Harris Kariuki Kimani

In the MD role at SKF Kenya, we have seen 7 years of profitable growth since 2016. This was driven by a successful restructuring turn around project which involved head count reduction (-25 staff), change of business model from retail business to distribution channel, closure of warehouse (-60% rent saving) , sale of dead stocks (50% value recovered) and appointment of new distributors in to take over direct business. Our largest distributor has grown past 3 MUSD purchases per annum from 0.3 MUSD as a result of increased competitive landscape focus on customer needs. We also relocated offices and implemented shared working spaces which has greatly enhanced cohesion and cooperation. Total sales and admin expenses were reduced by 50% during the same period including during the Covid pandemic whilst growing revenues and profits.

Key responsibilities

• Manage SKF Industrial Sales according to the expectations, leveraging the resources and the competences in the industrial market
• Achieve agreed growth, cost, cash and scorecard targets Develop and drive strong sales and segment growth strategies, closely aligned to Key
• Account structures Drive the expansion of the value proposition and thus sales through our 5 platforms Manage and develop the Distribution network through the "More with SKF" program Manage and develop high quality relationships with distributors, OEMs and end users Deploy price leadership strategy and value-based selling (using Documented Savings
• Programme) Deploy an effective CRM tool
• Deploy Group and Area strategies, scorecards and policies to ensure compliance throughout the country Structure and develop the Country to meet new strategies and business needs Collect and analyze information and data about the market, trend and competition Lead, direct and control the activities of the unit ensuring that all operate within the legal framework of the country
• Adherence to national legislation, SKF Group Code of Conduct, Policies and Instructions Maintain a set of updated and relevant company policies that cover business and administrative areas and processes in need of more detailed guidance than provided by SKF
• Group Policies and Instructions Act and report on any deviations from legislation, SKF Code of conduct, policies and instructions and good business practice as established in the SKF Group
• Achieve operational excellence and effective utilization of resources, implement Business
• Excellence Establish effective communication and cooperation within the country and across SKF Build a strong team and develop talent to meet our future needs Motivate and drive performance of all employees to sell and grow profitable business Manage and develop a unified customer service Team Foster a good working climate and strong teamwork Be a member of the Board of Directors SKF Kenya Maintain the ISO 9001 & 14001 and OHSAS 18001 certifications
• Negotiated new annual contracts and service agreements with vendors to achieve prime pricing.
• Oversaw operations and provided corrective feedback to achieve daily and long-term goals.
• Leveraged profit opportunities by recruiting top talent and managing brand image to exceed plan performance.
• Led change and transformation across business areas to deliver benefits and align company resources.
• Spearheaded successful business development initiatives aligned with company's strategy and core competencies.
• Monitored office workflow and administrative processes to keep operations running smoothly.
• Worked closely with organizational leadership and board of directors to guide operational strategy.
• Engineered effective inventory management strategies and loss prevention initiatives to keep shrink below 15%
• Documented processes and drafted SOPs to comply with regulations and company policies.
• Developed sales strategy based on research of consumer buying trends and market conditions.

• Key responsibilities Deputize Managing Director of SKF Kenya Limited on day to day issues
• Spearheaded expansion into Tanzania and launched an SKF office in Tanzania
• Led change and transformation across business areas to deliver benefits and align company resources.
• Generated new business with marketing initiatives and strategic plans.
• Negotiated and closed long-term agreements with new clients in assigned territory.
• Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
• Represented company and promoted products at conferences and industry events.
• Researched developing trends to stay updated with new ideas and marketing practices.
• Performed market segmentations, targeting and positioning for each product line.
• Oversaw preparation of marketing copy, images, videos, emails, and other collateral.
• Mentored local personnel on best practices and protocols to maximize productivity.
• Generated sponsorships with related and partnering entities to enhance marketing objectives.
• Wrote and distributed press releases to increase brand visibility.
• Analyzed and reported on KPIs to validate and demonstrate success of marketing campaigns.

• Member on the SKF Sub Sahara Africa Management Team Development of Asset Management products and services into Sub-Sahara countries except South Africa
• Oversaw preparation of marketing copy, images, videos, emails, and other collateral.
• Conducted market research to identify new opportunities and target markets.
• Captured new customers by optimizing business strategies and launching products to diversify offerings.
• Launched successful digital marketing campaigns that achieved goals for increased website traffic.
• Coordinated with design and media teams to develop high-quality creative assets.
• Optimized email campaigns to increase open and click-through rates.
• Devised content strategy to effectively engage target audiences.

• Member of the SKF Sub Sahara Africa Management Team
• Development of Asset Management products and services into sub Sahara countries except South Africa
• Training of customers in Asset Management, planning, Project management etc
• Development of a portfolio of asset management services and departments Distributor development in East African countries to carry SKF products Act as Liaison with supplier companies in Asset Management Services
• Created and implemented maintenance program to optimize operational efficiency and reduce downtime for customers
• Created and submitted detailed reports to highlight maintenance activities and equipment performance.

• Sit on panels that do job interviews for prospective employees
• Manager of Distributors in Coast, Nakuru, Eldoret, Kisii and Kisumu, Dar, Arusha, Kampala, Addis,
• Handle complaints by distributors
• Preparation of distributor monthly reporting to Head office in Belgium
• Drove and delivered sales leads to convert into new business.
• Maximized coverage within defined regions to penetrate organizations to utilize products.
• Facilitated channel engagement to support territory sales goals.
• Developed solid working knowledge of products to understand benefits to potential customers.
• Articulated value proposition to assigned territory partners to maintain and increase share of partner business.
• Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
• Achieved sales goals and service targets by cultivating and securing new customer relationships.
• Organized promotional events and interacted with community to increase sales volume.

Head of the IS department

– Oversight of IS development Strategic Plan for SKF Kenya

· Coordinator of Sarbanes Oxley IT regulations framework for the SKF group (SOXIT)

· Maintenance of SKF Kenya website, and remote login protocols for customers and distributors. · Maintenance of BMS Suite, an ERP package from Business Management Suite PTY SA

· Preparation of monthly reporting to Head office in Belgium

· Identifying and writing programs for internal use in SQL, Foxpro, VB and Access database

· Help desk maintenance of all Computers systems in SKF Kenya

· Remote telephone assistance for BMS and Sales Pack to SKF Nigeria, Zimbabwe and Zambia and SKF E A Region.

Head of the Logistics department

· Full management of the Warehouse especially Security matters, maintenance and stock replenishment using order levels and ABC stock management method

· Oversight of all Custom requirements regarding imports, and exports for both Sea and Air freight: I am thus fully conversant with documents like IDF, CCRF, C63 forms, bonds etc

· Recalculation of duties levied for goods received and ensure that there are no overcharges.

· Responsible for negotiating with forwarding and clearing suppliers like Danzas, Kuehne and Nagel