Rodrigo Diaz
Summary
Agile Sales Manager recognized for building strong customer base and achieving sales targets. Extensive knowledge of market trends within Consumer Goods category. Organized individual with expertise in sales strategies, resource planning and trend analysis.
Overview
21
21
years of professional experience
Work History
Business Development Manager
NEW ZEALAND TRADE & ENTERPRISE
07.2022 - Current
- Manage a portfolio of 20 key FMCG customers to validate and explore options to export to Australia – revenue per company $2M to $20M.
- Work collaboratively with other teams such as legal, finance, operations and marketing to develop and deliver growth plans - eg. NPD introductions into the Australian market.
- Ensure up-to-date and accurate information is distributed and stored in NZTE's internal systems (CRM system).
- Provide insights, analyze data and guidance to different customers to achieve revenue plans and distribution.
- Represent NZTE at conferences and industry events.
Regional Export Account Manager
SAN REMO PASTA
09.2018 - 07.2022
- In charge of developing annual JBP's for exclusive distributors in 10 international markets (eg. Singapore, India, Sri Lanka, South Africa) – revenue AU$15M in sales p/year.
- Managed marketing budget ($100,000) to develop volume and distribution in assigned markets.
- Data analysis from different sources (eg. Nielsen, IRI) to obtain insights, monitor product categories and share of market.
- Development of NPD's liaising with multiple departments – production, finance, sales, marketing and logistics.
Regional Sales Manager
PRIME MEATS – 15 Months Project
04.2017 - 07.2018
- Temporary project to implement bilingual strategies to develop sales processes, including training, budget management, account management, and managing a 6 Territory Managers in 6 states
- Designed strategies to maximise sales and distribution – yearly revenue USD16.2M
- Forecasted sales, set up of KPI's and negotiated Trading Terms with key accounts.
- Conducted product demonstrations and presentations to potential clients to capture more sales in 6 different states.
- Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
Sales Manager
LA CASA DEL FORMAGGIO
09.2015 - 04.2017
- Spearheaded development and management of short and long-term business plans for foodservice distributors nationally as well as Independent Key Accounts and the national chains.
- Develop cyclical activities as well as initiatives such as promotional campaigns.
- Managed 2 sales representatives calling on retail stores in the Adelaide metro area (eg. Implement Planograms and off-location displays).
- Collaborated with marketing teams to create targeted promotional campaigns, driving customer engagement and sales growth.
State Planning & Area Merchandisers Manager
BRITISH AMERICAN TOBACCO
04.2013 - 09.2015
- Led a team of 7 merchandisers to ensure compliance with trading terms, execution of activities, and visit coverage in accounts.
- Delivered detailed analysis on product distribution and share of market using consumer data.
- Developed and implemented strategies that reduced the incidence of Out of Stocks by 90% in national accounts.
- Utilized broad scope of industry knowledge and category management toward directing forward-thinking sales force initiatives in execution and budgetary performance.
State Accounts Manager
BRITISH AMERICAN TOBACCO – Australia
05.2011 - 04.2013
- Steered comprehensive analysis of sales reports, forecasts, sales and consumer data (eg Nielsen & IRI, scan data) and category reviews for core stakeholders
- Cost-effectively managed budget execution ($450K) and resources across area teams by providing focus to field force to achieve KPI's
- Developed business plans to align regional objectives with national plans.
Territory Manager
BRITISH AMERICAN TOBACCO
09.2008 - 05.2011
- Strategically managed the development of territory planner to achieve KPI's in the geographical area assigned – trade budget $120K
- Maximized bottom-line performance by directing profit-focused customer relationships across organized and independent channels.
- Established successful account relationships by building rapport and maintaining consistent communication in more than 25 key accounts.
- Expertly identified and reported on competitor and trade activity across the designated territory, along with resourcefully executing all aspects of brand and trade strategies.
Trade Marketing Executive
GATORADE PEPSICO
05.2005 - 01.2008
- Increased brand awareness by developing strategic trade marketing plans and executing promotional campaigns.
- Enhanced product visibility by negotiating prime shelf placements and creating eye-catching in-store displays.
- Boosted sales by collaborating with cross-functional teams to develop innovative trade marketing strategies.
- Optimized return on investment with careful budget management and cost-effective promotional activities.
Brand Trade Executive
BRITISH AMERICAN TOBACCO
09.2002 - 12.2004
- Increased trade volume by identifying potential markets and implementing strategic sales plans.
- Developed strong relationships with key accounts through effective communication and negotiation skills for long-term partnerships.
- Managed trade operations, ensuring compliance with all regulations and mitigating risks.
Education
MBA - Business Administration And Management
Tecnologico De Monterrey
Mexico12.2006
Skills
- Promotional Planning
- Pipeline Management
- Business Development
- Performance Evaluations
- Resource Planning
- Budget Management
- Commercial Acumen
- Team Player
- Pricing structures
Technical Summary
- Siebel
- SAP
- Dynamics 365
- Business Objects
- MicroStrategy
- Crystal
- Microsoft Office
Languages
Spanish
Native or Bilingual
English
Native or Bilingual
Timeline
Business Development Manager
NEW ZEALAND TRADE & ENTERPRISE
07.2022 - Current
Regional Export Account Manager
SAN REMO PASTA
09.2018 - 07.2022
Regional Sales Manager
PRIME MEATS – 15 Months Project
04.2017 - 07.2018
Sales Manager
LA CASA DEL FORMAGGIO
09.2015 - 04.2017
State Planning & Area Merchandisers Manager
BRITISH AMERICAN TOBACCO
04.2013 - 09.2015
State Accounts Manager
BRITISH AMERICAN TOBACCO – Australia
05.2011 - 04.2013
Territory Manager
BRITISH AMERICAN TOBACCO
09.2008 - 05.2011
Trade Marketing Executive
GATORADE PEPSICO
05.2005 - 01.2008
Brand Trade Executive
BRITISH AMERICAN TOBACCO
09.2002 - 12.2004
MBA - Business Administration And Management
Tecnologico De Monterrey
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