Summary
Overview
Work History
Education
Skills
Key Competencies And Skills
References
Timeline
Generic

Abiy Tibebu

Addis Ababa

Summary

Highly motivated Regional Sales Manager with talent to drive team spirit and morale while promoting sales techniques and methods. Effective leader with pleasant personality and commitment to build successful teams.

Overview

17
17
years of professional experience

Work History

Reginal Sales Manager

VASARI GLOBAL RORANK BUSNESS S.C
01.2020 - Current


  • People capability development through coaching and accompaniment (of both Rorank/Vasari global and Distributors’ field staff) based on License To Sell and License To Coach principles
  • Recruit, retain & motivate talented Sales reps within the territory


  • Embedding the Everyday Minimum Execution Standards as the way of working
  • Ensure complaints from customers and Distributors receive timely resolution
  • Distributors Development
  • Developing and sustaining amazing relationships with a number of our key distributors
  • Develop and drive joint strategy and plans with distributors, have direct performance and P&L responsibility, build alignment on demand & cash plan, support with KPIs to maximize our RTM value chain and working to drive volume “Push and Pull” with a focus on the retail end
  • And work with them to develop the capability within their organisations
  • Delivery of field sales numbers
  • Develop and implement an area operational plan to ensure that objectives in terms of numerical & weighted distribution, volume, Gross Margin, market share and NSV are achieved for the area
  • NB: RSM are accountable to drive depletion and sell out volume
  • Reporting & Analysis
  • Consolidate insights and data gathered by team to ensure that hierarchy and relevant stakeholders are fully informed at all times
  • Develop and input into activity / sales unit plans for the Territory /area and present activities at relevant cycle planning meetings for approval
  • Ensures the data maintenance processes are fully executed, and holds responsibility for the data quality
  • Compliance
  • Ensure that all teams and Distributors are well-trained and aligned with the Rorank/Vasari global code of business and all corporate compliance and Health and Safety requirements guidelines and are committed to adhere to all the relevant Rorank/Vasari global Policies and procedures, standards.
  • Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
  • Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
  • Exceeded quarterly sales targets consistently by leveraging extensive product knowledge and effective selling techniques.
  • Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.

Retail Executive

DIAGEO META ABO BREWERY S.C
12.2014 - 01.2020
  • Active Selling & Order Taking
  • Responsible for generating sales orders in each of the designated accounts to meet daily targets and ensure all taken
  • Each designated account will have a daily/monthly/annual targets by brand and category
  • Work orders are delivered in full and as per communicated service / delivery days / times
  • With designated key distributors / van salesperson Driver to ensure that service frequency is adhered to and any changes are agreed and communicated to the customer in advance at least 2 weeks prior to effecting the change
  • Account Targeting
  • Each designated account will have a daily/monthly/annual targets set by brand and category
  • Daily targets for planned calls by brands/category per each outlet to be called on that particular day and the same is discussed and agreed on a weekly basis but reviewed on daily basis with the Line Manager
  • Account Management & Activation
  • Responsible and accountable for all aspects of account management and activation in each of the designated accounts
  • Activate execution standards in priority accounts identified in RtC design
  • Key Enablers
  • Planning
  • Schedules & Activities
  • Develop own Daily/ Weekly / Monthly/ Annual Schedules and activities as per the standardized sales processes guidelines
  • Develop journey plans and frequency for all designated customers to ensure they are visited as per segment guidelines as defined in the RtC design
  • Reviews the journey plan and customer information monthly (a minimum) and updates where necessary based on rep knowledge of customer and area
  • Hold daily morning meeting at distributor premises with van salesperson to agree and plan days activities including days target per van salesperson per Route by brand and category as well as review the previous day’s performance agreeing on corrective action to improve sales performance in particular routes or accounts
  • Support distributor in planning designing their routes to ensure that all outlets are covered and visited as per required frequencies
  • Customer Data: Reviews the customer profiles, sales information, previous visit activities and notes by a sales representative, to be fully prepared prior to executing the sales call/activity
  • Identifies possible issues and opportunities and creates or updates activities to address these
  • Identifies personal objectives for the call
  • Update customer list by deleting closed outlets and scoping new customers (could include Geo Codes) in the territory
  • Execution
  • On a daily basis review with the Van salesperson their performance (targets achievement) and agree on next steps to improve current performance
  • Use the PDA or any other IS solution as may be required to capture orders and record sales for all outlets called on updating the details of the said accounts as and when they change
  • Following completion of the sales driver checks, identify any issues or opportunities to be addressed in the sales call, and update the list of activities for the call to address these
  • Close the call with actions ensuring all executed and non-executed activities are recorded, objectives are noted for future calls and customer profile information is correct and up to date
  • Activate agreed promotions in the outlet according as per brand activity guidelines
  • Adhere to planned calls without any ad hoc changes unless same is approved formally by the Line Manager
  • Measurement / Reporting
  • Review and record, post the sales call, evaluation against call and objectives and targets
  • On a daily / weekly and Monthly basis measure, track and report achievement against set targets for:
  • Increased sales revenue by implementing strategic merchandising and marketing techniques.
  • Boosted customer satisfaction through exceptional service and personalized attention to client needs.
  • Managed inventory levels for optimal product availability and reduced stock obsolescence.
  • Developed strong relationships with vendors, securing preferred pricing and favorable terms on purchases.

