CARLOUS WEREKOH-AMOAH
Summary
Seasoned Territory Manager and exceptional sales professional. Decisive team leader and business manager with excellent attention to detail and persuasive communication style. Offering years of experience in sales,project management and supply-chain management. Skillful managing exposure, maintaining client satisfaction and capitalizing on emerging opportunities. Action-oriented to communicate effectively with technology, executive and business audiences. Adept at planning, directing and maintaining continuous operations in various departments. Applying creative and analytical approach to operations for continuous process improvement. Skilled at identifying or anticipating problems and providing solutions. Excels through mentoring, training and empowering team to excel in performance and deliver business performance.
Overview
10
10
years of professional experience
6
6
years of post-secondary education
3
3
Certifications
Work History
Territory Manager
Vivo Energy Ghana
Kumasi & Takoradi
04.2020 - Current
- Identify Gaps in all aspects of site performance (including service and ‘people') for geographical area and mandate, advice or offer Retailers Vivo Energy-recommended tools, processes, and support to help them to profitably deliver the Customer Commitment at the Retail site and to develop the business for the mutual benefit of both the Retailer and Vivo Energy
- Maximizing all sales development potential whilst protecting Vivo Energy's interests, through the coaching and motivating of Retailers
- Participate in attraction and selection of the right Retailers/Dealers
- Through coaching, supporting and performance management of Retailers to deliver the basics and higher performance, ensure best Retailers have best sites and that poor Retailer performance is eliminated
- Retailer and dealers account management
- Devising internal controls to prevent bad debts and facilitate timely payment of invoices
- Manage and maintain positive Retailer relationships, supporting Retailers to achieve and maintain top class site performance (including counseling to underperforming sites)
- Deliver Sales & Operations targets for geographical area through regular reviews and appropriate action plans
- Ensure Retailers/dealers implement all areas of the Customer Commitment and ensure compliance with the Site Operations/HSSE standards, contracts, and manuals
- Manage and maintain a Retailer master plan within Territory through Retailer assessment and involvement with recruitment processes
- Ensuring that Retailers' actions do not damage Vivo Energy's Reputation
- Ensuring that the Retailer trains and develops their staff and understands the importance of people in delivering the Customer Commitment
- Ensuring that the Retailer trains and develops their staff and understands the importance of people in delivering the Customer Commitment
- Prospect and recruit new customers for retail and B2B business to drive incremental sales and business growth in assigned territory
- Under-take and interrogate weekly/monthly P&L and working capital assessments for Dealers/distributors to drive effective planning and mitigate against capital diversions
- Undertake daily stock check analysis, advice orders and drive healthy stock cover days and tank utilization to absorb any incremental unforeseen demand
- Device marketing activities to drive sell out
- Prospect and help to recruit, convert and retain new NTI and NTV opportunities
- Manage end-to-end account management of all dealers/distributors in assigned Region (Western Region-Ghana) in SAP., Identify Gaps in all aspects of site performance (including service and ‘people') for geographical area and mandate, advice or offer Retailers Vivo Energy-recommended tools, processes and support to help them to profitably deliver the Customer Commitment at the Retail site and to develop the business for the mutual benefit of both the Retailer and Vivo Energy
- Maximizing all sales development potential whilst protecting Vivo Energy's interests, through the coaching and motivating of Retailers
- Participate in attraction and selection of the right Retailers/Dealers
- Through coaching, supporting and performance management of Retailers to deliver the basics and higher performance, ensure best Retailers have best sites and that poor Retailer performance is eliminated
- Retailer and dealers account management
- Devising internal controls to prevent bad debts and facilitate timely payment of invoices
- Manage and maintain positive Retailer relationships, supporting Retailers to achieve and maintain top class site performance (including counseling to underperforming sites)
- Deliver Sales & Operations targets for geographical area through regular reviews and appropriate action plans
- Ensure Retailers/dealers implement all areas of the Customer Commitment and ensure compliance with the Site Operations/HSSE standards, contracts and manuals
- Manage and maintain a Retailer master plan within Territory through Retailer assessment and involvement with recruitment processes
- Ensuring that Retailers' actions do not damage Vivo Energy's Reputation
- Ensuring that the Retailer trains and develops their staff and understands the importance of people in delivering the Customer Commitment
- Ensuring that the Retailer trains and develops their staff and understands the importance of people in delivering the Customer Commitment
- Prospect and recruit new customers for retail and B2B business to drive incremental sales and business growth in assigned territory
- Under-take and interrogate weekly/monthly P&L and working capital assessments for Dealers/distributors to drive effective planning and mitigate against capital diversions
- Undertake daily stock check analysis, advice orders and drive healthy stock cover days and tank utilization to absorb any incremental unforeseen demand
- Device marketing activities to drive sell out
- Prospect and help to recruit, convert and retain new NTI and NTV opportunities
- Manage end-to-end account management of all dealers/distributors in assigned zone (Ashanti main) in SAP.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
- Implemented promotions and marketing campaigns to increase territory sales and brand awareness.
