RAPHAEL Anyam
SALES
ACCRA,Gt Accra
Summary
Motivated sales professional offering progressive sales and marketing experience. Highly results-oriented and energetic with unsurpassed interpersonal and communication strengths. Productive, hardworking and known for consistent stellar performance against target sales goals and customer service expectations.
Overview
11
11
years of professional experience
44
44
years of post-secondary education
Work History
Sales & Network Optimization Lead
ZEN Petroleum
03.2020
- Identify and organize training/development programs to build capacity of Zonal Managers, Station Managers & Supervisors
- Identify and advise cost reduction strategies in our processes and operations
- Lead strategy, design and implement new ideas required to improve sales at our retail outlets
- Ensure effective supervision of Non-Fuel Revenue business chain (Confectionery, Auto-workshop and real estate)
- Develop the retail and convenient chain and all operational sites
- Lead the research, design of loyalty programs and sales activities
- Prospect for new sites and dealers
- Engage stakeholders to develop electronic and convenient payment systems
- Advise management on profitable ways of running fuel and Service Stations
- Any other task.
Sales Manager
Palsgaard A/S
09.2015 - 11.2019
- Strategize, plan and execute the various activities to meet corporate objectives and financial targets
- Expand Palsgaard’s sales in the region’s optimal from the terms of reference, market opportunities with consistent focus on cost control
- Know the market potential of the region in detail and decide on sales ambitions
- Accountable for Sales, business development activities and Profit and Loss in the region
- Apply new ideas and learning experience to drive the business
- Build rapport and maintain good relationship with employees, agents, distributors, customers and other stakeholders of the company
- Manage agents and distributors and support them in both technical and commercial aspects to clinch business deals
- Control of stock at 3rd party warehouse and distribution Centre
- Manage the customer support service functions
- Cooperate closely with other ingredient suppliers, universal blenders, 3rd parties in the region
- Cooperate closely with the Palsgaard organization in particular the region Sub Saharan Africa
- Work closely with Application Technologists in Palsgaard Denmark and garner their support for technical activities
- Handle all Legal company aspects required by Ghana Company Laws
- Ad hoc tasks.
Area Sales Manager
Guinness Ghana Brewery PLC, Diageo PLC
04.2014 - 08.2015
- Set clear performance management metrics for each Sales Executives (SE), Trade Developers (TD), and Sales Operations Executives (SOE) within territory
- Monitor performance of objectives of all team members and 3rd Parties (KDs or Wholesalers) and ensure they are achieved by training and developing a professional, highly skilled and motivated team/trade partners
- Ensure the SEs/TDs/SOEs are held accountable for delivery of set targets
- Leading the Business growth agenda at the territory in line with set targets
- Ensure 3rd Party (KDs or Wholesalers) within the territory delivers to the contractual terms of GGBL
- Ensure Advantaged Route to Consumer embedded, executed and implemented in full in the sales area
- Recruit, retain and motivate talented SEs/TDs/SOEs within the territory
- Deliver SEs/TDs/SOEs capability training modules
- Build and develop sustainable relationships with 3rd Parties (KDs or Wholesalers) within the territory to grow our mutual business
- Build Challenging Sales Stories
- Challenge Trade Activation team and other business partners to ensure we have the resources necessary to win.
Field Sales Supervisor
Nestle Ghana Limited
01.2010 - 03.2014
- Develop and manage Field Sales forces in assigned territory
- Adapt the Regional Sales Business Plan into Territory Sales Plan
- Accountable for Availability, Visibility and Accessibility of Nestle products in priority outlets in assigned sales territory
- Ensure the achievement of sales targets of the Distributor Salesmen, MSPs and other 3rd party sales force
- Train 3rd party sales force on basic selling techniques and merchandising best practices
- Communicate Cycle operations/priorities to 3rd party sales force
- Identify and exploit sales and promotional opportunities for Nestle products in assigned territory
- Establish coverage plans for distributor in assigned territory
- Develop route plans for the distributor sales force and other field forces
- Accurate and timely sales administration
- Manage Distributors’ Wholesalers.
