Experience

• 

  Highlands Drinks Limited

  • Nairobi, Kenya

  • Key Account Manager

    • Sep 2021 - Present
    • Nairobi, Kenya

     Providing Consumer, Shopper and Channel Understanding. Building and managing top relationships. Execution in store- "Winning on Shelf". Cross Organisational Relationships Credit Control. Sales Planning & Management. Team Leadership and development. Execution of Customer Strategy and Business Plan. Category ManagementReporting to Head of Modern Trade

• 

  Diageo

  • Kenya

  • Territory Manager

    • Aug 2018 - Aug 2021
    • Kenya

    *Designing short and long term plans while setting targets and reviewing performance*Engaging in sales forecasting and planning marketing activities*Managing regional expenses and contributing to the monthly business sales by ensuring efficient operations and planning*Enhancing market penetration through initiating route to market strategies.*Ensure Key Accounts both General and Modern Trade channel are the main core to maintain business continuity and objective.*Sit in Quarterly cycle plans meetings to search and spin on viable activities. Develop annual and monthly customer account plans for assigned accounts according to EABL strategy to ensure turnover, volume, distribution, and gross margin targets are met.*Effectively manage trading terms, monitor growth plan, and negotiate prices.*Gain insight & understanding into chain operators and leverage these commercial insights with channel marketing to create a sustainably profitable business for both parties.*Drive Solution / Concept selling via Ideation sessions and manage the entire process from the initial stage to the launch stage.*Regularly conduct customer business reviews*Build up strong relationships with stakeholders.KEY ACHIEVEMENTS*Promptly fulfilling all staffing requirements by proactively recruiting, supervising, motivating, and developing the sales force to improve on work output*Optimizing awareness of the business by ensuring branding, merchandising, and promotional activities are carried out effectively*Maintaining stock levels and ensuring all outlets are fully serviced in line with agreed Sales Level Agreements (SLAs)*Contributing to the achievement of growth goals and based on in-depth analysis of regional trends and gaps, and new opportunities for growth*Successfully maximized sales revenues by creating a regional sales plan*Managing all Key Accounts in the region that delivered and surpassed total Net Sales Value 28m over 13m target in all onTrade/offTrade.

• 

  East African Breweries Ltd

  • Beverage Manufacturing
  • 700 & Above Employee

  • Trade Development-Mainstream Business

    • May 2017 - Jul 2018

    • Creating a liaison between the distributor, customer, consumer and EABL• Direct selling and developing trade by listing products and up stocking customers towards achieving the set sales targets• Developing distributor sales crew through coaching and training• Negotiations• Enhancing visibility of key brands in selected outlets• New Brand Management• Sales Management• Debt collection and management• Overseeing BTL agencies to ensure effective execution of all planned activities• Accompanying distributor sales crew on the trucks in order to evaluate their selling skills and methods so as to be able to up-skill them on the Diageo World Way of Selling, and general Ways of Working Competition insights• Giving trade insights on brand/sales activities• Advising the distributor in the distributor's purchase plans and sales forecast for total brand portfolio against targets and standard stocks to ensure brand sufficiency in the territoryKey Achievements I have consistently achieved and exceeded my sales volume, Value, and Distribution targets thus contributing to the company bottom line. Supported the development of selling skills within 3rd party sales crew Maintained per the documentation of cash and stocks on preparation, submission, and authorization of the documents. Prepared and submitted accurate cash and stock reports, which greatly aided the management in proper decision making. Regularly suggested improvements in work operation, many of which were adopted by management leading to better business operations. Conducted various internal and external training and coaching and Performance Development Reviews for those working under me. Performed my work with minimum supervision and with speed and accuracy at all times. Greatly improved my decision-making skills through hands-on experience in handling diverse challenging situations which called for different approaches in decision making.

  • Trade Rapid Response-Emerging Business(Project Nafasi)

    • Mar 2017 - Apr 2017

    • People capability development through coaching and accompaniment.• Drove volume Pull from the Distributor with a focus on the retail end.• Drove a strong culture of Compliance, ensuring adherence to the Code of Business Conduct (CoBC) and Health and Safety requirements in the work environment.• Developed and implemented activity/sales unit plans for the territory.• Managed EABL promotional activities as per cycle plans.• Ensured the data maintenance processes were fully executed and held responsibility for the data quality within my territory• Supported Distributor partners with KPI’s maximizing our RTM value chain and working to drive volume “Push and Pull” with a focus on the retail end.•Ensured that weekly purchase plans and daily stock positions were delivered on time.

  • Trade Rapid Response-Mainstream Business.

    • Oct 2016 - Feb 2017

    • Influence Direct sales focus to identify and uncover opportunities.• Ensure each distributor is equipped, well-stocked, and serviced.• Push for the achievement of territory distribution volume and communication targets.• Participate in the execution of the trade, marketing, and distribution plans to achieve company objectives.• Make timely and effective reports of market information to top management from Area business development manager to Divisional sales manager.• Establish close working relationships with business partners in order to gain high levels of trade support and loyalty whilst enhancing understanding of the environment.• My team and I to implement trade promotions by publishing, tracking, and evaluating trade spending.• Maintain a strong focus on working with distributors to develop sales capability within their organizations.• Developing and driving joint strategy and plans with distributors, have direct performance and P&L responsibility for distributor premises• Ensure that objectives in terms of availability, visibility, volume, margin, quality, and RRP are achieved for the territory.• Achieved Sales volume, NSV, and distribution objectives and executed Sale drivers in retail trade (QDVPP).• Developed brand building activities for the outlet to implement and run KBL promotional activities in the outlet.• Ensured compliance with CoBC and Health and safety in the work environment.• Delivered distributor daily stock position and all other market intelligence reports on time

• 

  Kenya Breweries Limited

  • RUARAKA THIKA ROAD

  • Administration and Procurement

    • Jan 2011 - Sep 2016
    • RUARAKA THIKA ROAD