NSM/ RE (Chemical / Industrial / FMCG)

• Leading the Petrefuel Retail Service Station petroleum business development including planning, new build project planning/set-ups, marketing and retail sales of product service offer (MS- Petrol, HSD – Diesel and Lubes, IP incl LPG)
• Formulating marketing strategies for retail operations and products including PMS (Petrol) and AGO (Diesel)
• Functioning as one point solution provider for customer interaction, managing a network of Retailers, Agents and Distributors.
• Recording sales data across all business networks, leading to reduced dependency on manpower and potential threat of theft on sites.
• Develop and execute the sales and growth strategy, including identifying acquisition candidates, while ensuring that the greater sales organization (Dealer Business Consultants ‘DBC’, Dealer Business Specialists ‘DBS’, and Commission Sales Agents ‘CSA’) achieve sales goals and gross profit objectives.
• Driving end user/customer base sales force effectiveness leading towards annual vols and GP targets achievement.
• Grow the collective business through the acquisition and support of new accounts and the ongoing retention of existing accounts, while implementing and managing all value-added programs.
• Ensure excellent customer service delivery is provided to omnichannel customers by the Sales, Operations, Transportation and Accounting teams.
• Manage the branded and unbranded business relationships, as it relates to all contractual obligations for new business, renewals, volume, incentives, and credit exposure.
• Review and approves all new and retention deal financials, related to incentives and/or image monies.
• Accountable for the maximization of volume and profits, as well as effectively managing and maintainingcompany assets.
• Establishes and maintains productive working relationships with all Customers, Operations, Accounting, Transportation, Real Estate, and Environmental resources.
• Review and manages market plans, including operating budgets, staffing plans, marketing plans, real estate plans and capital expenditures.
• Ensures that Fuels Accounting provides timely and accurate billing, along with consistently strong customer service related to all credit cards, freight, and general customer inquiries.
• Assist with/Aids legal issues resolvement via the Corporate Legal department, including direct management of all ongoing litigation.
• Ensure that the company's policies are communicated and implemented.
• Manage and build overall customer relationships by coordinating and leading the activities of customer focused teams.
• Development of strategies to increase sales penetration and profits in assigned accounts.  Develop customized presentations for various decision-making audiences to close on new business.
• Work on special assignments to support/promote company brand awareness strategies and initiatives.
• Administer reports relating to sales, ROI, proposals, customer trends, and related sales activities

Industry Market Segment : Retail/FMCG/Paint/Trade/Chemical/Manufacturing/Construction.

Geographical Area : KZN, South Africa.

Product Band Split % : Decorative 45%, Protective 35%, Industrial 15%, Automotive 5%

Key Account Segment Split % : Zeroed database. Had to generate new accounts from scratch.

Direct Reports : Business division was at infancy stage to have any direct reporting personnel at this point of implementation/business account development.

• To exceed specific goals for profitable revenue growth.
• New business development.
• Site product use specifications.
• Conflict management/Product complaint troubleshooting, technical assistance and or resolvement.
• (CRM) Client Record Management/ CRM Data capturing.
• Implement company sales process to establish a culture of consultive selling to customers’ decision makers at all levels and or platforms.
• Cultivate and maintain effective business relationships with executive decision makers in key accounts.
• Pre-qualify and pursue identified business prospects, participating actively in the planning and sales process for business opportunities.
• Collaborate with marketing resources to define overall sales strategy coupled with development of products and solutions responsive, value add considering ROI (Return of investment) to the customers’ business module.
• Apply research insights and to provide compelling advertising solutions based on the company’s business strengths.
• Establish a planned program for working closely with Account Executive on all aspects on the sales process as well as conduct market research to understand competitors and market trends.
• Perform all duties as needed or required to maintain and grow profitable business within the assigned portfolio.
• Site visits and Product Use Specification Composer.
• GP Rands, GP Literage, Product Rands, Product Literage management.
• Provide leadership through effective communication of vision, active coaching and individual personnel development (IDP- Individual Development Plan) taking the appropriate action to realign/correct when necessary.
• Ensure effective hiring, orientation, training, development and retention of existing business.
• Provide sales management, budget control planning.
• Proactively identify changes in market trends within the coating sub sector, delivery systems and competitive pressures to develop and modify strategies/tactics accordingly.
• Maintain competitive product/new product development trend knowledge to create and adjust sales strategies.
• Develop and implement quarterly/annual sales business plans.
• High level of teaming and collaboration skills development either individually or collectively to gain the commit

Industry Market Segment : Hospitality/Regular Bar/Regular Nightclub/Liquor Sales & Marketing

Geographical Area : North Coastline, Durban CBD and South Coastline- KZN, South Africa.

Spirit Brand Split % : Spirit Portfolio 100% (Remy Martin, Hennessy, Skyy Vodka, Grants/Glenfiddich Whiskey, Jose Cuervo Tequila amongst other famous brands)

On Premise Segment Split % : Regular Nightclubs 30%, Regular Bars 70%.

Direct Reports : Promoters as per agency allocation for sales activations/events.

