National Commercial Capability and Deployment Strategy Lead
Philip Morris International
Total des années d'expérience :7 years, 2 Mois
- Project Management and Strategic Roadmapping: Coached ~1.5K affiliates over 25+ in-class, virtual, and hybrid programs, redesigned capability framework, and overhauled onboardings calendar based on Learning Needs Analysis.
- Learning Development and New Products Planning: Collaborated to design and deliver over 40 learning curriculums across diverse tiers for 11 new brand launches; awarded for shaping ZYN and IQOS training that achieved a 9.85 NPS.
- Technology Integration and Process Improvements: Generated Articulate-based immersive LMS content; introduced 2 digital applications for enhanced learning and in-market performance tracking, resulting in 35% operational efficiency.
- Negotiation and Vendor Management: Steered vendor negotiation, competency mapping, financial planning, and performance measurement for a bulk-hiring 5-year national contract worth $7.5M, involving 320 resources.
- Lead Generation and Account Management: Delivered carrier-centric marketing communication and compelling product demos that accelerated supply conversion by 15% and grew revenues by ~17%.
- Technology Integration and Process Improvements: Designed SOP playbook, implemented price estimation automation that drastically reduced RFQ response time by 92%.
- Project and Category Management: Spearheaded a $35K budget planning and allocation exercise to identify and target opportunities that grew market share by 0.2 pp.
- Trade Marketing and Brand Activation: Steered Trade, Shopper, and Customer marketing activities, policies, and systems for 130 merchandisers and trained 40 brand ambassadors for ~10 plug-ins.
- Data Analysis and Performance Reporting: Identified 30 weak clusters for targeted awareness and activation, resulting in a 20% increase in brand awareness, 3% in brand availability, and 17% incremental sales volume.
- Meeting and Exceeding Sales Goals: Consistently delivered annual sales and KPIs targets over 4 years, across 3 territories and set a national record with 1.3B stick sales to achieve a 0.3pp market share expansion.
- New Product Launches and Stakeholder Management: Coordinated 6 distributors, 10 depots, 90 salesmen, influenced ~2K retailer partnerships and managed collections, advancing the launch of 4 new tobacco brands.
- Data Analysis and Growth: Revitalized a $30M portfolio with a $20, 000 budget; leveraged data-driven insights from census, retail audit, and market data to redefine Route-to-Market and channel-mix, driving revenues by 15%.
- Strategic Customer Relationship Management: Nurtured a strong client relationship, trained users and identified business opportunities for key accounts, primarily British American Tobacco, that resulted in a 20% revenue increase.
- Research, Data Analysis and Strategy Consulting: Generated data-driven insights, and strategy consulting; instituted 2 enterprise-wide initiatives to target channels and merchandizing space for category share growth by 0.4pp.
- Partnership and Customer Relationship Management: Pioneered an integrated Partnership Package; onboarded 60+ B2B and B2C clients and secured 3K+ registrations to establish a central alum database.
- Project Management and Leadership: Presided over a multi-disciplinary 84-member team for events attended by over 2K alums and donors, generating $20K in revenue to assist over 100 need-based students' education.
- Graduated in Top One-Third of the Class - Semester Exchange Nominee