Business Development Sales Manager

RICHARD CANLAS DE JESUS

***-* **** ********, ****** City

Mobile: 096*-******* (Smart)

Email Address: ************@*****.***

SUMMARY

Twenty-five years’ experience in business development, people and account management across leading consumer goods companies. Proven track record in delivering double-digit sales growth, improving operational effectiveness and launching new promotional and merchandising concepts in categories managed. Experienced Sales Manager and Sales Personnel in delivering best practice methodologies to yield 100% program coverage of targeted volume commitment. A systematic and creative sales professional that passionate about creating a competitive advantage to achieve good business results.

WORK EXPERIENCE

OWN BUSINESS July 2023 to December 2024

Collaborated and involved in various ventures with mutual acquaintances, particularly in the food and beverage sector.

Established a small family-run food enterprise focused on cashew nuts.

JTI PHILIPPINES, INC. December 2020 to April 2023

(Japan Tobacco)

Penthouse, W Office Building, BGC, Taguig

Company Background

JTI began their operations in the Philippines back in 2000. We have our head quarters located in BGC Taguig City, our manufacturing plant in Malvar Batangas and 38 sales branches strategically spread across the country. Our portfolio includes international brands such as Winston, Camel and Mevius.

Position Title : Territory Development Leader

Function : Sales, People and Account Management

Covering Period : May 2022 to April 2023

Duties and Responsibilities

Sales Generation, achieves volume, brand/sku, coverage, calls per day strike rate, distribution objectives in the various trade segments, work with the team, develop routing plans, analyze, identify & execute business

opportunities and ensure in-store retail/wholesale pricing is consistent with the agreed objectives.

AR & Customer Management, monitor the team’s Collection and Credit Efficiency, Quality of AR and aging accounts, conducts regular trade audits and ad hoc surveys, and maintains a cooperative working environment.

Establish good relationship with the accounts by conducting business in a fair and honest manner, review stores historical sales performance and future plans to ensure that the assigned call frequencies are consistent with the store requirements.

Inventory Management ensures ideal stock inventory in all routes at any given time and safeguard product freshness.

Organizational & People Development, responsible for territory and field force management by aligning area and territory structures, route plans and headcount needed to achieve coverage and distribution objectives. Develop, manages and motivates a competent team through company objectives.

Resource Allocation, Control and Asset Management, monitors and controls allocated budgets, POS materials, cycle materials. Ensure proper management, monitoring and maintenance of assigned company assets.

Sales Information Management ensures full report compliance and accuracy of data input. Provides timely feedback to the Head Quarters.

Position Title : Field Marketing Executive

Function : Sales & Marketing

Covering Period : December 2020 to April 2022

Duties and Responsibilities

Improve Distribution Sales Office (DSO) Volume and Distribution

Improve DSO’s number of Retailers and Buying Outlets

Improve availability of all variants in all outlets

Achieve incremental sales volume, business growth month on month

Ensure huge percentage participants on designed programs every month

Target Participating Outlets must hit 100% volume and distribution

Monitoring competitor’s activities

As Field Marketing Executive, we are the Backbone of Sales Department.

HUMABON DISTRIBUTORS, INC August 2019 to January 2020

(Nestle Philippines Inc.)

286 Geomax Compound

Bagbaguin, Valenzuela

Position Title : General Trade Manager

Function : Sales & Distribution

Large Store Format (LSF) & Small Store Format (SSF)

Company Background

Humabon Distributors, Inc. is the Exclusive Distributor of Nestle Products in CAMANAVA area and the whole Quezon City. They are in-charge with the Sales and Distribution for almost 10 years.

Duties and Responsibilities

People and Key Account Management

Conducts and lead all the parameters required by Nestle such as Day In a Life and Daily Operational Review

Consistently monitoring all the KPI’s specifically Sellout, Productivity, Strike Rate, Range of Products and Must Have SKU’s.

Regular Fieldwork Coaching and identifying Sales Gaps

Monitoring Competitors Activities

Must achieve the Skewing in terms of Sales and Distribution

PEPSI-COLA PRODUCTS PHILS., INC. August 2018 to January 2019

Central Luzon Operations – Pampanga H.O.

