Sales Manager at Madhvani Group – EMCO Holdings Ltd (Kakira Sugar) (2019-01 – Present)
To achieve sales volume and distribution targets for the company brands in Kenya. Implement brand and trade programs in the Key accounts. Ensure the effective and efficient execution of sales activities in Kenya.
- Delivering the assigned sales targets for the Kenyan markets.
- Setting weekly, monthly and annual targets for Kenyan Market.
- Develop and manage an effective sales and distribution team through formal and informal coaching, monitoring, and training.
- Deliver distribution targets per brand in the areas.
- Manage Sugar and Extra Neutral Ethanol Importers in Kenya and recruit potential buyers.
- Evaluating market trends and competitor activities.
- Listing new brands in their market (Kakira Klean Hand Sanitizers).
- Recommending outlets to be extended credit to by the company.
- Ensure availability and visibility of our brands in the Kenyan market.
Area Sales Manager at Africa Spirits Limited (2017-01 – 2019-12)
To achieve value, volume and distribution targets. Implement brand and trade programs in the outlets according to cycle plan. Ensure the effective and efficient execution of route to market and sales activities in the territory.
- Delivering the assigned sales targets for the markets (Value/Volume).
- Setting weekly, monthly and annual targets for the territory in line with the companies set targets and ensure achievement of the numbers.
- Develop and manage an effective sales and distribution team through formal and informal coaching, monitoring, and training.
- Ensuring effective route to market coverage and personal journey plans by the company sales representatives and the distributor reps are followed.
- Deliver distribution targets per brand in the areas.
- Evaluating market trends and competitor activities.
- Listing new brands in their market.
- Source for new customers and ensure customer management in the assigned territory.
- Ensure sales of mixed portfolio of local & international brands.
- Recommending outlets to be extended credit to by the company and distributor.
- Ensure availability and visibility of our brands in the assigned market.
Sales and Distribution Manager at Outlook Limited (BAT Distributor) (2015-01 – 2017-12)
- Setting weekly, monthly and annual targets for sales volume by depot, sub depot, branch shops and route vans/motorbikes; in line with agreed BATs volume targets and ensure achievement of numbers.
- Planning and directing Direct Sales Distribution targets by week, month and annually by distribution Rep/Salesman.
- Tracking sales by counter DR and analyzing on a weekly basis and identifying reasons for the variances.
- Planning and directing route coverage by day and Dr to ensure effective and efficient calls to service the market and ensure distribution is fully optimized across Outlook territories.
- Evaluating market trends and behavior thus to be able to counteract any anticipated changes.
- Fleet management of all vehicles and motorbikes owned by the company; ensuring driver compliance to fleet regulations, service and maintenance.
- Assist in implement brand and trade programs in the outlets according to cycle plan.
- Track actual marketing spend on a monthly basis and explain variances vs budget.
- Handle all customer complaints in liaison with BAT representatives.
Trade Marketing Representative at British American Tobacco Kenya Ltd (2008-01 – 2015-12)
To achieve volume and distribution targets in order to maximize brand availability and visibility. Implement brand and trade programs in the outlets according to cycle plan. Ensure the effective and efficient execution of marketing activities in the territory.
- Ensure that objectives in terms of availability, visibility, volume, margin, quality and customer price of products are achieved for the territory.
- Execute the marketing activities in the outlets located within the territory in order to meet customer and consumer objectives as described in the marketing cycle plan.
- Train customers if necessary, providing required material and instructions.
- Negotiate retail touch points (i.e. positioning, visibility, investment) based on communication strategy following guidelines set by the Merchandising team.
- Provide data and maintain accurate records on competitor's moves, sales and distribution performance in order to guarantee that Area Manager, Channel Managers and Trade Development Manager are fully informed at all times.
- Manage all assigned funds, materials and equipment in a secure and efficient manner in order to maximize use of organization's assets.
- Monitor brand's performance in the outlets (Bat's and competitors').
- Gather/ provide ideas on how to develop retail touch points.
- Share data regarding specific outlets with the Sales and Distribution Representative responsible for that outlet.
- Provide information on retail environment to Merchandising team to develop appropriate retail touch points.
- Develop an effective working relationship with the customer by giving assistance and support through regular communication and prompt handling of problems and requests.
Sales representative at Kenya Postel Directories Limited (2007-01 – 2008-12)
- Account management.
- Recruitment of new clients to advertise in the directory.
- Enhancing existing and emerging customer value position.
Business Executive at The Standard Group (KTN) (2005-01 – 2007-12)
- Account management.
- Creating of advertisement concepts.
- Enhancing existing and emerging customer value position.
- Develop new products to meet target market needs and sales.
Marketing Attaché at KTN / Standard Sales and Marketing (2004-01 – 2004-12)
- Correspondence with clients.
- Organizing activities and media events sponsored by the company.
- Arranging for educational tours to the premises.
- Source for promotional items.
- Coordinating publication of panorama.
