Jacob Kanyi Kabao

· Strategic Planning and Implementation:

Develop and implement country-specific business plans that align with the company's overall strategy.

· Leadership and Team Management:

Lead and motivate the country team, providing guidance, coaching, and mentorship to ensure performance goals are met.

Supply and Demand planning:

Develop and maintain metrics to support and advice on key product requirements and market demand.

· Financial Management:

Oversee the country's financial performance, including budgeting, forecasting, and managing financial resource.

· Market Analysis and Opportunity Identification:

leverage on date to generate insights on market trends, analyze competitive landscape, adapt strategies and make decisions.

· Compliance and Regulatory Affairs:

Ensure compliance with local laws and regulations, maintaining a strong ethical stance, and fostering positive relationships with government officials.

· Relationship Management:

Develop and maintain strong relationships with key stakeholders, including distributors, key Modern trade accounts, suppliers and government officials.

· Performance Measurement and Reporting:

Monitor key performance indicators (KPIs), track progress against goals, and provide regular reports to the Committee of Directors.

• Provide leadership within the sales Function of the Organization through effective application of resources (Human, financial and operational) and defining key performance metrics to drive Volume, Value and Market share ambitions for the business.
• Channel Management: Definition and execution of Channel strategies to optimize route to market/consumer. Specifically, develop and execute strategies for the Distributive Trade (general trade) through clear definition of channel specific metrics. Set out key guidelines on management of the ON Trade Channel as well as the traditional Off-trade channel and allocate investments to spur volume and revenue growth while at the same time showcasing our brands in the most relevant customer base and growing the volume and value share.
• Sales Operations and capability Management: In conjunction with other departments (finance and Supply chain) develop and execute a framework to support value chain efficiencies through co-ordination, collaboration and sharing of resources to optimize customer experience. Responsible for capability building of the sales team through coaching and identification of knowledge gaps for recommendation and facilitation of trainings and mentorship for talent development and retention.
• Cost and revenue management: By aid of data and market insights, identify and pursue revenue growth opportunities via customer base expansion, product mix and contributive margin escalation in line with brand guidelines and trading environment frameworks to spur profitability and value share. Similarly, manage customer and operational costs by closely monitoring cost of service, back margins, trade discounts and terms to avoid revenue erosion.
• Demand Planning, Forecasting and Budgeting: Provide through data backed insights, a forecast on demand requirements and performance landing as well as set monetary requirements to support allocation of estimates and spend on A&D.
• Third Party Agency management: Identify and define objectives for third party agencies to drive expected business objectives in terms of Numeric distribution, visibility, presence, price compliance and Volume targets. In conjunction with the agency, align on daily routines, reporting templates and content as well as performance measurement metrics.
• Reporting: provide performance, operational and functional feedback to the Business leadership on factors affecting business performance both at the Micro and the macro levels as well as participate in decisions making based on insights generated. Further to this, liaise with key stake holders both internally and externally to generate, coordinate and execute agreed actions.

• Responsible for Managing and developing the business at a strategic level within the organization with key modern trade customers and to work in partnership with these key accounts to develop the Pernod Ricard brands and optimize profitability.
• Business Planning and Forecasting: Developing long term and short term detailed strategic business plans, including profit forecasts and channel strategies to ensure that the business is developed in the respective sub-channels and resources are allocated in line with the sub-channel motivations.
• Joint business plans: Develop, negotiate and sign off trading terms with respective customers with a focus on mutual growth as defined by the metrics agreed, monitor, review and course correct to maintain a growth trajectory.
• Category management: Define, structure, negotiate and implement category management metrics to drive consistency and growth in customer experience, brand share and revenue growth. In collaboration with the marketing teams, design an execution plan to guide merchandising teams on placement and presentation guidelines for a more refined customer shopping experience. Identify and negotiate for secondary placement opportunities (e.g. Gondolas, on shelf displays and POS materials) to enhance visibility of select brands.
• Promotions management: In line with budgeted resources, design and execute promotional activities in the Channel to drive specific brand/category ambitions. Facilitate development of relevant collaterals to communicate the promotions as well as brief my team, customers and third party agencies for a well coordinated and world class execution of the promotion.
• Relationship Management: Lead the channel engagements in trade through regular engagements with the channel customer’s leadership. In particular, foster a mutually beneficial commercial relationship across the customer’s network from the HQ to the branch level. Coordinate activities such as trainings, promotions as well as other relevant events to foster a good working relationship.
• Reporting: Provide weekly performance feedback to the leadership with emphasis on revenue, volume, spend as well as market feedback. Provide monthly performance update on key performance metrics as well as action points for the next month. Update the business on quarterly performance VS plan on volume, revenue, profits as well as market dynamics and growth factors.

