RENIEL PARREÑO MALACA

Perez Subdivision

Barangay Tugbungan, Zamboanga City

Mobile No.: 09275693311 /   Email: [email protected]

Objective
To grow professionally in all areas especially in my field of specialization where I could visualize my full potentialand practice my expertise in the areas of Sales, Marketing, Accounting, and Management information system.

Personal Profile
Date of Birth :   June 4, 1984

Place of Birth :  Zamboanga City

Civil Status :  Single

SSS No. : 10-069310-20

TIN No. : 944-087-991

Philhealth No. : 1402-5108-1383

HDMF No. : 1760-0035-9786

Drivers License : J0402092213

Education
ATENEO DE ZAMBOANGA UNIVERSITY

2001-2006Bachelor of Science in Management Information System

La Purisima Street Zamboanga City

ATENEO DE ZAMBOANGA UNIVERSITY

1997 – 2001Secondary Education

La Purisima Street, Zamboanga City

ATENEO DE ZAMBOANGA UNIVERSITY

1992 – 1997Primary Education

La Purisima Street, Zamboanga City

Special Skills and Qualifications
· Proficient in MS Office Applications

· Good working Knowledge in  Process development and implementation

· Driving with Professional license

Trainings/Seminars Attended
· 1-DAY DRRM TRAINING FOR COOPERATIVE SECTOR

Diamond Room Grand Astoria

Zamboanga City

November 22, 2018

· TOW WESTMIN Stakeholders Forum

Edwin Andrews Air Base Grandstand

Sta. Maria, Zamboanga City

April 6, 2018

· Motorcycle Riding Skills Assessment

Plant Conference

Zamboanga city

May 9, 2017

· Write Right for Positive Results

A Taste of Asia

Zamboanga City

June 15, 2016

· Presenting with High-Impact Storytelling and Visuals

GuthrieJensen

Zamboanga city

June 7, 2016

· Unleash the highest potential of your life/work part 1 Seminar/workshop

Garden Orchid Hotel

Governor Camins Avenue, Zamboanga City

November 11, 2015

· Compliance Seminar on Preliminary Procedures

Western Mindanao Federation of Cooperatives

Zamboanga City

August 25, 2013

· Compliance seminar on Strategic Planning

Western Mindanao Federation of Cooperatives

Zamboanga City

July 28, 2013

Achievements
· Extraordinary Contribution to Western Mindanao’s 2018 Year to-date Sales Performance

Grand Astoria Hotel, Zamboanga City

August 10, 2018

· Extraordinary Contribution to Western Mindanao’s Sales Performance

Coca-Cola FEMSA Zamboanga Plant

March 6, 2018

· Extraordinary Contribution to Zamboanga Region’s Sales Performance

Coca-Cola FEMSA Zamboanga Plant

October 11, 2017

· Extraordinary Contribution to Zamboanga Region’s Sales Performance

Coca-Cola FEMSA Zamboanga Plant

November 2, 2016

· Extraordinary Contribution to Zamboanga Region’s Sales Performance

Coca-Cola FEMSA Zamboanga Plant

October 4, 2016

· Zamboanga Region’s 2015 TOP CORE PRESELLER

Coca-Cola FEMSA Zamboanga Plant

October 13, 2015

September 2016 – March 20019

RED SPECIALIST

COCA-COLA FEMSA PHILS. INC.

· Conduct in-field coaching (whole-day/fully documented) 2X/ month per MSP; once per month w/ MLP/MEP Supervisor

o Compare actual MSP call with BCP

o Provide feedback to MSP on specific BCP aspects to be improved

o Demo BCP aspects needing improvement/refinement

· Conduct store check/operational audit 1 day per month and coordinate with FSM and MOM regarding store feedback on in-market execution.  Relay the same to MSP during route riding.

· Participate in regular review meetings with FSM.

· Perform account development for new outlets.

Knowledge, Skills and Abilities

· Good communication, analytical and negotiation skills

· Excellent interpersonal and customer relation skills

· Influencer, extrovert, enjoys interacting with people, goal orientated, high achiever and independent

· Good working knowledge of Microsoft Office programs

Business Understanding

· Understands customer and consumer insights.

· Understands customer segmentation and OBPPC.

