Gemma Landicho
Birkdale ,QLD
Summary
A results-driven and highly organised Area Sales Manager with over 9 years of experience within the fast-paced FMCG sector, consistently exceeding sales targets and KPI benchmarks. I have a proven ability to develop and execute commercial strategies that drive category growth, enhance in-store execution, and deliver sustained value across a diverse customer base.
Skilled in time management, stakeholder engagement, and commercial negotiation, I specialise in building strong relationships with retail partners to deliver high-impact, customer-focused outcomes. I have a strong track record of securing store-level agreements that result in over-and-above displays, incremental space gains, and successful execution of new product development (NPD) launches aligned with blueprint merchandising standards.
Overview
8
8
years of professional experience
Work History
Area Sales Manager
Kimberly Clarke
Brisbane , Qld
01.2024 - Current
- Sales Growth & Market Share
- Develop and execute strategies to increase sales and market share within the assigned territory.
- Identify opportunities to grow brand presence and penetration in key retail and distribution channels. (Woolworths and Coles)
- Customer & Account Management
- Build strong relationships with key customers, retailers, and distributors. (Woolworths and Coles)
- Monitor competitor activities and market trends to stay ahead of the competition.
- Journey Planning & Territory Management
- Create and optimise a journey plan to maximise customer engagement and sales efficiency.
- Ensure regular and effective store visits to drive visibility and compliance.
- In-Store Execution & Shelf Impact
- Ensure products are well-stocked, properly merchandised, and compliant with planograms.
- Drive on-shelf availability and impactful displays to enhance consumer experience.
- Implement promotional activities and trade marketing initiatives to boost sales.
- Performance Tracking & Reporting
- Monitor sales performance, track KPIs, and report insights to management.
- Analyse sales data to identify gaps and opportunities for improvement.
- Provide feedback and recommendations for business growth strategies.
Territory Manager
PepsiCo
Brisbane , Qld
04.2019 - 01.2024
- Manage a diverse portfolio of accounts within the grocery sector, ensuring consistent growth and performance.
- Drive incremental sales through strategic upselling of displays and products in-store.
- Introduce new product developments (NPD) with a focus on rapid market activation to maximize early-stage performance.
- Utilise customer business plans and align with the PepsiCo calendar to secure incremental execution opportunities.
- Negotiate premium shelf space and adherence to merchandising blueprints to optimise product visibility and sales impact.
- Develop data-driven sell-in stories using Power BI to support customer growth and category development.
- Lead the execution of my NP journey plan to deliver targeted and efficient outcomes.
- Foster and maintain strong, collaborative relationships with key customers to drive long-term business success.
- Consistently meet and surpass key performance indicators (KPIs).
- Identify, scope, and convert new business opportunities to expand market reach and revenue.
State Sales Manager
Casa Italia Gourmet food and Wine
Brisbane , Qld
05.2018 - 04.2019
- Proactively schedule and coordinate high-quality appointments with prospective and existing clients to support business development efforts.
- Execute targeted lead generation strategies, and manage the full sales funnel, driving lead conversion through personalised follow-ups and needs-based selling.
- Build strong rapport and trust with clients through consultative communication, active listening, and a customer-first approach.
- Maximise revenue opportunities by upselling both new product lines and existing offerings, tailored to customer needs and purchasing behavior.
- Consistently achieve and exceed daily performance metrics and key performance indicators (KPIs), maintaining a strong focus on productivity and quality.
- Drive monthly sales performance by strategically optimising call volume, product mix, and conversion rates to meet, and surpass, commissionable KPIs.
- Effectively manage a portfolio of over 100 customer accounts, ensuring timely follow-ups, customer satisfaction, and ongoing relationship development.
- Conduct outbound cold calling with a confident, persuasive approach to engage potential customers and generate new business.
- Manage accounts across multiple states, tailoring solutions to regional market dynamics and maintaining consistent service standards.
Membership Consultant
Go Health Clubs
Beenleigh , Qld
11.2017 - 05.2018
- Conduct business-to-business (B2B) sales by identifying client needs and offering tailored solutions that drive long-term value.
- Proactively schedule and confirm appointments with potential clients to initiate the sales process and support pipeline growth.
- Execute cold calling strategies to engage new leads, generate interest, and qualify prospects for further follow-up.
- Effectively convert free trial users into paying members by highlighting product value, benefits, and return on investment.
- Utilise the Intel system to accurately create, manage, and maintain client memberships, ensuring data integrity and a smooth onboarding process.
- Consistently meet and exceed daily KPIs by maintaining high levels of outreach, engagement, and client conversions.
- Maximise sales performance to achieve and surpass monthly commissionable targets through strategic selling, follow-up, and relationship management.
Sales Representative
Nestle
Brisbane , Qld
11.2016 - 11.2017
- Establish and maintain strong working relationships with corporate store managers to foster trust, collaboration, and smooth execution of sales initiatives.
- Execute in-store visual merchandising to ensure all products are attractively presented, shelf ticketing is accurate, and brand standards are maintained.
- Secure incremental off-location and high-traffic displays ("over and above") to drive increased visibility and sales within corporate retail environments.
- Implement and maintain planograms across multiple product categories, ensuring optimal product placement and planogram compliance.
- Identify and capitalise on opportunities to secure additional shelf and display space for new product launches, enhancing visibility and market penetration.
- Upsell premium, paid display opportunities to maximise revenue potential and in-store brand presence.
- Monitor and ensure compliance of paid promotional displays, confirming that execution aligns with contractual agreements and marketing standards.
Education
Certificate 4 - Transport And Logistics
Miro Training Centre
Brisbane 12-2015
Skills
- Sales growth
- Market analysis
- Customer management
- Data analysis
- Territory management
- Merchandising compliance
- Promotional execution
- KPI tracking
- Account development
- Relationship building
- Sales analytics
- Adaptability
- Distributor Relationships
- New business development
- Market and competitive analysis
- Attention to detail
- Teamwork
- Problem-solving abilities
- Multitasking capacity
- Time management abilities
- Brand development
References
References available upon request.
Timeline
Area Sales Manager
Kimberly Clarke
01.2024 - Current
Territory Manager
PepsiCo
04.2019 - 01.2024
State Sales Manager
Casa Italia Gourmet food and Wine
05.2018 - 04.2019
Membership Consultant
Go Health Clubs
11.2017 - 05.2018
Sales Representative
Nestle
11.2016 - 11.2017
Certificate 4 - Transport And Logistics
Miro Training Centre