DIANA MUNYIKA
Overview
10
10
years of professional experience
Work History
Regional Ales Manager
Highlands Drinks Limited
Nairobi
01.2022 - Current
- Team lead in charge of Local Modern Trade and General Trade Nairobi region and its Environs
- Price compliance in the route to market, local modern trade channels
- Product availability, distribution and visibility across general trade market
- Maximize volume and revenue in key assigned accounts by utilizing fact-based selling method and acquire new accounts
- Identify market potential in order to establish new accounts, achieve service sales volume revenue and profitability goals
- Maintain, monitor and regularly evaluate pricing and contracts with customers so as to provide products and services that meet standards of quality, timeliness and cost
- In liaison with marketing team, develop and execute effective local market trade-specific marketing and sales programs
- Manage consistently high service level in the local market trade to ensure company and customer satisfaction
- Frequent visits and or communication to customers in a more consistent and prescribed sequence and record feedback at each visit
- Build relationships with local market trade segments in order to support sales and brand building
- Manage returns effectively and efficiently to reduce financial losses to company and principal and effective returns management
- Coordinate with partners to develop joint business plan to mutually agree with business objectives
- Perform business reviews and recommend improvements
- Coaching and accompaniment on both area sales managers and trade developers
- Distributor vetting and onboarding and team appraisals
- Key achievements: Set Nairobi region structures and strategies that have been duplicated around other regions
- This is on record therefore I train and onboard any TM or ASM new joiner as part of the onboarding process in the company
- 100% achieved 2023 full-year target and grew Nairobi with a revenue growth of 50M
- There is proven record Nairobi stability on execution on team compliance in trade
- Increased market retail coverage from 3,000 to 11,000 retailers and growing in the last 6 months
- Team alignment on Objective Key Results
- Onboarding and successfully coaching 5 new distributors as business development
- Supported the distributors from a minimum revenue of 300k up to 1.5M growth in less than 3 months of partnership.
Sales Manager
HACO Industries Limited
08.2020 - 12.2021
- Lead and Manage a Sales Team working across multiple channels to ensure flawless execution of sales and commercial strategies in all possible trade channels
- Responsible for achievement and exceeding of the Company sales targets; Sales Target Achievement as per company plan (daily, monthly, quarterly & annually)
- Enhancing and planning Potential Customers Pipeline build up; Implement sales strategies and Brand’s penetration in the Channels
- Developing Sales plans which include setting goals for the sales team, budget, allocation of resources, and servicing of the market
- Establish a strong network and business relationship between HACO and Specialty Channel partners/Suppliers
- Develop and grow the capabilities of the sales team through mentoring
- Build and sustain relationships with new and existing partners
- To generate new leads of clientele on new glass bottle designs and molds
- Work on and develop a calendar of activity to engage clients through, hence engagement increase lead generation and sales growth
- Key achievements: Recruited and successfully managing 9 ecommerce platforms
- Revenue ecommerce growth from 1m to 4.8m
- Successful NPD listing on Ashanti Q and successful running on RUPHA and SME conferences in 2021 quarter.
Area Sales Manager
Upfield Kenya
Nairobi
04.2019 - 11.2019
- Responsible for achievement and exceeding of the regional sales targets
- In charge of sales of the company’s product to the customers by ensuring thorough execution excellence; Managing distributors by ensuring they meet their targets through proper distribution to retail
- Managing sales and marketing team through empowering them facilitating and training them to achieve the sales target; Ensuring premium profitability by maximizing sales and rationalizing sales overheads
- Ensuring that the department meets and exceeds the expectations of the customers through adherence to Service level agreements, excellent relationship management and efficient communication to customers
- Giving accurate, comprehensive and analytical reports on required lead times; Plan and direct staffing, training, and performance evaluations to develop and control sales and marketing
- In charge of both Vertical and Horizontal sales growth plans
- Resolve customer complaints regarding sales and service; Review operational records and reports to project sales and determine profitability
- Gathering market intelligence and giving visible proposals on maintaining and growing profitability; In charge of availability and visibility in general trade i.e
- Retail; Ensuring the customers adhere to given credit limits
- Compiling of Weekly, Monthly, Quarterly and annual accurate reports to the directors
- Key achievements: Successfully managed master distributor and his team to launch blueband master, blue band mayo and peanut butter in my assigned cluster
- Claimed back lost coverage by onboarding Moses junior and samwest wholesalers in Kawangware
- Got the revenue back up to Ksh 2m monthly sales
- Increased market coverage from 1500 to 4000 unique vendors per month.