• Responsible for ensuring growth and perfect store execution in the Local modern trade and wholesale business through channel centric trade activities, creating and supporting a winning team and driving the channels towards a 20% growth in volume and value. Actualize the channel vision and strategy.
• JBP’s: Drive the full execution of joint business plans with emphasis on growth in categories, shopper experience and overall customer growth.
• Perfect store execution: Develop, execute and maintain perfect store compliance in line with shopper marketing strategies.
• Channel growth and profitability: Drive NPS and volume growth within the channel while setting the necessary metrics for an appropriate ROI.
• Category growth: Drive growth along all the categories through brilliant execution of shopper activities.
• Third party supervision: Supervise 3rd party teams to drive perfect execution of the 6p’s.
• Insight generation: Act as a lead resource for shopper marketing team through use of analytics to develop actionable insights that inform shopper strategies.
• Relationship management: Establish and maintain amazing relationships with customers and partners across the supply chain.
• Route to market optimization: With the direct sales team, review and implement appropriate route to market infrastructure and strategies to ensure customer orders are delivered in full, in time and without errors.
• Competition: Monitor and report on competitor activities and market trends.
• Reports: prepare weekly, monthly, quarterly and annual reports on the channel with emphasis on category, volume and value growth as well as reconciliation of activities for measurement and evaluation purposes.

• Responsible for ensuring outstanding implementation of Brand Point of Purchase (POP) vision at the POP to drive sales volume growth. Also, responsible for management of key distributors (KDs) with respect to overall operations, infrastructure, processes, people and capability.
• Setting up the Field Management infrastructure - outlet selection by channels, channel management plans (category management and implementation).
• Understanding the Brand POP Vision by channels and develop channel / outlet based implementation plans.
• Understanding the Channel Plans and develop implementation plans.
• Implementation of Pop Vision and Channel plans - develop key metrics to monitor implementation and final desired output.
• Use of IT - for evaluating performance against action standard.
• Performance review - against action standards. Network and take actions where inputs are required from the DSR's with respect to width and depth of availability, assortment and shelving.
• Understanding competitive context and activity and give market feed-back to the Customer Marketing group whilst developing localized counter actions.
• Assessment of infrastructure requirement with respect to size, business potential, capital and infrastructure requirement.
• Manage KD profitability and ROI.
• Selection of distributors - assessment of capability, skill/experience, attitude etc.
• Setting up KD's in the cluster/territory, including the commercial processes.
• Preparing the infrastructure blue print for a distributor.
• Outlet mapping, channel segmentation, beat planning.
• Establishing KD operations: sales planning, fixing and monitoring of sales targets and key performance metrics and channel plans.
• Regional accounts management; setting performance parameters with regional account channels and implementing JUBPs for the segment as well as Trading terms (TTs) and incentive structures.
• Key Accountability: NPS & volume growth, Market Share, Trade relationships.

