Roger Araneta

Experience

• 

  Coca-Cola Bottlers Philippines, Inc.

  Aug 2008 - Apr 2013

  • Oversite responsibility for the entire Sales Function of the geography covering the functions of Field Sales Force Management, Route to Market and Sales Training. Key deliverables of the position include: • Field execution of the sales strategy that will deliver volume and profit targets via: a. Channel contribution mix for the assigned geography (General Trade & Key Accounts) # Horizontal expansion # Increasing Volume per Outlet b. Distributor business strategy development and implementation for the assigned geography c.Trade program development and implementation for the assigned geography d. Other innovations • Drive overall in-market execution via Right Execution Daily for the assigned geography • Ensures effective and efficient sales and distribution operations for the assigned geography • Ensures business sustainability by developing a pipeline of capable sales professionals. • Co-approves hiring, performance management and the termination of the General Sales Executives & RED Specialists. Show less Responsible for overall management of the total assigned geography to ensure that profitable sales Volume and Right Execution Daily parameters are achieved: a) 80% of the time will be spent in the market training and coaching the Red Specialist (Training the Trainer) and the General Trade Executive. All field training done for the whole day are fully documented b) Regular weekly review meeting with frontliners to track performance and draw out plans to achieve goals. c) Responsible for route planning process for the Scheduled Call Lists of the GSEs to ensure realistic outlet sales call sequence in consideration of travel and break times. d) Lead team in ensuring quality execution of SCLs Expansion Program. e) Conduct visits/business reviews in major accounts (with GSEs). f) Lead team in implementing & monitoring Business Programs & Promotions. g) Ensure all company equipment are well accounted & collaterals are properly used. h) Co-approves the hiring, performance management and termination of General Sales Executives and RED Specialists. Show less Ensures the effective administration of Order to Cash process in the Shared Services, aligned to company policies, with the overall intent of supporting the profitability of the organization: Responsible in ensuring effective execution of the Service Line Agreement as agreed with the client.Prepares and manages the budget of the Shared Services to control the operational expense focusing mainly on savings and finance goals accomplishments. Responsible in managing Accounts Receivable,Review and approved Provisions for doubtful accountsReview the accounts for Write-offsReject/approved Credit ApplicationConduct monthly AR Review and ensures the prompt elaboration of the monthly and annually accountancy closings. Show less Ensures the effective administration of Order to Cash process in the plant, aligned to company policies, with the overall intent of supporting the profitability of the organization: Prepares and manages the budget of the Plant to control the operational expenses focusing mainly on savings and finance goals accomplishments. Responsible in managing Trade Accounts Receivable,Review and approved Provisions for doubtful accountsRecommend accounts for Write-offsReject/approved Credit ApplicationConduct monthly AR Review and ensures the prompt elaboration of the monthly and annually accountancy closings. Show less Ensures the effective administration of Order to Cash process in the plant, aligned to company policies, with the overall intent of supporting the profitability of the organization: Manage the budget and ensuring the correct execution of transactions and implementation of structured controls for the assigned plants.Prepares and manages the budget of the Plant to control the operational expenses focusing mainly on savings and finance goals accomplishments. Administers and manage Settlement and Cashiering.Conduct daily bank/cash reconciliation and ensures the prompt elaboration of the monthly and annually accountancy closings. Show less

  • Group Sales Manager

    Aug 2012 - Apr 2013

  • Field Sales Manager

    Apr 2012 - Jul 2012

  • People's Capability Development-Manager

    Apr 2011 - Apr 2012

  • Accounts Receivable Shared Services Manager

    Apr 2010 - Apr 2011

  • Plant Credit and Control Manager

    Nov 2009 - Apr 2011

  • Plant Sales Accounting Manager

    Aug 2008 - Oct 2009
• 

  Coca-Coca Femsa Philippines, Inc

  Apr 2013 - Jan 2017

  Region Manager

  • Manages the implementation of Sales strategies defined by the Commercial Unit Director to achieve the goals of the CU and the region assigned. • Implements product coverage strategies, to ensure the presence of the portfolio according to the target market and objectives established. • Manages resources for the implementation of operational plans with the objective of achieving volume, revenue and ultimately, profit.• Ensures the alignment of all implementation plans with the CU and Central Office • Establishes good relationships with the union leaders and create an appropriate working atmosphere for all employees to achieve and maintain an optimal working environment. • Administrates human and material resources, allocated in the region, to optimize the productivity and profitability of the business.• Generally, manages the total business: Sales and Marketing, Finance, Human Resource, Operation, Warehouse, deliveries and transportation. Show less