Mark Mendezabal
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
11
11
years of professional experience
5
5
years of post-secondary education
Work History
Regional Sales Manager - NCR
KNAUF GYPSUM PHILIPPINES
QUEZON CITY
04.2021 - Current
- Sales Team Development- Managing, training, coaching and providing overall guidance to sales team of assigned territory & accounts
- Demand Forecasting - Provides an accurate, timely and detailed forecast of demand within the assigned territory according to market/competitor movements,channel inventory & project pipeline
- Project Pipeline Management (Construction)- Building up strong pipeline and ensuring accurate sales forecasting and account planning. Promote usage of CRM tools (Salesforce.com) to properly track opportunities,generate insightful sales report and prioritize sales activities.
- Territory Plans & Channel to Market - Keep territory factbooks up to date aiding territory plans and agile execution of activities. Define ideal channel to market & enhancing brand's competitive advantage
- Sales Target & Strategy - Deliver sales target through disciplined execution of developed sale strategies. Sets and monitors lead & lag indicators of team Members
- Customer Database Management - Maintain a complete & up to date list of prospects & existing customers contact details
- Execute Initiatives to support Territory Plan- OKR ( Objective & Key Results),Manage margin & Profitability , Customers Assets Management, DSO/AR, Cost to Serve, Account Plan for Key Accounts & Present Quarterly Update to Key Distributor's ( Business review)
- Tracking & Monitoring - Project Penetration, Retail Penetration & Distributions thru weekly & monthly alignment.
- Integrating - 2 Teams ( USGBORAL & KNAUF) - Harmonizing Project Pipeline process, Tracking, workplan template & Processes.
NCR PROJECT MANAGER - NCR
USGBORAL
Quezon City
11.2019 - 04.2021
- Sales Team Development - Managing, training,coaching and providing overall guidance to sales team of assigned territory & accounts
- Lead Business for NCR- General Contractor's, SubContractors,Developers,Fit-outs & Project Distributor's
- Demand Forecasting - Provides an accurate, timely and detailed forecast of demand within the assigned territory according to market, competitor movements, channel inventory & project pipeline.
- Project Pipeline Development ( Construction)- Building up a strong pipeline and ensuring accurate sales forecasting and account planning. Promote usage of Salesforces.com to properly track opportunities, generate insightful sales report and prioritize sales team activity.
- Territory Plan & Channel to Market - Keep territory factbooks up to date aiding territory plan and agile execution of activities. Define ideal channel to market design enhancing brand's competitive advantage
- Sales Target & Strategies- Deliver sales target through disciplined execution of developed sale strategies. Set and monitors lead & lag indicators of team members
- Execute Initiative to Support Territory Goals - OKR, Margin & Profitability Review,Assets Management, Cost to Serve, Account Plan Review & Business Review with top DIstributor's
Key Account Manager
USGBORAL
Quezon City
04.2018 - 11.2019
- Knowledge Management - Lead & drive business development initiatives within National Capital Region (NCR). Execute business plan & deliver result
- Market Development - Grow business in getting market share in Plasterboard Category, Acquire new customers by educating general contractor's, architects and developers through value proposition communication
- Account Management - Defend & Grow existing key accounts, Developed Account Plans & Management DSO/AR
- Reporting - Manage weekly progress on sales and approval of plasterboard & compounds ( Mock up,training,presentation & project penetration). Weekly report of update and progress to NCR Project Sales Manager and Product Manager.
- Coordination - Close coordination with sales,architectural sales, technical and marketing in closing opportunities. Contact and connect with contractor decision makers to influence their choice for wall lining & ceiling solution. Negotiate and create relations with with installer/sub-contractors,providing them business opportunities.
- Forecast - Provides an accurate, timely and detailed forecast per assigned accounts & project pipeline.
Marketing Executive
Pacific Paint BOYSEN Philippines Inc.
Quezon City
05.2017 - 04.2018
- Drive Business for Quezon City & Bulacan Area
- Ensure Sales Target are met on a monthly basis with corresponding acceptable contribution margin
- Manage assigned General contractor's, Sub Contractor's, Developer & Architects
- Generate Sales Leads- Thru Project Penetration
- Expand Project Pipeline through constant aggregations, presentation for developer's ,contractors and architects in assigned Region.
- Effectively close sales opportunity and endorse it to channel partner in the territory.
- Proactively develop market demand through site service such as training and presentation
- Coordinate closely with other department such as technical,R&D
- Present weekly & monthly territory update to all company stake holder.
- Record Keeping - Accountable for the maintenance & safekeeping of all company records.
Sr Sales Engineer
World Home Depot Corp.
Marikina
06.2012 - 10.2016
- Engage in effective Sales Activities and contribute actively to achieving the company's sales target with regards to volume,revenue & profitability by using personal selling effort to ensure customer's are convinced to buy the company products
- Deliver Marketing program including exhibitions, seminars and other promotional work to all relevant stakeholders connected with the business such as architects,consultants,dealer's, Main Contractor's, Installers & end users.
- Ensuring Effective and timely follow up of projects lead with the aim of generating the sales
- Develop market expansion and distribution channel in assigned area and increase sales opportunity and market coverage
- Reporting - Weekly & Monthly updates
- Forecasting - Provide accurate forecast based on assigned accounts & project pipeline.
- Sales Target - Deliver revenue sales target & collection target.
- Consistent identification of new clients & projects and defend existing customers.
Education
Bachelor of Science - Railway Engineering And Management
Polytechnic University of The Philippines
Sta. Mesa Manila 06.2007 - 05.2012
Skills
Sales strategy development
Sales coaching
B to B sales
Salesforcecom
Demand Forecasting
Project Pipeline Management
Sales Team Development
Timeline
Regional Sales Manager - NCR
KNAUF GYPSUM PHILIPPINES
04.2021 - Current
NCR PROJECT MANAGER - NCR
USGBORAL
11.2019 - 04.2021
Key Account Manager
USGBORAL
04.2018 - 11.2019
Marketing Executive
Pacific Paint BOYSEN Philippines Inc.
05.2017 - 04.2018
Sr Sales Engineer
World Home Depot Corp.
06.2012 - 10.2016
Bachelor of Science - Railway Engineering And Management
Polytechnic University of The Philippines
06.2007 - 05.2012