Role
Papelería Moderna C.A. · San Cristóbal, Venezuela
My first role. Sales management in a high-turnover shop, where the job included sales management, customer advice, stock, the supplier relationship and organising the sales floor.
I designed and applied consultative selling techniques that increased conversion and sales by fifteen percent, oversaw stock and replenishment with the logistics team to avoid stockouts, coordinated with suppliers on on-time delivery, and applied continuous improvement methods to service performance.
Jan 2018 — Feb 2020
My responsibility
Consultative selling, stock supervision and replenishment with the logistics team, coordination with suppliers, promotional campaigns and sales floor organisation.
Result
+15% in conversion and sales, with no stockouts and sustained on-time delivery.
The challenge
How I approached it
Work blocks
I applied consultative selling techniques with rigorous account follow-up: knowing what each recurring customer buys and when they restock turns the occasional visit into a predictable account.
I designed the promotional campaigns and special offers. School seasonality shapes the whole year, so a campaign's stock is ordered weeks in advance or it does not exist.
I monitored stock together with the logistics team to secure effective replenishment and avoid stock-outs.
I coordinated on-time delivery and an optimal product presentation with the suppliers. Seeing an item as a reference, a stock quantity and an order line later allowed me to understand an ERP.
I organised and optimised the sales floor with continuous improvement methods: the layout determines what the customer finds without asking and what requires a salesperson to step in.
In detail
I joined Papelería Moderna C.A., in San Cristóbal, in January 2018 and left in February 2020. The title was sales director, and in a business of that size the title describes less than half the job: the same person handles sales, stock, suppliers and the physical space.
That's why I describe it in detail. It's the only role in my career where I saw the complete operation of a small business from the inside, with no intermediate layer between a decision and its consequence.
I designed and applied consultative selling techniques that increased conversion and sales by fifteen percent, with customer retention and rigorous account tracking. Rigorous tracking, in a shop, means knowing what each regular customer usually buys and when they're due to restock, which is what turns an occasional visit into a predictable account.
I also designed the promotional campaigns and special offers, using calendar opportunities to boost sales. In a stationery shop the school seasonality shapes the entire year, so a campaign isn't improvised from whatever stock is available: it's ordered weeks in advance or it doesn't happen.
I oversaw stock with the logistics team to ensure effective replenishment and avoid stockouts, and coordinated with suppliers on on-time delivery and maintaining an optimal product display. Seeing the same item as a catalogue reference, as warehouse stock and as a supplier order line is what, years later, let me understand an ERP without it feeling abstract.
I organised and optimised the sales floor, applying continuous improvement methods to operational efficiency and the shopping experience. Product layout determines what a customer finds without asking and what requires a salesperson's help: it was the first time I had to think about a user's journey through a system, even though the system was a shop.
Results and impact
Consultative selling and named account follow-up increased conversion and sales by fifteen per cent.
Stock monitoring with the logistics team sustained replenishment without stock-outs.
Coordination with the suppliers kept on-time delivery and product presentation sustained over time.
Seeing the same item as a catalogue reference, a warehouse stock quantity and an order line is what, years later, allowed me to understand an ERP without it feeling abstract.
Stack
Skills used in the role