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- 1. 6 0 W E L L F R E E R R O A D • B L U F F • 4 0 5 2 P H O N E + 2 7 3 1 4 6 6 5 2 7 0 M O B I L E + 2 7 8 2 4 9 9 9 2 2 6 • E - M A I L N A L L E N . G O V E N D E R @ P M I . C O M W W W . P M I . C O M N A L L E N G O V E N D E R PERSONAL INFORMATION Marital status: Married Nationality: South African EMPLOYMENT PHILIP MORRIS JUNE 2008 - PRESENT TERRITORY DEVELOPMENT MANAGER : The responsibility of a Territory Sales Manager is to lead, manage and equip the Sales Representatives to implement and achieve specific trade marketing & distribution objectives in line with the Regional Operational Plan within the defined geography. Knowledge : o Ability to effectively organize and prioritse multiple projects and associated tasks, while delivering on time within budget. o Understanding of the strategic planning principles of the company and the direction being followed. o Good Understanding of consumer segmentation, profitability, pricing, product ranging, utilization of research, space management and plannograms. Principle Accountabilities: Business Results: o Ensure that objectives in terms of availability, visibility, volume, quality including product freshness and customer price of products are achieved for the Territory. o Ensure the implementation of retail plannogramming and merchandising coverage within Territory. o Ensure that all outlets are compliant with International Marketing Standards and all Corporate Guidelines.
- 2. Leadership Results: Strategic: o Manage, inform, develop and motivate the Sales Representatives in order to deliver activities that are superior to the competition in respect of both core and added value services. o Propose goals and KPIs for the programmes implemented in the Territory and track ongoing results. o Ensure that the Territory Team and trade partners are well-trained and aligned with International Marketing Standards and all Corporate Guidelines. o Ensure implementation of on the job trainings in order to increase skills and knowledge necessary for my team. Maintain optimal performance standards through on the job trainings and retail audits, identifying individual and group training needs. o Management of 3rd party Agency – Smollan o Adoption, collaboration and implementation of the commercial vision. People: o Improve all identified development areas , by achieving the signed off development plan with the Regional Manager, o Ensure that at all times the Territory Manager provides leadership to representatives by setting an example of excellence. o Ensure that the Sales teams are briefed in line with the communication planning process. o Ensure that area team is well trained on company systems, processes and procedures. o Ensuring effective performance management and on-going development through the achievement of infield targets. Management Results: o Develop and Implement Territory Operational Plan in line with the Regional Operational Plan. o Consolidate data gathered by area team to ensure that the Regional Manager is fully informed at all times. o Reconcile all representative accounts in line with defined processes and procedures.
- 3. o Ensure that internal control procedures are followed in relation to the identification and resolution of cash and stock shortage discrepancies on a daily basis. o Manage cash collection issues ensuring that Trading Terms and Conditions, Credit Applications are implemented and negotiated in line with company procedures and legal requirements, minimising commercial risks. o Manage the productivity & cost optimisation of the area through the achievement of productivity targets (visits per day) and sales strike rates. Relationship Results: Internal: o Work Closely with Regional Marketing Finance, to ensure that all company budget are managed effectively and including collection of overdue accounts. o Work closely with Regional Planner to ensure the efficient deployment of Sales and Trade marketing Routes. o Provide insight on Territory’s characteristics to the Regional Manager to develop appropriate programmes for the Area. External: o Build and maintain relations with key retail customers within area, as identified in conjunction with the Regional Manager. Innovation Results: o Gather/ generate innovative ideas for enhancing trade programmes and develop solutions in overcoming obstacles to meeting all Territory Targets.
- 4. PHILIP MORRIS JUNE 2005 – JUNE 2008 WHOLESALE EXECUTIVE o Key responsibilities: Ensure that objectives in terms of availability, visibility, volume, quality including product freshness and customer price of products are achieved for the Territory. o Ensure the implementation of retail plannogramming and merchandising coverage within Territory. o Ensure that all outlets are compliant with International Marketing Standards and all Corporate Guidelines. o Ensure Business Reviews and other internal as well as external reports (A.C Nielson, Synovate and ISM’s) are addressed with action plans. o Management of Promotional activity and Trade Shows PHILIP MORRIS MARCH 2004 – JUNE 2005 SALES REPRESENTATIVE Key responsibilities: o Maintain and service an existing base of customers within an assigned geographic territory. o Ensure all products, pricing and advertising material is in place supporting the cycle planner. o Weekly reporting on Market Intelligence – whilst offering area specific solutions. o Maintaining client relationships in order to enhance category and profitability. o Ensure regular Business Review updates with weighted and numeric customers are in place followed by an action plan. o Negotiating the sales drivers: availability, visibility, speed to market, advocacy and tposm understanding.
- 5. SITEL CORP. (UK) – LONDON - JUNE 2001 – JUNE 2003 CUSTOMER SERVICE OFFICER INBOUND Key responsibilities: o Sales and retention of financial products (insurance on credit cards, policies) o Working with various Banks (NatWest, RBS, Barclaycard, City Bank) in order to sell various banking products to existing clients o Responsible for training of new staff through mentoring and coaching program o Contribute in writing scripts to various clients in conjunction with attorneys. o Achieve daily, weekly, monthly and yearly individual as well as team targets o Aid with the verification process to complete sales SUPPLY CHAIN SERVICES – MARCH 1995 – JUNE 2001 SALES REP Key responsibilities: o Sales and merchandising of international and local brands inc. o Focus on distributors and monitor their sales o Monthly reports to sales manager o Implement and activate ongoing working plans for merchandisers and area territory o Organize and co-ordinate in-store promotions o Implement and monitor distributor sales targets o Manage a team of 12 merchandisers within one’s territory o Implement Plano grams and category management. o Negotiate brand visibility and advertising channels
- 6. QUALIFICATIONS AND REFERENCES Currently studying at IMM – Dip in Marketing Management Damelin Management School -Durban Sales and Marketing (Certificate) Subjects Passed: Principals of Management Marketing Public Relations Natal Computer College Durban Business administration (certificate) Computer operations and basic programming (certificate) Accounting 1 – 3 (certificate) Subjects passed: All of the above Matriculated in 1991 at P R Pather Secondary Subjects passed English Afrikaans Accounting Business com Economics Mathematics
- 7. References OTP Durban Craig Fourie Tel: 082 525 5225 Ahmed Omar Tel: 031 201 4378 / 082 4999 213 SITEL Co-operation United Kingdom Nichola Turner – Client Services Manager Tel: 0044 72 155 2277 Supply Chain Services Charm Naicker - Manager SAP RTT Tel: 083 679 8905