CONSTANCE NYAMAMU

Role

Executing Modern trade in General trade across all KOKO Club Agent and Member facing touch points across the network,playing a critical role in setting strategy, decision-making, business planning, and analysis across multiple aspects of the commercial team by working closely with a multi-functional team including brand, category, analytics & supply.

Responsibilities

Agent selection and management .

• managed to build a pipeline of 300 + high quality agent partners that meet Club criteria in selected neighborhoods.
• Perform weekly performance management of Club Agents enabling early course correction to deliver business goals leading to Minimized Agent Loss by mitigating Missing stock by 70% over a period of 3 months
• Designed and deployed over 300+ JBPs anchored on key business drivers and deliver win-win partnerships this increased Agent active rate by 40% over six months.

Sales Fundamentals

• Ensure 100% distribution & maximize uptime across the network.
• Deploy Club weekly pricing & promo across the network in < 24hrs.

Stewardship.

• Minimize business loss & risk via effective stock control processes brought about 30% growth over 6 months of set up .
• Deliver effective channel cost control -brought down operational costs by 50%.
• Manage and track shop P&L to ensure agent health across network 15% growth overall .

People Management

• Deploy clear channel priorities to frontline teams.
• Deliver effective training & coaching.
• Ensure fair and effective performance management processes.

Role

Responsible for providing sales management and leadership of Trade Development Representatives in 21 neighborhood's ,to 130 KOKO Fuel Agents and 6 relationship representatives to achieve targets for acquisition and on-boarding of retail agents across Nairobi.

Key Responsibilities

• Manage and lead a team of 6 Trade Development Representatives to recruit new 40 retail agents over a period of 6 months and generated KES 64,800,000 annually .

• Plan and execute specific sales programs in accordance with company strategy and processes.- rolled out and executed Trade Marketing initiatives in my assigned territory which produced 65 % growth overall in one year.

• Maintain CRM database of current and potential retail agents through Spreadsheet CRM .

• Solicit feedback from TDR team on sales blockers and identify solutions to achieve sales targets. Implemented Promoters recruitment and retention strategies that saw an overall increase in sales of over 50% making us surpass targets by 15 % consistently for 3 months .

• Generate sales reports for team and company management

Achievements .

• Improved the overall zone productivity from 7 to 25 as a result of increase in overall cooker sales over 1 year period.

• Increased sales by over 50% over 6 months into my role moving the average sales from 1,500 cookers per month to 3,500 overall .

• Excellent Execution of 80% trade marketing initiatives and Joint business planning within the first 3 months which lead to increase in sales by over 30%

Responsible for developing and implementation of Market Activations that introduce new customers to the KOKO brand in a memorable and exciting way with the end goal of Quality Lead Generation.- Managing a team of 5 Brand

ambassadors with a budget of KES 3,000,000.

Key responsibilities :

• Sponsorships/partnerships – Managed Brand activations , corporate sponsorships and partnerships over a period of 6 months .
• Conducted Nurses and SACCO'S partnerships , Women groups, Market and bus Activations which contributed to 20% overall cooker sales growth and conversions .
• Measured and analyzed brand activation efforts to asses conversions .

• Managed activities of external agencies.

Achievements

• Increased product awareness from 50% to 85% overall within 6 months , Generated over 1 Million leads with a conversion rate of 75%- within the same period .
• Signed a KES 2,500,000 with 2 institution over a period of 6 months .

Responsible for leading the digital sales team of 4(and driving network digital AD sales on KOKO Points in the entire network . Managing a budget of KES 3,000,000 Annually .

Key Responsibilities

• Assisting with product development, pricing and new product launches as well as developing new business opportunities.

Achievement

Launched KOKO Digital Media into the market and captured 15% market share within 3 months of Launch.

• Develop sales strategies to achieve the short and long term sales revenue objectives.

Achievement .

Developed partnership strategies with key FMCG partners which enabled us to meet 85% of our targets over 6 months .

• Preparing sales presentations and proposals for customers.

Achievement

Acquired over 50 clients within a period of 6 months .

Generated KES 5,000,000 in advertising revenue over a period of 1 year .

My role was to research and identify new business opportunities - including new markets, growth areas, trends, customers, partnerships, products and services and new ways of reaching existing markets.-

Achievements

• Introduced corporate membership plans that enabled the business to generate new revenue of KES 600,000 per month over a period of 8 months .
• Ventured into other 2 estates through collaborations and captured 15% market share over a period of 6 months .
• Rolled out customer loyalty and referral program's the contributed to 50% revenue growth over 1 year and increased customer retention by 80%.

Responsible for overseeing sales activities , revenue generation and developing relationships with key Advertising Agency across the region for print and digital media. Managed a team of 10 business executives and an annual budget of KES 20,000,000.

My key Responsibilities

Supervising representatives to ensure increased sales.

• Preparing reports on accounts and transactions.

• Tracking account targets.

• Monitoring sales..

Achievement

Managed to increase Advertising agency revenue up from 30 % to 80 % on print and 70% on digital media annually over a period of 6 years .

• Managing Key accounts for long-term success.-

Managed key big 5 Agencies - WPP, Omnicom, Publicis, The Interpublic Group, and Dentsu with over 30 key clients and grew the portfolio by over 80% over 3 years.

• Developing new Advertising sales opportunities.- Through direct client communication e.g Lion's den project by KCB bank which generated over KES 8 M over 3 months across all media platforms .

My role was to build and lead a team of salespeople to help drive revenue from corporate ,Non -governmental agencies and travel agents .

Achieved 80% sales growth over a period of 1 year by successfully Managing a sales team of 6 Sales executives and 40+ local and international travel agents .

• Researched sales opportunities and possible leads to exceed sales goals and increase profits.
• Analyzed past sales data and team performance to develop realistic sales goals.

Achievement

Developed a new system for generating sales leads which was implemented across the organization and resulted in a 30% improvement in sales performance.