Sales development Representative

Diageo Meta Abo Brewery Share Company
03.2014 - 12.2014
  • Increased sales leads by implementing targeted outreach strategies and personalized followups.
  • Developed strong relationships with key decision-makers through consistent communication and rapport-building efforts.
  • Expanded client base by conducting market research to identify new prospects and potential business opportunities.
  • Enhanced team performance through regular sales training sessions, role-playing exercises, and constructive feedback.

Procurement Officer

BHO BIO PRODUCTS P.L.C.
06.2012 - 03.2014
  • As a Procurement Officer, responsible for monitoring the flow and procedure of purchasing materials, monitor the deliveries locally and overseas purchase
  • Finding the new resources to support the immediate requirements required in the project
  • Responsible for working closely with the selected supplier and
  • Optimized procurement processes by implementing streamlined strategies and efficient communication methods.
  • Reduced costs with meticulous supplier negotiation and strict adherence to budget constraints.
  • Improved supplier relationships through regular communication, timely payments, and transparent dealings.
  • Achieved cost savings by conducting thorough market research before initiating the purchasing process.
  • Responsible for Order Placement Timing, Material Replenishment and Supplier Performance
  • Continuously monitoring, evaluating and improving supplier performance
  • Monitoring delivery times to ensure they are on time
  • Regularly contacting suppliers to renegotiate prices
  • Resolving disputes and claims with vendors and suppliers
  • Keeping all supplier programs current and accurate
  • Developing relationships with distributors.

Sales supervisor

Belay Beshah Electronics P.L.C.
01.2009 - 06.2012
  • Boosted sales by implementing effective training programs for new and existing employees.
  • Increased customer satisfaction by addressing and resolving client concerns efficiently.
  • Enhanced team productivity by creating a supportive work environment and providing ongoing feedback.
  • Achieved sales targets consistently through regular monitoring of team performance and adjusting strategies accordingly.

Senior Furniture sales representative

Dan Techncraft P.L.C.
12.2007 - 11.2009
  • Preparing Performa invoice to the customer
  • Advising technical information to the customer
  • Opening customer order and follow up
  • Assist engineering department to come up the product development with regarding to customer preferences
  • Preparing periodical sales report.

Junior Sales representative

Dan Lift Technologies P.L.C.
09.2006 - 12.2007
  • Preparing Performa invoice to the customer
  • Advising technical information to the customer
  • Opening customer order and follow up
  • Assist engineering department to come up the product development with regarding to customer preferences
  • Preparing periodical sales report
  • Customer follow-up
  • Preparing Contract Agreement
  • Preparing Job order
  • Company profile development
  • Report preparation daily, weekly, monthly, quarterly and annually
  • Preparation of customer satisfaction survey
  • Handling of customer complaints
  • Warranty period management.

Education

Bachelor of Degree in Business Management - Business Management

Admas University College
01.2008

Diploma in Marketing Management - Marketing Management

Admas University College
Addis Ababa, Ethiopia
01.2005

Skills

  • Market Share Growth
  • Sales Lifecycle Management
  • Process Improvement
  • Customer Base Development

Key Competencies And Skills

Microsoft office, Internet

References

Available upon request

Timeline

Reginal Sales Manager

VASARI GLOBAL RORANK BUSNESS S.C
01.2020 - Current

Retail Executive

DIAGEO META ABO BREWERY S.C
12.2014 - 01.2020

Sales development Representative

Diageo Meta Abo Brewery Share Company
03.2014 - 12.2014

Procurement Officer

BHO BIO PRODUCTS P.L.C.
06.2012 - 03.2014

Sales supervisor

Belay Beshah Electronics P.L.C.
01.2009 - 06.2012

Senior Furniture sales representative

Dan Techncraft P.L.C.
12.2007 - 11.2009

Junior Sales representative

Dan Lift Technologies P.L.C.
09.2006 - 12.2007

Bachelor of Degree in Business Management - Business Management

Admas University College

Diploma in Marketing Management - Marketing Management

Admas University College

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Abiy Tibebu