• Overseeing and managing the territory to ensure full presence of brands, in the right time and quantity.
• Key accounts management to sustain and grow volumes and value.
• Route to market (RTM) management to ensure maximum penetration of all brands.
• Events organization and implementation to generate extra revenue with attention to R.O.I on sponsorship.
• Ensure that targets are met by pushing for AOP numbers as well as STAND numbers for the distributor.
• Management of sales staff by harmonizing ways of working, motivating and driving compliance.
• Management of Company assets within the assigned area.
• Develop and drive area centric promotions as well as run and manage NCPs within the set company guidelines.
• Collection of market intelligence and customer insights for escalation and development of customer and marketing plans.
• Identifying and ceasing all opportunities in trade to drive volume and NSV growth for the company.
• Generated an average of 123% NSV on quarter to quarter bases for spirits and 104% beer.
• Drove level growth for the distributor and implemented category management scheme for sales staff to drive improved customer facing.
• Implementing VMI (vendor managed inventory) so as to step change supply of products to distributors and drive 0% out of stock.
• Drove numeric distribution to 97% on focus brand and 63% weighted distribution on international brands.
• Awarded Diageo Africa Sales Hero’s Award for Brilliant execution for F12.

• Leading market penetration for emerging brands through route to market and channel development.
• Team management: ensuring that the 12 Trade developers under my jurisdiction as well as the agency staff under my projects are well briefed and motivated to drive the project agenda.
• Initiating, Leading, coordinating and Tracking agency driven activities as well as coordinating events to ensure set objectives are fully met.
• Leading and steering all competitor counter-actions to achieve competition lockout, volume drive, brand loyalty and NSV growth.
• Intelligence gathering: Tracking and escalating all competitor activity, Distributors’ market intelligence and competitor SWOT.
• Leading negotiations and implementation of trade partnerships through high value investments in anchor outlets to drive brand agenda as well as Assisting mainstream/keg teams in building amazing relationships.
• M&E best practices: Track and reconcile all activities, Result oriented Weekly reports on all activities, Advice, and co-ordinate all M&E practices.
• Post Activity Reporting: Provide timely information and analysis of activities taken.
• Opened value for money brand and keg business opportunity through expanding the retail outlet level from 460 to 1700 outlet.
• Set up 7 anchor bars to drive exclusivity of focus brands.

• Developing the OFF-Trade (non-alcoholic) business for Malta Guinness/Alvaro while growing and sustaining the ON-Trade business.
• Setting up distribution hubs within the designated territory in line with E.A.B.L. standards.
• Principle Assistant to the distributor to ensure smooth operations within the channels.
• Ensure that daily targets within the MGDC are met.
• Ensure compliance of EABL standards by the distributor, the staff and within refreshment centers.
• Full brand representation within the territory with emphasis on brand presence in terms of visibility, merchandising and branding.
• Initiating and organizing promotional activities to boost brand presence in the territory.
• Training the distribution staff and retail traders on the features of the brand.
• Generation of daily and monthly progress reports.
• Successfully launched the first Adult non-alcoholic brand (ANALD) in the assigned territory and led the team on numeric distribution as well as AOP.
• Developed the first exclusive ANALD route to market system for Nairobi CBD and environs.

• Raising the Average Revenue per Terminal (ARPT) to Kshs. 10,000 and over.
• Achieve the monthly sale of terminals.
• Raise the level of the selling terminals to getting vendors to buy the terminals and getting co-locations in line with the corporate strategies.
• Working with the vendors and the distributors in achieving the set ARPT.
• Monitoring the distributions to ensure they conform with set organizational guidelines.
• Planning and execution of promotional activities in collaboration and approval from the head office.
• Co-ordination of training for terminal operators to ensure they are proactive, diligent and fully updated on new developments.
• Recruit, train and supervise promotional girls for guaranteed performance.
• Ensuring brand visibility by ensuring proper signage and branding is in place.
• Preparation of daily, weekly and monthly reports with highlights on terminals or co-locations negotiated, signed and sold as well as status reports on ARPTs with performance indicators and plans of action.