DAVID KINYA KABECU
THIKA
Summary
Dynamic National Sales Manager with a proven track record at Kenblest Foods Limited, excelling in strategic planning and customer relationship management. Expert in sales forecasting and team leadership, driving significant revenue growth while cultivating strong client partnerships. Adept at leveraging market insights to enhance profitability and brand recognition.
Overview
34
34
years of professional experience
1
1
Certification
Work History
National Sales Manager
Kenblest Foods limited
11.2024 - Current
- Oversee day-to-day sales, monitoring, and forecasting to better understand the market
- Continually assess our marketing techniques and their efficacy in affecting sales
- Stay up-to-date on current market trends
- Work collaboratively with the sales team to assess current projections
- Own ultimate responsibility for successfully meeting or exceeding sales goals
- Collaborate with marketing team to creatively reach more potential customers
- Take calculated risks to increase profitability and brand recognition
- Work in a hands-on fashion, building the team morale to provide motivation and inspiration
- Set the precedent for excellence through leading by example
- Cultivate and deepen client relationships and partnerships that add value
- Provide visionary leadership, develop & direct the implementation of Sales business strategy
- Cultivating the company’s reputation in the market, customers & suppliers
- Country Sales operations scrutiny using digital platform management for real-time sales Reporting & support
- Planning & organizing the organization’s activities to achieve commercial targets
- Liaising with officials of government departments and regulatory bodies
- Managing multi-disciplined teams and resolving any conflicting priorities
- Improving margins and maintaining a high quality service to clients
- Reviewing, refining and developing the Sales strategy and direction of the company as per set forward forecasts
- Building client relationships that result in revenue and profitability growth
- Responsible for the company’s health and safety and legislative adherence
- Creating and maintaining links with other trade and professional associations
- In depth knowledge of markets and changing business environments & spontaneous reactions towards the ever changing world trends
Head of Sales
Kevian Kenya Limited
11.2022 - 04.2024
- Create and implement effective direct sales strategies and lead nationwide direct sales personnel towards achievement of corporate sales objective
- Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary
- Provide supervision through field visits, observation and measurement of results to include performance appraisal
- Prepare monthly, quarterly and annual sales forecasts
- Manage to meet/exceed monthly, quarterly and annual sales forecast
- Establish effective relationship and collaboration with other department to address key business issues
- Maintain competitive knowledge to create and adjust sales strategies
- Determine annual unit and gross profit plans by implementing marketing strategies, analyzing trends and results
- Establish sales objective by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volumes and profit for existing and new products
- Implement national sales programs by developing field sales plans
- Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicator and competitors
- Establish and adjust selling process by monitoring costs, competition, supply and demand
- Complete national sales operational requirement by scheduling and assigning employees following up on work results
- Maintain professional and technical knowledge by attending educational workshop reviewing professional publication, establishing personal network, participating in professional societies
- Contribute to team’s effort by accomplishing related results as needed
Pillar head General Trade
Aquamist Water
09.2021 - 10.2022
- Currently employed to start up the General Trade department in the whole of Kenya to sell Bottled Water, Frutz juices & Energy drink
- Team started selling in December 2021
- The scope of the job entails: Design & mold bottle structure for Water, Juices & Energy drinks
- Set up a distributor network round the country
- Appoint stockists to work with distributors
- Employ a sales team for GT operations
- Run the GT operations round the country
- Using market data, statistics and trends to establish sales goals
- Reviewing marketing inadequacies and adjusting plans
- Preparing timely sales forecasts and reports
- Tracking and analyzing sales data to find strengths and weaknesses
- Managing sales budgets
