Experience

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  East African Portland Cement Plc

  • Kenya
  • Wholesale Building Materials
  • 100 - 200 Employee

  • Head of Commercial

    • Jul 2023 - Present

    •Develop and implement appropriate strategies by selecting, segmenting and targeting markets, and promoting products and services to those markets;•Identify and analyze the organization’s strengths and weaknesses, and respond to opportunities and threats in the commercial environment•Develop the Company annual strategic sales and marketing plans and cost effectively manage their implementation•Monitor market competition activities and trends and advise the Company on marketing strategies to guard brand strength and sales.•Approve appointments of cement distributors and other distribution partners in liaison with management.•Plan and develop competitive trading terms to spur growth and profitability for the Company.•Coordinate, monitor, develop and retain a Sales & Distribution team to achieve set objectives and targets.•Build and manage regional sales & marketing functions across the country as well as international markets•Develop and track KPIs across the entire commercial Division.•Coordinate the preparation of departmental budgets and enforce controls•Establish and build strategic partnerships with transporters and other service providers to support sales.•Secure growth of sales revenue and brand strength•Prepare reports that provide timely feedback to the Board and senior management regarding sales and market performance•Maintain accurate records of all pricings, sales, and activity reports across the markets.

  • Country Sales and Distribution Manager

    • Apr 2020 - Jun 2023

    •Develop and oversee the execution of the Sales and distribution strategy, including identifying markets, potential customers and delivery channels.•Provide leadership on the day-to-day operations of the sales and distribution Department, while maintaining focus on EAPC Plc’s strategic goals.•Oversee the development of business growth initiatives to attract and retain customers.•Ensure brand profitability through correct pricing policies, developing effective price strategy and brand strength.•Monitor competitor activities as well as the performance of the company’s products in the market and advise management and the Board of Directors accordingly.•Analyze sales statistics to determine business growth potential.•Develop and maintain business relations with all customers of EAPC Plc.•Initiate action plans to approach and secure new business for EAPC Plc.•Oversee the development of cement distribution channels and customer service functions.•Maintain excellent customer service.•Develop and implement the approved volumes and revenue budget.•Plan and co-ordinate efficient and timely delivery of company products to the market.•Prepare the operational budget and control costs.•Oversee the overall management of the sales & distribution department and identify training and development needs of the staff.

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  VIVO ENERGY (Shell licensee in Africa)

  • Nairobi, Kenya

  • LPG Country Sales Manager

    • Jul 2017 - Apr 2020
    • Nairobi, Kenya

    • Lead both Packed and Bulk LPG sales in the country in a highly competitive and rapidly evolving market. • Maintain, develop and grow existing customers through increased volume and margins whilst at all times delivering customer satisfaction.• Evaluate, develop and implement LPG business plans and strategies in Kenya aligned with VE’s LPG vision, strategy and direction.• Deliver both financial (margin/cost) and non-financial (volume/debt/business growth) LPG business targets through a disciplined and effective implementation of functional plans.• Work with Government and Industry in order to promote high standards, good practices and a level playing field through the development and enforcement of a robust regulatory framework for LPG.• Manage the business in compliance with VE LPG HSSE requirements, policies and guidelines.• Develop and implement an effective Packed LPG Route-to-Market channel management to grow Afrigas penetration and market share. Delivering improved metal management, increased cylinder turns and control of cylinder revalidation costs.• Develop and implement LPG distributor program with clear targets and objectives that enable VEK monitor performance against plan, while developing and maintaining long term commercial relationships with the distributors and their customers.• Manage LPG staff career and talent development including retention.• Develop and drive the implementation of LPG marketing propositions & promotions with support from Marketing.• Conduct and support technical training for LPG bulk customers and for LPG distributors, their staff and customers.

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  Skyfoods Limited - Tree Top Juices

  • Nairobi, Kenya

  • Sales and Marketing Manager

    • Feb 2015 - Jun 2017
    • Nairobi, Kenya

    • Develop & launch Tree Top range of Juices in Kenya and roll out a world class market execution in all channels (Both On-Trade & Off -Trade)• Recruit and build capacity of the commercial team tasked with rolling out Tree Top range of Juices.• Delivering agreed sales volumes, value, profit and market share across Kenya.• Build a distribution network and a winning route to market for both Modern Trade channels and General Trade.• Develop & execute consumer marketing campaigns to maximize long-term sales volume & profit flow and increase long-term value of Tree Top brand. • Provide leadership and co-ordination across the Tree Top value chain.• Building & managing strategic win-win business relationships with trade partners.• Developing & managing sales promotional budget.• Controlling and managing distribution agreements & contracts and monitoring distributor’s key performance indicators.

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  HEINEKEN - East Africa

  • Nairobi, Kenya

  • Senior Sales Consultant

    • Apr 2012 - Jan 2015
    • Nairobi, Kenya

    • Commercial Trainer for East Africa (Kenya, Uganda and Tanzania) on HEINEKEN Sales capabilities programs. • Delivering agreed sales volumes, value, profit and market share in the assigned territory.• Market Development; execute the agreed Heineken picture of success. Implement the entire sales capabilities of order generation, delivery, merchandising and account development.• Distributor Management; Develop and implement distributor management best practices through market classification as well as territory routing and utilization of itineraries that ensure maximum outlet coverage.• Gathering market intelligence on Heineken beer and competitor activities.• Development & effective execution of brand sales activation programs in the assigned territory as directed by the Country Manager.• Preparation of weekly reports; territory sales progress and promotion activity reports.

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  Del Monte Fresh Produce N.A., Inc

  • Nairobi, Kenya

  • Area Sales Representative

    • Aug 2009 - Mar 2012
    • Nairobi, Kenya

    • Delivering agreed sales volumes, value, profit and market share in the assigned territory.• Execute the agreed Del Monte picture of success, sell the entire Del Monte range. Implement the entire sales capabilities of order generation, delivery, merchandising, account development as well as maintenance of company merchandising equipment and assets. I.e. Coolers and free standing units.• Develop and implement distributor management best practices through market classification as well as territory routing and utilization of itineraries that ensure maximum outlet coverage.• Gathering market intelligence on Del Monte products as well as competition.• Effective implementation of company sales promotion programs in the assigned area as directed by the Commercial Manager East Africa.• Preparation of weekly reports; territory sales progress and promotion activity reports.• Collection and management of accounts receivables.

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  Blue Shield Insurance Company

  • Nairobi, Kenya

  • Marketing Officer

    • Jan 2006 - Jan 2009
    • Nairobi, Kenya

    • Establishing and expanding customer base and suppliers.• Marketing of services to new and existing clients.• Formulating and maintaining of short term / annual marketing strategies.• Existing and new product development. • Active monitoring of sales achievements versus targets.• Market Intelligence on competitors, product performance and client’s preference.• Procurement of promotional materials.• Designing adverts in relation to the company’s brand and target audience• Liaising with media houses in placing of all adverts.