Sales Office: assigned in Sta. Maria, Bulacan

Position Title : Region Sales Manager

Function : Sales & Distribution

Direct Reports : Territory Managers (4), Key Outlet Managers (3),

Key Account Manager (1) & Territory Coordinator (1)

Job Purpose. Develop, lead, execute, coordinate (with all concerned functional groups) and monitor sales and distribution plans & programs of my territory team within corporate strategies and parameters with the objective of achieving targets. Establish goodwill with customers and with the community.

Principal Duties and Responsibilities

Responsibility 1. Sales Management

-Set objectives and monitor results following the Top Management Directives in order to attain sales and productivity targets.

Responsibility 2. Distribution

-Set, execute and monitor plans and programs in order to achieve distribution and productivity targets.

Responsibility 3. Marketing

-Execute and monitor the implementation of National and Local Marketing Programs of his territory teams in order to promote product presence and awareness and generate sales.

Responsibility 4. Financial Resource & Cost Management

-Plan, monitor and control, discounts, deals, distributors’ improvement programs, concessions, powered coolers, dealer fees, S&D controllable fixed costs and other marketing spending and credit in order to maximize utilization.

Responsibility 5. Organization & People Development

-Select, evaluate, motivate and train subordinates in order to build and sustain a competent sales force.

Responsibility 6. Business Planning & Forecasting

-Prepare annual operations plan, forecasts & tactical plans in order to build and grow the territory teams’ business.

Responsibility 7. Business Partner Management

-Implements business partner management processes and tools in order to ensure sustained profitable of relationship.

CONVOY MARKETING CORPORATION April 2017 to July 2018

Mother Company: Destileria Limtuaco & Co., Inc.

Kaingin Road, Quezon City

A.Sales Trainor (April 2017 to July 2018)

Conducting Comprehensive Trainings with newly hired Sales Personnel.

Selected Key Accomplishments:

Introduction to Company History & Milestones

Core Values

House Rules & Regulations

Intensive Product Presentation

Standardized Basic Call Procedure (BCP)

For Sales Supervisory Level: Effective Field Sales Coaching

B.Channel Development Manager (April 2017 to July 2018)

Special Assignment: To drive development of specific Channel Category plans across categories, with focus on a per area coverage to maximize channel prioritization, distribution and growth direction (To develop General Trade).

Key Outputs:

Accountable for understanding the latest trends, initiatives and competitive actions within assigned Channel. Responsible for channel inputs by identifying issues and opportunities across categories in the field, assessing implications and creation of specific solutions.

Accountable and responsible for setting guidelines on creation and selection of trade promotions for categories in the channel, based on promo effectiveness metrics. Responsible for channel specific pricing guidelines developed with Marketing, Sales and Finance.

Responsible for the monthly business review of the product list within a specific channel and ranking all SKU’s within a channel based on shopper, competitor and customer data.

C.Secondary Accounts Manager (January 2018 to July 2018)

Special Assignment. Achieves category in Market Sales and Distribution objectives in the assigned area territory.

Selected Key Accomplishments:

Formulates and executes a monthly sales and distribution game plan, addressing situational market conditions through sound strategic & tactical programs that have a clear-cut volume and distribution build/gain aligned with the targets.

Delivers horizontal and vertical distribution growth aligned with agreed KPI’s

Executes trade programs and implements trade marketing initiatives that strengthen in-store presence of all brands.

OWN BUSINESS June 2015 to March 2017

Engaged in business of Computer Shop, Internet & Gaming

First Batch of the UBER Transport Network Vehicle Service (TNVS)

COCA-COLA FEMSA PHILIPPINES, INC. May 2007 to May 2015

1890 Guanzon St., Otis, Paco, Manila

A.Field Sales Manager (2012 to 2015)

Delivers an effective, efficient and strategic sales solution that covers the areas of policies, procedures, compliance and enablers within the company’s directives.

