Lorena Batara Email & Phone Number

Makati City

Milestones:1) Level-up engagements with CSI, RCS, Tiongsan and other promising mid-sized/regional accounts in North Luzon - strengthened partnership with owners and controlled outsourcing by dealing with them like a key account, created value beyond looking at just discounts/pricing.2) Achieved recognitions and awards not only for myself but for each members of the team as the main focus is for each territory to grow the business and constant on-the-job coaching to each team members. a. 2018 with 4 team members, first time to handle the territory:i. Channel Manager Category - Best In Class 1st Runner-Up ii. Team Member 1 - BIC 2nd Runner, SR Categoryiii. Team Member 2 - BIC 1st Runner-Up KAS/KAM Categoryiv. Team Member 3 – BIC for Trade Spend Categoryv. Team Member 4 – BIC 1st Runner-Up, SR Categoryb. 2019 with 4 team members and change in BIC rulesi. Channel Manager Category - Best In Class Powder Growth Category, Excellence in Canvass Executionii. Team Member 1 – Best in Class First Runner-Up (KAS/KAM Category)iii. Team Member 2 – BIC Candidate, Best in Storelution, Bal Liquid Milk Awardeeiv. Team Member 3 – Krem-Top and Alaska Crema Brand Awardeev. Team Member 4 – 100% Target (with only 6 months in the role)c. 2020 with 4 team members, Covid 19 lock-down and challenging season:i. Channel Manager Category - Best In Class 2nd Runner-UP3) Game changer:a. Turned-around Puregold’s performance from decline of 83% vs LY in H1 of 2022 due to overstock from SOND of 2021 to 101% by H2 without repeating the same SOND overstock.b. From 80% performance vs Target in Jan and Feb, was able to bounce back the performance of Ultramega from March onwards, to end at 109% vs 2023 Full Year Target and +30% vs LY with new programs and separate focus on Retail and Wholesale business.c. Jan to Feb performance of Regional Modern Trade Accounts were problematic at 56% vs Target but recovered with implemented changes and focus to 128% vs Target by year end.

Makati City

1) Leads in the collation of bottom-up monthly forecast and in analyzing and aligning with Sales, Shopper Marketing, Marketing and Plan & Deliver team the demand projection for the next 18 months.2) Preparation of sales estimates/outlook based on analysis for Mancom presentation of Sales Director.3) Alignment with the regional hub on forecast accuracy results, root-cause analysis and next steps for improvement.Milestones/Achievements:1) Able to put in place operational procedures in demand forecasting to achieve intended output (National, Modern-Trade/General Trade level).2) Integrated available data to be used effectively by the team in demand projection/analysis.3) Increased participation of stakeholders during Pre-Demand/Demand Review meetings with the enhanced process and presentation of data.4) Improved forecast accuracy month-on-month since taking over the post from average of 65% to 80%+ level and on the third month to 84% (first time to hit and exceed target of 83% for the year).

Nature of Work:1) Heads the Customer Service Group in processing of orders.2) Responsible in determining responsibilities/work assignments of a total of 11 employees.3) Provides training for technical and communication skills to the Customer Service Group.4) Leads in the coordination with Sales, Logistics, Credit and Trade Marketing team for operational issues and improvements.Milestones/Achievements:1) Successfully implemented the Vendor Managed Replenishment (VMR) of distributors (manual, using Excel Files)2) Developed a single Excel file report that will monitor month-to-date fill-rate, forecast accuracy and Sales performance that is also being used in improving DIO.3) Initiated and actively participated in the implementation of various projects to improve work procedures ( auto-uploading of SM POs in SAP, improvement of delivery both in Luzon and VisMin distributors, monthly loading plan in AMC’s Distribution Center).4) Effectively provided technical trainings for work-process enhancement (i.e. pivot table, vlookup, running SAP reports, links in Excel files) and communication skills to the Customer Service Group.5) Supported the Demand Planning Manager and Sales Director in projecting sales estimate for the month.

Makati City Philippines

Sales (Mercury Drug Corporation/Dyna Drug Corp)/Customer Service – (Zuellig Pharma)Nature of Work:1) Leads in the Customer Development Program for our top chain account – Mercury Drug Corporation and Dyna Drug Corporation.o In-charge of head office negotiations, listing of new SKUs, inventory and returns management, oversees processing of orders up to delivery and collection.o Creates programs to improve sales for IDS, wholesaler and dispensing doctors.2) Major point person between Sandoz and our distributor - ZPC.o Meets regularly with multi-principal sales team to ensure achievement of targets and addresses concerns on deliverieso Leads in approval of documents for initial stocking and guaranteed accounts.o Supervises two ZPC sales personnel exclusive to Sandoz and trains them to maximize their potential.o Together with the Sandoz Country Manager, CFO and Head of Sales, reviews the total business performance with the top management of ZPC.o Evaluates and/or justifies discount for approval and controls harmonization of existing discounts across channels.o Prepares and assess effectiveness of discounts given for the quarter and justifies whether it needs to be retained or improved for the succeeding quarter.

