Katan Wahab
Raby
Summary
Experienced with identifying lucrative market opportunities and developing strategic initiatives. Utilizes effective negotiation techniques and relationship-building skills to drive business growth. Track record of fostering long-term partnerships and delivering consistent revenue increases.
Overview
22
22
years of professional experience
Work History
BDM
Britestar Insulation and Cladding
08.2024 - Current
- Prospect for new customers, focusing on residential small to medium sized Insulation contractors and builders.
- To provide sales & customer service support - answering sales inquiries, customer inquiries etc.
- To contribute to the achievement of sales targets and goals
- To organise the co-ordination of daily orders and on time deliveries.
- To work closely with the Britestar team to ensure seamless customer service and administration
- Maintain relationships with customers and suppliers.
- Learn and use the Accrivia computer system, for quotes, invoicing Purchasing, inventory
- Ability to work independently and also within a team.
- Do own site measures and quotes, for insulation and sell Roof blanket (new segment)
Sales Manager DPO
Direct Plasterboard Outlet
02.2024 - Current
- Attract and retain contractors.
- Prospect for new customers, focusing on residential small to medium sized plastering contractors and builders.
- To provide sales & customer service support - answering sales inquiries, customer inquiries etc.
- To contribute to the achievement of sales targets and goals
- To build and maintain strong customer relationships with customers, suppliers and other stakeholders, ensuring customer satisfaction.
- To resolve customer complaints or issues in a timely and effective manner.
- To organise the co-ordination of daily orders and on time deliveries.
- To work closely with the DPO team to ensure seamless customer service
- To develop and maintain the relationships with suppliers.
- To follow instructions and implementation of directives from the senior management team.
- Proactive with the ability to manage multiple tasks and work in a fast-paced environment.
- Excellent organisational and time management skills.
- Ability to work independently and also within a team.
- Knowledge of the Building industry and the ability to interpret building documentation
Key Account Manager
Hardware & General
10.2022 - 02.2024
- Service existing account base of builders, and tradies
- Visit 80 accounts twice a month and build relationships
- Complete daily reports and weekly expenses
- Grow the territory by Introducing new categories.
- Work with the internal team for smooth process efficiency
- Optimising call routes to maximise time in the field and overall efficiency
- Meet sales targets and KPIs
- Build relationships internally and externally.
- Being regularly available and responsive to customer needs
- Increase heavy delivered business by maximising and capitalising on opportunities for each project.
- Follow up on quote , backorders, and resolve account issues
- Build existing relationships while generating new business within existing accounts and acquiring new accounts
- Project track constructions sites and sell materials at each stage
- Effectively communicate/delegate quotes and orders for processing
- Adhere to requirements to track and maintain customer and call cycle data with CRM.
- Adhere to safe work processes, and behaviours
BDM Commercial and Trade specialists
07.2019 - 10.2022
- Establish a new account base of builders, and tradies
- Initial focus on appliances
- Introduce new categories and suppliers to the business.
- Create proposals for Multires Tenders
- Train and work with internal team to maximise efficiency
- Work autonomously from home and on site
- Meet sales targets
- Build on relationships internally and externally .
- Increase heavy delivered business by maximising and capitalising on opportunities for each project.
- Follow up on quotes, backorders, and resolve account issues
- Contribute ideas to improve operating procedures.
Trade Account Manager
Bunnings Group Limited
06.2012 - 03.2019
- Establish and build relationships while generating new business within existing and new trade accounts.
- Increase heavy delivered business through the Bunnings Trade centres, by maximising and capitalising on opportunities for each project.
- Project track constructions sites within designated area.
- Ensure accounts trade within their terms.
- Liaise with category managers on potential opportunities and proposals.
- Strategically Present Bunnings Trade offer to Builders and Buying influences
- Utilise the Bunnings network for the best outcomes.
- Effectively communicate/delegate quotes and orders for processing.
- Be proficient in Bunnings Commercial Operating System (COS) and (CRM)
- Deal with and overcome obstacles by finding solutions to issues that arise.
- Contribute ideas to improve operating procedures.
- Adapt to the 2018 restructure, into the Project Team.
- Live and breath Bunnings Vision and Values
- Account manager of the year 2013
- Pioneered new Trade categories i.e.; Appliances, and commercial tiles
- Worked with and helped train 5 Area Sales Managers
Business Development Manager
FMCG Metcash- Campbells Wholesale,Liverpool Branch
09.2010 - 04.2012
- Establish and build relationships while generating new business within existing and new accounts.
- Correct Execution of National and state-based customer sales plans.
- Provide customers with Local market exposure.
- Provide efficient response to all customer queries and complaints.
- Drive teamwork score and customer compliance.
- Attend to distressed stock issues.
- Reactivate inactive accounts.
- Sell in the Total supply solution concept to key accounts.