· Is able to connect the impact of each step of the Planned Sales Call to its impact to productive calls and RED score

· Understands the importance of the RED metrics and its impact to volume, NSR and market share

AREAS OF DUTIES AND RESPONSIBILITIES

Account Development

1. Responsible for the Total RED (APACS) Performance of his assigned area.

2. Conduct regular store check in his assigned area to validate progress versus the objectives deployed.

3. Manages implementation of OBPPC and PicOS strategy by ensuring outlet activation in compliance with set standards on a regular basis.

Coordination with MLP/MEP

1. Coordinates with MLP/MEP Management on matters pertaining to MSP Performance Improvement.

2. Coordinates new outlets opened, placement of additional key SKUs and its order and delivery requirements with MLP/MEP personnel and ensures excellent customer service.

3. Gives feedback to MLP/MEP and its personnel on delivery issues, concerns and opportunities for improvement.

Merchandising

1. Manages merchandising execution as per PicOS of OBPPC.

2. Ensures deployment and utilization of merchandising materials in trade.

3. Conducts surveys to monitor implementation within agreed timeframes.

4. Supports promotional merchandising blitzes and special merchandising drives.

Asset Management

1. Conducts daily verification of coolers while in trade.

2. Ensures proper maintenance of service vehicle, cellphone and other company owned sales tools.

3. Utilizes handheld devices according to standard procedures.

In-market Execution

1. Conducts in-field coaching to MLP/MEP MSPs on RED metrics and Picture of Success execution.

2. Responsible for attaining STT volume objective and revenue targets for his assigned route by coaching MSP on right orders to be recommended to outlets.

3. Ensures completion of scheduled calls (100% call rate).

4. Ensures accuracy and integrity of outlet information in his SCL.

5. Complies with internal and external audit findings.

6. Ensures Quality Deployment, Execution and Monitoring of CCBP Programs (Drive Period, Promotions).

MAY 2016 – AUGUST 2016

SALES EXECUTIVE – OIC

COCA-COLA FEMSA PHILS. INC.

• Source out market opportunities (new outlets, special events, activations and new accounts).

• Define action plans based business conditions and actions of competitors.

• Provide support for pre-sellers in outlet negotiations when needed, using the value proposal elements. (Main focus on Gold Outlets)

• Manage and approve operating expense budget and cost related expenses within level of authority.

• Seek out exclusives on Outlets by proposal elements, credits, discounts and customers support materials such as tables, chairs, banners, etc.

• Pursue the customers satisfaction through the service provided by the sales force.

• Follow up on volume and availability goals of each Pre-seller.

• Conduct outlet checks and field coaching activities with Pre-sellers.

• Design specifics plans to guarantee the execution of the PicOS elements.

• Look for improving the sales on the more profitable portfolio of sku’s.

• Follow up on CDE, glass introduction and outlets with sales zero (no sales).

• Solve and re-direct work orders, PicOS requirements and value proposal expenses.

• Control assets,  balances, credits, and consignments.

• Ensure the proper administration of the assigned pre-sellers e.g. recommend hiring, handle termination process for pre-sellers.

• Daily visits to market to ensure and coach pre-seller on his main functions. (focus on gold clients)

• Work with Sales Manager to develop the assigned area sales plan and optimal route plan.

• Ensure coordination of the team with other internal functions e.g. cold drink equipment deployment and merchandising material

• Follows up on:

§ Call completions & Strike rate of each pre-seller

§ Customer service line reports

§ Internal scorecard

JANUARY 2016 – APRIL 2016

PRESELLER

COCA-COLA FEMSA PHILS. INC.

• Prospect potential customers and win competition including exclusive outlets.

• Identify business conditions, strategies and actions of competitors.

• Negotiate with outlets on agreements / contracts ( OP) and trade terms based on the value proposal e.g. credit, discount, promotion, bundles, outlet decoration/ makeover.

• Execute and follow-up on KPIs such as sales, volume and availability.

• Develop new categories in gold clients.

• Guarantee the execution of the PicOS elements, price and availability.

• Register work orders e.g. master data update and cold drink equipment requests.

• Perform administrative services such as data maintenance, survey and asset control.

• Conduct in-store check on inventory.

• Ensure sell-in of suggested order quantity per SKU (portfolio compliance).

• Perform the price promotions in order to increase sales

• Ensure order taking in all outlets.

• Ensure transmission of order or sinking process for delivery.

• Perform returns / exchange of products, when Sales Manager authorizes.

• Ensure deployment and utilization of merchandising materials in outlet.