Philippines

Milestones/Achievements:1) Harmonized discounts across channels and controlled price war in the market.2) Studied the different channels/accounts, improved deals and converted to straight discounts to avoid trade loading.3) Simplified order-processing and prevented price discrepancies.4) Developed customized reports to improve customer service and derived a more accurate sales estimate for the month for reporting to regional head office.5) Grew sales of the wholesaler channel (YTD Sept. 2015, +15%)by increasing cooperation with their sales force in reaching to their independent drug store customers (IDS) and monitoring their inventory instead of the usual practice of giving high discounts in exchange for sales volume.6) Grew MDC YTD Sept 2015 by 15% despite impact of deleted SKUs around Php9M.a. Developed system improvements in managing Mercury Drug Corporation.b. Significantly improved returns by 35% vs SPLY, speed to launch of new SKUs (approved for listing prior to arrival of stocks), collection of consigned new SKUs from 1 year to 4 months, designed fill-rate monitoring and improved availability in branches.7) Successfully implemented projects like the 2015 DSAP convention and Dyna Drug Customer Care Program partnerships.

Manufacturer/Distributor of Fast Moving Consumer Goods (Goya chocolate products, etc); Heads the NKA - modern supermarket team (Robinsons Supermarket andRustans/Shopwise) in coordinating with Head Office buyers on national promotions,negotiations on new product listing, issues and concerns.• Prepares Business Plan for the accounts for the year and maintains 5-10% cost to sales.• Trains and motivates KAS and Coordinators of the team in ensuring projected sales aremet through constant store checks and sales/promotions monitoring and inventorymanagement.• Coordinates with Area Development Managers (ADM) for provincial outlets on smoothexecution of promotions and listing of new SKUs.Milestones/Achievements:• Initiated system improvements in manual ordering of regional key accounts (Landmark,Cherry) and significantly lowered returns.• Handled RSC(Robinsons Supermarket) account in January 2012 and grew the business by52% vs LY from -6% growth in 2011.o Focusing on fill-rate and CSL correction.o Improving shelf displays thru constant communication with Store Supervisors andMerchandisers.o Monitoring smooth promotion implementations.o Coordinating with Buyers for release of additional orders during promotions.o Initiating volume generating promotions that helps in building the brand as well.

Heads the SVI/Savemore Sales Team in coordinating with Head Office buyers on nationalpromotions, negotiations on new product listing, issues and concerns.• Prepares Business Plan for the account and ensures that projected sales and cost to salesare met.• Manages inventory of stores and ensures that orders are processed and delivered on time.• Trains merchandisers and provincial Sales counterparts in monitoring displays according toour Retail Performance Standards (RPS).• Attend and recommend necessary resolutions to all issues and concerns of SM.Milestones/Achievements:• Increased Sales volume growth from 3% and 12% vs 2008 and 2009 to 48% by the end of2010 by:o Focusing on fill-rate and CSL correction.o Improving shelf displays thru constant communication with Store Supervisors andMerchandisers.o Monitoring promotion implementations and store openings.o Coordinating with Buyers for release of additional orders during promotions.Historical Sales Growth of SVI/Savemore:2008 - 37 new stores, + 23% in no. of stores, 3% growth in sales volume2009 - 52 new stores, + 41% in no. of stores, 12% growth in sales volume(took over account in Q4 of 2009)2010 - 72 new stores, + 38% in no. of stores, 48% growth in sales volume

Heads the Customer Service Team in processing of orders.• Responsible in determining responsibilities/work assignments of 11 employees.• Ensures that the team is able to process orders in time for the targeted schedule ofdelivery.• Provides training for technical and communication skills to the Customer Service Group.• Attend to all export inquiries; oversee from ordering, payment and production to delivery tocustomers.Milestones/Achievements:• Successfully led the team during transition from Oracle System to SAP• Organization of Order-Processing• Instituted work and people realignment• Developed various reports to help address poor fill-rate and aid Sales in communicating toCustomers• Cross-functional team coordination• Initiated and actively participated in the implementation of various projects to improve fill-rate and work procedures:• Successfully provided trainings in technical (i.e. pivot table, vlookup, running SAP reports)and communication skills to the Customer Service Group• Closely coordinated with 2Go in improving services to Vismin Distributor Accounts Group

Assist the National Capability Manager in creating on-boarding program, field-worktrainings and various projects that will enhance the capabilities of the whole Sales force.• Supervise the Customer Service Group in processing orders of Key Accounts, distributorsand the mid-size group as a temporary CSG Team Leader.Milestones/Achievements:• Improved Feedback Mechanism System in order-processing thru the use of MonitoringSheets• Provided training on key skills• Provided valuable assistance in the preparation of Sales Reference Manual• Field Work Activities for the Sales Organization• 2007 CSO Sportsfest• Promoted to Customer Service Supervisor in less than a year.