- Developing and implementing sales procedures and policies
- Approving and managing large client contracts
- Networking with potential business partners and clients
- Creating presentations for business partners, corporate executives and shareholders
Operations Manager
Roger Limited
05.2019 - 08.2021
- Company Overview: (Water Bottling)
- Appointment by Aquamist to Distribute brand QUA in the area of Thika and surrounding region
- Commenced the setup & startup for Aquafyn water bottling plant & distribution in Thika
- Plant & office construction
- NEMA certification and compliance
- Purchase of the bottling line & commissioning
- Label & bottle origination and expedite
- KEBS certifications for startup
- KRA qualifications for Excise standards
- Sales team & distribution logistics setup in the region
- Excise tax implementation by GOK led to closure of water processing plant by August of 2021
- (Water Bottling)
Regional Sales Manager
Brookside Dairy limited
Nairobi
01.2017 - 04.2019
- Was in charge of Nairobi sales operations which constituted 52% of total company sales
- The Purpose of the docket was to ensure the widest range of Brookside products are adequately distributed and sold by the relevant trade and maintain leadership position at the most efficient cost in order to achieve the sales and profit goals of the company
- To effectively manage entire sales operations to achieve agreed sales targets and growth objectives
- To ensure presence of all range of products and their distribution
- To check and ensure that merchandising objectives of your brands are in line with actual sales and market share realities in each outlet
- To identify growth opportunities and recommend action plans for achievement
- To develop professional and motivated sales force through weekly quality circle meetings and quarterly training programmes
- To set clear and measurable objectives for the sales team in all aspects of their operations
- To carry out route visits and conduct field training for sales team, Agents and riders regularly with minutes of issues discussed and way forward agreed
- To achieve agreed cost control measures in all expense areas particularly in CPL and travel cost by constantly evaluating all the cost centers
- Plan to hold quarterly meetings with all key accounts and Agents to review their performance and set new objectives
- To arrange quarterly agents/distributor training meetings
- To continuously streamline agents, key accounts and overall debt management and collection
- To regularly provide management with market feedback
- Ensure a positive relationship is maintained with all sectors of the trade and co-ordinate all activities relating to the area in terms of effective control of: Timely delivery, Promotions, Crates management, Overnights and debt collection, Bounced cheque issues & recovery, Credit application & Cheque assessment approvals, Regular and meaningful visits to key accounts managers and wholesale shop owners
Export Sales Manager
Brookside Dairy limited
01.2017 - 12.2017
- Prior headed the Export docket in Brookside Dairy
- The countries that engaged in trade with the company are Tanzania, Uganda, Rwanda, Burundi, DRC, South Sudan, Egypt, Somalia & Middle east
- The overall job purpose of the Exports Manager is to provide effective administrative support to the Brookside conglomerates in local sales and Exports, perform routine administrative functions for the sales function, records & data management, transport and logistics
- The main Scope of the job is to develop and implement agreed export sales and marketing strategies in the targeted markets – COMESA & Middle East and the rest of the World
- A Clear understanding of the targeted markets to enable the company competes favorably in terms of pricing, product range, availability and quality
Contract (training field/territory Managers)
Bamburi Cement
01.2006 - 12.2007
- Was engaged to train sales/territory sales managers in the region of Western, North Rift and Lake Region
- The three territories were without sales personnel and after they were employed I was tasked with training them to take over the regions management
- They successfully took over their roles and proof is they are still engaged managing territories
Sales Administrator
Del Monte Kenya limited
01.2000 - 12.2005
- Prior worked for Del Monte Kenya limited where I held the position of Sales Administrator in-charge regional sales (Comesa region) and international liaison (Europe, UK, Middle-east, America and Asia) market
- The company’s international orders all were generated from the main headquarters in United Kingdom
- The local sales centre was to service the Kenyan and COMESA markets
