Key Account Manager
Symbion Pharmacy Services
مجموع سنوات الخبرة :14 years, 4 أشهر
Symbion Pharmacy Services is a leading Australian wholesaler, servicing the pharmacy and hospitals sector. Symbion is a division of the privately owned Zuellig Group of companies, with sales in excess of US $4billion annually. It has a long heritage of excellence in the distribution of pharmaceutical and healthcare products.
Responsibilities:
• Responsible for sales target of US $77m
• Develop and implement Key Account plans to include overall growth strategy and annual sales budget.
• Develop and maintain relationships with Pharmacists/Pharmacy Owners and Retail Managers
• Negotiate wholesale trading terms with Pharmacy Owners
• Responsible for selling the ‘Pharmacy Choice’ retail program, and implement ng the program to maximize both dispensary and front-of-shop / OTC sales via merchandising solutions (Gondola Ends / Displays, planogram implementation, local area marketing / catalogues, customer demographic mapping etc)
• Meet distribution targets for new consumer products, gondola ends, marketing catalogues.
• Sell pharmacy franchise owned brands - Terry White Chemists and Chemmart
• Create new business through contacts and prospective customers
Achievements:
• Increased sales by 7.3% YTD June 2011
• A key team member in the communication and implementation changes to trading terms for Pharmacy owners, in the wake of Pfizer’s direct distribution model.
• Project managed the development of ‘U Pharmacy Group’ - internal and external signage development, planogram implementation, marketing catalogues, local area marketing campaign, consumer products brand presence, retail staff training on in-store merchandizing standards.
• Involved in the opportunity identification of ‘Project 100’. Secured a new Chemmart franchise member with an estimated wholesale of US $4 m per annum.
• Achieved +5% turn over with Parkdale Pharmacy, participant in “Store Guarantee” program.
Michael Page International is a leading professional recruitment consultancy specialising in the recruitment of positions on behalf of the world’s top employers. Listed on the London Stock Exchange, The Group operates through 148 offices in 32 countries worldwide.
Responsibilities:
• Develop new client relationships in the FMCG industry via cold calling and face-to-face client meetings
• Maintain existing client relationships through varied business development activities.
• Negotiate terms and fees with Clients
• Attracting high quality FMCG sales & marketing candidates through advertising, networking and referrals
Reason for leaving: I was made redundant due to the global financial crisis in 2009.
Go Natural is a 100% Australian owned health food company which manufactures, markets and sells a range of health food products. The Go Natural brand of health snacks are sold via Distributors into the FMCG market - modern trade, food service, HORECA and traditional trade channels.
Responsibilities:
• Responsible for the distribution and sales via Distributors
• Manage trading terms with Distributors and Retailers
• Achieve listing and distribution targets within agreed timescales, which are supported by merchandizing solutions.
• Driving sales through retail customers, via the planning of promotional activities. Customers included Village Cinemas, BP and Mobil retail fuel outlets, Independent supermarkets, Retail pharmacies and major chain of health food stores.
• Initiate and present joint promotional opportunities
• Monitor customers stocks and purchases and negotiate orders to maximize sales potential.
• Develop sales incentives for Distributor’s sales representatives
Achievements:
• Increased sales by 18% and 21% each consecutive year
• Established a new client relationship with Village Cinemas, resulting in Go Natural brand presence in the Entertainment channel
• Increased product ranging from 12 to 18 lines within BP petrol stations
L'Oreal is a world leader in beauty products within the FMCG industry, operating in more than 130 countries. It markets and distributes a range of cosmetics, fragrances and personal care products, for leading international beauty brands such as L’Oreal, Maybeline, Garnier and Kerastasse.
Responsibilities:
• Achieving sales target of RM13million per year (Malaysian Ringgit) within the Modern Trade channel.
• Manage relationships with International Retailers such as Tesco, Jusco Supermarket and Giant supermarket
• Achieve listing and distribution targets within agreed timescales, which are supported by merchandizing solutions.
• Present and sell marketing initiatives to secure joint promotional opportunities.
• Develop and maintain trading terms with Retailers
• Formulate and implement strategic and tactical sales with Marketing
• Leverage merchandising opportunities, retailer promotion / event opportunities.
• Lead, coach and motivate a team of Sales Representatives \[3\].
Achievements:
• Achieved monthly sales target of RM1 million
• Implemented an effective Sales Call planner for 3 Sales Executives, which improved daily effectiveness and efficiency
• Developed a rolling marketing calendar for each product category
Reason for leaving: Returned to Melbourne, Australia for family reasons
Permanis Sandilands is PepsiCo's Malaysian franchisee / bottler. It is a leading FMCG company based in Kuala Lumpur, specializing in the manufacturing, marketing, sales & distribution of Pepsi branded & local branded beverages into Modern Trade, Convenience and On Premise / Food service / HORECA channels.
Responsibilities:
• Orchestrating resources to drive beverage sales in the On Premise channel.
• Manage the customer relationship with YUM! account (KFC and Pizza Hut) and other national QSR accounts
• Lead selling of initiatives of new products, pricing, merchandizing, assortments to Customers.
• Formulate and implement strategic and tactical sales with Marketing and Trade Marketing.
• Develop and deliver sales presentations, to secure joint promotional opportunities.
• Organize and facilitate annual business development reviews
• Conduct monthly and quarterly work-in-progress meetings with key Customers.
• Conduct in-store marketing training for Customers
• Identify Customer’s needs, and collaborate to ensure Pepsi’s objectives are also met
• Coach and develop 3 account executives through work-with programs / joint customer calls
• Ensure operational execution and KPIs are achieved
Achievements:
• Increased beverages sales of YUM! (Malaysian franchisee / KFC and Pizza Hut) by 10 %
• Successfully negotiated renewed trading terms with 3 national QSR / on premise chains
• Successfully trained & mentored 3 Account Managers.
• Key team member involved in the sell-in process of new beverage brands and flavours into the Malaysian on premise market / food service market.
• Build customer relationships and grow sales with the HORECA channel by 7%
• Key team lead in the presentation and sell in of joint promotional activities based around Pepsi’s key marketing initiatives / properties
Responsibilities:
• Grow room night sales for Hotel properties in China & Indochina.
• Develop new accounts and manage existing accounts within the Corporate and Travel market.
• Negotiate corporate & travel agent rates for each hotel.
• Client servicing in both corporate & travel agent market segment.
• Customize hotel, conference, event & travel packages to meet client needs & budget.
• Develop and propose travel programs / activities for the Leisure market.
Reason for leaving this position - this was a contract position
Responsibilities:
• Develop the Hotel’s Accommodation & Banquet sales for 4 Hyatt properties in Malaysia
• Customize meeting & event packages to meet customer’s needs & budget
• Develop and customize conference, event & travel packages for the Corporate segment
• Conduct hotel familiarization trips for Corporate clients
Responsibilities:
• Gained operational work experience in all departments - Front Office, Food & Beverage, Sales & marketing
• Reviewed and reported of work processes with the objective of recommending solutions for each department.
Achievements:
• Represented Hyatt Malaysia for the orchestration of the Sultan of Brunei’s Birthday at Hyatt Management, Brunei.
• Represented Malaysia’s food and culture via a cross promotional initiative with Thailand at Banyan Tree Resort, Phuket.
Graduated with Distinction.