Summary
Work History
Education
Skills
Work Availability
References
Timeline
OperationsManager
DIANA MUNYIKA

DIANA MUNYIKA

Nairobi

Summary

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. As an accomplished Business Professional, these are some of my major achievements;

At Highlands Drinks Limited,I strategized and executed sales processes that saw 50M growth in revenue in 2023 and exceeded sales targets.

At HACO Industries Ltd, I Recruited and successfully managing 9 e-commerce platforms, Achieved a Revenue e-commerce growth from 1Mm to 4.8m, Successful NPD listing on Ashanti Q and successful running on RUPHA and SME conferences in 2021 quarter.

At Upfield, Claimed back lost coverage by onboarding in Nairobi West Region Got the revenue back up to Ksh 2M monthly sales, also Increased market coverage from 1500 to 4000 unique vendors per month, among other many value addition contributions in various companies.

Have had several Commercial Professional Trainings aligned to my career and Passion.

Outside work, I love Travelling and meeting new people Currently seeking for employment opportunities in established organization to ensure smooth and timely workflow as well as identify innovative ways of improving work processes

I believe I possess what it takes to perform exemplary on the above-mentioned role. In general, I am of value-addition to any esteemed organization. Category Channel Sales Growth Sales Channels Management Route to Market Strategies Market Share Defense Budgeting & Financial Management Revenue & Growth Management Account Management Brand-Growth& Development Competition Management Client-Relationship Management Project Management Territory Management Strategy Formulation & Execution Stakeholder Management Analytical & Report Writing Skills Business Development Marketing Management

Work History

Regional Sales Manager

Highlands Drinks Limited
01.2022 - Current
  • Regional Head in charge of Route to customer, Route to Market,Local modern trade and General trade channels in Nairobi.
  • 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.
  • 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 on boarding and team appraisals.
  • Team alignment on Objective Key Result.
  • Developed compelling presentation decks to gain approval for ideas and communicate results.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.

Sales Manager

HACO Industries Limited
08.2020 - 12.2021
  • Managed 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
  • Enhanced and planned Potential Customers Pipeline build up, Implemented sales strategies and Brand’s penetration in the Channels.
  • Developed Sales plans which included setting goals for the sales team, budget, allocation of resources, and servicing of market.
  • Established a strong network and business relationship between HACO and Institutions
  • Developed and grew the capabilities of the sales team through mentoring.
  • Built and sustain relationships with new and existing partners.
  • Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
  • Increased profit margins by effectively controlling budget and overhead and optimized product turns.
  • Overcame objections from potential clients by addressing concerns effectively and offering customized solutions based on their unique needs.
  • Provided ongoing training and mentorship for junior sales staff, fostering professional development and career growth.
  • Handled customer relations issues, enabling quick resolution, and client satisfaction.
  • Prepared sales presentations for clients showing success and credibility of products.

Territory Sales Account Manager

Upfield SSA
04.2019 - 11.2019
  • Responsible for achievement and exceeding of the regional sales targets through Key distributors.
  • Managed distributors by ensuring they meet their targets through proper distribution to retail.
  • Managed sales and marketing team through empowering them facilitating and training them to achieve the sales target,Ensured premium profitability by maximizing sales and rationalizing sales overheads.
  • Service level agreements, excellent relationship management and efficient communication to customers.
  • Gave accurate, comprehensive and analytical reports on required lead times; Plan and directed staffing, training, and performance evaluations to develop and control sales and marketing.
  • Expanded market share through effective prospecting, lead generation, and negotiation skills.
  • Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
  • Established strong rapport with key decision-makers across various organizations to build trust in our brand's value proposition.
  • Maintained thorough knowledge of industry trends and competitive landscape, positioning company offerings effectively against competitors.
  • Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
  • Developed sales strategy based on research of consumer buying trends and market conditions.
  • Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
  • Built relationships with customers and community to promote long term business growth.
  • Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
  • Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth.
  • Collaborated with internal teams for effective product launches, ensuring seamless integration into the territory.

Area Sales Manager

Weetabix East
07.2016 - 03.2019


  • Responsible for planning implementing & Achievements of Area Sales Targets; Achieve and exceed ambitious sales targets on monthly basis; Analyze sales data and recommend, implement and administer methods and procedures to enhance sales improvement of the company
  • Coordinated a Sales force to ensure consistence valuable service flow; Ensuring adequate stocks were 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 device sound counter strategies in conjunction with the management
  • Coordinatedexecution 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 made sales plan in accordance with company commercial strategy
  • Determined product pricing by utilizing market research data; reviewed production and sales costs; anticipated volume; costing special and customized orders; People management -by recruiting, selecting, training, monitoring, and appraising employees job results.
  • Collected and disseminated Best Practice for profitable Product sales & Marketing activities; Worked closely with sales team to ensure strategies were aligned with sales objectives and revenue targets; Worked to develop product communications - traditional and digital.
  • Reports to provide key strategic insights in different channels, the wider market, the channels, the customers served and the competitive environment.