- Spearheaded successful sales strategies for existing and new products across specified territory.
- Planned and conducted weekly sales meetings to keep sales representatives up-to-date on new products and strategies.
- Developed and monitored sales representative goals and performance to drive territory goals.
- Trained and mentored sales representatives in sales techniques and strategies.
- Conducted regular market analysis to identify new opportunities for territory sales growth.
- Researched competitor activity and used findings to develop sales growth strategies.
- Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth.
- Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
- Established successful account relationships by building rapport and maintaining consistent communication.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Built relationships with customers and community to establish long-term business growth.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Managed revenue models, process flows, operations support and customer engagement strategies.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
- Delivered recommendations to long-term accounts to promote brand awareness to key audience.
- Aligned company goals with customer outcomes and increased satisfaction by automating contact management systems.
- Prepared sales presentations for clients showing success and credibility of products.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Increased sales volume and expanded product line to new retailers, warehouse clubs and natural food chains.
- Compiled and analyzed data to determine approaches to improve sales and performance.
Territory Sales Manager
Guinness Ghana Plc.
Ashanti,Eastern & Volta
01.2017 - 04.2020
- Plan and execute to deliver volume, Nsv and execution standards targets for both on-trade and off-trade channels within my territory monthly
- Device and strategies trade promotions tailored to suit area dynamics and outlets segmentations to improve sales of innovations and grow volume for various SKU's
- Develop promotion plans to activate all major events and festivals to drive sales and increase coverage
- Manage distributor account management system to drive increased profit and guarantee consistent sell-in
- Persuade and educate retailers on the commercial benefits of driving recommended retail price which drive increased rate of sale, profits as well as traffic to maximize depletion
- Recruit and list in new outlets to ensure effective distribution of all SKUs
- Recruit new consumers for our brands through advocacy, sampling and conscious
- Consistent brand emersion and persuasion of customers and staff to recommend our brands at the point of purchase to consumers
- Merchandize POS materials to constantly communicate promotions, events and pricing to consumers
- Accompany and coach vans salesmen on merchandising, core selling skills, persuasive selling skills as well as Diageo ways of selling and brand building to deliver volume and Nsv targets
- Directly, list-in and fill-in brands on first sale and out of stock situations respectively
- Drive ARTC agenda to drive more retail sales than wholesale to guarantee increased distributor margins and sustainability.
- Exceeded targets by building, directing, and motivating high-performing sales team.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations.
- Targeted prospects in other territories through careful research of competitor products, services, and trends.
