Stephen Langat

Business Development Executive

Talent

Nairobi, Nairobi AreaMember since May 2, 2023

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About

Self-motivated and success-driven sales manager with 10+ years of experience in solution selling and customer development. Proficient and focused individual with innovative tendencies. Versatile and motivated with excellent negotiation skills, remarkable analytical abilities, coupled with great conceptual expertise. Employs a logical and realistic approach to decisions and team capability building.

Adept at cultivating, managing, and leveraging client relationships.

Experience

Reserve Accounts Manager, Kiambu

Road

Jul 2022 - Present

East African Breweries Limited, Nairobi

New to role with the below accountabilities:

Top Accountabilities

Management of profit, NSV and Market share targets – “Own the

Reserve numbers”. Develop world class collaborative customer partnerships. orchestrate end- to- end relationships via a cross functional network.

Develop and co- ordinate joint customer plans with tailored brand activities by channel and major customers

Drive the highest standards of execution for all specified channels. Contribute to shopper and category insight, resulting in powerful and breakthrough category strategies.

Apply facts and data, driving excellence in planning, decision making and performance measurement and taking corrective action as required.

Develop accurate forecasting through demand planning resource, whilst monitoring and evaluating Brand/Customer volume, trends and dynamics with objective to grow in line with business ambition.

Territory Management Representative,

KSO Nairobi North East

Nov 2021 - Jun 2022

East African Breweries Limited, Nairobi

Improved RTM in the territory from 75% to 95%, through focus on top accounts delivering highest NSV and negotiated for better,

improved trade terms, staff trainings and trade execution.

Shifted outlets purchases from wholesalers to the distributor to deliver a healthy P&L

NSV growth on IPS, Premium Beer and Reserve at 115%, 111% and

109% respectively, resulted to trade up in outlets and reduction of sale of parallel brands.

Education

Bachelor of Commerce

(Marketing Option)

University of Nairobi

2007 - 2010

Second Class Honors - Upper

Division

KCSE

Aga Khan High School,

Nairobi

2003 - 2006

Courses

Experienced Negotiation

Sep 2022

Diageo Way of World Class

Selling

Jan 2021

Skills

Well Versed in MS Office

Strong Communication -

verbal & written

Proactive and solution oriented

Commercial Acumen

Forecasting Analysis

Territory Management Representative,

Uthiru

Aug 2021 - Oct 2021

East African Breweries Limited, Nairobi

Closure of distributor at time of joining the territory - proactively focused on RTM. Ensured that the two assigned distributors understood market dynamics, with proper route alignment, truck accompaniments for VSMs and sales manager to ensure coverage within a month.

Growth of the territory from 37% to 128% on Volume and 39% to

131% on NSV

Territory Management Representative,

KSO Central Rift

May 2021 - Jul 2021

East African Breweries Limited, Nairobi

Introduction of Key Strategic Outlets management in the Division

Focused on RTM and parallel brands (trade terms)

Through stakeholder management, reduced impact of parallel by ensuring that outlets contributing to 80% of total performance were contracted and trade terms reviewed - Resulted in growth

NSV and Volume performance from 58% to 127% and 61% to 133%

respectively

Territory Management Representative,

Nakuru Town

Jan 2016 - Apr 2021

East African Breweries Limited, Nairobi

Joined during setup of a new distributor, with territory being served by 50 stockists. Leveraged on available resources to re-

recruit customers. Implemented “Operation Rudisha Home”

within 6 months, reducing stockists from 50 to 8.

Growth of the territory from 45% to 105% on Volume and 49% to

111% on NSV within 6 months.

Trade Development Representative,

Lanet

Apr 2014 - Dec 2015

East African Breweries Limited, Nairobi

Joined during distributor closure and annexation to neighboring distributor - Successfully reduced stockists from 15 to 5

Ensured outlets had all resources through salesmen capability build and review of standard stocks. Extensively did truck accompaniments and stakeholder meetings, with support from bar association leaders. Onboarded 95% of outlets to the alternative distributor within 6 months

Performance grew from 44% to 101% and 49% to 111% on volume and NSV respectively within 4 months.

Transport, Distribution & Warehouse