- Collect outstanding debts.
- Provide weekly reports.
- Grow, maintain and monitor customer sale, with new and existing business.
- Identify potential Lucky seven “partner” opportunities and work with the LRC’s (Co-ordinators) to secure and develop the business.
- Identify and close sales opportunities within existing customers as well as identifying new CSD customers.
- Create presentation folder by communicating with suppliers and gathering information.
- Use reports to maintain and increase sales.
- Identify and train customers who have access to the web to use our web portal to either check pricing or place orders.
- Develop close working relationships with the CSD team, in regard to merchandise and logistics, whilst networking across these areas to build stronger relationships.
- Most accounts opened nationally in year ending June 2011.
- Created and developed a new customer base in a new territory.
Territory Manager
Cadbury Schweppes Food and beverage, FMCG Impulse sales
04.2003 - 09.2010
- Achievement of core principles in existing and new business to drive achievement of sales volume and distribution targets.
- Shelf share- achievement of minimum space by business type for CSA brands
- Core brand availability- ranging of CSA core brands by business type (distribution)
- Core pack at eye level - by business type
- Location - Negotiating for best location for CSA equipment and/or display ( includes off location displays)
- Points of interaction - achievement of minimum POI’s to CSA standard
- Identify new business opportunities and build business base by identifying prospects, preparing and presenting effective proposals and winning new accounts.
- Manage territory credit to ensure all customers trade within agreed terms and ensure records of transaction and banking are properly and efficiently administered.
- Ensure trade customers actively participate in company marketing and sales programs, new product distribution promotional opportunities and price movements.
- Maximise the profit margin potential of our products by using professional selling skills to shift the emphasis from wholesale pricing and discounts to the other benefits of our range and to set promotional retail pricing to best advantage.
- Pre-sell promotional activity as agreed at state or national level. Ensure sufficient stock ordered and in place to support all promotions, by store type and category.
- Ensure customer stock levels are maintained at a level to satisfy the outlets potential turnover.
- Ensure that the opportunities that new products represent are fully realised and seek innovative means of gaining ranging and consumer sales of new and existing products not traditionally associated with each channel
- Seek ongoing improvement with sales of products through relay activity and ranging of updated lines
- Regularly inspect outlets stocks to ensure that stock rotation is practised and that products unsuitable for sale are removed from use
- Develop and maintain personal contact with key store personnel at each visit to ensure awareness of service provided.
- Develop a suitable working relationship with the National telephone sales team to ensure adequate coverage and service is provided
- Work closely with the Business Development Managers to ensure the adequate handover of new business accounts takes place
- Provide a high level of customer sales service and liaise with the appropriate technical service departments where necessary to ensure a high standard of technical service is provided
- Maintain accurate levels of customer transactions, equipment placement, customer database and all other administrative requirements (i.e. expense records) as directed
- Give prompt attention to all product service complaints. Obtain full and accurate information to enable an authorised executive to deal with any complaint, correct problem situations and minimise cost to the division
- File ongoing/daily reports on business calls and related activities.
- Gather and report information on competitors’ activities in the market place and report back to the Area Manager
- Ensure that all signage in territory is in good repair and within signage policy guidelines
- Care for company assets issued-arranged for, or notify the need for, repair and servicing as required (i.e. motor vehicle, Pen tablet, etc)
- Understand and adhere to all company OH&S and guidelines to ensure a safe working environment for all.
- Consistently achieving volume and account base targets during 2003, to 2007.
- Achieved highest ever account base of 349 active dealers during 2005
- Chopped and rebuilt territory through “route to market project”.
- Won several incentives for new products distribution.
- Won holiday incentive for most new business and reactivated dealers in one period.
- Won holiday incentive for most aggressive play GDM’s placed.
- Won Red Bull distribution drive.
- Continue to grow volume, distribution, and account base in my area 7 years running.
- Territory manager of the year 2007.
- Most P&C Alliance sign ups 2008.
- May 2008 Territory manager of the month.
- Adapt to re-route, market motion, and build three new territories again since April 2008.
Skills
- Industry expertise
- CRM software proficiency
- Client onboarding
- Customer service
- Proficient in MS office suite
- Team collaboration
Timeline
BDM
Britestar Insulation and Cladding
08.2024 - Current
Sales Manager DPO
Direct Plasterboard Outlet
02.2024 - Current
Key Account Manager
Hardware & General
10.2022 - 02.2024
BDM Commercial and Trade specialists
07.2019 - 10.2022
Trade Account Manager
Bunnings Group Limited
06.2012 - 03.2019
Business Development Manager
FMCG Metcash- Campbells Wholesale,Liverpool Branch
09.2010 - 04.2012
Territory Manager
Cadbury Schweppes Food and beverage, FMCG Impulse sales
04.2003 - 09.2010
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