Marketing Manager
Rushmore Trading
01.1999 - 12.2000
- Company Overview: Marketing Manager
- Prior worked for Rushmore Trading Company where I held the position of Marketing Manager being in charge of operations in Kenya, Tanzania and Southern Sudan
- Rushmore was a petroleum reseller
- Main tasks: Managing a group of Sales Executives on a day-to-day basis to maximize on human resource input
- Co-coordinating and operating the front office customer service centre, which was the core service centre for the company
- Purchase of different brands of petroleum products from different suppliers as well as co-ordination of supplies to consumer customers
- Transport co-ordination
- Promotion activities to consumer customers
- Credit extension and management
- Opposition scrutiny for strategy management
- Distribution, extension as well as turnaround at depots
- Marketing Manager
Sales and Distribution Manager
Unga Limited
Nakuru
01.1997 - 12.1998
- Prior worked for Unga Limited where I held the position of Sales and Distribution Manager Nakuru branch
- My overall responsibilities was to co-ordinate and manage sales activities in terms of product availability, brand mix and timely delivery and manage order processing and fulfillment in assigned areas to ensure cost-effective achievement of sales targets in terms of value, volume, cash flow, profit and future sales development
- Main tasks: Effectively manage export market (Uganda, Zaire and Southern Sudan) and liaise with market agents in those areas to keep demand and supply at par to avoid loss through expiry
- This also encompasses the co-coordinating of product by International inspection units standardization i.e
- ITS and SGS
- Effectively manage the productivity of a team of Sales Representatives to ensure adequate coverage of the assigned territory and achievement of the agreed sales and distribution targets
- Implement customer service initiatives, develop and nurture good customer relations through frequent field visits to ensure the highest level of service at the point of sale
- Ensure the availability of sufficient transport and leading facilities to achieve high efficiency customer service at the point of sale
- Monitor and manage trade stock cover in all outlets in assigned areas to ensure product availability to agreed levels and check adherence to procedures on stock movement to minimize returns and maintain product quality
- Manage and retain the existing customer base, investigate reasons for lost customers and Endeavour to win back/refocus lost customers
Area Sales Manager
Coca-Cola Nairobi Bottlers
01.1995 - 12.1997
- Prior worked for Coca-Cola Nairobi Bottlers Limited
- I held the position of Area Sales Manager where my duties were: Managing and enhancing the distribution network in the designated sales region
- This was through the Routing system, arranged ordering methods, managing turn-round at the Depots and mini-depots as well as Distributor stores
- The company Distribution networks was through Distributors
- Managing and controlling sales trends to achieve set targets
- Setting targets as per market shares from distributor level to Retail outlets and boosting operations through the sales representatives and other sales personnel
- I managed 5 sales representatives and 15 merchandisers
- I managed their call schedules on a daily basis
- Managing promotional activities in the designated sales areas
- The company used to run promotional activities all round the year that acted as volume boosters
- A lot of marketing research was required to set base for the promotions as well as required additional personnel to make it a success
- Expediting and co-coordinating the promotional activities fell in my area of jurisdiction
- Product development especially where it came to brand and package management
- Through monitoring sales trends by brand and package growing them in their respective required market shares I was able to judge brand and package trends and come up with proposals for future growth and development
- Managing merchandise standards in all outlets in the designated sales territory
- This was from distributors’ stores, retail outlets and the strategic selling Depots
- These merchandising standards were set by the company and were expedited by sales representatives, merchandisers, and other sales personnel
- Merchandising availability sells
- Managing training and development of staff under my jurisdiction (staff in this case being Distributors, Sales representatives, Stockiest, Retailers, Merchandisers and other market developers)
- On-the-job coaching, in-house refresher courses as well as co-coordinating with other manpower development companies for required training is inevitable
