Open To Work
Geoffrey Odhiambo Oduor
Sales manager
Kisumu,Kenya
Work Preference
Summary
To contribute to the success of an organization by leveraging my expertise and experience as a sales professional to develop and implement new sales strategies for sales growth and revenue increment both domestically and internationally.
As a highly knowledgeable and target-oriented sales manager with extensive successful sales record of 20 plus years in FMCG industry, I am highly competent in building and maintaining a loyal clientele base through strong relationship building capacity with excellence in devising, coordinating and implementing strategies for increased sales. I bring out the best in sales staff, recruit and manage talents exceptionally. Notably, my skills encompasses of; understanding what motivates customers to buy and know how to tap into those needs effectively; leading teams of sales associates, coordination of all aspects of trade execution; Seizing of emerging opportunities through business and market development initiatives, streamlining the sales cycle by effectively coordinating negotiations between stake holders; leading business through well set policies; displayed superior leadership in training, coaching and mentoring of both internal and third party/distributors sales teams of all aspects of product lines, sales tools and implementation strategies.
Overview
21
21
years of professional experience
Work History
Territory sales manager
Such enterprise ltd
Kisumu, Kisumu county
02.2023 - Current
- Channel development and management including; wholesale, retail outlets, supermarkets, hotels and golf clubs.
- New product listing and development including beverages, snacks, baby care products and house hold commodities e.g sugar, rice, cooking oil and flour.
- Devise and implement sales pipelines geared towards new client acquisition, onboarding and management.
- Visibility observation and management in modern and general trade.
- Enforces governance policies, payment terms as well as contract management.
- Implements trade marketing initiatives e.g promotions.
- Customer relationship management.
- Sales forecast, budgeting and performance monitoring.
- Gathers market intelligence, trends and competitor activities.
- Analyzes, compile and presents weekly, monthly, quarterly and annual sales reports.
- Wholesalers recruitment, onboarding and management.
- Cascade targets to the key business partners.
- Collaborates with cross-functional teams including finance, supplies and marketing.
Area sales manager
Tropikal brands Afrika ltd
Kisumu, Eldoret, Kisii, Migori, Bungoma, Kitale, Lodwar, Isebania, Siaya, Busia
08.2019 - 03.2022
- Revenue growth: Increased annual sales by 95.4% and 50.4% in 2020 and 2021 respectively resulting in an overall regional gross profit of Ksh.40.8M in two years’ period.
- Cost reduction: Cut operational costs by 20% through efficient management tactics, territories demarcation and channel segmentation leading to a reduction in number of allocated resources saving the company Ksh.3.2m annually.
- Customer base expansion: Increased customer base by 50% in two and a half years, adding 700 new secondary and 6 primary clients to the region’s universe.
- Sales process improvement: Coordinated streamlining of sales process, improving efficiency by 25% enabling rapid service delivery and better customer satisfaction.
- Improved employee productivity: Coordinated implementation of new sales training programs and SFA system that saw an upward surge in sales team productivity level by 30%.
- Increased market share: Secured an additional 10% of the market share to 25% for beverages category in 2020 and 2021.
- Sales budget: Spearheaded consistent achievement and exceeding of monthly quotas with averages of plus 6-10% above ksh.17M monthly target in a 24 months’ period.
- Sales conversion rate: Through continuous coaching and mentoring of sales team, as well as improved presentation and negotiation tactics, I successfully led to an increment in the rate of conversion by 20%.
- Customer retention and management: Coordinated implementation of targeted loyalty programs, trade marketing initiatives and excellent customer care management tactics enabling improvement in customer retention rate up 95%.
Regional sales manager
Highlands mineral water co. ltd
Kisumu, Kisii, Migori, Kericho, Bungoma, Isebania, Siaya, Nyamira, Busia
07.2018 - 07.2019
- Sales target achievement: Consistently achieved and exceeded monthly and quarterly sales quotas by 9-12% leading to a plus 108% above an annual budget of ksh.144M in 2018/2019 fiscal.
- Client acquisition: Spearheaded recruitment and onboarding of 8 new primary customers and 840 secondary ones leading to an annual revenue increase from sales activities by over 100% from Ksh.7M to 16M.