Function and events Manager
Guinness Ghana Plc
Middle-belt & Northern
02.2016 - 01.2017
- Liaise with clients to find out their exact event requirements
- Produce detailed proposals for events (including timelines, venues, suppliers, legal obligations, staffing and budgets)
- Research venues, suppliers and contractors, then negotiate prices and hire
- Manage and coordinate suppliers and all event logistics (for example, venue, catering, travel)
- Liaise with sales and marketing teams to publicize and promote the event
- Manage all pre-event planning, organizing guest speakers and delegate packs
- Coordinate suppliers, handle client queries and troubleshoot on the day of the event to ensure that all runs smoothly and to budget
- Manage a team of staff, giving full briefings
- Organize facilities for car parking, traffic control, security, first aid, hospitality and the media
- Make sure that insurance, legal, health and safety obligations are followed
- Oversee the dismantling and removal of the event and clear the venue efficiently
- Produce post-event evaluation to inform future events
- Research opportunities for new clients and events.
- Hired and cross-trained staff members for various event-specific functions and assessed employees' understanding of associated processes and procedures.
- Attended bridal industry events to promote services and build relationships with prospective vendors.
- Coordinated florists, photographers, and musicians for events.
- Selected and ordered refreshments, decor and event materials.
- Solicited feedback from clients to assess event success and uncover opportunities for improvement.
- Interviewed clients to understand event scopes of work and establish budgets.
- Managed administrative logistics of events planning, event booking, and event promotions.
- Fulfilled contractual obligations for rehearsal and day of event coordination.
- Nurtured and built relationships with vendors, venues and industry contacts to obtain best pricing and services for events.
- Maintained and built comprehensive database of industry contacts, vendors and venues.
- Assembled creative and innovative event attractions based on internal capabilities.
- Delivered prompt payment for event vendors, venues, staff and transportation providers.
- Utilized job-related software to create standard guidelines, calendars and budgets for each event.
- Coordinated with sales and marketing teams to publicize and promote events.
- Worked closely with couples to meet wedding goals, maintain deadlines and resolve complaints or service issues.
Trade Developer
Guinness Ghana Plc
Accra
08.2015 - 02.2016
- Targeted retail pricing campaigns {off trade/on trade}-makes sure the pricing objective is met within the competitive market
- Targeted visibility drive {in bar, shelves, out bar}-making our brands (brand message) are visible where the purchase decision is made
- Intelligence gathering-competition activity
- Persuasion-consumer/customer brand education
- Activations-Beer, Apnads, Spirits
- Preparation and implementation of joint business plans for micro key distributors to achieve value and volume targets
- Set clear performance metrics for each TSM's under my supervision
- Ensue 3rd –parties within the territory delivers to the contractual terms
- Developing and management of micro distributor staff
- Acted as a custodian of the data in the system, actively ensures that in the market, data guidelines exist and are adhere to
- Developed proposals and presentations to cooperate bodies to secure business
- Management of administrative functions for the department {SWAT}
- Deliver the quality and price strategy
- Developed and pro-actively implement strategies for new business growth
- Came up with a tactical and comprehensive ways of preparing weekly and monthly performance on coverage, volume and value
- Coach and assist TSM's in their daily operations on DWS and consistently leverage on the need to inculcate the commercial story on our products in their propositions
- Supervise and actively ensures direct sales
- Effectively ensures that distribution is appropriately achieved in the off trade and beyond
- Use effective communication skills to identify needs, handle objections and recognize buying signals
- Extensively explains brand building offers which drive sales to shopper/consumer
- Build coverage data for micro distributors and consistently ensure TSM'S adhere to
- Prospect for new outlets to ensure new business growth
- Develop workable and realistic strategies to drive under-performing brands.
- Designed, developed, and implemented software applications for website based on analyzed requirements and understanding of industry technical standards.
- Tested programs and databases to identify issues and make necessary modifications.
- Collaborated on stages of systems development lifecycle from requirement gathering to production releases.
- Revised, modularized and updated old code bases to modern development standards, reducing operating costs, and improving functionality.
- Collaborated with project managers to select ambitious, but realistic coding milestones on pre-release software project development.
- Introduced automated diagnostics for sensor data collection and processing.
- Translated customer requirements into written use cases.
- Integrated constructive programs into cohesive product.
- Developed software for desktop and mobile operating systems.
- Designed intuitive graphical user interfaces to improve user experience.
