Private Sales and Marketing Consultant
Private Company
Total years of experience :42 years, 11 Months
Consulting services focused on sales and marketing management.
PEOPLE MANAGEMENT
Manages and supervises the Sales Management Group in the disposition of their responsibilities.
Coordinates the support activities of the Service Engineer as required by the Sales Group.
Ensures proper training and development of staff directly handled, specifically in terms of skills and knowledge enhancement.
• ACHIEVEMENT OF SALES AND COLLECTION OBJECTIVE
Develops sales and collection plans to meet the strategic and operative objectives.
Reviews sales forecast and aligns it with market conditions. Direct action plans as needed.
Ensures the development of new businesses, markets and customers.
Conceptualizes, creates and implements sales incentive programs.
Ensures the proper administration of product/market exhibits and customer seminars.
Works with marketing and logistics to ensure efficient service to the customers.
Coordinates with the Credit and Collection group to prevent problematic accounts.
Ensures proper coordination of sales support requirements with the Product Management Group.
• MARKET INFORMATION
Reviews market data reports and validate information through field force surveys.
Coordinates with the Product Management Group in the preparation and updating of the strategic plan based on the annual sales and marketing plans.
Ensures adequate coordination of product licenses and registration with Regulatory Affairs and Logistics Departments.
• RESOURCES MANAGEMENT
Ensures effective management of receivables. Coordinates with Credit & Collection for the speedy collection of long outstanding accounts.
Prepares sales budget and ensures adherence to it. Monitors variances and implement correction actions.
Responsible for Sales Management Group’s P & L. .
•OTHERS
Regularly updates standard operating procedures / manual. Ensure compliance and implementation.
Takes charge of national sales conferences.
Actively participates in divisional and corporate projects.
Established and led Trade Channel Sales Group to ensure proper national trade distribution of Nestle Nutrition products in Key Accounts, Regular, Special Accounts, Hospitals and Distributors.
Product Category: Infant and Child Milk Formula, Follow-on Milk, Growing-up Milk, Cereals
• Helps achieve sales and distribution objectives for the Business Unit.
• Assists in the formulation of monthly sales forecast, distribution plans
• Lead, motivate and direct the Nutrition Channel Sales team in conceptualizing, formulating and implementing sales and distribution plans and programs.
• Helps coordinate implementation of the Nestle Nutrition distributorship and trade operations program.
• Evaluate and recommend sales force infrastructure re-configuration aligned with the individualized dynamics of the Point of Birth Channels.
• Oversee Sell-In and Sell-Out and inventory of NPI Trade Sales and its distributors.5
• Ensures distributor efficiencies in all facets of field operations.
• Conducts regular meetings and business reviews with Nestle Trade Sales, Ethical Field Operations and Channel Sales.
• Ensures product availability in all potential channels.
• Assists in the training of distributors & key accounts .
Provided direction and management to the national trade sales force in-charge of handling drugstore and hospital distribution of nutritional and pharmaceutical products of Mead Johnson; also directs the distribution activities for other Pharmaceutical principals.
Pharmaceutical Trade Sales/Drugstores Distribution/Supermarket-Grocery Drugstores
Product Category: Children’s Multivitamins, Pre-Natal Supplements, Infant Milk Formula, Follow-on Formula, Growing-up Milk, Pharmaceuticals
• Direct and control sales distribution activities of Diethelm sales force to achieve sales targets for Principals via efficient distribution.
• Ensures the effective distribution of clients’ products through sales force by creating a highly dynamic and motivated team.
• Prepares annual sales plan, expense budgets and incentive schemes for the sales force.
• Establishes sales and collection targets for specific regions and territories.
• Evaluates sales performance reports and takes necessary steps to further improve performance.
• Develops and motivates sales force through proper training programs that will equip them with selling and collection techniques.
• Collaborates with the higher management in the formulation of policies and procedures affecting sales.
• Does fieldwork with DSMs and SRs for their performance evaluation.
• Coduct Business Reviews on a monthly basis with both internal sales force and Principal Sales organization.
• Principals Handled - Mead Johnson Nutritional; Multicare Pharma; Hexal Pharmaceuticals
> 16 years in the Infant and Child Nutrition/Pharmaceutical Industry, successfully handled different positions in Sales and Marketing for the Nutritional Division
Ethical Sales and Trade Sales Experience including
National, Regional, District, Territory Sales Management
Sales Training,
New Product Business Development
Product Management
Product Category: Infant Formula,
Follow-on Formula, Growing-up Milk, Infant, Children’s Multivitamin Supplement, Pre and Post Natal Multivitamin Supplement, Soy / Special Milk Formula
Direct and control sales activities of Wyeth Nutritional Division in order to achieve sales and market share targets for the Division.
Coordinates closely with all departments and divisions to achieve maximum promotional effort in assigned products.
Ensures that business plans are made by respective regions at the start of the year and monitors proper implementation.
Monitors proper implementation of all marketing strategies and tactics.
Allocates and controls division financial budget,
Maintains full complement of the national sales force and sales managers.
Regularly coordinates with U.S. headquarters in order to ensure that corporate policies and regulation are complied with.
Developed and launched the billion peso brand - “Bonakid”
I assumed this newly created post for the Philippines with the primary mission of arresting the declining market shares of Wyeth on the older childrens’ segment by launching a brand that would prevent consumers from shifting to competitive brands.
Responsible for the identification of new product business opportunities and product development of existing brands.
