Marlene Thayaprai Singh has over 15 years of experience in customer service and sales roles within the oil and petroleum industry. She has held positions at BP SA and Shell SA supporting business-to-business customers and managing accounts. Currently she is the Indirect Channel Account Manager for Motor Factors at Shell SA, where she is responsible for growing sales and developing profitable relationships with motor factor partners.
INTRODUCTION
A business plan is an important document for any business and it can be written for a variety of reasons.
Internally, it can help owners and managers crystallise their ideas, focus their efforts and monitor performance against established objectives.
Externally, the business plan can act as a medium for attracting finance for start-ups or expansion.
INTRODUCTION
For many people, the experience of raising finance is a new one.
Many opportunities presented to financiers are subsequently rejected.
It is essential, therefore, that the entrepreneur prepares a quality document.
The objective of this work-pack is to help you prepare just such a document by providing you with the headings which need to be covered.
CONTENTS
The business plan should summarise the proposed activity and the prospects for success for the venture, paying particular attention to factors that are critical to success or failure.
The contents should be tailored to the particular individual requirements, circumstances or characteristics of the proposal.
In general, they have the following categories:
CONTENTS
Executive Summary
Current position
Objectives
Product/Service and Operations
Marketing and Sales Plan
Competition
Management and Staff
Financial plan
Information and control
Risk factors and mitigation
INTRODUCTION
A business plan is an important document for any business and it can be written for a variety of reasons.
Internally, it can help owners and managers crystallise their ideas, focus their efforts and monitor performance against established objectives.
Externally, the business plan can act as a medium for attracting finance for start-ups or expansion.
INTRODUCTION
For many people, the experience of raising finance is a new one.
Many opportunities presented to financiers are subsequently rejected.
It is essential, therefore, that the entrepreneur prepares a quality document.
The objective of this work-pack is to help you prepare just such a document by providing you with the headings which need to be covered.
CONTENTS
The business plan should summarise the proposed activity and the prospects for success for the venture, paying particular attention to factors that are critical to success or failure.
The contents should be tailored to the particular individual requirements, circumstances or characteristics of the proposal.
In general, they have the following categories:
CONTENTS
Executive Summary
Current position
Objectives
Product/Service and Operations
Marketing and Sales Plan
Competition
Management and Staff
Financial plan
Information and control
Risk factors and mitigation
A Cross-Promotion Marketing Layer Cake for Scenic BywaysSheila Scarborough
A presentation on marketing, cross-promotion, & building community, for the 2016 Heartland Byways Conference for scenic byways, heritage highways, & themed trails.
At Tourism Currents, we do online & in-person training in social media for tourism & hospitality. More at http://www.tourismcurrents.com/
Open Ruimte, Open Blik_Presentatie Jan Jongert_Kringlopen in open ruimteEls Brouwers
Het tweedaags congres 'Open ruimte, open blik' (17-18 maart 2016) wilde op een originele manier de kracht en het belang van open ruimte in de verf zetten. Zowel insiders als outsiders lieten vanuit verschillende perspectieven hun licht op open ruimte schijnen. Daarnaast waren er een tiental creatieve 'ogenblikken': korte, ingezonden bijdragen in de vorm van filmpjes, beelden of lezingen. Tijdens de doe-sessies mochten de deelnemers zelf aan de slag.
Het Congres 'Open ruimte, open blik' is een gezamenlijk initiatief van de VRP, Ruimte Vlaanderen, VLM, Team Vlaams Bouwmeester, Departement Landbouw en Visserij, ILVO, INBO, Erasmushogeschool (Opleiding Landschaps- en Tuinarchitectuur), HoGent - School of Arts, KU Leuven (Faculteit Architectuur), Universiteit Antwerpen (Faculteit Ontwerpwetenschappen), Universiteit Gent (Vakgroep Geografie), Universiteit Hasselt (Departement Architectuur en Kunst) en Vrije Universiteit Brussel (Opleiding Stedenbouw en Ruimtelijke Planning), VVSG en VVP.
Donnez de l'agilité à votre système d'information avec AzureSamir Arezki ☁
Le Cloud révolutionne la manière de concevoir, de gérer et d'utiliser le système d'information. Il offre des bénéfices déterminants pour répondre aux enjeux des entreprises : accélération des cycles d’innovation, maîtrise du time to market, gestion du risque disruptif, maîtrise des coûts, etc.
Durant ce Webinar, nous évoquerons les scénarios Azure pour répondre aux enjeux du SI.
Nous aborderons par la suite les nouveautés proposées par Azure pour répondre aux différentes problématiques SI.
Le Webinar sera accompagné par des retours d’expérience et des bonnes pratiques pour réussir votre transition vers Azure.