- Coordinated with project management on database development timelines.
- Participated in software field testing to verify performance of developed projects.
- Led version control efforts for organization, employing public and open source repositories.
- Documented technical workflows and knowledge to educate newly hired employees.
- Discussed issues with team members to provide resolution and apply best practices.
- Updated old code bases to modern development standards, improving functionality.
Sales force Automation Project lead
Guinness Ghana Plc
11.2014 - 08.2015
- Channelled all GGBL sales activities in an automated system using a PDA's and PORTALS
- Trained all GGBL staff {SE's, ASM's, and TD's} on how to use the automated systems using the PDA
- Trained all KD staff {cashier, administrator, stock controller} on the new way of working
- Re-mapped all routes and Journey plan of all sales workers to fit into the new way of working.
- Produced quality standards, checklists, report templates, and processes.
- Partnered with project team members to identify and quickly address problems.
- Met with manager weekly to provide detailed project report and milestone updates.
- Maintained tactical control of project budgets and timelines to keep teams on task and achieve schedule targets.
- Planned, executed, and controlled assigned projects, ensuring work performed complied with contractual requirements.
- Developed and trained junior team members by leveraging industry experience to achieve optimal project strategy.
- Set up and managed team meetings.
- Provided ongoing cost and estimate analysis reporting and managed cost allocation.
- Adjusted project plans to account for dynamic targets, staffing changes, and operational specifications.
- Reduced risk and coordinated project specifications to meet safety and federal compliance.
- Updated customers and senior leaders on progress and roadblocks.
- Scheduled and facilitated meetings between project stakeholders to discuss deliverables, schedules and conflicts.
- Developed and implemented project plans and budgets to ensure successful execution.
- Maintained open communication by presenting regular updates on project status to customers.
- Reported regularly to managers on project budget, progress and technical problems.
- Facilitated workshops to collect project requirements and user feedback.
- Tracked project and team member performance closely to quickly intervene in mistakes or delays.
Trade promoter
Guinness Ghana Plc
09.2014 - 11.2014
- VSM accompaniment
- Active recruitment of new off-trade accounts
- Trade storms to actively persuade and sell GGBL products
- Functions and event activations
- Market activations
- Intelligence gathering –competition activities on branding, new products and promotions.
- Identified potential marketing opportunities to increase brand awareness.
- Identified interested and qualified customers to provide potential customers with additional information regarding product.
- Researched and identified new business opportunities.
- Collected and managed all generated leads from promoters assigned to team on daily basis.
- Addressed prospects' concerns and utilized persuasive techniques to turn guests into paying, satisfied customers.
- Scheduled appointments with potential customers for product installation.
- Learned about competitors' products and consumers' interests to answer questions and provide more complete information.
- Motivated team members to meet and exceed sales targets.
- Built professional network to establish and maintain relationships with community contacts, providers and others who may refer potential leads.
- Provided product samples, coupons and informational brochures to persuade people to buy products.
- Provided exceptional customer service to drive satisfaction.
- Maintained accurate records of promotional events and customer interactions.
- Worked with team to achieve sales goals for products.
- Educated customers on product features and answered questions regarding product use.
- Set up and broke down promotional booths and tents and talked to potential customers for successful promotional events.
- Assisted customers with product selection based on individual needs and preferences.
- Collaborated with sales staff to identify target customers, promote products and increase sales.
- Developed and executed promotional campaigns to drive brand awareness and sales.
- Communicated product value, quality, and style to educate and entice potential customers.
- Planned and organized sampling events by working hand-in-hand with retail store managers and leaders.
- Maintained knowledge of current promotions and product features.
- Greeted customers warmly and pleasantly answered inquiries.
- Demonstrated products to customers to illustrate features, advantages and benefits.
- Maintained clean, organized and professional work environment.
- Organized and stocked merchandise to keep necessary levels for sales demand.
- Developed creative displays and signage to draw customers to products.
- Engaged customers to communicate key product features.
