Oluwaseyi Oke

I am a result-focused sales professional with 8+ years B2B sales experience and achievements in FMCG and FMCG non-food. Well versed in sales, retail, wholesale, and distribution management, commercial planning and execution, primary and secondary sales management, cross-functional team management, and relationship management. I optimally grow and achieve sales revenue targets, increase customer satisfaction, add value to business and contribute to business profitability and Value/Volume growth.

April 2022 to Date with Kyosk Digital Services Limited (Tech-Led FMCG Company), Lagos

Role: Area Commercial Manager – Contract 

Responsibilities: 

• Managing end-to-end of a warehouse operation and market as a single business unit and selling all categories of FMCG products directly to informal retailers who retail in kiosk and other similar retail outlets through App. 
• Leading a team of 30 Market Developers, 2 Sales Coordinators, Sales Supervisor, Customer Experience Executive, 2 Dispatch Supervisor and Associate, 2 Warehouse Supervisor and Associate, and Loss Control Supervisor to execute commercial objectives, drive revenue generation and business performance in the Area. 
• P&L management for the warehouse and market while driving profit maximization for the business unit. 
• Communication of the business strategy in market and ensuring excellent execution against the set KPIs. 
• Undertaking field visit, market survey and analysis to identify opportunities the business can capitalize on. 
• Working collaboratively with the purchasing teams to spearhead revenue generation including advisory on product pricing to generate margins and with the warehouse team to ensure proper inventory management. 

Role: Field Sales Manager 

Achievements:

• Achieved growth in territory coverage via effective route mapping from 60% pre-DMS to 95% in-DMS in FY21. 
• Delivered annual primary revenue of 1.6 billion, driving 52% depletion through Secondary Sales Force in FY21
• Achieved growth of 46% and 42% Volume/Value in secondary sales versus same period FY20.
• Ensured 100% usage discipline of hand-held tablet for capturing sales, market intelligence and other activities.

• Managed sell-in and sell-out and led the execution efforts of RTM project in assigned territory.
• Developed distributors business and ensured field execution of sales programs, plans and strategies. 

• Coached and led Secondary Sales Force comprising of Pre-sellers, Van Sales Managers, Van Sales Reps, Tricycle Sales Reps, and Motorcycle Sales Reps to drive target achievement and effectiveness on the job.
• Improved on sales KPI – Volume/Value, Coverage, Call Completion, Strike Rates, Penetration, Drop Size etc. 
• Ensured targets are delivered through people management, daily, and weekly performance review.

Role: Distributor Development Manager (Relief)

Achievements: 

• Grew the sales Value by (+26%) from 371m in February 2020 to 467.46m in February 2021 
• Grew the sales Value by (+27%) from 350m in January 2020 to 444.5m in January 2021

• Ensured adequate product supply to Distributors, with regular market visit for business discussion and closing.
• Provided distributors with information about new or improved products, and price changes to improve sales.
• Provided strategic support for Regional Business Manager to ensure sales goals and objectives achievement.

Role: Retail Development Manager

Achievements: 

• Improved territory product penetration from 70% (7in10 outlets) in 2019 to 90% (9in10 outlets) in 2020. 
• Successfully grew sales of slow-moving SKUs, from 24% (of 72m) in FY 2019 to 37% (of 96m) in FY 2020.
• Led the execution of in-store activation of St. Lauren non-alcoholic wine and grew its average rate of sales from 16 cases per store to 56 cases in Q3 and Q4 2020. 

• Identified and sell into all retail customers in assigned territory to grow Grand Oak Limited’s market share. 
• Redistribution of wine and spirits to retail customers and HORECA channel in assigned territory. 
• Ensured achievement of QDVPPP sales drivers for the outlet’s coverage.
• Conducted consumer focused products activation in Supermarkets, bars, and other consumption points. 

Role: Sales and Marketing Executive

Achievements: 

• Developed new channel of selling the solution to High-Net-Worth Individuals which increased sales from 19 units average monthly sales to 34 units in Q3 2017. 
• Successfully launched project ‘’Water for All Students’’ in private primary and secondary schools in Oyo State.

• Promoted and increased access to water purification systems and services for safe drinking water in Schools. 
• Conducted presentations to association groups and government bodies to drive partnership opportunities.
• Managed the end-to-end process and collaborated with the technical installation team to close out.

Role: Senior Sales Representative

October 2015 - March 2017

Achievements:

• Developed strategic wholesalers in rural communities to expand product distribution and availability to all.
• Achieved high performance in channel development deliverables with 104%, exceeding target in FY 2016. 
• Developed a program for increasing sales in hard-to-reach communities and it was adopted region-wide.

• Made daily sales calls to service delivery points - pharmacies, hospitals, patent medicine stores, hotels, etc. 
• Managed channel, sales and distribution of family planning, anti-malaria and other pharmaceutical products. 
• Conducted monthly presentations on products with healthcare providers and professional bodies.

Role: Technical Sales Representative

Achievements:

• Developed a new dealer to major distributor category which increased annual territory sales by 30m.
• Recouped dealers’ debt of ₦18m inherited in the territory and nil to zero.
• Achieved institutional sales metrics via active partnership with State Agriculture Development Program.

• Sales and distribution of agrochemicals and fertilizers to dealers and other Agencies in the assigned territory. 
• Created demand for products via technical presentations and field demonstration to farmers.
• Made checks and balances and monitored dealers’ stock in relation to their credit balances.

Master of Business Administration (Marketing) - November 2017

Obafemi Awolowo University, Ile-Ife, Nigeria