Juan Felipe Ruiz Arenas

• Generation of business opportunities through outbound strategies with proper buyer personas. • Understanding the lead’s pain points, highlighting the companies’ key differentiators, demoing over video calls, and guiding them through the sales process. • Strategic pipeline building to meet area’s KPIs • CRM use to forecast revenue, build follow up strategy, update customer records, and track activity across each lead.

• Deployment of outbound prospecting strategies: Cold calling, email, sequences, and social media. • Use of diverse prospecting tools to contact potential leads (Apollo, Lusha, Kaspr, Contactout).

• Management of dairy, derivatives, and bakery category. (#1 category of the company: 28% mix). • Relationships with 64 suppliers. Looking for win-win relationships and guaranteeing high margins. • Data & results analysis for maximizing profits, sales (sell in and sell out), payment days and rotation. Accomplishment of 6% average monthly growth • Collaborative work with Trade, Finance and Marketing teams.

• Management of the hot drinks, snacks, pastas, cereals & cookies, confectionary and pets categories. (13% mix). • Relationship with 71 suppliers including huge multinationals of food & beverages and pets. • An average monthly growth of 25% was achieved with a growth rate of +3% share in the total sales mix.

• Creation and management of the brand´s influencers program including digital & traditional media plans for the Football category at Adidas. (From scratch to organizing the structure of assets, micro and premium influencers) • Product regional and local campaigns, retail activations and event execution

• Regional LATAM´s brief localization to Colombian market. PR and brand campaigns planning for Football, Running, Training and Athletics categories. • 360 campaigns of categories managing the PR business unit. Work with influencers and traditional & digital media. • Development of brand activations & events of the Performance 2018-1 influencers business plan. • Collaborative work with digital, BTL and PR agencies for each of the campaigns.

• Leader of the Marlboro customer loyalty project at the Universidad Nacional of Colombia. • Ensure brand fundamentals (visibility, active inventory, and brand knowledge) with the Marlboro family with 60 grocers’ suppliers. Weekly pushing and supporting the growth of their sales indicators. • Weekly building of Nielsen sales reports: Sell in and sell out, numerical and weighted distribution. • Budget & stock management throughout SAP and Abako.