Business Development Executive
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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.
Reserve Accounts Manager, Kiambu
Jul 2022 - Present
East African Breweries Limited, Nairobi
New to role with the below 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,
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.
(Marketing Option)
2007 - 2010
Second Class Honors - Upper
Aga Khan High School,
2003 - 2006
Diageo Way of World Class
Well Versed in MS Office
Strong Communication -
verbal & written
Territory Management Representative,
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,
May 2021 - Jul 2021
East African Breweries Limited, Nairobi
Introduction of Key Strategic Outlets management in the Division
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,
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,
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
Jul 2012 - Mar 2014
Freight In Time, Nairobi
Project Lead for the national distribution of Delivery Kits, HB
Meters Microcuvettes and Vacutainers to 217 Provincial Hospitals,
Delivered within 3 weeks vs. previous duration of 3 months,
reducing total expenses by 55%.
Market Research Interviewer May 2012 - Jun 2012
ACNielsen, Nairobi
Data Entry Nov 2011 - Apr 2012
(Marketing Option)
2007 - 2010
Second Class Honors - Upper Division.
Aga Khan High School,
2003 - 2006
