Alphonse Arua
Port Moresby,NCD
Summary
Accomplished National Sales and Category Manager with a proven track record at the field of sales and product category, enhancing market share and customer satisfaction through innovative strategies and effective team leadership. Skilled in category growth and supplier relationship management, I excel in driving sales targets and category development with a keen focus on achieving set targets.
Overview
15
15
years of professional experience
Work History
National Sales and Category Manager
WR Carpenters Group of Company - Globe and No.1
10.2021 - Current
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Analyzed industry trends to maintain a competitive edge in pricing strategies and product offerings.
- Established strong partnerships with channel partners for seamless distribution of products across various regions.
- Conducted thorough competitor analysis to identify potential threats and opportunities in the marketplace.
- Increased sales revenue by implementing innovative marketing strategies and effective sales team management.
- Established and maintained budgets, quotas and regional territories for team members to drive consistent growth.
- Oversaw annual budget planning for the national sales department, ensuring alignment with corporate objectives and resource allocation optimization.
- Streamlined operations within the sales division, improving efficiency while reducing operating costs.
- Drafted comprehensive sales plans and approved budget expenditures to meet project goals.
- Prepared sales presentations for clients showing success and credibility of products.
- Expanded market share by identifying untapped markets and devising tailored strategies to target them effectively.
- Proved successful working within tight deadlines and a fast-paced environment.
Business Development Manager
WR Carpenters Group of Companies - Globe & No.1
03.2021 - 09.2022
- Aim was to open new routes to market creating opportunity for the Business – New channels was key for growth. New territory market was key
for us – set Regional role out plans to ensure we achieve new market under budget. - Performed client research and identified opportunities for account growth, account penetration and market expansion.
- Negotiated lucrative contracts with suppliers and vendors, securing favorable pricing and terms for the company.
- Managed accounts to retain existing relationships and grow share of business.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Reached out to potential customers via telephone, email, and in-person inquiries.
- Generated new business with marketing initiatives and strategic plans.
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
- Enhanced the company''s profitability by identifying and eliminating inefficiencies in existing business processes.
Business Development Executive
British American Tobacco (PNG)
06.2017 - 09.2021
- Created compelling proposals that demonstrated the unique value of our products/services while addressing client needs and expectations.
- Generated revenue growth by developing and executing targeted sales strategies to expand market share.
- Provided exceptional customer service by promptly addressing client concerns and resolving issues as they arose.
- Assisted marketing department in creating targeted campaigns that effectively communicated the value proposition of our products/services to potential customers.
- Aim to find the new customer base to grow sales for the business, Continual District unlock of the targeted Districts.
- We source WS customers, set up & engage with Trading Terms to ensure continuous availability at the Right Price at District level to ensure BATPNG
influence. - Source Mobile SWS (WS Hub) partners & engage with hybrid WS/SWS Trading Terms. Route to consumer project.
Trade Marketing Representative
British American Tobacco (PNG)
02.2017 - 03.2018
- Achieve area coverage, call frequency and outlet visit plan in order to maximise route effectiveness and efficiency.
- Ensure the appropriate product range is present in all outlets.
- Ensure optimal stock levels, product quality and freshness through stock management and report on supply chain and product issues.
- Confirm that pricing is in line with the company strategy and report anomalies in key areas.
- Maintain accurate and relevant outlet information
Provide market information and reports to ensure that the relevant people are fully informed at all times - Coordinated successful new product launches, employing strategic planning and execution tactics.
- To build a full understanding of customer needs and provide support to the trade through regular and accurate communication, problem solving
and category and product information. - To develop relationships with key decision makers in the retail, wholesale trade and effectively leverage the relationships to achieve business
objectives. - To develop effective peer working relationships and contribute to the establishment of a productive, innovative marketing culture.
- Optimized product assortment in stores, ensuring best-sellers were prominently featured on shelves.
- Generated reports to support development and implementation of marketing plans.
- Utilized specialized software to capture and process data.
Sales and Distribution Manager
DIGICEL (PNG) Limited
10.2014 - 02.2016
- To provide leadership and management to a multi-disciplinary workforce while promoting the interests of the organization to ensure that the
business is fully represented and business targets are achieved. - To Manage the Rollout of Digicel Operations in the regions
- Manage all departmental functions, including sales, marketing, human resources, technology, finance and customer care to insure smooth and
efficient running of the company of the regional operations in collaboration Regional Manager - Professional management and development of all employees establish and maintain the company’s 1st class brand equity and public image to
consumers, government and other stakeholders. - Influence and manage the level of demand for Digicel products and services
- Develop and implement long range goals and objectives to meet business and profitability growth targets.
