Experience

Foodstuffs North Island Limited

• New Zealand
• Retail
• 400 - 500 Employee

• Senior National Account Manager

  • Aug 2021 - Present

• Category Manager - Grocery (Gilmours)

  • Jul 2020 - Aug 2021

• Category Manager -Liquor & Tobacco (Gilmours)

  • Jul 2019 - Jul 2020



Pernod Ricard

• France
• Beverage Manufacturing
• 700 & Above Employee

• Key Account Manager On Premise

  • Oct 2018 - Jul 2019

  Position Summary:- To contribute to the successful achievement of the company’s goals through managing key regional accounts/customer groups within the wholesale channel to ensure all financial, volume and business relationship targets are met while maintaining company and brand integrity at all times. - Oversee day to day operation of Ecommerce sales through B2B partnerships and employee engagement.- Interface with marketing and sales to ensure that activities and strategies employed in nominated accounts are in line with current market trends and customer needs. - Develop and implement annual customer plans including promotional calendars, quarterly business reviews and NPD ranging targets. Implement channel specific business initiatives/ and special projects as required . Manage key customers/ groups as per customer list. - Develop strong relationships with key trade personnel to leverage business – owners, customers’ staff, trade & key hospitality leaders.On Premise Channel Forecasting:- Work closely with the On Premise Team to ensure accurate stock planning and forecasting.- Monitoring stock availability and flag any potential risks.- Weekly Stock reports to Sales Teams on Stock on Hand- Ensure Forecasting team is aware of upcoming Events and Promotions to plan accordingly.- NPD Forecast planning with National Sales Manager.

• Field Sales Manager Off Premise

  • Mar 2017 - Oct 2018

  Key Performance Indicators:- Commercial & Planning- Territory Management & Customer Interface- Team Management and People Development- Administration- Quality, Safety and Environmental Compliance

• Territory Manager On Premise

  • Oct 2015 - Mar 2017

  Planning:- Set Brand, Value and Volume objectives by total Territory- Develop and Negotiate tactical partnerships to meet individual Customer needs.- Initiate cost effective promotions from concept to sign off- Identify and agree call frequencies across portfolio - Advise on, negotiate, recommend and compile Wine lists - Ensure distribution on new products and increase brand availability within an outlet- Conduct regular reviews to ensure plans are in line with objectivesExecution:- Review weekly planner and prepare for weekly calls- Identify new Business opportunities- Implement in store customer and staff training- Adhere to agreed level of sales calls per weekAdministration:- Outlet Business Plans completed as required and reviews conducted regularly- Effective completion of Partnerships, Deal Calculators, promotional plans and outlet documents- Customer call list maintained- Planning and targeting of trade promotions and focus products



Distell

• South Africa
• Beverage Manufacturing
• 700 & Above Employee

• Territory Sales Manager Grocery (known as Field Sales Manager in NZ)

  • Aug 2014 - Jun 2015

  Achieved sales targets as per business planAchieved set volume and value targets on strategic focus brands Implement and increase awareness of the strategic focus drive initiativesSales force effectiveness process implemented successfully in team and embedded in sales teamAction plans executed effectively, progress reviewed and actions revised to achieve sales effectivenessTechnology enablers and sales processes are optimized /improved to increase productivity and salesOptimize all resources to achieve sales targets and resolve issues quicklyAccountable for execution of 4 A’s (Availability, Accessibility, Activation, Affordability)Plan and execute the Quarterly sales planAnalysed & understood business needs of top customers by monthly visits to identify sales opportunities & influence orders for increased sales.Team anticipated customer needs and competitor tactics – resulting in proactively identifying opportunities and potential problems eliminated to increase coverageProfessional communication, behaviour and actions resulted in a high level of credibility, trust and respect throughout the business (internal and external customers)Live company values by individual and teamPerformance reviewed regularly, everyone had clear picture of current performance, recognition given where it was due and less than full performance acted upon (incentive scheme alignment)Team is competent, motivated and committed to achieve targets and to sales processTraining identified and in field assessments and coachingAccountable for the full HRD function: Recruitment, on boarding, Induction, training and competency assessment and overall capacity and capability building of the sales teamShare and implement new ideas regarding sales and improving effectiveness of sales force and processesProviding timeous feedback to team and internal customers on areas for improvement on efficiencies, competition activities or any burning issue requiring quick solutions and attention.

• Regional Sales Manager

  • Mar 2013 - Jul 2014

  Self and team consistently meet budgeted/planned targets (quantity, cost, quality and time) Improved RSS for areaMarket share gains/lossesImproved efficiency, utilization rate and productivity year on yearTeam plans, budgets and schedules in place like distribution calendar, forward shareOptimise resources effectively Plans executed effectively, progress reviewed and actions revisedTimely and validated input data to reportsReduce non-value-adding work Achieve attendance and positive discipline targets – people problems solved quickly, reducing grievancesCustomers satisfaction levelsProfessional communication, behaviour and actions resulted in a high level of credibility, trust and respect throughout the teamTeam performance on standardDevelopment plans are in placeFully competent teamBusiness opportunities identified and action takenRecruitment and coachingImplementation of strategy and channel planDrive brand visibilityImplementation and maintenance of PlanogramsEnsure Budget adherenceCorrect use of ROI and Promotional Liquor

• Junior Channel Manager - Retail Channel

  • Jul 2012 - Feb 2013

  Tracking and monitoring of National Marketing and Merchandising cycles – pre implementationWeekly meetings with Procurement on cycle process flowPopulating store list for Retail Channel (Right product, Right outlet)Tracking of Merchandising POS and ROI on a weekly basis – Cycle elementsCommunication between Marketing and SalesCycle Feedback to Marketing from Sales (performance vs. implementation)Analyzing Brands on performance and investigate the way forward (what needs to be done for the Brand to grow and regain losses)Presenting Brand performance to Marketing CEM processCollecting Data from different departments in order to complete analysisTrade Visits to core focus Retail areasAssist Channel Manager with presentationsTraining on our Channel link to the Sales force – Nationally Uploading Store lists on Blackberry Portal for SalesMonthly reports on Cycle Pull percentage vs. ImplementationPlanning for Cycle RoadshowsUploading Store lists and One pagers from National Key Account ManagersIdentify, investigate, validate & implement new shopper promotional opportunitiesLiaise with Consumer Marketing Channel and Key Accounts Managers on promotional themesCo-ordinate creative elements to themesManage the application of the shopper incentive elements Management of promotional grids as per allocated channelsManagement of customer database and product images e.g. SKU WorksSetting up account specific POS innovation through the businessEvaluate shopper promotions and communicate results back to the businessLead workshops with Sales, Marketing & Suppliers to ensure clear executional guidelines for launches

• Sales Representative (known as Territory Manager in NZ)

  • Oct 2003 - Jul 2012

  Constant Customer Service ExcellenceSelling and marketing new products.Reaching sales targets at the end of each monthReaching Set Distribution Targets (Premium Brands)Writing monthly reports. (own area & region)Attending to customer needsMaintaining a good relationship with customers.Negotiating and Dealing with Key Account Customers.Ensuring achievement of Key Account Contracted Targets per brand. (Drive brands)Attending to customer complaints, such as quality problems and account queries.Responsible for organizing promotions and in – store tastings.Continuous improvement with forward share and brand buildingPlacing orders for customers.Negotiating deals with customers on specific brands. (non-Contracted)Responsible for merchandising in Local and Country outletsNegotiating floor space and implementing all cycles