Acting Regional Sales Manager
Nestle Ghana Limited
04.2010 - 10.2010
- Develop regional plan business plan as input for the National business plan
- Develop Customer business plan as input for the Regional Business plan
- Implement Distributor’s business plans to achieve volume/value targets
- Regularly review Distributor’ performance and contribution with the Distributor Management Review Template
- Assist Distributors with Salesmen Recruitment
- Accurate and timely preparation and submission of operational reports
- Ensure Distributors place orders as per ordering guidelines
- Monitor stock hygiene at the distributor’s warehouse
- Solve Distributor queries/problems and build relationships
- Drive expansion of existing distribution network of distributors
- Communicate Cycle priorities to Distributors and implement them
- Brief, train and co-ordinate the Distributor sales team
- Drive Distributor Management Best Practices in the area of recruitment, selection, manage and review, termination and replacement
- Support Sales training programs of Distributors sales force
- Improve Customer Contribution to the entire business
- Develop new sales opportunities within assigned sales region
- Ensure distributor’s market coverage is in line with agreed plan and frequency
- Ensure Distributors adhere to the trading terms in the market as per company guidelines
- Ensure compliance of the WHO code on Infant Formula and report violations promptly.
District Sales Representative
Nestle Ghana Limited
09.2008 - 12.2009
- Accurate and timely preparation and submission of weekly reports
- Stock Rotation-Preparation of freshness reports
- Ensure damaged products/expired products are retrieved or replaced in line with Nestle Ghana Limited standards
- Develop and implement effective plans to achieve monthly/annual targets of customers
- Communication of important information from Nestle to the trade and vise versa
- Ensure the training and motivation of distributors’ sales team and promoters
- Develop and implement territorial sales and distribution plans to maximize the company’s market, brand, volume and channel objectives
- Conduct market surveys and price checks
- Preparing quarterly regional performance presentation to management
- Monitoring of competitor activity/intelligence.
Education
Master of Business Administration - Logistics & Supply Chain Management
Bachelor of Arts - Integrated Development Studies
Hons - undefined
Senior Secondary School Certificate - undefined
Value Based Selling – Palsgaard - undefined
Basic Sales Training - undefined
Palsgaard, Denmark - undefined
Certified Diageo Area Sales Manager – Area Sales Manager Accreditation 1&2 – August 2015. Diageo Ways of Selling (DWS) – March 2015. Advantaged Route to Consumer (ARtC) training - undefined
High Impact Presentation Skills - undefined
and Sales (IMS) - undefined
Introduction to Marketing
Field coaching Best Practices (FMBP1) - undefined
Distributor management Best Practices (DMBP - undefined
Management Best Practice (FMBP2) Training – In Call Execution - undefined
Territory Management Training - undefined
Skills
Sales leadership
Sales negotiation
B2B sales
Closing sales
Fuel sales
Timeline
Sales & Network Optimization Lead - ZEN Petroleum
03.2020
Sales Manager - Palsgaard A/S
09.2015 - 11.2019
Area Sales Manager - Guinness Ghana Brewery PLC, Diageo PLC
04.2014 - 08.2015
Acting Regional Sales Manager - Nestle Ghana Limited
04.2010 - 10.2010
Field Sales Supervisor - Nestle Ghana Limited
01.2010 - 03.2014
District Sales Representative - Nestle Ghana Limited
09.2008 - 12.2009
Kwame Nkrumah University of Science and Technology, (KNUST - Master of Business Administration, Logistics & Supply Chain Management
- Bachelor of Arts, Integrated Development Studies
University for Development Studies (UDS) - Hons,
Tamale Secondary School - Senior Secondary School Certificate,
- Value Based Selling – Palsgaard,
- Basic Sales Training,
- Palsgaard, Denmark,
- Certified Diageo Area Sales Manager – Area Sales Manager Accreditation 1&2 – August 2015.
Diageo Ways of Selling (DWS) – March 2015.
Advantaged Route to Consumer (ARtC) training,
CWA - High Impact Presentation Skills,
- and Sales (IMS),
- Field coaching Best Practices (FMBP1),
- Distributor management Best Practices (DMBP,
- Management Best Practice (FMBP2) Training – In Call Execution,
- Territory Management Training,