- Report to Regional Manager and other members of the regional management team the total company revenue targets, leadership and vision
challenges of the organization. - Achieve the financial objectives of the company as per the approved company budget
- Implemented safety protocols within the warehouse, reducing workplace incidents and maintaining compliance with OSHA regulations.
- Optimized distribution processes by implementing efficient inventory management systems.
- Introduced new technologies into warehouse operations, enhancing automation capabilities while reducing manual labor requirements.
- Documented safety action plans, quality initiatives and team performance into computer system.
Customer Care Support Manager
Digicel PNG
02.2011 - 02.2013
- To provide world class service to our customers by effectively managing Team Leaders in their Supervision of Call Centre Agents
- Ensure Service level targets are meet and key daily KPIs are achieved.
- To support the Operations Manager in his/her functional duties within the Department in a timely, efficient and effective manner.
- To manage the overall performance of the Department by planning and organizing activities to boost morale and quality of output.
- To ensure that company policies are maintained by Team leaders and Agents
- Prepared employee schedules for maximum coverage during key hours.
- Managed daily operations to ensure smooth functioning of the support department.
- Monitored employee and customer interactions to assess quality of service.
- Collaborated with other teams to identify and resolve customer issues quickly and professionally.
Customer Care Agent/Team Leader
Digicel PNG
09.2009 - 03.2011
- Responsible for the day to day management of a team of customer service officers within
Call Centre’ customer services center dealing with enquiries to agreed performance standards, including 80% Service Level Agreement at the first point of
contact. - Responsible for the management, organisation and co-ordination of the day to day work of a team of customer service officers within Call Center
to deliver the highest standards of services to customers. - Ensure the customer services center is adequately resourced by liaising with relevant
staff and planning resources effectively. - Ensure that customer enquiries are dealt with in accordance with the performance and service standards as laid down by Call Center, including
80% at the first point of contact. Personally deal with more complex enquiries, including complaints and member enquiries, in accordance with
Call Centers’ set procedure. - Maintain effective relationships with service colleagues, key stakeholders or corporate clients to ensure the effective delivery of customer
services. - Undertake customer surveys, consultation, exit surveys and elicit feedback on services in order to improve service delivery.
- Challenge current methods of service delivery and identify, recommend and implement improvements. Keep up to date with customer services
center best practice to improve customer satisfaction and reduce costs. - Mentored new hires on company policies, procedures, and best practices in providing exemplary customer support.
- Provided excellent customer care by responding to requests, assisting with product selection and handling ordering functions.
- Handled escalated calls professionally, mitigating potential complaints and securing continued business from clients.
- Facilitated smooth transitions during peak seasons by coordinating staffing schedules according to anticipated workloads.
Education
Business Management
University of Papua New Guinea
Papua New Guinea, Port Moresby10-2019
Skills
- Sales target oversight & Growth
- Category growth
- Merchandising understanding
- Process Development
- Go-to-market strategy
- Category development
- Supplier Relationship Management
Accomplishments
- A strong Network build over 10 years sale managers role in the FMCG industry.
- Have achieve growth from PGK4mn sales monthly to over 10mn sales monthly with WR Carpenters - Globe - about 150% growth is sales revenue in 3years
- British American tobacco - in 2017 when first joined, was part of the team that achieved 1bn sticks in sales for the first time in 10 years.
- Digicel - Managed project Discovery and successful roll-out of 13 new towers across Milne Bay that gained population coverage of about 80%.
- Digicel - managed over 300 call center staff delivering month in month out – service level performance targets.
- Proven track records month on month increase in revenue gains through strong sales achievements.
Timeline
National Sales and Category Manager
WR Carpenters Group of Company - Globe and No.1
10.2021 - Current
Business Development Manager
WR Carpenters Group of Companies - Globe & No.1
03.2021 - 09.2022
Business Development Executive
British American Tobacco (PNG)
06.2017 - 09.2021
Trade Marketing Representative
British American Tobacco (PNG)
02.2017 - 03.2018
Sales and Distribution Manager
DIGICEL (PNG) Limited
10.2014 - 02.2016
Customer Care Support Manager
Digicel PNG
02.2011 - 02.2013
Customer Care Agent/Team Leader
Digicel PNG
09.2009 - 03.2011
Business Management
University of Papua New Guinea
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