Grace Wangeci Kangoro
Nairobi,Kenya
Summary
Strategic and results-driven Sales and Marketing Professional with 15+ years of progressive experience in the FMCG industry. Expert in distributor network expansion, market penetration strategies, and sales force development across diverse product categories in competitive markets. Demonstrated success in optimizing route-to-market approaches, exceeding revenue targets, and implementing effective credit management systems that reduce outstanding payments. Skilled in building high-performing teams and developing B2B relationships that drive sustainable business growth. Consistently recognized for excellence in territory management, institutional sales, and strategic market development across the Greater Nairobi region.
Overview
21
21
years of professional experience
1
1
Certification
Work History
HORECA SALES Representative
FINSBURY TRADING LIMITED
Nairobi , Kenya
04.2025 - 09.2025
- Incharge of HoReCa Nairobi sales
- Managing of HoReCa Distributors in Nairobi
- Recruitment of New outlets
- Management of Debts and Account reconciliation
- Listing and Sales of New products
- Route Management and order generation
Regional Supervisor
Mukurweini Dairy Limited
Nairobi
01.2024 - 03.2025
- Recruited and managed distributors in the Nairobi region to ensure optimal product coverage
- Supervised vansellers and sales representatives to achieve daily and monthly sales targets
- Oversaw daily depot operations, including logistics, inventory control, and stock movement
- Conducted sales forecasting, planning, and target setting to align with company goals
- Organized trade activities and market activations to enhance product visibility and customer engagement
- Managed credit and debt collection to maintain healthy cash flow and reduce defaults
- Compiled sales and performance reports for management review and decision-making
- Optimized Route to Market (RTM) strategies for efficient distribution and sales growth
- Developed and opened new markets to increase customer reach and sales opportunities
- Expanded distribution network by onboarding 6 new distributors in under 12 months
- Increased regional sales revenue by 27% through strategic territory management and sales team coordination
- Reduced overdue debt by 35% through improved credit control and collection systems
- Opened 3 new viable markets, contributing to a significant increase in brand presence and sales volumes
Area Sales Manager
Kevian Kenya Limited
Greater Nairobi
11.2022 - 05.2023
- Set individual and team sales targets aligned with company objectives
- Recruited and managed distributors, wholesalers, and retail agents across Greater Nairobi
- Organized and facilitated sales meetings with distributor representatives to align on performance goals
- Monitored team performance and implemented motivation strategies to achieve sales targets
- Established, maintained, and expanded the customer base across various trade channels
- Identified and leveraged new business opportunities through effective Route to Market strategies
- Managed customer accounts, including debt follow-up and payment agreement enforcement
- Collected customer feedback and conducted market research to guide strategic decisions
- Ensured up-to-date knowledge of the product portfolio and maintained competitive market advantage
- Collected, analyzed, and compiled daily reports from the field sales team for strategic insights
- Achieved a 22% sales growth in the assigned region within 6 months through effective team leadership and distributor alignment
- Recruited and activated 4 high-performing distributors, expanding coverage in underserved areas
- Strengthened credit control processes, reducing overdue debt by 30%
- Improved sales team productivity by implementing a daily performance tracking system
Area Sales Manager
Uplands Dairy Limited
GT Market (Nairobi)
11.2021 - 03.2022
- Recruited and managed distributors and sales agents to drive product penetration in the GT market
- Segmented the Nairobi region into strategic sales territories for efficient coverage
- Recruited, trained, and deployed a high-performing sales team
- Conducted sales forecasting and developed territory sales plans aligned with market demand
- Oversaw performance management and ensured achievement of set sales targets
- Optimized Route to Market strategies to improve delivery efficiency and market reach
- Implemented product assortment strategies to align with market preferences and sales data
- Managed credit and debt collection to ensure cash flow stability and reduce credit risk
