GLEN EBWOYERE KISANGI
Territory Sales Manager
KITUI
Summary
Territory Sales Manager driving beverage sales growth across assigned regions through distributor support, retail execution, and route-to-market planning. Builds customer relationships at distributor and retailer level, aligns sales activity with 20+ outlets per route cycle and route plans, and strengthens volume performance through negotiation and market follow-up. Leverages commerce, sales, and marketing training to support profitable growth and disciplined field execution.
Overview
29
29
years of professional experience
Work History
Territory Sales Manager
SBC KENYA LTD (Pepsi)
Upper Eastern region
04.2024 - 12.2024
- Tracked 20 customer visits per week across Upper Eastern field routes to maintain active territory coverage.
- Covered Kitui and Garissa counties, coordinating distributor relationships and day-to-day sales activity across the territory.
- Strengthened retail execution through merchandising, trade marketing, and in-store visibility support.
- Supported route planning and distribution management to improve field coordination and product availability.
Area Sales Manager
SBC KENYA LTD (Pepsi)
11.2022 - 04.2024
- Expanded 3 sales territories per quarter across the Coastal and Eastern regions through disciplined territory management.
- Directed regional sales activities and coached field staff to strengthen execution in market and meet growth targets.
- Coordinated key account management and customer segmentation to align selling efforts with priority outlets and market demand.
- Supported sales forecasting, route planning, and merchandising execution to improve coverage, visibility, and day-to-day trade discipline.
Sales Team Leader & Business Developer
SBC KENYA LTD (Pepsi)
12.2017 - 01.2022
- Developed and implemented picture-of-success standards to strengthen retail execution and trade marketing consistency.
- Identified beverage opportunities through range selling and customer segmentation across outlets.
- Supervised reps loading all SKUs and brands, and coached proper stock holding for route frequency.
- Mapped routes for efficiency and profitability while managing van sales utilization, fuel consumption, and sales achieved.
- Supported distributors and sales reps across North Rift, Mount Kenya, Eastern, and Upper Eastern regions to drive trade development.
Direct Sales
SBC- Pepsi
01.2012 - 01.2017
- Drove van sales across the Nairobi market, moving stock through opening trade outlets and keeping shelves supplied.
- Planned daily routes and prioritized stops to cover trade customers efficiently across assigned sales territory.
- Maintained distributor relationships to support product availability, order follow-up, and smooth delivery coordination.
- Executed merchandising and trade marketing activities to improve product visibility at point of sale.
- Tracked customer demand patterns and shared feedback to support sales forecasting and channel development decisions.
Distribution and Logistics Supervisor
Equator Bottlers Ltd- Kisumu
Kisumu
07.2007 - 01.2012
- Planned distributor logistics to service routes effectively and maintain supply continuity across the network.
- Developed and communicated distribution plans to the sales force to support in-store excellence and execution.
- Managed distributor supplies, balancing urgent demand with available stock to keep stores replenished.
- Negotiated and implemented KPIs with distributors on returns handling and urgent supply needs.
- Designed distribution plans to maximize profitability while improving distributor performance and channel execution.
- Supported distributor teams by keeping stock available in stores and reinforcing a consistent winning sales culture.
- Ensured 100% route completion with distribution tools loaded with the right brands and packs.
Managing Director’s Office
Equator Bottlers Ltd- Kisumu
Kisumu
11.2002 - 06.2007
- Drove the Managing Director on scheduled trips, maintaining punctual and dependable transportation support.
- Coordinated office messages and ad hoc requests, supporting prompt communication between the Managing Director and other stakeholders.
- Supported confidential administrative tasks in the Managing Director’s Office with consistency and professionalism.
Site Material Checker
China Roads & Bridges Corporation
01.1996 - 01.1998
- Monitored construction truck activity within the assigned area to maintain controlled material movement.
- Liaised with consultant engineers to align dumping activities with site specifications and approvals.
- Checked material deliveries at dumping points to confirm placement matched approved locations.
- Directed correct materials to authorized points to keep site dumping activity aligned with project instructions.
Education
Bachelor of Commerce - Sales and Marketing
The Technical University of Kenya
09-2014
Computer Programming, Information Technology
Sigotop Career Development Centre
07-2002
High School Diploma - undefined
Muslim Secondary School-Kisumu
Kisumu11-1992
Skills
Sales territory management
Key account management
Sales forecasting
Channel development
Revenue growth planning
Distribution management
Trade marketing
Route planning
Merchandising execution
Distributor relationship management
Retail execution
Go-to-market strategy
Customer segmentation
Accomplishments
- Upper Eastern: - I managed to onboard 3(three) distributors in the business in Garissa town (Abdullahi Hussein Mohammed), Matiu town (Muthoki wholesalers), Carinah suppliers ltd (Kitui town, Kabati town, Mwingi town and Kithyoko centre). The last three being under one financier.
- Coast region: - I managed to streamline the regions business to sanity, by providing leadership first to our staff, then a sit down with distributors for a stronger team build up. The non performing distributor brought him to per on volumes in Mombasa island, (Zamaha ltd and Omax Traders).
- Coast region: - I also on boarded 2(two) more distributors in Taveta (Walidu distributor) and Malindi (5 in one ltd) who are currently doing well.
- North Rift & Mt Kenya regions:- In Bungoma, Kitale, I managed our products distribution through the distributors whilst in Eldoret I had a salesman running direct sales with company truck weekly. In Marsabit (Hussein Araru) as distributor, I groomed him from only from a 5tonnes load to an additional trailer load monthly, while running a direct sales truck in the Mt. Kenya area.
- Nairobi (Westlands, Parklands & Gigiri areas) I was the pioneer of pepsi brands entry into these markets at the initial stages of pepsi launching in the country, in 2012.
Timeline
Territory Sales Manager
SBC KENYA LTD (Pepsi)
04.2024 - 12.2024
Area Sales Manager
SBC KENYA LTD (Pepsi)
11.2022 - 04.2024
Sales Team Leader & Business Developer
SBC KENYA LTD (Pepsi)
12.2017 - 01.2022
Direct Sales
SBC- Pepsi
01.2012 - 01.2017
Distribution and Logistics Supervisor
Equator Bottlers Ltd- Kisumu
07.2007 - 01.2012
Managing Director’s Office
Equator Bottlers Ltd- Kisumu
11.2002 - 06.2007
Site Material Checker
China Roads & Bridges Corporation
01.1996 - 01.1998
High School Diploma - undefined
Muslim Secondary School-Kisumu
Computer Programming, Information Technology
Sigotop Career Development Centre
Bachelor of Commerce - Sales and Marketing
The Technical University of Kenya
Personal Information
- Gender: Male
- Nationality: Kenyan