Selected Key Accomplishments:

Source out market opportunities (new outlets, special events & activations);

Define actions plans based on business conditions and actions of competitors;

Provide support for the Pre-Sellers in outlet negotiations when needed, using the Value Proposal elements (Main focus on Gold Outlets);

Seek out exclusives on Outlets by proposal elements, credits, discounts and customers support materials such as tables, chairs, banners, etc..;

Pursue the customers satisfaction through the service provided by sales force;

Monitor the sales volume and product availability goals of each Pre-Seller;

Conducts outlet checks and field coaching activities with Pre-Sellers;

Design specific plans to guarantee the execution of the PicOS elements;

Look for improving the sales on the more profitable portfolio of sku’s;

Closely Monitor the Call Completions and Strike Rate of each Pre-Seller.

B.Key Accounts Executive (2007 to 2012)

Specially assigned in handling Region Key Accounts Group in all Airport Terminals, Hotels, Restaurants, Supermarkets and Amusement Centers. Was able to tap all the ideal and potential establishments and dealt with Product Exclusivity Agreement to outperform competitors.

Selected Key Accomplishments

Consistently hitting monthly target;

Top Performer in terms of selling the High Gross Profit Products;

Managing the Account Receivables averaging to 100% AR Currency;

Products merchandising are assured placed on First Position;

In-depth relationship with customers that provides a mutually beneficial relationship.

CENTURY CANNING CORPORATION

Period : July 2005 to April 2007

Position : Account Specialist

Objective :

-Responsible in handling Supermarkets, Groceries and Wholesaler accounts in CAMANAVA and Novaliches area.

-To consistently deliver the monthly sales commitment and prompt payments of all clients.

-To create new ideas for giving clients Trade Supports, Move out Programs and others.

-Four (4) Major Companies & Products handled:

1.Century Canning Corporation

2.The Pacific Meat Co., Inc.

3.Columbus Seafood’s Corporation

4.Snow Mountain Dairy Corporation

BUSINESS PEOPLE, INC.

Period : November 1994 to June 2005

Position : Account Manager

Objective :

-Primary Accounts Handling. Responsible in marketing for supermarkets, groceries and retail stores.

-Delivery of Products. Responsible in the delivery of products as well as getting the feedback on product satisfaction.

-Inventory Control Objective. Responsible in the assessment of inventory management being maintained by the company’s clients.

-Marketing of Clients. Responsible in the account maintenance of prospective clients and giving them in-depth information on the products offered by the company.

-Strategic Planning. Responsible in the planning and evaluation of marketing programs to help increase productivity for the company.

SEMINARS AND WORKSHOPS ATTENDED

Strategic Planning (Disruptive Thinking) February 2017, Business Paradigm

Value Dialogue January 2015, Coca-Cola Sta. Rosa

Leadership Training November 2014, Coca-Cola Sta. Rosa

Negotiation Skills October 2013, Coca-Cola Otis

Planned Sales Call March 2012, Coca-Cola Otis

Enhancement of Self-Esteem and February 2003, DPC Bldg, Makati City

Effective Sales

Persuasive Selling Format October 2000, Tektite Bldg., Ortigas

(Australian Approach)

Basic Call Procedure September 2000, Tektite Bldg., Ortigas

Power Dressing December 1999, UP Diliman

Power Selling December 1999, UP Diliman

Communication Skills Seminar June 1996, Baguio City

Concept Selling Workshop February 1995, In-House

Handling Customer Rejection Seminar March 1995, In-House

Product Knowledge Seminar April 1995, In-House

Winning Attitude Seminar May 1995, In-House

Persuasive Selling Workshop June 1995, In-House

Basic Call Procedure Seminar July 1995, Ateneo University

PERSONAL DATA

Birth Date : 03 August 1972

Birthplace : Manila

Age : 52

Height : 5’5

Weight : 180 lbs.

Sex : Male

Civil Status : Married

Spouse : Ma. Donna Serrano-De Jesus

Religion : Roman Catholic

EDUCATIONAL BACKGROUND

Primary : Sta. Catalina College 1979-1982

Awards : Bronze Medalist

Third Honor Awardee

Intermediate : San Sebastian College 1982-1986

Awards : Bronze Medalist

Third Honor Awardee

Secondary : San Sebastian College 1986-1989

Tertiary : San Sebastian College 1989-1994

Degree : Bachelor of Science in Marketing

RICHARD C. DE JESUS

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