Area Sales Representative

Proctor And Gamble (Hasbah (K) Limited
08.2009 - 06.2016
  • Negotiated prices, terms of sales and service agreements.
  • Collaborated with cross-functional teams to identify and address customer needs.
  • Developed and grew leads through repeat business and customer referrals.
  • Generated weekly and monthly reports on sales performance to provide recommendations to meet sales goals.
  • Located merchandise across various stores to address customer needs.
  • Increased average transaction value by upselling complementary products or services based on customer needs.

Field Marketing Representative

Glaxo SmithKline(K) Limited
04.2005 - 12.2008
  • Incorporated new design techniques to create innovative and eye-catching displays.
  • Managed inventory levels with regular monitoring, ordering, and stock replenishment for optimal product availability.
  • Monitored inventory levels and kept adequate stock in product displays on sales floor.
  • Implemented sales strategies to generate leads and maximize profit margins.
  • Answered customer questions regarding store merchandise, department information, and pricing.
  • Streamlined merchandise presentation through consistent application of planograms and adherence to company guidelines.
  • Monitored and replenished display inventory and restructured according to available stock.
  • Reduced out-of-stock instances by conducting regular audits, adjusting inventory counts, and communicating discrepancies to management.

Education

Bachelor’s - leadership management, Management

University of Africa

Achieved Higher Diploma - Marketing Management

Kenya Institute of Management
11.2017

Diploma - Marketing Management

Kenya Institute of Management
2012

Certificate in Management -

Kenya Institute of Management
2011

Skills

  • Multitasking Abilities
  • Dependable and Responsible
  • Task Prioritization
  • Data Management
  • Time Management
  • Teamwork and Collaboration
  • Microsoft Word
  • Excellent Communication
  • Distributor Base Development
  • Expanding territories
  • Salesforce Software
  • Sales Records Management
  • Market intelligence
  • Deal Closing
  • Business Development
  • Review of contracts
  • Channel Partnerships
  • Goal Setting and Achievement
  • Sales processes
  • Problem-Solving
  • Product and service knowledge
  • Territory Growth
  • Sales Quota Management
  • Market Trend Analysis
  • Budget Management
  • Relationship Building
  • Client Base Retention
  • Rapport and relationship building
  • Sales Leadership
  • Lead Identification and Generation
  • Business Objective Analysis
  • Strategic account development
  • Market Research
  • Marketing Strategy Development
  • Staff Training
  • Aftermarket Sales
  • Problem-solving aptitude
  • Contract Negotiations
  • Customer Portfolio Management
  • Lead prospecting
  • Presentation ability
  • Sales proposal creation
  • Price Schedules
  • Training and mentoring
  • Staff Coordination
  • Operating Procedures and Policies
  • Client Relationship Management
  • Interpersonal Communication
  • Employee Retention
  • Data Analytics
  • Team Recruiting and Onboarding
  • Sales process
  • Territory expansion
  • Revenue Generation
  • Direct Sales
  • Strategic Planning
  • Adaptability and Flexibility
  • Product Development
  • Team Collaboration
  • Territory Management
  • Client Retention
  • Multitasking
  • Sales Reporting
  • Team building
  • Effective Communication
  • Partnership Development
  • Effective Multitasking
  • CRM Software
  • Attention to Detail
  • Data Confidentiality
  • Continuous Improvement
  • Reliability

Work Availability

monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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References

References Upon request

Timeline

Regional Sales Manager

Highlands Drinks Limited
01.2022 - Current

Sales Manager

HACO Industries Limited
08.2020 - 12.2021

Territory Sales Account Manager

Upfield SSA
04.2019 - 11.2019

Area Sales Manager

Weetabix East
07.2016 - 03.2019

Area Sales Representative

Proctor And Gamble (Hasbah (K) Limited
08.2009 - 06.2016

Field Marketing Representative

Glaxo SmithKline(K) Limited
04.2005 - 12.2008

Bachelor’s - leadership management, Management

University of Africa

Achieved Higher Diploma - Marketing Management

Kenya Institute of Management

Diploma - Marketing Management

Kenya Institute of Management

Certificate in Management -

Kenya Institute of Management

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