Reginald Guce
Sandringham,New Zealand
Summary
I have over 15 years of experience in the fast-moving consumer goods (FMCG) industry, specializing in distributor and territory management. I am passionate, motivated, and constantly striving for excellence and improvement. I believe in following procedures and following my regular call cycles. I have a strong leadership and coaching skills, and I believe in working hand in hand with every facet of my network, not only my direct team, but every individual I come across, to achieve our common goals. I am looking for new opportunities to leverage my skills and expertise in the FMCG field and to contribute to the success of a dynamic and innovative organization.
Overview
24
24
years of professional experience
Work History
Senior Client Service Manager
BrandSpec
Auckland, New Zealand
06.2017 - Current
- Spearhead the company's Asset Management project. From on-boarding our new client (Unilever) to setting up the procedures and processes. To training and implementing the new work flow for asset management which led to one of the most profitable branches of the company.
- Integral in meeting client expectations and KPI's (Unilever) which led to us handling their POS (Point Of Sale) which includes warehousing and distribution for their nationwide campaigns and NPD launches.
- Daily, weekly and monthly monitoring and reporting of clients KPIs and troubleshooting when needed with stakeholders both internal and external.
- Meet with client on a weekly WIP meetings, aligning programs, dates and gives updates on deliverables and on-going projects.
- Coordinate seamless nationwide asset logistics for a prominent New Zealand ice cream brand (Streets), ensuring precise and timely deliveries.
- Engage with a diverse range of stakeholders, including store owners, key accounts, company representatives, distributor personnel, freight experts, and technicians to meet and exceed Key Performance Indicators (KPIs)
- Pioneered the development and implementation of asset management processes during the company's expansion, establishing a cornerstone operation within the organization which contributes 35% to the company's earnings.
- Managed existing and developed new client relationships, identifying risk and growth opportunities.
- Identified process improvement opportunities to enhance operational effectiveness and improve team productivity, resulting in 22% reduction in man hours and labor costs.
Area Customer Development Manager
Kimberly Clark
Philippines
06.2012 - 08.2015
- Managed distributor for my area of coverage.
- Ensured optimal inventory levels and product mix in my distributor warehouses, resulting in an increase in Customer Service Levels (CSL) from 60% to 90%
- Negotiated NPD launches with local key accounts, guaranteeing product placement and shelf space. Achieved 13% growth for STT (Sales To Trade) vs PY by properly implementing marketing programs, inventory corrections, product placements and negotiating for increased shelf displays.
- Lowered down trade spending by 8% vs PY by carefully monitoring and negotiating with key accounts and ensuring line by line implementation of all agreed upon trade discounts and supports.
- Trained merchandisers on regular planogram, NPD launches and shelf expectations.
- Regularly conducted field audits, field works, coaching and led by example to the team.
- Orchestrated a seamless distributor transition without disruption to operations.
- Successfully halted the decline of Sales To Trade (STT) across my area of responsibility which brough growth and stability.
- Finalized sales contracts with high-value customers.
- Established, initiated and optimized business development strategies based on company targets, marketing programs, NPD launches and company budget.
- Helped distributors optimize route and coverage to meet ROI either by opening new accounts or rehabilitating existing ones.
- Analyzed and reported on KPIs to validate and demonstrate success of marketing campaigns to the marketing team which led to a more focused and efficient roll out of programs.
Regional Sales Manager
JTI (Japan Tobacco International)
Philippines
06.2009 - 02.2012
- Managed the operations in the region of coverage, achieving remarkable distribution growth and route optimization, raising distribution growth to 73% from 52% against Nielsen data and 98.9% from 71% in internal monitoring
- Increased tertiary accounts penetration for new and core products to 14,000 accounts from 12,500 by constantly doing field work with the team and regularly conducting field audits.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Developed and maintained positive relationships with clients in assigned sales territories.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
- Generated detailed sales reports and forecasts to analyze performance and track progress.
- Regular key accounts visits which led to achieving high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Efficiently managed accounts receivable and nurtured distributor relationships while ensuring comprehensive geographical coverage, even in island and remote areas.
Regional Sales Manager
NutriAsia
Philippines
04.2002 - 08.2004
- Oversaw sales operation in the Region of coverage for retail and local key accounts.
- Achieved consistent monthly sales targets and executed inventory management initiatives
- Pioneered systems to enhance distributor performance and growth, including distributor selection, training, and expansion plans.
- Developed and maintained positive relationships with clients in assigned sales territories.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Generated detailed sales reports and forecasts to analyze performance and track progress.
- Finalized sales contracts with high-value customers.
- Executed successful marketing campaigns to generate new business and expand customer base.
Food Service Territory Manager
NutriAsia
Philippines
03.2000 - 04.2002
- Started the Food Service operation in my given territory.
- Picked, negotiated and trained the chosen distributor.
- Actively opened new accounts for the distributor to cover.
- Participated in cooking laboratory to better understand the usage of our products.
- Explained and demonstrated to accounts the ways the can use our products and be more efficient.
- Introduce big packs to industrial customers and sachet packs to take out customers.
Education
MBA - Business Administration
Auckland Institute of Studies
Auckland10.2016
Bachelor of Science - Business Management Major in Hotel And Restaurant
University of The Philippines
Philippines10.1996
Skills
- Team Management
- P&L Management
- Sales Planning
- Territory Management
- Client Relationships
- Sales and Marketing Strategies
- Operational Management
- New Account Development
- Negotiation and Persuasion
- Distributor Management
- Business Development and Planning
- Customer Retention
References
References available upon request.
Timeline
Senior Client Service Manager
BrandSpec
06.2017 - Current
Area Customer Development Manager
Kimberly Clark
06.2012 - 08.2015
Regional Sales Manager
JTI (Japan Tobacco International)
06.2009 - 02.2012
Regional Sales Manager
NutriAsia
04.2002 - 08.2004
Food Service Territory Manager
NutriAsia
03.2000 - 04.2002
MBA - Business Administration
Auckland Institute of Studies
Bachelor of Science - Business Management Major in Hotel And Restaurant
University of The Philippines
Similar Profiles
Nancy Joseph RajNancy Joseph Raj
Senior Business Analyst at BNP ParibasSenior Business Analyst at BNP Paribas
Chathuri MaheshikaChathuri Maheshika
Casual Reliever at Randstad EducationCasual Reliever at Randstad Education
MARCO ANSELMO BLAYMARCO ANSELMO BLAY
BIM COORDINATOR at VENTIA CORPORATIONBIM COORDINATOR at VENTIA CORPORATION