Area Sales Manager
Weetabix East Africa
07.2016 - 03.2019
- Fully Responsible for planning implementing & Achievements of Area Sales Targets; Achieve and exceed ambitious sales targets on a monthly basis; Analyze sales data and recommend, implement and administer methods and procedures to enhance sales improvement of the company
- Coordinate a Sales force to ensure consistent valuable service flow; Ensuring adequate stocks are maintained in all outlets at all times; Negotiate for orders in Major accounts and ensure they are invoiced and delivered on time and in good condition
- Championing of listing of new products and market penetration; Track competition activities in the market and continuously devise sound counter strategies in conjunction with the management
- Coordinate execution of trade agreement and promotions; Engage customers’ management teams ensuring cordial and strong relationships; Timely collections of all payments ensuring any disputes are promptly resolved; Set team sales targets and make sales plan in accordance with company commercial strategy
- Determines product pricing by utilizing market research data; reviewing production and sales costs; anticipating volume; costing special and customized orders; People management - by recruiting, selecting, training, monitoring, and appraising employees job results
- Collect and disseminate Best Practice for profitable Product sales & Marketing activities; Work closely with sales team to ensure strategies are aligned with sales objectives and revenue targets; Work to develop product communications - traditional and digital
- Timely reporting as per agreement on time and in the correct format
- Reports to provide key strategic insights in different channels, the wider market, the channels, the customers served, and the competitive environment
- Key achievements: Increased monthly tonnage from 57 tons to 65 tons monthly
- Ensured 100% distribution of ceres juice through an independent distributor's cellar, Mwalimu agencies, and Twins
- Trained over 15 sales representatives to successfully work independently under partner distributors at Weetabix East Africa.
Resume
A Passionate, Commercial team leader with vast experience in Sales, Marketing and Customer Care Spanning over 15 years, driving profitable growth in fast-paced, dynamic business environments.
Adept at distribution management, business development, trade marketing, capability development, strategic business planning and performance management.
A commercially-aware person with excellent motivational and team leading capabilities. Able to effectively research markets, analyse customer demographics and past sales data to increase a company’s competitive advantage.
Communicates articulately both verbally and in writing and has the interpersonal skills required to satisfy a wide range of internal and external stakeholders and maintain strong relationships with people at all levels of a company.
Category Channel Sales, Growth, Sales Channels Management, Route to Market Strategies.
Regional Sales Manager, Highlands Drinks Limited, Currently, Team lead in charge of Local Modern Trade and General Trade Nairobi region and its Environs.
Cover Letter
Dear Sir/Madam, A Highly Experienced and Strategic Business leader with over 15 years of Excellent experience in Route to Market Operations, Regional /National Sales Operations, Business Development & Marketing. Highly Numerical & Bottom-line Commercial resource who has excelled in Strategic business planning, implementation plus positive results. A strong Team player, outgoing with excellent people Management competences. Great ability to partner closely with business leaders and executives and succeed in developing and monitoring high focused team that successfully meets and exceeds companies’ objectives.
Timeline
Regional Ales Manager
Highlands Drinks Limited
01.2022 - Current
Sales Manager
HACO Industries Limited
08.2020 - 12.2021
Area Sales Manager
Upfield Kenya
04.2019 - 11.2019
Area Sales Manager
Weetabix East Africa
07.2016 - 03.2019
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