- Maintaining and managing a document data control system that assists in manipulating market information that is later used in future planning and forecasting
- This is the base for market Intelligence
Circulation Sales Representative
Nation Newspapers limited
01.1992 - 12.1995
- Prior, worked for Nation Newspapers limited as a Circulation Sales Representative
- My duties included: Monitoring Distributor and Distributor operations – monitoring all operations under a Distributor, Credit extension procedures, collection procedures, bookkeeping, public relations and awareness
- New customer identification and development – these identifying new customers for the distributor to serve, and keeping track of their development there after, this comes with providing professional advice as well as moral support
- Area promotional activities – all promotional activities in the area i.e
- Painting of buildings, maintenance of billboards, replacements of metal plates and general awareness campaigns
- Market research and penetration – discovering new markets and their penetration either through direct agency or through distributors i.e
- I penetrated North Eastern Kenya, Northern Tanzania and extensively opened up the Uganda market that set up a good entry for THE EASTAFRICAN
- Vendor motivation and upkeep – Newspaper vendors being the outlet to customers need a lot of upkeep
- Constant visits and interaction plus smooth operations by the distributor set networks
- Opposition scrutiny – maintaining data on all operations by competitors
Credit Officer
PRIDE Kenya
01.1991 - 12.1992
- Company Overview: Promotion of Rural Initiatives Development Enterprises
- I started working for PRIDE (Promotion of Rural Initiatives Development Enterprises) which falls under the Council for International Development, which is based in Washington (U.S.A)
- I was the Credit Officer
- My duties included: Grass-root credit awareness, Group mobilization, Training and consulting, Liaisons with banks and loan administration, Loan approvals, Loan follow-up and training activities, Management of loan tracker at field level, Collection and maintenance of evaluative data
- Promotion of Rural Initiatives Development Enterprises
Education
University of Nairobi -
01.1991
Kabaa High School -
01.1987
Rumuruti Secondary School -
01.1984
Muthengera Primary School -
01.1980
Skills
- Sales forecasting
- Strategic planning
- Customer relationship management
- Team leadership
- Sales strategy
- Budget management
- Effective communication
- Negotiation skills
- Coaching and mentoring
- Networking skills
- Market penetration
- Multitasking Abilities
- Sales process
- Profit and revenue-generating strategies
- Sales tracking
- Staff training and development
- Full-cycle sales process
- Relationship building
- Training and coaching
- Sales projections
- Interpersonal communication
- Communication skills
- Pre-sales support
- Sales statistics analysis
- Competitive analysis
- Active listening
- Verbal and written communication
References
- Mrs. Grace Manugu, GM – Human Resources, Brookside Dairy Limited, 0722 275352
- Mr. Johnstone Munyiri, Human Resource Consultant, Former HR Manager – Del Monte Kenya, P.O. Box 147, Thika, 0733 606641
- Mr. Patrick Mukora, Former Head of Sales Operations, Coca-Cola Nairobi Bottlers, 0722 844789
Certification
- Certificate of Recognition, Nation Newspaper
- Selling Through Distributors, Track Training
- World-Class Quality Service Certificate, Total Quality Management
- Sales Leadership, Coca-Cola
- Essential Selling Skills, Coca-Cola
Personal Information
- Date of Birth: 05/19/67
- Marital Status: Married
Address - Postal
P.O Box 4607, Thika, Nairobi, 01002
Timeline
National Sales Manager
Kenblest Foods limited
11.2024 - Current
Head of Sales
Kevian Kenya Limited
11.2022 - 04.2024
Pillar head General Trade
Aquamist Water
09.2021 - 10.2022
Operations Manager
Roger Limited
05.2019 - 08.2021
Regional Sales Manager
Brookside Dairy limited
01.2017 - 04.2019
Export Sales Manager
Brookside Dairy limited
01.2017 - 12.2017
Contract (training field/territory Managers)
Bamburi Cement
01.2006 - 12.2007
Sales Administrator
Del Monte Kenya limited
01.2000 - 12.2005
Marketing Manager
Rushmore Trading
01.1999 - 12.2000
Sales and Distribution Manager
Unga Limited
01.1997 - 12.1998
Area Sales Manager
Coca-Cola Nairobi Bottlers
01.1995 - 12.1997
Circulation Sales Representative
Nation Newspapers limited
01.1992 - 12.1995
Credit Officer
PRIDE Kenya
01.1991 - 12.1992
University of Nairobi -
Kabaa High School -
Rumuruti Secondary School -
Muthengera Primary School -
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