Sales Manager Business Development
Resume:
Portia Pakati
Personal details
Portia Pakati
************@*****.***
Female
South African
linkedin.com/in/portia-pakati-
b5491751
Skills
Solution Selling
Profit and Loss
Accountability
Channel and Category
Management
Distributor Management
Market Planning and
Strategising
Customer Acquisition
Market Penetration
Business Development
Strategic Planning
Revenue and Profit
Optimization
Value Chain Analysis
Market Portfolio Review
Order Management
Market Forecasting
Profile
I am a results-oriented Commercial Manager with a proven track record of 12 years in driving revenue, profit, and volume growth in the FMCG industry primarily with PepsiCo. I joined the company in 2014 as a Sales Graduate where I excelled and grew along company ranks to Acting Distribution Centre Manager (Gauteng, Eastern Cape & Western Cape), Acting Regional Area Sales Manager, Field Sales Manager and Commercial Manager (current role). This career progression based on merit is illustrative of my continuous improvement philosophy. My current responsibilities encompass managing and implementing trading terms and Inco terms between distributors and customers within each country, ensuring strict adherence to all agreed-upon elements. I bring a comprehensive understanding of the value chain to markets, enabling me to optimize Retail Selling Prices (RSP) strategically. I oversee market Profit and Loss statements, ensuring profitability for reinvestment and actively developing high-performing markets into strategic trade markets. My expertise lies in Channel management and Category management, fostering effective communication and collaboration with Distributors to drive growth and development. I excel in customer acquisition, management and retention strategies, monitoring customer retention by market monthly. Identifying new markets for business development, I diligently follow up on orders and continuously seek ways to enhance the both efficiencies and effectiveness of the Commercial team across Middle East Africa & Caribbean Islands.
In my previous role as a Field Sales Manager at PepsiCo from 2016 to 2023, I demonstrated leadership by identifying growth opportunities within the Johannesburg territory. I also managed Sales teams, ensuring the achievement of route sales targets and coaching Sales Representatives for continuous development.
During my tenure as the Acting Regional Area Sales Manager in various Provinces while successfully led and managed a team of Sales Managers by developing Area Sales Operational Plans aligned with company objectives. I contributed to budgeting processes, conducted regular market assessments, and executed daily route visits, driving target delivery through individual recognition and rewards. My multi-faceted experience across Commercial management, Field sales, Regional leadership and Distribution management positions makes me a valuable and strategic asset in steering organisations towards growth and profitability.
Education
Bachelor in Retail Business Management 2014
Cape Peninsula University of Technology
Diploma in Retail Business Management 2012
Cape Peninsula University of Technology
Matriculated 2009
Lere-La-Thuto High School
Product Management
Project Management
Business Relationship
Development
Leadership
Strategic Thinker
Results-Driven
Effective Communicator
Proactive
Creative Problem Solver
Adaptable
Customer-Focused
Collaborative
Detail-Oriented
Sales Strategy
Development
KPI Monitoring
Customer Retention
Strategies
Team Coaching and
Development
Employment
Commercial Manager (International Markets -
Middle East Africa & Caribbean Islands)
Jul 2023 - Present
PepsiCo Exports, Johannesburg, Gauteng
Achieve Net Revenue, profit, and volume plan across portfolio of markets Manage and implement the relevant trading terms and Inco terms between Distributors and customers within each country to ensure all agreed elements are adhered to.
Understanding the value chain to market and optimizing RSP Conduct portfolio and Market review against AOP on VOL NR and GP and report into business
Scenario Planning & Gap analysis to achieve deliverables Ownership & Accountability for by market P&Ls to deliver profit for reinvestment
Develop Higher performing markets into strategic trade markets with a focus on Channel management and Category management
Ensure effective communication & Liaising with Distributors to enable growth and development
Acquire new customers and mini distributors to increase market penetration Customer retention monitoring by market by month
Identify New markets for business development
Receive and follow up on orders by customer monthly Understand ways of working by commercial team through West East & Central Africa
Recommend changes to optimize processes on delivering to these diverse portfolio of markets
Forecast monthly by customer, by product
Manage claims effectively and close off within specified timelines Be proactive and creative with new potential markets with regular prospecting Manage distributors & Distributor teams to deliver key results Collaborate with support functions of Finance, Supply Chain and Marketing Lead weekly & monthly sales meetings with line manager and team Develop sound business relationships
Be proactive and creative with new potential markets with regular prospecting Coordinate info from Market and distributors to plan and strategize Field Sales Manager (Inland Central Region) 2016 - 2023 PepsiCo, Johannesburg, Gauteng
Identified growth opportunities within the Johannesburg territory and collaborated with sales teams to achieve sales goals. Managed the sales team, monitored sales and KPI activities, and ensured attainment of route sales targets.