Webinar animé par AREZKI Samir, Architecte Exakis et MVP Azure.
This presentation is about the neurotransmitter 5-HT (serotonin), we focused on its definition, biosynthesis, storage and destruction, with mentioning its both central and peripheral effects, and lastly the serotonin receptors in the human body, as well as their agonist and antagonists.
Ramesh kumar , fmcg sales management & business development professionalRamesh Kumar
An accomplished, results focused sales management professional with a strong work ethic, vision, leadership and extensive 19 plus years of experience of which, 8 plus years of demonstrable track record of successful development of territory and business in FMCG Sales, Marketing & Distribution of Food & Beverages in all the Trade Channels, and Key Accounts with conglomerates and multinationals in Middle East and India.
2. PERSONAL DETAILS
Surname: Singh
First Names: Marlene Thayaprai
Address: 3 Plover Street
Mackenzie Park North – Benoni
Contact Details: 076 864 9448
Marital Status: Married
License: code 10
Defensive driving (renewed every 2 years) valid
QUALIFICATIONS/COMPUTER PACKAGES
N3 Secretarial course– Matric English- Maths – Afrikaans – Accounting – Office Practice– Comm
& Deportment ( 1993) Lincoln Heights
Broad Spectrum – Excel- MS Word-Lotus 5.1 – AS 400(JDE)
Defensive driving
Complianceand Ethics training
Product Technical Training
Category Management
Legal and Competitive Law
Mind Share & Stakeholder Management
DMAP/ SAP
PipelineManagement
3. CAREER HISTORY
BP SA
Customer Service Representative – January 2002 – 2006 (Contractor)
Duties
Processingof telephonic/faxed and emailed orders.
Liaisingwith the transporter for prompt and efficient delivery.
Ensuringthat the pricingis correct.
Communicatingwith the Supply Chain department regardingbackorders.
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BP SA
B2B Offline Depot Customer Support Executive – 2006 – 2007
Duties
Processingand managing inventory to our depots.
Reconciliation of inventory on a monthly basis.
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BP SA
Technical - Customer Service Facilitator - August 2007 – October 2007
Duties
Analysing businessproposalson behalf of the miningdepartment.
Responsibleand organisingtechnical training.
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4. BP SA
Accounts Manager – High Street November 2007 - January 2014
Duties
To deliver both volume and gross margin within the allocated territory of the operation for the High
Street business.
To meet or exceed KPI targets of Sales Value (Volume), NSV/litre, gross margins, costs and credit
applicable to the sales territory.
To be accountablefor the execution of the High Street spacestrategies within the designated sales
territory. This is to be done through embracingand buildingsales excellence.
To be accountablefor implementation of any Global Strategic Accounts strategies,in agreement with
the Channel Manager.
To maintain a good relationship with the allocated customer base and build on it.
Grow the existingcustomer basethrough cold callingand lookingfor additional sell through
opportunities.
Enhance profitability by sellingacrosstheentire range of products where appropriate,as well as
trading customers up the brand ladder to products more profitableto the company and more
beneficial to the customer.
To implement with perfection dedicated High Street offers designed by Marketing to enable
achievement of WILG agenda in these core and strategic market space.
Work closely with CreditServices to ensure the effective management of credi textended to customers
within the sales territory.This includes responsibility for ensuring outstanding collections, reviewing
creditlimits quarterly,eliminating over dues, reviewingcredit position monthly,minimisingbad debt
and frequent liaison with CreditServices to resolve queries from customers.
Ensure that all queries and complaints received from customers are expeditiously attended to and
resolved in the areas of orders, products, deliveries and credit.
Maintain a sound knowledge of the lubes product range, applications,offers and marketing strategy,
ensuringthat this information is used for the benefit of the company and its customers. This includes
BP/Castrol grades,as well as competitor products.
Ensure compliancewith group functional standards,such as D&I and ethics.
To providetimeous and accurateinputinto the forecasting system through the Sales Operations team,
ensuringadequate inventory for the customer base.
I am a team player within the business.
One Team: Enable others to trust me by deliveringon my accountabilities and standingby decisions
when they are made.
Safety: Followthe requirements specified in OMS and contribute to the delivery of safe, complaintand
reliableoperations.
Excellence: Plan carefully,make well informed decisions and do the right thing.
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CAREER SUMMARY
I am an ambitious individual with a strong determination to succeed who also possesses impressiveleadership
skills and a deep understandingof customer-centric sales.Havinga proven track record of working within a
target driven environment and of achievingsales targetconsistently.Ableto sell acrossall portfoliosof print
and media and havinga consistenttrack record of being ableto identify and present the most effective
solutions to meet customer needs.
