Anna Loraine M. Tolentino
Calgary,AB
Summary
Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams.
Overview
19
19
years of professional experience
Work History
Head of Sales
Valiant Distribution Incorporated
10.2023 - 06.2024
- Develop and execute strategic sales plans to achieve company objectives
- Directly oversee the management of Valiant’s sales teams, including Modern Trade, General Trade, Sub Distributors/Regional Distributors, and Drugstore Channel
- Manage diverse brands such as Perla, Kewpie, Edgewell, Mandom, and Clorox across the entire Philippines
- Establish strategic directions for all teams to attain specified business objectives, encompassing IMS/Volume, distribution, visibility, trade spend, and account receivables
- Build and maintain strong relationships with key clients and partners
- Lead and motivate the sales team to meet and exceed sales targets
- Monitor and report on sales performance metrics, adjusting strategies as needed
- Collaborate with other departments to ensure alignment with overall company goals.
National Sales Manager
Valiant Distribution Incorporated
01.2023 - 09.2023
- Responsible for directly managing all sales teams of Valiant to wit; Modern Trade, General Trade, Sub Distributors/Regional Distributors, and Drugstore Channel
- Handles the Kelloggs and Pringles business under Valiant Distribution for total Philippines
- Set directions across all teams in achieving set business objectives: IMS/Volume, distribution, visibility, trade spend and account receivables
- Grew Kelloggs/Pringles business in the Philippines by 32% in Volume and 58% in Value as of YTD August 2023.
Channel Manager
Valiant Distribution Incorporated
12.2015 - 12.2022
- Manage the business operations of National Key Accounts (NKA’s) and total Modern Trade consisting of SM Group, Robinsons Group, Puregold Group, Philippine Seven Chain, Family Mart, Landmark, Waltermart and other balance accounts
- Reporting directly to Head of Sales
- Currently managing overall Modern Trade Accounts nationwide
- Led the sales organization in fulfilling the sales directives of 6 Principals
- Manage and Supervise 3 Area Sales Operations Manager, 3 Key Account Managers, 8 Key Accounts Specialist
- Profitability Management
- Budget Planning
- Forecasting
- Achievement of 92% AR Collection
- 100% Achievement of Sales Target on a Monthly and YTD basis for the Total Modern Trade Channel
- HD Management.
Area Sales Operations Manager
Valiant Distribution Incorporated
09.2012 - 11.2015
- Manage the business operation of GMA South Territory covering Wholesalers and balance General Trade Accounts
- Manage and Supervise KAS and SR’s
- Makes specific plans to achieve monthly and yearly sales targets
- Ensures achievement of collection plans
- Collaborates with other departments to clean-up Partial Balances
- Minimizes RUD’s
- Ensures Claimability of Trade BO’s
- Responsible for Coaching and Training Sales People
- Budget and Demand Planning
- Profitability Management in the territory being handle
- Monitor Group Sales Performance (Sales, Distribution, Merchandising).
Key Accounts Specialist
Mckenzie Distribution Company, Inc.
07.2011 - 08.2012
- Manage the business of 2 Top wholesalers in Metro Manila such as Suy Sing and Ultra Mega
- Hit the target i.e
- Sales volume, distribution, UBA, NPD, merchandising on a monthly basis
- Do Business Review presentation with the accounts on a monthly basis
- Propose Projects/Promo Work Plan i.e., marketing plans to grow the business.
Key Accounts Specialist
Century Pacific Food, Inc
06.2010 - 07.2011
- Manage Top accounts in North Luzon specifically in Cagayan and Lower Isabela Area
- Hit/exceed monthly and YTD Target
- Does business presentation to account executives and owners
- Plan, propose and execute promo activities that would help augment sales
- Manage/supervise merchandisers in implementing company policies and their assigned roles.
Sales Representative
Valiant Distribution Incorporated
04.2008 - 06.2010
- Hit/exceed the set sales target as to volume, UBA, distribution and placement
- Responsible for proposing marketing strategies i.e
- Promo work plan to augment sales
- Presentation of business performance on a monthly basis to accounts
- Close coordination with Merchandising Team
- Execution of Programs/activities.
Major Accounts Specialist
Grupo Marilen Inc-Monde Nissin
07.2005 - 04.2008
- Take the lead role in selling Monde Nissin products to supermarkets and groceries within the assigned area
- Responsible for the sales process from initial point of contact, presentations, proposals, through contract negotiations and execution
- Meet/exceed sales objectives for the month/year
- Close coordination with Merchandisers to ensure 100% on-shelf availability
- On time execution of promotions or activities.
Education
Bachelor of Science in Business Management -
Isabela State University
Echague, Isabela04.2005
Skills
- Sales Operations Management
- Key Account Management
- Retail Management
- Team Management
- Budget Management
- Business Development
- Key account growth
- Sales Coaching
Awardsandhonours
- Channel Manager of the Year, 2021, Modern Trade Channel, Held via Virtual Sales Conference
- Channel Manager of the Year, 2022, Modern Trade Channel, Held at Crowne Plaza Hotel, Ortigas, Pasig City, Philippines
- Cum Laude, 2005, Isabela State University Bachelor of Science in Business Administration Major in Management Cum Laude with 1.71 GWA
Languages
English
Full Professional
Timeline
Head of Sales
Valiant Distribution Incorporated
10.2023 - 06.2024
National Sales Manager
Valiant Distribution Incorporated
01.2023 - 09.2023
Channel Manager
Valiant Distribution Incorporated
12.2015 - 12.2022
Area Sales Operations Manager
Valiant Distribution Incorporated
09.2012 - 11.2015
Key Accounts Specialist
Mckenzie Distribution Company, Inc.
07.2011 - 08.2012
Key Accounts Specialist
Century Pacific Food, Inc
06.2010 - 07.2011
Sales Representative
Valiant Distribution Incorporated
04.2008 - 06.2010
Major Accounts Specialist
Grupo Marilen Inc-Monde Nissin
07.2005 - 04.2008
Bachelor of Science in Business Management -
Isabela State University
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