• Execute merchandising on promotions and cold drink equipment as per PicOS.

• Train outlet owners on achieving PicOS e.g. maintenance of cold drink equipment prices, image, etc.

• Ensure smooth interactions and hand-off with other internal functions e.g. follow-up on work orders.

DECEMBER 2014 – DECEMBER 2015

FIELD SALES MANAGER – OIC

COCA-COLA FEMSA PHILS. INC.

Responsible for overall management of the total assigned geography to ensure that profitable sales Volume and RED parameters are achieved:

a) 80% of the time will be spent in the market training and coaching the Red Specialist (Training the Trainer) and the General Trade Executive. All field training done for the whole day are fully documented

b) Regular weekly review meeting with RSs & GSEs to track performance and draw out plans to achieve goals.

c) Responsible for route planning process for the SCLs of the GSEs to ensure realistic outlet sales call sequence in consideration of travel and break times.

d) Lead his team in ensuring quality execution of SCLs/ BASDEV (Reach) Expansion Program.

e) Conduct visits/business reviews in major accounts (with GSEs).

f) Lead team in implementing & monitoring Business Programs & Promotions.

g) Ensure all company equipment’s are well accounted & collaterals are properly used.

h) Co-approves the hiring, performance management and termination of General Sales Executives and RED Specialists.

Knowledge, Skills and Abilities

· Good communication, analytical and negotiation skills

· Excellent interpersonal and customer relation skills

· Influencer, extrovert, enjoys interacting with people, goal orientated, high achiever and independent.

· Good working knowledge of Microsoft Office programs

Business Understanding

· Understands selling systems and processes and knows the value of using these tools for supervision

· Understands customer and consumer insights.

· Understands customer segmentation and OBPPC.

· Knows how to develop and handle people to help them improve knowledge and skills

· Understands the MLP and MEP RTM models and his role in each of these

AREAS OF DUTIES AND RESPONSIBILITIES

Business Development

1. Responsible for attaining sales volume  (STT) targets for his assigned Territory.

2. Responsible for achievement of RED metrics for his assigned Territory.

3. Develops Territory & MLP/MEP SP business and operational plan process to achieve volume and RED targets.

4. Conducts Quality Period Objectives Development & Deployment System (PODDS) with RSs & GSEs at start of each period.

5. Continuously looks for market opportunities during field visits (special events, activations and new accounts).

6. Conducts Stores and Operational Audits (GSE/RS areas).

7. Attends Period Deployment Meetings of RS with MLP Sales Organization.

8. Attends to customer requests and complaints.

9. Provides feedback to GSM on matters requiring higher level interventions, competitive intelligence, market trends and other information relevant to the business.

People Development (80%)

1. Regularly sets goals and strategies to achieve overall business objectives.

2. Defines specific Key Performance Indicators.

3. Trains RSs on PDCA (Plan/Do/Check/Act) Work Process:

a. Plan – PODDS (Period Objectives Development & Deployment System: Cascading objectives with MLP Sales Org.)

b. Do – Period Follow ups/ Field Training

c. Check – Stores & Operational Audits

d. Act – Review Meetings (Group/ by MSP) to act on opportunities spotted during the field audits.

4. Coaches RS to ensure that they:

a. Adhere to the Scheduled Call List

b. Achieve route objectives

c. Comply with the SOPs of the bMobile/Handheld units

d. Sell the right product mix

e. Execute the RED In-Outlet mission on

· Availability

· Price Compliance

· Activation

· Cooler Execution

· SOVI

5. Conducts weekly performance review meeting and implement progressive disciplinary measures when needed.

6. Collaborates with Group Sales Trainer (GST) on training plans/directions.

Route to Market

1. Works with GSE and RS to develop optimal route plan  for the assigned territory.

2. Adjusts route plan as needed and uploads revisions to BASDEV for bMobile usage.

Reference
Michael Angelo S. Saavedra

Chief of Staff (Esecutive Assistant V)

Office of the City Mayor, City Hall

Valderosa St. Zamboanga City

(062)991-4252

Judy Fernandez – Presto

Regional Accounts Specialist

National Food Authority

Gov. Ramos, San Roque

Zamboanga City

(+63)9177177118

Harvey Angelo Chua

Organizational Effectiveness and Compensation Executive

Coca-Cola FEMSA Philippines

NCR-National Capital Region

Philippines

(+63)9178191353