Alejandro Morales

Estrategia y Táctica comercial

I was responsible for the generation of commercial strategies to develop the wholesale channel in Mexico in 5 years, a high-performance team was consolidated made up of 6 sales executives (4 KAMS and 2 Sr Sellers) 3 In plants, 3 Supervisors and 36 service agents, achieving the best sales results, execution and visibility at the point of sale, establishing the correct strategies, launching suitable products, effective negotiations with Top customers and opening new channels, they managed to meet the result for 5 consecutive years established by the organization. I was 360º responsible for commercial strategies, budgets, financial strategies, portfolio recovery and special plans, Budget, investment control, P&L administration of a portfolio of more than 256 active clients. The greatest achievement was consolidating the Crayola brand in the wholesale market for the first time in Mexico.

Develop the annual Strategic Sales Plan, as well as the Budget and global forecasts for the Region. -Control the commercial strategy of prices and discounts to deliver GP above 50%. -Administer, train and control the sales team of the Region made up of 14 Consultants and 5 KAMs. -Collaborate in the closing of annual contracts with AAA and AA clients such as: Scotia Bank, Becton Dickinson, Kimberly & Clark, etc. -Present the annual Pipeline of the region with the main KPIS to develop: Annual Goal Achievement, Customer Service, etc. -Make monthly P&L reviews to ensure target profitability. -Achieve growth of 14% and 24% in the 2 years of administration of the region with GP of 50%. -Implement a new structure in the sales team focused on a vision of Advisory Sales. -Make a Couching plan quarterly with each element of the sales team to increase their productivity by 10%.

Collaborate together with the General Directorate in the LTS (Long Time Strategy) for 5-year business objectives. -Control the annual Budget in the Sales, Marketing and Trade Marketing Area. -Perform national training for new product launches and KPIs in the development of new sales lines. -Tropicalized the commercial strategy of Bic Mexico to the commercial reality in the Chilean market. -Develop emerging markets in Chile, which allowed us to achieve double-digit growth for 3 consecutive years. such as: Convenience stores and horizontal Distribution, as well as formalize close commercial ties with base markets such as Retail (Wal-Mart, Cencosud, Sodimac, Falabella, Santa Isabel, etc.) and Wholesale (Dimeiggs, Lapiz López, etc). -Coordinate a team of 18 Consultants, 5 KAM's nationwide, 5 MKT executives and 18 people in charge of Trade MKT. -Achieve national growth in Volume of 10%, 13% and 16% in the 3 years of administration. -Develop Cross Functional Projector in LATAM countries such as: Brazil, Argentina, Colombia, Peru and Ecuador.

-Coordine la estrategia nacional e Trade Marketing y al equipo de 60 consultores de campo. -Obtuve un Market Share del 80% en Escritura, 60% en Encendedores y del 10% en Afeitado. (según datos Nielsen). -Fui reconocido como Mejor Gerente Cuenta Clave del año.

-Administre a clientes AAA en el canal de Retail como Wal-Mart, Comercial Mexicana y Soriana por 1 año ½ y clientes en el canal de Mayoreo como: Sahauyo, Grupo Zorro Abarrotero, Casa Vargas, Grupo Scorpion, Garis. Logrando crecimentos de doble digito en los 3 años de administración. -Obtuve el Nombramiento de Mejor Gerente de Cuenta Clave por 2 años consecutivos (2006 y 2007).

Responsable del desarrollo del mercado de Mayoreo y Distribución Horizontal en las categorías de Escritura, Encendedor y afeitado en el Valle de México, con el objetivo de incrementar el Market Share de cada categoría a doble dígito Personal a Cargo: 5 Consultores de venta

La principal función era el primer enlace entre los productos de las categorías de Escritura, Encendedor y Afeitado entre la Compañía y las empresas AAA, para desarrollar el sampling necesario para que se adquirieran los productos de BIC vs la competencia a través de nuestros diferentes canales de distribución. Personal a Cargo: Sin personal a cargo

Responsable de la apertura de nuevos clientes y el desarrollo de la cartera a través de fondos de inversión de alto capital > 1,000,000, teniendo en cuenta las necesidades de cada cliente y sus objetivos financieros para Personas Físicas y Morales