Id: 10112 Curriculum Vitae

1. Commercial Manager & Business Development Manager 01/01/2007 - Present
Company: BAPTISTA SALOMÃO E COMPANHIA Lda.
Country of work: Mozambique
Region of work: Maputo
City/place of work: Maputo
Salary: Confidential
Department: Sales
Responsibilities: From January 2007 onwards, as the Commercial & Business Development Manager, reporting to General Manager, performing the following:
- Development and implementation of a National Distribution Plan that meets the company objectives in each market segments; ; the plan granted an increment of 33% on the sales volume when compared to the previous year;
- Establishment of strictly relationship with distributors, clients (Formal & Informal) and suppliers in order to gain high levels of support and market loyalty achieving the organization objectives; The relations allowed to build a strong acknowledgement base, from valuable consumers and distributors, impacting positively and significantly in the company plans;
- Management of the sales and distribution in order to avoid out of stock;
- Motivation, training and co - ordination of an aggressive commercial team that warrants that objectives are exceeded or, at least, achieved; Change of the concept that the sale finish on the shipment (Sales to the Distributor) and introduction of the concept that the sale its only finished when the product or service is handled to the final consumer;
- Provide commercial reports evidencing the market trends, sales performance, competitor performance and the level of accomplishment of the commercial and sales plan being the commercial eye of the enterprise. With the reports, on a monthly basis, a competitor matrix was built and the market share could be determined.

2. Sales Executive, Trade & Brand Marketing Executive 01/06/2004 - 31/12/2006
Company: British American Tobacco Mozambique
Country of work: Mozambique
Region of work: Maputo
City/place of work: Maputo
Salary: Confidential
Department: Sales
Responsibilities: Worked on a period of two and half years ( June 2004 till December 2006), reporting directly to National Sales Manager and indirectly to Marketing Director, as a strong adviser in decision taking, performing the following :
Marketing Management
- Direct involvement on the elaboration of the Marketing Business Plan for 2006 - 2016 which the data feed the Production and Financial Plans of the company;

Brand & Trade Marketing
- Direct coordination in the elaboration and strategy implementation on the Palmar Pack migration campaign into Pall Mall, being the first a Mozambican cigarette brand with strong brand equity and the second a global drive cigarette brand in B.A.T, aimed to communicate to Palmar smokers that the product is the same only the brand changed- 2006. The campaign was considered a success case among Global BAT with a migration rate of 95%.
- Coordinator of "Pall Mall Light up and win campaign" with the objective to boost Pall Mall sales which were very low since it's launch in November of 2005 - 2006. The project failed and the most appointed reason was the taste of the brand which was bad and the campaign only increase the sales in 10% during the period of promotion and after that dropped again;
- Manager & designer of the "Retail Portfolio Program" which seeks to educate the trade in cigarette commercialization. The education was based in the accomplishment of key parameters for cigarette commercialization namely the following: price, stock levels, Plano gram, brand assortment and hot spot.. The correct accomplishment of the mentioned parameters permitted to increase sales volume in the outlets and consequently in the enterprise - 2005 - 2006. Its important to refer that the correct application of the parameters from the sales resulted on the increment of sales in 17% and consequently to BAT;
- Coordinator of the RCS5 System ( Retail Classification System), which, classifies the retail outlets in various aspects and from the classifications various reports are extracted in order to give input to Marketing cycle activities plan - 2004 - 2006. The results from this reports granted a solid planning of cycle activities;
- Experience working with advertising agencies elaborating consistent briefings of the various projects and direct strategic discussions in order to implement and maximize the projects - 2004 - 2006;
- Identification, recruitment & training of specific people to execute specific tasks in Marketing projects- 2004 - 2006. An oriented result task force was recruited which enabled us to achieve the results fast and easier;
- National coordinator of Merchandising materials (Promotional materials) ensuring that the right materials were available at the right place at the right quantities and at the right moment in order to maximize the cycle activities performance. Elaboration of Merchandising materials policy and procedures which ensure an effective and clear management of the materials - 2004 - 2006. It was verified , a huge and organized distribution of merchandising materials at minimum costs;
Sales Area
- Key user of SAP system - Integrated management system involving the various enterprise functions namely procurement, finance, sales and production - training the system operators from the SD module ( sales and distribution). Deeply system exploration in order to extract reports and key data which inputted significantly in decision taking - 2005 - 2006;
- Coordinator of Omega assessment at the Central Region of the country - Omega was a project designed to maximize distribution coverage in Mozambique and increase the sales volume - providing fruitfully recommendations that lead to adequate the omega forecast with the Central Region reality at that moment.
- National Coordinator of Bicycle project - Launched in 2005 with the main purpose to reinforce market penetration and increase distribution coverage of the cigarettes in the rural and peri - urban areas in Mozambique - 2005 - 2006. It was verified an increment on the rotation of the product in this places with the application of this tool around 12%.
- National Coordinator of the Trolleys (Ambulant and semi - fixed cigarette Point of Sales) - Activity destined to stabilize the cigarette price in strategic places and increase cigarette availability. Trolleys are an effective tool to implement sales and Marketing strategies ensuring price stability, availability of strategic brands, product visibility and effective communication of company brands, for one side, and, by the other side, fight competition reducing their availability and visibility - 2005 - 2006. Distribution of 150 trolleys country wide in 6 months granting the most valuable objective of the ones mentioned previously: to stabilize the price (important because the consumer is highly price sensitive in this segments)
- Manager and Designer of "Distribution Incentive Scheme" with the aim of motivating distributor sales force to reach the desired sales targets. The scheme was based on the individually sales performance evaluation of each route and vendor and add, considering the route/vendor performance, 10% to 20% in order to motivate the sales force to challenge their status quo meeting the sales levels targeted by the company - 2006. Its important to mention that the commitment of the Distributor and his Sales Force was determinant for the success of this initiative which lead us to increase the sales around 15%- 25% per sales man depending on the route

3. Administrative Assistant 01/06/2002 - 31/05/2004
Company: BAPTISTA SALOMÃO E COMPANHIA
Country of work: Mozambique
Region of work: Maputo
City/place of work: Maputo
Salary: Confidential
Department: Administration & Secretarial
Responsibilities: Worked on a period of two years ( June 2002 till June 2004), reporting to General Manager, performing the following:
Commercial Area
- Designing and Management of clients database in order to design a fidelity program - 2002 - 2004. This consumers were segmented and the discount per quantity was used to grant the fidelity;
Production Area
- Production planning in coordination with the production technicians in harmony with the market trends - 2003 - 2004. Market data were used to feed the Production, Financial, Logistic and Human Resources.
- Control of production and quality levels identifying the deviations causes in order to propose and implement corrective procedures to improve the process - 2003 - 2004. Design and implementation of formularies used to register the volumes of production, material consumption, quality, machinery efficiency per shift granting a more quick and effective decision making.
Financial Area
- Weekly and Monthly Bank reconciliations - 2003 - 2004;
- Elaboration & Management of administrative, production and marketing budget - 2003 - 2004;
- Elaboration of monthly and annual Financial Reports - 2003 - 2004;
- Accomplishment of the process of Procurement and acquisition of immobilized, consumable goods and act of contract of services observing the effective procedures in the institution - 2003 - 2004.