- Opened 2 new key territories, increasing regional coverage by 18%
- Improved monthly sales performance by 25% through strategic deployment and agent training
- Enhanced distributor satisfaction and retention by streamlining operations and support
- Reduced debt collection period by 20% through targeted credit control efforts
Assistant Sales Manager
Kinangop Dairy Limited
04.2014 - 11.2021
- Managed institutional sales accounts including hotels (HoReCa), schools, hospitals, and corporate clients
- Recruited new clients through cold calling, referrals, and participation in public and private tenders
- Optimized brand assortment and ensured alignment with customer needs and market demand
- Monitored credit and debt, implemented credit control measures, and ensured timely collections
Sales Representative
Kenroid Limited
Nairobi
11.2008 - 12.2013
- Executed new product listings across retail outlets in assigned territory
- Managed collection processes and generated orders from assigned accounts
- Monitored product expiries and implemented prevention measures
- Reported competitive activities and market insights to sales management
- Consistently achieved 110% of monthly sales targets
- Developed efficient order generation process increasing average order value
- Created comprehensive competition analysis reports informing product strategy
Supervisor
Target Promotions Limited
01.2005 - 08.2008
- Recruited, trained, and supervised field marketers in key Nairobi outlets
- Ensured proper merchandising and product visibility across all accounts
- Reported on product performance, promotions, and market trends
- Educated consumers on new Unilever products and maintained strong customer relations
- Ensured product availability and compliance with brand standards
- Boosted product visibility in 50+ outlets, increasing brand shelf space
- Led a high-performing team that consistently exceeded merchandising targets
- Reduced reporting time by 40% through improved field data collection methods
Education
Diploma in Sales and Marketing -
Kenya Institute of Management
Kenya Certificate of Secondary Education (K.C.S.E) -
Kahuhia Girls High School
Skills
- Strategic Sales Management
- Distributor Network Development
- Route-to-Market Optimization
- Sales Team Leadership & Training
- Trade Marketing & Promotions
- Credit & Debt Management
- Market Research & Analysis
- B2B Relationship Building
- Sales Forecasting & Planning
- Channel Management
- Institutional Sales
- FMCG Industry Expertise
- Territory Management
- Key Account Management
- MS Office Suite (Word, Excel, PowerPoint)
- CRM Systems
- Sales Analytics & Reporting
- Online Tendering Platforms (Tendersoko, Tendersure)
- Inventory Management Systems
- Sales Forecasting Tools
- Performance Metrics Tracking
- Data Analysis & Visualization
- Digital Marketing Fundamentals
- ERP Systems Knowledge
- Supply Chain Management
- Leadership & Team Building
- Exceptional Communication (Written & Verbal)
- Client Relationship Management
- Problem Solving & Decision Making
- Negotiation & Conflict Resolution
- Adaptability & Flexibility
- Time Management & Organization
- Critical Thinking
- Coaching & Mentoring
- Presentation Skills
- Cross-functional Collaboration
- Working Under Pressure
- Result-Oriented Mindset
Certification
- Certificate in Basic Counselling, East African Business Studies, 2020
- Certificate in Office Suite and Computer Packages, Data Centre, 01/01/99, 12/31/00
- Quality Assurance Training, AIMS, Gertrude's Hospital, 2017
- Managerial Skills, Ansoff's Training Ltd, 2016
- Supplier Food Safety Training, AIMS, Gertrude's Hospital, 2016
- Supervisory Skills, Ansoff's Training Ltd, 2015
- Supplier Awareness Training, AIMS, Gertrude's Hospital, 2015
- Driving Course, Valid Driving License
References
- Bernard Otieno, Rubis Energy, 0720 323282
- Peter Gakinya, Group HR, AAR Insurance, 0725 558612
- Edward Kuria, Sales Manager, Kapa Oil, 0711 775551
Languages
- English, Fluent
- Kiswahili, Fluent
Timeline
HORECA SALES Representative
FINSBURY TRADING LIMITED
04.2025 - 09.2025
Regional Supervisor
Mukurweini Dairy Limited
01.2024 - 03.2025
Area Sales Manager
Kevian Kenya Limited
11.2022 - 05.2023
Area Sales Manager
Uplands Dairy Limited
11.2021 - 03.2022
Assistant Sales Manager
Kinangop Dairy Limited
04.2014 - 11.2021
Sales Representative
Kenroid Limited
11.2008 - 12.2013
Supervisor
Target Promotions Limited
01.2005 - 08.2008
Diploma in Sales and Marketing -
Kenya Institute of Management
Kenya Certificate of Secondary Education (K.C.S.E) -
Kahuhia Girls High School