Jose Jaime Zavala Perez
Sales Team Leader
Atizapan de Zaragoza
Summary
Experienced leader with over 12 years in the commercial field, specializing in Mass Consumption companies such as Grupo Lala, Nestlé, and Mondelēz. Proficient across various channels including supermarkets (WalMart, Chedraui, Comercial City), price clubs, pharmacies, convenience stores, and wholesale. Skilled in sales, Category Leadership, trade marketing, sales finance, and CPFR. Leadership style focuses on leveraging team strengths, fostering empathy and trust, building strong networks, and making data-driven decisions.
Overview
9
9
years of professional experience
4
4
years of post-secondary education
Work History
Sales Team Leader Self-Service and Price Clubs
Grupo Lala
Ciudad De Mexico
08.2022 - 04.2024
- My reporting lines: 4 KAMs and a Sales Analyst, indirect reports 5 CPFR and 3 Catlead.
- The clients under my charge: Sam’s Club, Costco, La Comer, and Chedraui. Together, these represent 900 million pesos (Second structure with the highest sales after WalMart).
- Definition of Sales Plans by channel accompanied by strategic and investment plans together with the Catlead, Commercial Strategy, Commercial Planning, and Trade MKT teams.
- Strategic scope in the medium and long term for identifying trends and new business opportunities.
- Campaign 'Acelera tu despensa' in Chedraui: In which we involved all multifunctional areas for the creation of this unique campaign for the client and a pioneer within Lala (+20% increase in sales with an ROI of 400). This was carried out through a Joint Venture between 3 companies (Lala, Chedraui, and JAC Automobile Brand) involving CatLead, Trade Marketing, Marketing, and Corporate Relations.
Key Account Manager WalMart
Grupo Lala
Ciudad De Mexico
05.2020 - 08.2022
- Scope of Control: Walmart (All Banners) with a sales volume of 500M pesos per month (KAM with the highest billing within Lala).
- Construction of the Joint Business Plan, Innovation in commercial processes, Development of Omnichannel Strategies (Brick and Click), Development of the commercial plan and Market Analysis alongside the CatLead Department (Nielsen and Kantar), Sales Volume Planning (IBP).
- Creation of the Strategy 'Plan Conquista' in collaboration with the Catlead Team, in which we analyzed with Nielsen and Kantar the patterns of consumption and competition of each state of the country to elaborate a promotional plan plus a Marketing Campaign focused tailor made to each state. The results were +300 bps in SOM FY 2021 and Walmart winning market share in the milk market against other competitors.
Key Account Manager Price Clubs
Grupo Lala
Ciudad De Mexico
04.2019 - 05.2020
- Scope of Control: Price Clubs with a billing of 60M pesos per month.
- Construction of the Joint Business Plan, Innovation in commercial processes, Development of Omnichannel Strategies (Brick and Click), detection of product development opportunities for the Channel, Sales Volume Planning (IBP).
- End to End development of the Wholesale Sales Channel within Sam’s Club for Sour Cream: Achieved 46% growth in the first year for that family.
- First import of a product from Lala USA to Lala Mexico: A Probiotic Yogurt for commercialization in Sam’s Club.
Key Account Jr Manager Wholesale
Nestlé
Ciudad De Mexico
08.2018 - 04.2019
- Construction of the Joint Business Plan, development of potential clients for Garis, implementation of Retail Sales Expos, management of the commercial portfolio, and Trade Spend.
- Sales Growth Sell In: 14% vs the annual objective of 10%.
- Creation of the Direct Delivery Model with Garis: For logistical shipments to their main clients, generating a delivery time efficiency of 4 days.
- Client Name: Servicio Comercial Garis with a billing of 100M pesos per month (client #1 of the wholesale channel for Nestlé) with 4 direct reports.
Key Account Coordinator Wholesale
Nestlé
Ciudad De Mexico
11.2017 - 07.2018
- Construction of the Joint Business Plan, development of CatLead for Cash and Carry, construction of CRM Strategies, negotiation of Sell In Orders, maintenance of e-commerce for Nestlé within Mercado Libre.
- Scope of Control: Clients Zorro Abarrotero and Grupo Scorpion with a billing of 35M per month and 1 direct report.
- Merito Halcón: Recognition awarded for the top Sales Executive for the wholesale channel.
- Creation of the first Official Nestlé E-commerce Store: In partnership with Mercado Libre, Grupo Scorpion, and Nestlé.
Key Account Executive Wholesale
Nestlé
Ciudad De Mexico
06.2015 - 11.2017
- Negotiation of Sell In Orders, Management of the Commercial Portfolio and Invoice Payments, Scouting and registration of potential clients within the Central Market, Follow-up on Orders and Deliveries.
- Scope of Control: Central Market clients with a monthly sale of 15M pesos.
- Implementation of the 'World of Coffee' in the Central Market of Ecatepec (CATLEAD Development): Achieved 28% growth in the first year of execution.
Commercial Charges and Trade Spend Financial Analyst
Nestlé
Ciudad De Mexico
06.2015 - 11.2017
- Control of Trade Expense Budget, Portfolio Analysis, Recovery of Improper Charges, Post Evaluation of commercial offers, Creation of Credit Notes.
- Recovery of 100 million in not applicable charges from Walmart and Sam's Club.
- Conducted detailed financial analysis to identify and evaluate changes in operations, trends and potential areas of improvement.
Education
Bachelor - International Business
Tecnológico De Monterrey
Estado De Mexico 08.2008 - 12.2012
Skills
Team leadership
Networking skills
Revenue growth
Sales planning
Key account management
Decision-making
Analytical thinking
Problem-solving aptitude
Sales strategy
Competitor analysis
Personal Information
Date of Birth: 01/06/90
Timeline
Sales Team Leader Self-Service and Price Clubs
Grupo Lala
08.2022 - 04.2024
Key Account Manager WalMart
Grupo Lala
05.2020 - 08.2022
Key Account Manager Price Clubs
Grupo Lala
04.2019 - 05.2020
Key Account Jr Manager Wholesale
Nestlé
08.2018 - 04.2019
Key Account Coordinator Wholesale
Nestlé
11.2017 - 07.2018
Key Account Executive Wholesale
Nestlé
06.2015 - 11.2017
Commercial Charges and Trade Spend Financial Analyst
Nestlé
06.2015 - 11.2017
Bachelor - International Business
Tecnológico De Monterrey
08.2008 - 12.2012
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