Debra Stone
Regional Sales Manager W/Cape & Agent
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About
Motivated, hard-working, and diligent Senior Sales and New Business Development Professional with over 10 years of proven success in the Primary and Secondary Packaging Industry. Known for high ethical standards, strategic thinking, and a relentless drive to exceed sales targets and open new markets. I bring a proactive, customer-centric mindset with a strong track record in identifying growth opportunities, negotiating with senior stakeholders, building long-term, trust-based client relationships.
A dynamic self-starter who thrives on challenge, consistently delivering value through innovative solutions, market diversification, and sustained revenue growth.
Experience
Regional Sales Manager W/Cape & Agent at Plastic Ideas Crates (Pty) Ltd (2020-07 – Present)
Plastic Injection Moulding Crate Manufacturer. Establish Plastic Ideas Group Pty Ltd extended footprint in the Western Cape Region and surrounds as a key competitive manufacturer of plastic injection moulded crates serving into diverse market sectors on both primary and secondary packaging.
- Sectors: Agriculture, Dairy, Bread, Beverage, Wine, Material Handling, Beer, General Moulding, Automotive, Mineral Water, Retail
- New Customer Business Development in line with profitable, long term sustainability
- Execute forward innovative sales strategies to achieve and exceed revenue targets
- Increase market share and explore product range diversification into new sectors
- Identify innovations and new product development within the industry, explore and develop opportunities to feasibility studies for investment of new moulds
- Responsible for all customers in the region across board ensuring that I provide the highest levels of service excellence
- National Key Account Management
- Customer-centric. On site evaluation of customer complaints/account queries & trials
- Accurate 3-month customer rolling forecasts
- Negotiate quarterly customer pricing increases
- Source, negotiate and secure new Suppliers of raw material
- Compile annual sales budgets and accurate sales customer forecasts
- Team Player across board
- Increased annual sales revenue new business accounts - 4 million
- Secured markets for new products that increased earnings up to 32% year on year
- Negotiated and secured 4 year contract with Peninsula Beverages
- Managed to secure new and existing business at higher pricing levels as opposed to that of opposition
- Gained market share in all sectors
- Secured new raw material Supplier
- Achieved annual incentive bonus since inception based on KPA's
Regional Sales Manager W/Cape at MCG Industries (Pty) Ltd Rigids T/A Nu-Shelf (2016-05 – 2020-06)
Responsible for sales Western Cape, Eastern Cape and Namibia serving into diverse market sectors: Wine, Beverage, Material Handling, Agriculture, Bread, Dairy, Retail, General Moulding, Furniture. MCG went into Business Rescue.
- Immediate Sales Strategy – evaluate customer sales history Nu-Shelf (ex MCG Industries Rigids) SWOT analyses by customer by sector
- Re-establish lost market share and customer trust. 'Hunt' for new business opportunities and diversification of existing product range into new markets
- Identify and develop innovative value added products and market opportunities to ensure sustainable benefits to all Stakeholders
- Manage internal sales and agents performance
- Management of key accounts and entire customer base
- Resolve customer complaints by investigating problems and developing solutions to ensure customer service satisfaction
- Co-ordinate sales team efforts integrated with all departments
- Play a key role in production planning- effective and accurate customer forecasts taking ownership of finished goods
- Compile annual budgets and sales forecast
- Negotiate quarterly customer pricing
- Negotiate suppliers pricing on raw materials & source new suppliers
- Manage local and long distance transport contracts including price negotiation
- Cross selling for the Flexible packaging division into all sectors
- Increased sales revenue by 80% over four years
- Secured markets for new products that increased earnings by 18% year on year
- Established two additional agents increased sales in outlying areas by 12%
- Gained majority market share in all sectors
- Managed to secure new and existing business at higher pricing levels as opposed to that of the opposition
- Secured two new raw material suppliers
- Achieved annual incentive bonus since inception based on meeting all KPA objectives
Senior Sales Executive at Precision Plastics (Pty) Ltd (2014-10 – 2016-04)
Headhunted by Nu-Shelf (MCG Industries Rigids). Responsible for sales and marketing, identify and pursue new business opportunities to increase company's revenue and market share.
- Diverse sectors: Medical, Retail, Hospitality, Agri, Dairy, Bread etc
- Initiate new product development to sustainable feasibility studies
- Build and maintain strong relationships with key decision makers to understand their business needs and position the company's products and services as the solution
- 'Hunt' for new business in diversified market sectors
- Develop and execute forward thinking sales strategies to achieve and exceed revenue targets that maximises profitable and sustainable growth
- Prepare and deliver compelling sales presentations, proposals and contracts to potential customers
- Negotiate and close deals to achieve sales objectives
- Deliver information efficiently and accurately with the team (all internal departments), customers and senior management
- Resolution of customer complaints- customer service excellence
- Reach out to customer leads through cold calling
- Continuously improve through feedback and development
- Provide detailed monthly sales reports by customer/sector/ opposition activity/ market information to Sales Director
- New business /dairy customers secured- increased sales revenue 1.2mil
- Successfully launched new product crate mould investment ½ grape crate into Agriculture/Meat and retail sectors increased sales revenue 900K
- Listed Precision Plastics as a key vendor with Kaap Agri and all other Co-Ops across regions
- Increased market share into retail sector across board full product range
- Established an agent in the E/Cape outlying area
- Achieved quarterly sales incentive bonus since inception based on meeting/exceeding all KPA objectives
Sales Manager at Medal Paints (Pty) Ltd (2013-08 – 2014-09)
Moved back to Cape Town. Manage and provide mentorship to the Eastern Cape Sales Team, to ensure that Medal Paint's immediate objective is achieved. Sustainable growth.
- Eastern Cape enjoys majority market share- lower end pr
Regional Sales Manager W/Cape PIM Crates/ Closures at MCG Industries (Pty) Ltd (1995 – 2013-07)
MCG Closure Division Acquisition Boxmore. Factory location: Somerset West.
Education
Matric – Clarendon Girls High School (1985)
Diploma in Public Relations Secretarial – East London Technical College (1986)