Development of corresponding marketing plans and strategies for the introduction of new product entities. These includes the following activities:
Pre-Launch - market research; product formulation, packaging design and development; coordination with production, medical, finance, sales and marketing (local and international); forecasting, regulatory requirements; launch task force management.
Launch - launch conference, product manual preparation, training of sales personnel, launch to customers, HCPs, trade.
Post -Launch - conduct of post research evaluation, monitoring of sales, market shares, P&L and strategy implementation.
Building partnerships, tie-ups and co-promotion of brands,
Regular coordination with Wyeth International for new product opportunities for local market and with Wyeth Research for future product developments.
Coordination with all corporate departments to ensure smooth conduct of new product development and launches.
Sustained the high and consistent sales performance of GMA region (ethical and trade) and contributed more than 60% of company sales.
Analyzed competitive activities and initiated OPLAN: Counter-Attack to fight competition in ethical and trade sales promotions.
Initiated baby forecasting and was able to gain substantial market share in hospital accounts across the region.
Improved the coordination and working relationships between the trade and ethical sales forces.
Help build strong ties with key doctors and hospitals.
Led the region in negotiating and closing tie-ups with key hospitals and doctors.
SUMMARY OF DUTIES / RESPONSIBILITIES:
Direct and control activities of Territory Managers and District Managers in Greater Manila Area to achieve assigned regional sales targets,
Coordinates with counterpart division and other sales and marketing
sections to achieve maximum promotional effort in assigned products.
Maintain full complement of personnel ( DMs.TMs ) in assigned region.
Handled the # 1 infant formula in the Philippines - Bonna and was able to increase its dominant market share to 70% by the end of my term as PM.
Product Manager for Bonna, Nursoy, Clusivol OB - Nutritional Division
Acts as a point of reference for all matters relating to a group of products and ensures that such product line achieves the maximum growth possible while attaining profitability.
Prepares an Annual Marketing Plan dealing with both short-term, (1 year) and medium term (3 years) prospects of each product assignment. The Marketing Plan is prepared in accordance with guidelines laid out by management. Instructions preparation issued by Wyeth International as reference.
Recommends and develops specific strategies and advertising/detail aids for assigned products, to improve market penetration, product growth and profitability.
Controls advertising, promotional and related expenses in accordance with the budget in the current year are Marketing Plan.
Manages assigned products by formulating product sales and marketing strategies.
Coordinates with sales force for proper implementation of strategies and tactics for assigned products.
Coordinates with other departments to ensure smooth implementation of product related projects and activities.
Conducts regular sales and marketing conferences.
Regularly communicates with U.S. Head Office in matters related to Global Marketing Strategies.
Designed and facilitated Initial Classroom training modules for new reps and managers.
Designed new product manuals and conducted special training programs for the Nutritional Division whenever there are new products or training modules from the US.
Help in the field training and coaching of District Sales Managers and assisted the Regional Managers in the follow-up of training and development objectives.
Acted as a conduit between sales and marketing in proper implementation of the division’s plan and programs.
Helps conduct national sales conferences.
SUMMARY OF DUTIES / RESPONSIBILITIES:
Conducts classroom and field training of territory sales managers, district managers and other sales and marketing personnel.
Coordinates with marketing and devices product training manual for new products.
Constructs training modules for field personnel.
Implements in-house training programs.
ACCOMPLISHMENTS:
Upon assumption of office, conducted performance review and evaluation of all sales personnel for ethical and trade and re-assigned them if necessary.
Hands-on in the control and supervision of sales reps under me and instituted strict adherence to company performance standards.
Regular field coaching of all reps under me.
95% - 100% standard attainment for call coverage.
Consistent awardee in product knowledge and pre/post analysis.
Awarded the National DM of the year for 1993 for Wyeth Nutrition
1993 - National Finalist for the MEPI (Marketing Executives of the Pharmaceutical Industry) NATIONAL SEARCH for TOP DISTRICT SALES MANAGER OF THE PHILIPPINES
SUMMARY OF DUTIES / RESPONSIBILITIES:
Directs and controls activities of Territory Managers to achieve sales goals of the District on assigned products.
Coordinates with counterparts and marketing to achieve maximum promotional effort in assigned products.
Maintains full complement of personnel in assigned group through recruitment, selection and training of Territory Managers.
Consistent 95% - 100% coverage for all doctor selections
Top hospital nursery share performer for the infant formula market.
Initiated new scientific post-graduate courses in major hospital.
Top Territory Manager for Promil annual sales in 1987 in the trade.
Enhanced Wyeth relationship with key trade accounts as well as key prescribers in the area.
1986 and 1989 - Various awards were given in different positions held which includes excellence in sales, product knowledge, detailing and territory management.
SUMMARY OF DUTIES / RESPONSIBILITIES:
Coverage of assigned healthcare professionals and trade outlets to achieve assigned territorial sales goals.
Implementation of product sales strategies in assigned territory.
Organizing clinical meeting activities with the medical professionals.
Banking and Finance Experience
ACCOMPLISHMENTS:
Led the house to house deposit campaign of the bank.
Topped supervisory and staff trainings.
Career Highlight: Youngest middle management staff in the bank’s history.
SUMMARY OF DUTIES / RESPONSIBILITIES:
Supervise bank cash operations, which include deposit, withdrawal, and loans services.
Directly reports to the Branch Manager; supervise tellers, cash assistants and bookkeeper.
Other positions held prior to Bank Cashier were: junior cash assistant- signature analyst, regular cash assistant-signature analyst