BRIAN DANIEL JOHNSON

• As the head for sales, my role was to manage & lead the local sales team, as well the appointed distributor.

Key responsibilities:

• Driving the local sales team to ensure continuous delivery of the company’s sales and profitability objectives.
• Managing the appointed distributor to achieve the company’s expectations in terms of annual growth objectives.
• Conducting sales and product training to distributor’s sales team nationwide as well as joint fieldwork to ensure the distributor’s sales team is equipped to sell the company’s range of products.
• Developing strategic marketing plans to drive off-take of the company’s products in the retail pharmacies.

Achievements:

• National sales performance of 89% vs target in 2019.
• National sales performance of 102% vs target in 2020.
• Successful launch of new product Centis Cream in March 2020.
• National sales performance of 105% vs target in 2021.
• Successful launch of new product Evescare Vaginal Firming Gel in August 2021.

• My portfolio was to develop and grow the FMCG business under the company’s brands such as Follow Me, Uber Men, Nutox and Nano White in Myanmar, Pakistan and Cambodia.

Key responsibilities:

• Managing the company’s existing appointed distribution partners in existing and on-going markets.
• Identifying, engaging and appointing exclusive distribution partners in new markets to expand business territories.
• Driving country’s distribution, sales and portfolio growth in the Modern Trade & General Trade channels in-line with company’s growth and profitability objectives.
• Developing, proposing and managing advertising & promotional budget to ensure maximum impact on sales off-take in the market.
• Ensure timely execution of production, supply and shipping based on distributor requirements and timelines.
• Liaising with distributor and relevant country’s health authorities for product registration, packaging registration and advertising according to country’s health authority guidelines.
• Conducting product training for distributor sales team.
• Conducting periodic market visits in the various regions to ensure execution of promotions, display of promotional materials in the trade, as well nurturing a good business relationship and rapport with top wholesalers and sub-distributors.

Achievements by Country:

Myanmar

• National sales performance of 92% in 2017.
• Successful launch of Uber Men range in September 2017.
• National sales performance of 105% for Myanmar in 2018.
• Successful launch of Nutox range in July 2018.

Pakistan

• National sales performance of 82% for Pakistan in 2017.
• National sales performance of 101% for Pakistan in 2018.

Cambodia

• Engaged national distributor in August 2018 for Follow Me range of products.

• At this point in my career, I started a small company for pharmaceutical distribution with two partners.
• We managed to secure two main principles and through the course of 3 years, we successfully penetrated the retail pharmacies and GP’s, developed brand plans with GTM strategy and established a substantial following for the product.

Achievements:

• Successfully listed the Hygiene Science range of products into 4 major nationwide retail pharmacy chains, and in 3 major airports pharmacies in the cities of Kuala Lumpur and Penang.
• Grew the distribution of the Hygiene Science range of products from 0 to 283 retails pharmacies.
• I have also successfully launched and increased distribution for Lagundex herbal cough syrup into 483 general practice clinics.
• Launched a new brand of probiotics called Imunofactor in the medical channel as well, successfully penetrating into 97 general practice clinics.
• Increased brand awareness and created a need for our products on social media via the product’s Facebook page.

• In my role I was tasked with managing distributors in Indonesia, Laos, Saudi Arabia, Oman, Kuwait, Jordan & Yemen to grow the Consumer Healthcare business in those respective countries under the Appeton brand.

Key responsibilities:

• Driving country sales achievement, portfolio growth & nationwide product distribution in Class A & B Pharmacies, Supermarkets, Hypermarkets, as well as traditional trade channels in my existing countries.
• Exploring opportunities to expand into new territories by identifying and engaging with local distributors in those respective countries.
• Planning and setting individual country’s sales targets and A&P budget to ensure growth and profitability.
• Overseeing A&P execution according to the 1-year Brand Plan as follows: - Liaising with local advertising and media agency for execution of Above-The-Line (ATL) advertising such as TV Commercials, Print Ads & Billboard advertising.
• Liaising with local distributor for execution of Below-The-Line (BTL) advertising such as Point-Of-Sales execution, Consumer Promotions, On-ground sales and promotional activities.
• Ensure timely execution of orders and shipping based on distributor requirements and timelines.
• Liaising with distributor and relevant country’s health authorities for product registration, packaging registration and advertising according to country’s health authority guidelines.
• Conducting product training for distributor sales team.
• Conducting periodic market visits in the various regions to ensure execution of promotions, display of promotional materials in the trade, as well nurturing a good business relationship and rapport with top wholesalers and sub-distributors.

Achievements By Country:

Indonesia

• Grew the annual business volume for Appeton Weight Gain from USD$1.1 Million in 2012 to USD$1.8 Million in 2015.
• Also, successfully registered and launched Appeton Wellness 60+ by mid- 2015.

Laos

• Grew the annual business volume for Appeton Weight Gain from USD$ 120,000 in 2012 to USD$ 380,000 by late 2015.

Saudi Arabia

• I have also grown the Appeton business from USD$ 7,000 per month in Jan 2013 to USD$ 30,000 per month by Aug 2015 (428% growth).
• Grown distribution for Appeton Weight Gain from only the Central Region in Jan 2013 to expand into the Western Region by May 2014 and finally into the Eastern Region by June 2015.
• Outlet distribution increased from 648 in Nov 2013 to 1,728 outlets as of Aug 2015.
• Successfully launched Appeton Collagen into the Saudi Arabian Market in May 2015.

Oman

• Grew the annual business volume for Appeton from USD 24,000 in 2014 to USD 82,000 in 2015 by increasing the number of pediatricians prescribing Child Health Supplement range of products in major child hospitals.

• In this role I lead a team of charge of 6 Marketing consultants to secure accounts and deals through partnership with retailers.

Key Responsibilities:

• In charge of promoting a wide range of local as well as imported brands of draught and bottled beers such to restaurants, trendy bars, pubs and clubs in major market squares around Central Kuala Lumpur as well as major shopping malls such as Pavilion KL and Fahrenheit.
• Contract negotiation with hotels and F&B outlets for Carlsberg exclusivity status.
• Managed a team of 3 distributor sales representatives in a supervisory capacity to ensure good sales growth and maximum product distribution, timely collection of accounts receivables and smooth delivery of orders, as well as execution of nationwide promotional campaigns and effective display of Point-Of-Sale materials in order to create and increase brand and product awareness.
• In charge of after sales service of the F&B outlets under my care such as stock rotation of ageing beers and assisting customers to develop special promotions to accelerate stock movement.

Achievements:

• Maintained consistent performance of at least 100% versus target from November 2008 to date

Key responsibilities:

• Promoting antibiotics, anti-viral and dermatological portfolios to GPs, private specialists and pharmacies in the Central region.

Achievements:

• Achieved sales performance of 88% vs target in 2001,
• Achieved sales performance of 105% vs target in 2002,
• Achieved sales performance of 103% vs target in 2003.
• Achieved growth in the antibiotics and anti-viral business by 19% by end 2001.
• Further grew the business in my territory by an additional 12% by the end of 2002 and then by another 9% by the end of 2003.
• Awarded for Year-To-Date Sales Performance (Bronze) in 2002 and 2003 and Sales Director’s Award (Silver) for sales performance in 2003.

Professional Awards

• Award for YTD Sales Performance – 2002
• Sales Director Award (Bronze) - 2003

• Selling event space to corporate clients.
• Managed administrative logistics of events planning, event booking and event promotions.
• Supervised onsite team of caterers, audio-visual technicians, and facility management team to meet client's expectations.