In partnership with the National Sales Manager and Kzn General Manager, develop and conduct sales activation plans, brand education and training, market surveys, competitive pricing surveys.

General sales meetings with Regular Bar/Regular Nightclub owners to identify listing opportunities.

Provide National Sales Manager and Kzn General Manager with market intelligence and recommendations for effective planning or programming.

Execute new product launches/sales activations/events with merchandising.

Manage merchandising pre-planning.

Execution and Communication of Sales Objectives.

Communicate all necessary information and brand education on core focus brands and all other Spirits programs, strategies and standards to Regular Bar/Regular Nightclub owners/managers on duty in an effort to build and or refresh brand awareness.

Establish brand presence in the On Premise market and conduct regular market work-withs to ensure assigned Spirits portfolio blueprint, brand priority and initiatives are maintained/increased.

Implement sales performance measures and targets using the assigned Spirits brands priorities with venue owners while assisting in achieving expected results within On Premise portfolio.

In Market Training and Relationship Development.

Develop, cultivate, and maintain strong relationships with key On Premise accounts, owners/managers and buyers.

Leverage relationships to explore business opportunities.

Work with, coach and educate venue sales members/staff (eg. Barmen, waiters) on all Spirits brand priorities, standards, product development knowledge.

Provide product education sessions to wait staff, retailers and other customers applicable.

Partner with Trade Marketing to create and execute local programs and initiatives.

Administration and Analysis.

Provide feedback on market issues: opportunities, trend changes, challenges, distributor issues and competitive activity.

Work with National Sales Manager (NSM) including General Manager (KZN GM) to develop action plans for business opportunities through the use of strategic insights and as applicable leverage distributor/On Con venue sales data.

Conduct and report weekly progress checks of distributor/On Con venue performance for assigned area/database.

Manage all On Con tastings, sales activation events costings/budgets effectively and provide regular updates to National Sales Manager and KZN General Manager.

Insure required reports are turned in timely and as necessary.

• Through customer service excellence, service existing customer accounts assigned. • Market Intelligence: maintain regular contact with customers to understand inter changing needs- identifying viable new business opportunities. • Ensure timeous follow-up and customer service needs response. • In conjunction with National Sales Executive and in response to customer needs, facilitate bespoke PSO recommendations, application and performance + color mistint investigation feedback incl imminent remedial action. • Develop high level account planning strategy to cultivate key account sales incl prospective high revenue contributors. • Effectively exploit Plascon SA sales tools eg CRM incl methodical approach to review and manage accounts, maintain call logs and contact info, run reports, etc. • Partner with Store Owners/Managers and other key floor stakeholders (dept HOD, counter staff and the likes) to ensure customer’s needs are met and or expectations exceeded, translating those efforts into monetary value by prompting repeat business. • Manage customer debt, minimizing DSO • Develop thorough understanding of customer base market dynamics incl follow on business trends especially the segments serviced by, to gauge/revise brand position effectiveness. • In conjunction with National Sales Executive, facilitate timely and accurate customer tenders (RFQ's and the likes) to achieve marginal targets aligned to pricing strategies. • Manage personal expenses to reduce unnecessary regional marketing expenditures incl cost to maintain company assets and diagnostic equipment as to maximize company resource product solution life cycle. • Achieves regional budget and business plan by gaining new business while supporting and growing existing customers. • Maintain and or Identify trends that effect current and future growth of web traffic- sales and profitability. • Maintain high level market related understanding re industry changes, competitor PSO developments, intercompany product features and benefits developments incl L & D upgrades and effectively communicate (incl technical data) to customers, end users and prospects specific to their needs, if not potentially. • Continually develops relationships with Key Distributor’s and Manufacturing customers to promote and ensure high levels of satisfaction and retention through monthly calls, audits and review meetings. • Select, train, coach and manage a competent and dedicated salesforce. • Promote a positive company image and develop long-term relations with the customer by participating in major customer events. • Conduct staff appraisals and manage remedial action when required as per IDP. • Encourage collaboration between departments. • Develop and manage an efficient and effective distribution network. • Fostering transformation. • Multi Project Co-ordinator. • Portfolio revenue contribution annually R110million +.

Customer Service Agent.

Complete financial advising (tax planning, estate planning, all life risk planning, all capital wealth growth planning, retirement planning, etc.).

Quotations composer.

Short/Long term insurance Agent all included of car, business & household (Domestic & Commercial) categories for Mutual & Federal.

Self-Management.

(CRM) Client Record Management/ CRM Data capturing

Servicing/Portfolio reviews of existing business including acquisition of new business

Account sales target achieving/Sales management including route budget control planning versus ROI (Return of investment).

Company representative.

Market researcher.

Trade Presenter.

Relationship builder.

New Business Developer.

Negotiator at CEO/Corporate level. (01/03/2009-31 April 2010).

Achievement of Note:

Rated in the Top 7 Professional junior Financial Advisor in the region for the year 2009 within 12 months tenure in Old Mutual.

Succeeded within 12 months tenure in Old Mutual membership at 51 club, Old Mutual SA recording 3.11 rounds, bronze status recording 2.94 rounds and recently silver status recording 2.79 rounds.