Data analysis using python
ERICK MWAMBURI
Sales Management Professional
Nairobi
Summary
PROFILE SUMMARY A dynamic Sales Manager with 7+ years of experience managing sales force and strong competitive sales drive, adaptability and perseverance. Well-honed listening skills and problem-solving attitude to uncover needs and overcome objections to close sales and achieve goals within multiple assigned territories. Successfully motivates and develops sales teams in results-driven and customer-focused environments with positive attitude towards achievement.
Overview
20
20
years of professional experience
7
7
years of post-secondary education
3
3
Languages
Work History
AREA SALES MANAGER
Colgate-Palmolive Lakes Region
10.2021 - Current
- Develop, implement, and monitor the Regional Sales and distribution strategies ensuring the two Distributors in my region achieve the given sales targets
- Deliver on sales, trade marketing and distribution strategies and KPI’s to track performance in key markets and ensure corrected actions are in place
- Using analytics to provide data driven insights to enhance effectiveness of trade development and appropriate promotions
- Tracking and following up on Key Performance Indicators such as Effective coverage, calls per day, sales targets etc
- Driving availability, accessibility, affordability, and visibility of products across all the channels
- Create value adding business relationships, within the area clients by building key partnerships with distributors and other key Stakeholders
- Executing Route to Market plans for the region, including but not limited to, identifying, and developing new markets, developing existing distributors, selecting new distributors, managing business continuity plans and driving direct sales
- Supervise, motivate, and develop the field force teams by regular accompaniments and on job coaching to ensure maximum returns for the business
- Support the assigned distributors to achieve volume and distribution targets in order to maximize brand availability and visibility, through the execution of essential trade and brand marketing activities
- Manage and ensure distributors are operating within the agreed SLA`s with reference to resources and budget requirements, trading terms, coverage, tools of trade as per the signed terms and conditions
- Evaluate distributor performance formally and ensure business reviews are in place
- Manage Trade Incentive Programs through distributors so that investment is directed at building brand value and profitability
- Ensure Distributor teams are well trained and aligned to Colgate-Palmolive Objectives
- Ensure the distributors have the right inventory through the use of data analytics to influence the ordering process
- Manage the relationship with distributor to ensure adherence to payment plans and credit policy
- Prepare weekly and monthly sales reports
- Champion the creation of joint business plans with key customers
TERRITORY MANAGER
British American Tobacco
01.2017 - 10.2021
- Handle all facets of territory including sales, marketing, pricing, training, inventory management, and distributor agreements
- Prepare and manage territory and regional trade marketing activities budget
- Support new product rollout by identifying key opportunities in Listing and Activations
- Develop, implement, and execute Trade Marketing and Distribution strategy which meets the objectives of TM&D charter
- Promote and market products and solutions to a diverse range of large commercial and clients during events
- Specialize in relationship building, customer retention, customer development, maximizing revenue, and up-selling
- Product demonstrations and training provide technical service, formula costings and business sales suggestions
- Develop and expand territory through prospecting and lead generation, thus increasing customer base and exceeding sales quotas
- Ensure that all duties performed in the market by self, field force team and promotional teams, adhere to the regulatory and responsibility frameworks
- Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques
- Execute route to market activities geared towards distribution expansion
- Evaluate performance using key metrics and address issues to improve the same
- Analyze market trends and discover new opportunities for growth
- Ensure distributor has ample stocks by validating generated orders to minimize out of stock incidences.
TRADE DEVELOPER
East African Breweries Ltd
11.2015 - 01.2016
- Developed and implemented a territory trade marketing plan which meets the objectives of the area
- Worked collaboratively with agency teams to ensure perfect running of activations
- Ensured territory distribution objectives of brand availability, stock holding, and stock rotation are achieved
- Implemented promotions, developed and executed merchandising programmes at POS with optimum use of resources and materials
- Ensured that price is in line with the company strategy
- Provided market information and reports on customers' performance, brands and competition to ensure that the relevant marketing people are fully informed
- Built loyalty by providing support to the trade through regular visits, accurate communication, problem-solving, specialized advice, and fair trade
- Encouraged adult consumers and retailers to buy EABL's brands and strengthen brand loyalty.
EXCUTIVE – Electronic & Transmission Media Ltd
06.2015 - 10.2015
ICT SUPPORT OFFICER
Equity Bank Ltd
08.2008 - 05.2015
TECHNICIAN
HI-Tech Electronics Solutions
01.2007 - 01.2008
OPERATIONS CLERK
Blue Cat Port Services
01.2005 - 01.2006
PRODUCTION CLERK
Ashton Apparel EPZ
01.2003 - 01.2004
Education
Bachelor of Science - Information Science
Moi University
Eldoret, Kenya 01.2012 - 12.2014
Diploma - Information Communication Technology
KCA University
Nairobi, Kenya 05.2009 - 12.2011
Diploma - Electronic Engineering (Incomplete
Railways Training College
Nairobi, Kenya 01.2007 - 12.2008
Skills
Relationship building
Territory Management
Sales team supervision
Sales strategy development
Sales presentations
New Business Development
B to B sales
Strategic account development and management
Sales forecasting and reporting
Demand planning
Process development and optimisation
Coaching and mentoring
Business planning and development
Analytical problem solver
Coverage Expansion and distributor management
Go to Market lanning and management
Accomplishments
- Successfully onboarded a new distributor within my first two months of employment with Colgate-Palmolive leading to growth of coverage and sales by 122% and 38% respectively
- Developed a shared google sheet KPI Tracking dashboard that could combine different data sets to show trends improved tracking efficiency at CP that was later adopted nationally
- Improved total CP Lake region coverage from 1,800 to 4,400 thus increase in numeric distribution
- Through delegation, I appointed champions for every KPI leading to 100% improvement in KPIs achievement
- Managed to improve CP Lake Region coverage efficiency and effectiveness from 42% to current 80%
- Saved BAT (K) PLC approximately KES 8 million by evaluating and implementing new mechanics for customer reward program
- Successfully trained the distributor field force team on brand knowledge and professional selling enabling them to achieve their targets
- Championed the successful deployment and rollout of the new BAT’s Distribution support system on SaaS platform
- Guided the creation and development of training manuals and step-by-step guide for the BAT Kenya Distribution Support System end and super users
- Negotiated for visibility & trade terms contracts which led to increased shelf share of our brands
- Championed product launch and migrations at BAT Kenya with 100%+ success rate.
Software
Data analysis using Spreadsheets
Interests
Intrested on leveraging on data driven decisions
Timeline
AREA SALES MANAGER
Colgate-Palmolive Lakes Region
10.2021 - Current
TERRITORY MANAGER
British American Tobacco
01.2017 - 10.2021
TRADE DEVELOPER
East African Breweries Ltd
11.2015 - 01.2016
EXCUTIVE – Electronic & Transmission Media Ltd
06.2015 - 10.2015
Bachelor of Science - Information Science
Moi University
01.2012 - 12.2014
Diploma - Information Communication Technology
KCA University
05.2009 - 12.2011
ICT SUPPORT OFFICER
Equity Bank Ltd
08.2008 - 05.2015
Diploma - Electronic Engineering (Incomplete
Railways Training College
01.2007 - 12.2008
TECHNICIAN
HI-Tech Electronics Solutions
01.2007 - 01.2008
OPERATIONS CLERK
Blue Cat Port Services
01.2005 - 01.2006
PRODUCTION CLERK
Ashton Apparel EPZ
01.2003 - 01.2004