Coached, trained, and developed sales reps, salesmen, and sales assistants using company programs.
Developed business opportunities and relationships with suppliers and customers for continuous growth.
Improved supply chain network by ordering appropriate stock and forecasting product demand during peak periods.
Collaborated with external merchandising services for effective retail and forecourt customer merchandising.
Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
Identified, hired, and trained qualified staff, teaching best practices, procedures, and sales strategies.
Negotiated space, promotional deals, and visual displays at stores to enhance sales and product visibility.
Achieved top-line plan, controlled operating costs, and reduced expenses. Investigated and integrated new strategies for expanding business operations and growing the customer base.
Demonstrated products to potential customers, highlighting benefits and encouraging purchases.
Prepared and presented weekly and monthly sales plans to the Distribution Operations Manager.
Fostered a positive and productive team culture in line with PepsiCo values. Ensured overall compliance with health and safety laws and company standard operating procedures.
Managed subordinates following company standards and policies, collaborating with HR Manager for recruitment.
Reviewed and presented volume, expenditure, and profitability actual/forecast vs plan to DCM.
Hired, trained, and managed sales staff, administering, and implementing a compensation plan to support area sales goals.
Collaborated with vendors, building effective partnerships to capitalize on emerging sales opportunities.
Formulated tactics and strategies to target potential customers in prioritized markets.
Analyzed sales data and stayed updated on market trends. Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings. Reduced expenses by negotiating contractor prices, terms, and service agreements.
Acting Regional Area Sales Manager (Inland
Central Region)
May 2022 - Oct 2022
PepsiCo, Gauteng
Lead and manage a team of sales managers.
Develop an Area Sales Operational Plan aligned with Sales & Operational Objectives.
Prepare team and regional budgets, providing input into the overall regional budget.
Conduct regular market assessments and utilize data to monitor and manage performance against targets.
Implement company training, development, and corporate responsibility initiatives.
Lead, develop, and support sales reps, ensuring proper training for the team and trade partners.
Execute daily route visits based on assigned activities and objectives. Recommend service and product enhancements for improved sales potential and customer satisfaction.
Drive target delivery through individual recognition, performance review, and reward.
Meet with customers to discuss evolving needs and assess the quality of relationships.
Determine gross-profit and annual unit plans, analyzing trends and implementing marketing strategies.
Stay current with economic indicators, trends, supply and demand, and competitors.
Develop and implement new programs, sales initiatives, and strategies for key demographics.
Uplift regional sales volume through strategic planning and execution. Organize training for new staff, participate in interviews, and contribute to the recruiting process.
Acting Distribution Centre Manager (Inland
Central Region)
May 2017 - Oct 2017
PepsiCo, Johannesburg, Gauteng
Led projects and analysed data to identify opportunities for improvement. Oversaw daily operations to ensure high levels of productivity. Lead and motivate the DC teams including sales, warehouse, and admin to achieve the highest standard of excellence.
Responsible for managing sales, warehouse, and admin KPI’s and ensure all targets are achieved
Responsible for developing the DC team through regular coaching & training using company training and development programmes
Responsible to achieve DC’s annual AOP plan through the implementation of growth plans that taps into market opportunities.
Manage and reduce all related costs of DC with a “smart spend” mind set. Prepare and present weekly and monthly sales plans to the RSM. Create a positive and productive culture at the DC that is in line with PepsiCo values
Responsible for overall compliance to all laws relating to health and safety as well as all company Standard operating procedures
Resolved conflicts and negotiated mutually beneficial agreements between parties.
Sales Graduate Apr 2014 - Mar 2016
PepsiCo, Cape Town, Western Cape
Internship - Store Planner Jul 2012 - Jul 2013
Woolworths, Cape Town, Western Cape
Courses
Certificate NQF5 in Managing Team
Performance
2024
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