5. Shell SA
Indirect Channel Account Manager – Motor factors – February 2015 – current
Duties
To deliver top linegrowth by sellingShell CVP’s to preferred segments through a network of selection,
committed, structured and profitableMotor factors,in linewith Shell HSSE policy and Shell general
Business Principles.
To manage all Motor factor as profitcentre by addingvalueto their business with a partnership and
process driven approach ,by creating cross functional businesslinkages,and by makingthem
consideringShell as their preferred business partner.
Manage Head office Relationshipsfor national Key Account, deliveringthrough Trade Champs for
selected activities.
To supportwith the implementation of the marketing plan.
Accountabilities implement and maintain a sustainableMotor factor network that complies with the
Route to Market strategy in place( Profile,Contract,Resources and Legal) whilstkeeping control of
Channel Captaincy.Ensure all Motor factors have appropriateand legal contracts and monitor
resources allocation and performanceagainstterms and conditions.
Ensure Motor factor recruit,develop, motivate and retrain a sales forcethat delivers sustainable
performance and provideappropriatesupport.
Ensure each Motor factor is aligned in goal,capability,businessfocus and capital resources to
maximize Shell business and agreea multi-yearly Business Plan thatis fully aligned with Shell
Marketing strategy and targets, and deliver activities thatallows to deliver performance and to
develop profitableand sustainablebusinessfor both Shell and Motor factors.
Agree, monitor and achievetargets using SLDP tools for both new and existingMotor factors and
contribute to the overall performance.
1. Financial performanceindicators:Volume, Revenue, GP, Credit DSO and controllablecosts.
2. Sales productivity performanceindicators:BUSINESS Plan quality,SPANCOP pipeline
strength, target delivered, hit Rate, Cycletime, SHLL Drill B2C customer Churn, INDIRECT
Channel Efficiency,and revenue and GP per Motor factor.
Implement Shell Motor factor Distributor ValueProposition (DVP) in order to increaseMind Shareto
Shell from Motor factor such as:
1. ProvideSales supportby visitingMotor factor key accounts and by engaging all functions in
Shell that could help at deliveringcustomer promise.
2. Act as business consultant,to efficiently manage relations with Motor factors and to
audit/improvefinancial performanceratios.
3. Deliver agreed marketing programs and materials to increasethe valueto Shell and Motor
factors through a range of cross sell, up-sell and newsell activities.
4. Successfully migrateprofitableaccounts fromShell to Motor factor control.
Ensure linkages with Marketing team by implementing Marketing plan( CVP), Pricing,Brand and
Communications campaigns) and by monitoringand reporting market trends and competition
initiatives,strengths and weakness.
Be responsibleand proactivein HSE issues thataffect the individual,theoffice/field environment and
their Motor factor and customers.
Develop and maintain good working relationship with all Supportfunctions to assistin resolving
complex issues and improveMotor factor and customer satisfaction.
Link business plansto external alignment and sharevision.Review and identifyingMotor factor
capability assessmentcurrent versus future and developing actions on gap closure.
6. DIMENSIONS TOTAL PROCEEDS: ZAR 118 M
TOTAL VOLUME: 4,725,969 (Including premiumcontribution)
Special Challenges:
Move Sales from “sell to” to “sell through” in order to deliver top linegrowth.
Ensure that Motor factors arestructured and organised to offer Shell CVP and deliver customer
promiseto targeted segments in a way creates new business and maintain/develop existingaccounts.
Additional comments
Lubricants arebuildinga highly professional,commercially focused organisation.Leaders with strong
commercial skillsand experienceare critical to achieveour aims of buildingupon our marketing strength,
focusingon key growth markets, strengthening the supply chain organisation and acceleratingthe
implementation of a macro-Motor factor model. All candidates who are ableto demonstrate commerciality,
coupled with the Leadership Attributes ( Auntenticity, Growth, Collaboration,Performance) are encourage to
apply.A good overall understandingand experience of the Lubricants business isdesired,but not essential.
Experience and Qualifications:
SignificantSales experience,with proven success in developingprofitablebusiness.
Strong customer focus,preferably with Key Accounts and Motor factors.
Channel Management experience.
Knowledge of FMCG sector.
Marketing, Finance, Operations and Business knowledge.
Strong interpersonal skillsand ableto build constructiverelationship with customers and Motor
Factors.
Competence:
Sellingand Negotiation
Market Awareness
Customer ValueProposition
Motor Factor Management
REFERENCE
Channel Manager: Kaushik Day 083 401 5054 ( Castrol BP/SA)
Line Manager : NicoleAbrahams 083 649 6956 ( Shell SA)