture market share.

• Vigilant and gives feedback on competition activities for marketing strategies.

• Conduct product presentations and business development programs to medical practitioners to create brand recall.

• Organize pregnancy classes for expectant mothers to generate brand awareness and support.

• Negotiate and take orders from drugstores, groceries and dispensing healthcare professionals.

• Implement marketing programs to support sales of accounts handled.

• Partnered with key account managers of the programs to move products in the trade channels

• Checked on stock availability/display of products with merchandiser in the trade.

• Conducts trade blitzes (giving nutritional information and support to consumers) as well as In medical institutions

• Managed newly hired medical representatives (MRs). Achievements

• Product Excellence Champion (2001 NASCON)

• Territory Manager of the District (2002 & 2003)

• Product Excellence Champion (2003 NASCON)

• Product Detailing Champion (2003 NASCON)

• Successful penetration of Major Accounts/HCPs.

• Increased the nursery shares of Dumex infant

formula to 20% Grw. (World Citi Medical Center)

• 25% conversion rate of consumers during trade

blitzes.

• Recipient of Regional (Asia) Innovation Award for Customer Relation Management & Development (2004)

• Provided the parallel link between the gathered

customer information (expectant mothers), key

doctors and sales for execution of processes.

• Implementing redemption programs for expectant

mothers attending the pregnancy classes.

• Executed business programs to key doctors to

secure the future usage of products to these

expectant mothers.

• Sales Achievement of 107% Sales Target (2005)

• Sales Performance of 126% on Premium Infant and Follow- on Milk Formulas (January 2006 Ending)

Territory Manager

July 1995 – May 2000

Wyeth Philippines, Inc. – Nutritional & Pharmaceutical Company

Makati, Manila

• Promoted pharmaceutical products to various physicians

(respiratory, anti-infectives, cardiovascular, gastro-intestinal and other specialty lines).

• Strengthening ties to key doctors through operational activities and services to increase recommendation of the products.

• Attain the marketing targets of specified products of the division by generating more sales.

• Collaborated with hospital chief pharmacies and drugstore clerks to implement business programs.

• Involved in CME activities by organizing and planning round table discussions and post-graduate courses for medical practitioners.

• Maintain goodwill with customers to increase sales of the territory assigned.

• Coordinate and field work with sales counterparts/distributor (Metro Drug Corp) for the achievement of sales.

• Establish contacts with prospective customers and open new accounts for sales of the company products.

• Discuss with new and regular customers information samples of new products, price quotations, terms of payment and the like.

• Book orders from customers and ensure delivery of products. Achievements

• Ranked 1st Trainee during inductive training course (1995)

• Cited as one of the Top 20 Territory Mgrs. for Product Knowledge Excellence (1995)

• Highest in Coupon Retrieval for SCC Kit, anti – TB brand

(1996)

• Ranked 2nd in Sales Achievement with 71% growth vs. target

(1996)

• Product Sales Award (Top 2) for Myrin/Myrin-P (1999)

• Ended Wyeth Total Product Sales at 108%. (2000)

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