- Upsell/cross-sell rate: Coordinated and encouraged cross selling among the sales team through constant coaching and mentorship increasing the number of primary clients stocking full basket range to 75% from 25% within a year.
- Return on investment(ROI): Devised and led implementation of strategic sales plans that drastically improved the rate of ROI viz a viz the overall regional sales operations cost.
- Improved customer satisfaction score: Coordinated execution, adherence to CRM, as well as sales force automation systems improving team efficiency hence increased customer satisfaction score to 4/5 from a 2.8/5.
Regional sales representative
Distell ltd (currently Heineken)
Kisumu, Kisii, Migori, Kericho, Bungoma, Isebania, Siaya, Nyamira, Eldoret, Kitale, Lodwar, Busia
10.2010 - 06.2018
- Business development: Leveraged my market research expertise, customer relation management, negotiation and territory management skills to initiate and execute sales strategies that led to Ksh.1.45B revenue growth from Ksh.540M within 8 years.
- Average deal size: Improved primary customers’ deal size by cross selling, listing and development of new products.
- Trade marketing: Initiated, implemented and developed tactical trade marketing strategies targeting both consumer and trade increasing brand loyalty hence improved market share of viceroy brandy to 85% in the category.
- Channel and category development: recruited, onboarded and managed both primary and secondary channels including, key accounts, Horeca, golf clubs, bars, stockists and distributors.
- Events, consumer & trade promotions planning, coordination and participation; participated in organized industry events like blanket and wine to showcase our wide wine portfolio.
Area sales manager
Kaskazi network ltd
Nairobi, Arusha, Moshi
01.2009 - 08.2010
Territory sales manager
Kaskazi network ltd
Nairobi
07.2007 - 12.2008
Merchandizer
British American Tobacco (BAT) ltd
Nairobi
05.2005 - 07.2007
Education
Bachelor of management and leadership - undefined
Management university of Africa
01.2020
Diploma in Sales & marketing management - undefined
Kenya institute of management
01.2007
Advanced cert. in purchasing & supplies management - undefined
Kenya institute of management
01.2005
Kenya certificate of secondary education - undefined
Muhoroni secondary school
01.2002
Skills
- Sales & marketing management
- Leadership
- Coaching
- Mentorship
- People management
- Communication
- Negotiation
- Analytical
- Problem solving
- Customer relationship management
- Adaptability
- Flexibility
- CRM tools
- SFA systems management
- MS office applications
- Business development
- Financial management
- Budgeting
- Reporting
- Presentation
- Retail sales management
- Wholesale sales management
- Distributor sales management
- Critical thinking
- Commercial acumen
- B2B sales management
- Sales analysis
Accomplishments
2009, Single handedly set up a functional RTM distribution system from scratch for Bakhresa food products in Arusha and Moshi in Tanzania for one of their product lines Azam juice; from territory demarcation, identification and onboarding of business partners/distributors, to recruitment of 12 effective bike sales reps, tripling monthly sales to Tsh.1.1B from Tsh.340M within six months.
Languages
English
Swahili
Short Courses
- Sales induction, Distell academy, 2014-01-01
- 21st century selling skills & quality customer care management, Chartered institute of Marketing (CIM), 2013-01-01
- Defensive driving & basic mechanics, Kenya institute of highways & building technology (KIHBT), 2005-01-01
Hobbies and Interests
- Travelling
- Watching soccer
- Forex & cryptocurrency trading
- Reading about the evolution of technology, web 3 technology and semi-autonomous vehicles
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Territory sales manager
Such enterprise ltd
02.2023 - Current
Area sales manager
Tropikal brands Afrika ltd
08.2019 - 03.2022
Regional sales manager
Highlands mineral water co. ltd
07.2018 - 07.2019
Regional sales representative
Distell ltd (currently Heineken)
10.2010 - 06.2018
Area sales manager
Kaskazi network ltd
01.2009 - 08.2010
Territory sales manager
Kaskazi network ltd
07.2007 - 12.2008
Merchandizer
British American Tobacco (BAT) ltd
05.2005 - 07.2007
Bachelor of management and leadership - undefined
Management university of Africa
Diploma in Sales & marketing management - undefined
Kenya institute of management
Advanced cert. in purchasing & supplies management - undefined
Kenya institute of management
Kenya certificate of secondary education - undefined
Muhoroni secondary school