Purchasing clerk
Produce Buying Company, PBC
04.2014 - 09.2014
- Management of third parties (extension officers, fertilizer companies, depot workers.}
- Directly selling Fertilizers to Dealers & Distributors across the region (central Region)
- Developed antique way to measure weekly and monthly reports on market trends and situations
- Accounts on weekly purchases and declare returns
- Prospect for new and develop farmers of low yielding capacity
- Intelligence gathering –completion activities
- Implement effective strategies to exceed premium collections
- Ensure dependable relationship activities with farmers
- Motivate farmers monthly and annually based on their performance
- Structure effective performance metrics for farmers.
- Interviewed suppliers and asked for quotes to determine best possible pricing for materials purchasing.
- Managed large product inventories and placed orders when product levels were running low.
- Implemented policies to reduce cost and eliminate waste.
- Arranged movement of products from one company location to another.
- Communicated with vendors regarding inventory needs and negotiated prices to maintain profit margins.
- Performed monthly reconciliation of open purchasing orders.
- Maintained consistent email communication with stores and suppliers to confirm and track orders and verify price revisions on purchase orders.
- Reviewed proposals, qualified vendors, and recommended optimal suppliers.
- Tracked inventory shipments and prepared spreadsheets detailing item information.
- Determined lowest possible cost, factoring in quality, and reliability and negotiated favorable contracts.
- Maintained complete documentation and records of all purchasing activities.
- Negotiated policies and contracts with vendors to achieve optimal pricing and consistent availability.
- Solved diverse supply chain problems involving numerous sources, logistics, and scheduling factors.
- Communicated frequently with stores and vendors to manage orders and verify revisions on purchase orders.
- Employed expert inventory management and oversight skills to formulate business metrics and meet corporate goals.
- Recommended metrics for product availability, costs, and delivery to advance business objectives.
- Computed and created purchase orders to monitor stock levels, verify purchase requisitions and expedite customer orders.
Education
MBA - Business Administration And Management
Kwame Nkrumah University of Science And Technology
09.2019 - 06.2021
Bachelor of Arts -
University of Ghana
Legon,Ghana. 09.2010 - 06.2014
Skills
Business process re-engineering
Change Control Processes
Functional & Business Requirements
Procedure development
Strategic planning
Order management
Improvement planning
Goals and performance
Business development and planning
Trend Analysis
Vendor management
Sales expertise
Product and service sales
Territory Management
Analytical problem solver
Extensive personal network
B to B sales
Direct sales
Sales processes
Coaching and mentoring
New Business Development
Account management
Trained in consumer marketing
Accomplishments
Best Territory Manager 2022 - Vivo Energy Ghana
Best Territory sales manager 2019 - Guinness Ghana Plc
Certification
[ISO 9001 :2015 -Quality management systems ] [ International Academy ] - [Lead Auditor ]
Timeline
[ISO 9001 :2015 -Quality management systems ] [ International Academy ] - [Lead Auditor ]
08-2022
[ISO 14001:2015 - Enviromental Management system], [Tvet International Academy Pvt.Ltd] - [lead Auditor]
08-2022
[ISO 45001:2018 - Occupational Health and safety Management Systems], [Tvet International Academy Pvt. Ltd.] - [Lead Auditor]
08-2022
Territory Manager
Vivo Energy Ghana
04.2020 - Current
MBA - Business Administration And Management
Kwame Nkrumah University of Science And Technology
09.2019 - 06.2021
Territory Sales Manager
Guinness Ghana Plc.
01.2017 - 04.2020
Function and events Manager
Guinness Ghana Plc
02.2016 - 01.2017
Trade Developer
Guinness Ghana Plc
08.2015 - 02.2016
Sales force Automation Project lead
Guinness Ghana Plc
11.2014 - 08.2015
Trade promoter
Guinness Ghana Plc
09.2014 - 11.2014
Purchasing clerk
Produce Buying Company, PBC
04.2014 - 09.2014
Bachelor of Arts -
University of Ghana
09.2010 - 06.2014