John Ronga

Dynamic Sales and Business Development Leader with over 10 years of proven success driving revenue growth across Kenya and the East African region. Adept at managing large teams, building strategic partnerships, and delivering high-impact results in real estate, insurance, and Fast Moving Consumer Goods. Recognized for consultative leadership, cross-border execution, and aligning sales operations with strategic growth goals.

Director of Sales - PGA Commercial Real Estate East Africa - Nairobi

(2022-01)

• Lead and oversee a high-performing sales division of 200+ professionals across Kenya, Uganda, and Tanzania, ensuring alignment with the company's growth strategy and market positioning in the East African real estate sector.
• Spearhead client acquisition, relationship management, and retention of key corporate and high-net-worth clients, contributing to repeat business and long-term leasing and sales contracts.
• Identify new market opportunities, forge strategic partnerships, and lead regional expansion initiatives that increase brand visibility and market share.
• Collaborate with C-level executives on pricing models, sales forecasting, and go-to-market strategies, providing market intelligence and actionable insights.
• Mentor and train sales managers, ensuring continuous professional development, performance reviews, and succession planning within the sales force.
• Implement KPIs, CRM tools, and reporting structures that promote transparency, track performance, and optimize pipeline conversion rates.
• Partner with marketing, legal, and project development teams to ensure seamless launch and sale of high-value real estate projects across major urban centers in East Africa.
• Champion a client-first culture and a consultative sales approach, aligning value propositions with investor needs and regional investment trends.
• Ensure compliance with real estate regulations, cross-border business protocols, and ethical sales practices in all jurisdictions of operation.
• Drove revenue accountability through rigorous reporting systems, P&L oversight, and board-level performance reviews.
• Led regulatory and stakeholder engagement efforts across multiple jurisdictions, ensuring compliance with local land, planning, and investment laws across Kenya, Uganda, and Tanzania.

Sales Manager - Madison Insurance - Nairobi

(2018-07 - 2021-11)

• Provide strategic leadership and hands-on execution of sales operations across Life, General, and Medical insurance portfolios, managing over 400 sales professionals spread across regional branches, agency networks, and strategic distribution partners.
• Oversee a diversified multichannel distribution model including direct sales, brokers, bancassurance, and digital platforms, ensuring national and cross-border alignment in Kenya and selected East African markets.
• Drive achievement of key KPIs including USD 2M in annualized premiums, 1,000+ active life policies, and a persistency rate exceeding 85% through high-impact sales strategies and performance-driven culture.
• Collaborate closely with underwriting, claims, actuarial, and product development teams to align field execution with market demands and regulatory standards.
• Direct and refine a robust performance management framework with clear sales targets, reward mechanisms, coaching models, and talent development pipelines across all regions.
• Take ownership of financial management functions including national sales budgeting, revenue forecasting, expense controls, profitability analysis, and portfolio margin optimization.
• Leverage advanced digital tools and CRM platforms to automate pipeline tracking, optimize conversion cycles, and elevate client servicing standards.
• Cultivate and maintain high-level relationships with institutional clients, brokers, corporate accounts, and retail customers, while also expanding new market segments and strategic partnerships.
• Spearhead regional expansion and oversee cross-country sales initiatives, driving harmonization of processes, compliance standards, and customer experience across borders.
• Ensure full compliance with all Insurance Regulatory Authority (IRA) policies, internal audit protocols, and international best practices in insurance sales, ethics, and client confidentiality.
• Act as a key executive representative in board-level discussions, industry events, and policy development forums, positioning the company as a market leader in innovation, integrity, and sustainable growth

Assistant Procurement Manager - University of Nairobi, Enterprise & Services - UNESS - Nairobi

(2015-05 - 2018-07)

• Managed strategic sourcing, vendor selection, tendering, contract negotiations, and supplier performance in strict adherence to the Public Procurement and Asset Disposal Act (PPADA).
• Spearheaded cross-departmental procurement planning to align acquisition strategies with academic calendars, capital projects, donor-funded initiatives, and emergency requisitions.
• Oversaw procurement for complex categories including ICT infrastructure, lab equipment, library resources, construction works, and consultancy services.
• Led due diligence on suppliers and contractors, enforcing strict quality, delivery, and ethical standards aligned with government and donor regulations.
• Collaborated with internal audit, legal, and finance teams to ensure clean procurement audits, accurate reporting, and timely budget utilization.
• Championed digital transformation by initiating the automation of procurement records, supplier databases, and e-tender platforms, resulting in improved efficiency and reduced lead times.
• Represented the procurement department in university management committees, project boards, and oversight forums, advising on budgetary control, value-for-money analysis, and contract risk mitigation.
• Trained and mentored junior procurement officers and departmental users on procurement compliance, category management, and best practices in public sector procurement.

Direct Sales Representative - African Finance Business - AFB - Nairobi

(2013-08 - 2013-08)

• Promoted and sold a range of consumer finance products including personal loans, credit cards, and asset financing solutions to individual and small business clients across Nairobi.
• Conducted field activations, customer outreach, and lead generation in retail outlets, markets, and high-footfall locations to drive customer acquisition.
• Educated prospective customers on product benefits, terms, and repayment structures, ensuring full compliance with internal policies and regulatory guidelines.
• Collected and verified client documentation, performed basic credit screening, and submitted applications to underwriting teams for approval.
• Provided post-sales support to ensure client satisfaction, encourage repeat business, and resolve any product-related issues in collaboration with customer service teams.
• Participated in product training, market research, and team briefings to stay updated on evolving product features and competitive offerings.
• Built foundational skills in relationship management, territory planning, financial literacy, and ethical sales conduct.

MBA - University of Nairobi (2022-05)

Bachelor of Commerce - Commerce - University of Nairobi (2018-12)

Diploma - Procurement and Supply Chain Management - Technical University of Kenya (2014-12)