Pipedrive
Janelinda Odhiambo
COMMERCIAL SALES LEADERSHIP | HEAD OF SALES | REVENUE GROWTH AND BUSINESS DEVELOPMENT
Nairobi,Kenya
Summary
Dynamic commercial leader with over 10 years of experience driving revenue growth, customer acquisition, and high-performing sales operations across the ISP, renewable energy, and telecommunications sectors. Proven track record of scaling revenue, expanding regional operations, building high-performing sales teams, and implementing commercial strategies that consistently exceed growth targets.
Overview
15
15
years of professional experience
Work History
Head of Telesales & Digital Marketing
Poa Internet
Nairobi, Nairobi Province
09.2022 - Current
- Lead strategic sales and digital marketing initiatives focused on customer acquisition, revenue growth, and operational efficiency.
- Increased qualified lead generation by 200% through campaign optimisation and digital marketing initiatives.
- Improved inbound lead conversion rates by 42% through digital marketing integration and customer segmentation strategies.
- Improved sales productivity by 150% within 6 months through KPI restructuring, workflow optimisation, and accountability systems.
- Reduced lead response time from 24 hours to under 15 minutes, improving customer conversion rates.
- Improved customer satisfaction scores from 72% to 91% through enhanced customer engagement and retention strategies.
- Lead a 30-member telesales and digital marketing team, driving customer acquisition, revenue growth, and operational excellence.
- Increased qualified lead generation by 200%, generating an average of 1,500 qualified leads per month.
- Managed a KES 1 million marketing budget, optimizing campaign performance across digital and offline channels.
Increased customer growth by 75% through targeted sales and marketing initiatives. - Improved inbound lead conversion by 42% through customer segmentation and lead management optimization.
- Increased sales productivity by 150% within six months by redesigning KPIs and improving operational workflows.
- Reduced lead response time from 24 hours to under 15 minutes, significantly improving conversion rates.
- Reduced customer churn by 27% through improved customer engagement and retention strategies.
- Improved customer satisfaction scores from 72% to 91%.
- Recruited, coached, and developed high-performing sales leaders and middle management teams to consistently exceed performance targets.
Head of Sales
X-Solar Systems
Nairobi, Nairobi Province
01.2021 - 09.2022
- Led market research, competitor analysis, and feasibility studies to identify high-growth expansion opportunities across Kenya.
- Developed and executed market entry strategies, successfully expanding operations into 15+ counties.
- Recruited, trained, and launched high-performing field sales teams in new markets, building a workforce of 80+ sales professionals.
- Increased monthly sales revenue from KES 700K to KES 28M+ through strategic market expansion and disciplined sales execution.
- Generated over KES 80 million in annual recurring revenue from residential, SME, and commercial solar solutions.
Increased average revenue per sales representative by 45% through coaching, KPI management, and performance optimization. - Established strategic partnerships with SMEs, SACCOs, and regional stakeholders to accelerate customer acquisition and market penetration.
- Designed and implemented value-based sales strategies and product training programs that improved conversion rates and strengthened sales capability.
Digital and Tele-sales Manager
X-Solar Systems
Nairobi, Nairobi Province
09.2020 - 01.2021
- Motivating the department daily so they achieve and exceed their targets.
- Monitored performance daily, weekly, and periodically, creating and updating spreadsheets to track progress.
- Assessed current targets, providing suggestions to enhance call quality monitoring.
- Monitoring daily/weekly/periodically performance and creating and updating spreadsheets to track this.
- Managing the Rota, assure all shifts are covered adequately.
- Lead Management, converting get site controls checking calls against leads.
- Jumping in where necessary to help the department on the phones.
- Sourced and interviewed potential new staff for the company.
- Dealing with all sickness/probation/disciplinary documents etc.
Co-ordination Manager
X-Solar Systems
Nairobi, Nairobi Province
10.2019 - 09.2020
- Followed up on all registered leads, including new leads and those converting slowly, to enhance conversion rates.
- Make Process for tele-follow-up together w. M-PAYG management
- Follow up with ASMs and relevant people in the field
- Call through EB customers on branch level
- Set sales targets for all tele-activities
- Deliver a simple daily report to management on lead generation, conversion and closed sales.
- Follow up with relevant partners such as SMEs and SACCOs
- Coordinated weekly and daily with relevant M-PAYG staff to streamline tele-sales support and follow-ups.
- Developed strategies for tele-sales to support and accelerate regional teams in achieving sales targets.
- Assist in the creation and implementation of sales tools and marketing processes.
- Ensured customer care and after-sales service to maintain strong client relationships.
- Follow up with existing customers to activate CRCS (customer refer customer sales)
Team Leader: Tele-sales
M-kopa
Nairobi, Nairobi Province
02.2013 - 12.2016
- Trained and motivated team to consistently meet sales targets.
- Monitor and coaching on sales
- Generate weekly, monthly and ad hoc reports on the team’s performance.
- Created and maintained staff scheduling to ensure adequate coverage.
- Approve and effect sales on the systems Always monitor stock levels at our service centres.
- Monitor and coach on sales
- Monitor and respond to raised tickets.
- Generated weekly, monthly, and ad hoc reports to track and analyze team performance.
Team Leader: Education Team
M-kopa
Nairobi, Nairobi Province
06.2012 - 02.2013
- Educated customers on M-kopa products to enhance product understanding and usage.
- Monitored team performance to ensure KPI targets were consistently achieved.
- Weekly and monthly reporting on the team’s performance.
- Reported team performance weekly and monthly to facilitate management decision-making.
- Facilitated achievement of team targets through regular performance reviews.
- Provided assistance to the tele-sales team during busy periods.
Tele-sales Representative and Customer Care Representative
M-kopa
Nairobi, Nairobi Province
02.2012 - 06.2012
- Sell M-kopa Products over the phone.
- Handled customer queries, recorded details, and followed up on all sales inquiries to ensure satisfaction.
- Respond to open tickets via email and in-house applications.
- Resolved customer complaints over phone, email, and text messages, enhancing customer experience.
- Escalate complex issues to my immediate supervisor for action.
- Conducted regular visits to select customers to maintain relationships..
- Followed up with customers to update them on status of unresolved issues, fostering trust and transparency.
Customer Care Representative
Ken Call EPZ Ltd
Nairobi, Nairobi Province
04.2011 - 12.2011
- Resolve customer complaints over the phone and email.
- Resolved customer complaints via phone and email, ensuring customer satisfaction and retention.
- Contact customers to verify and update their account information in our database.
- Contacted customers to gather feedback and improve service quality. to verify and update their account information in our database.
- Escalate complex issues to my immediate supervisor.
- Followed up with customers on unresolved issues, providing timely updates to enhance customer experience.
Education
Certificate in Digital Marketing -
Media Crest College
Nairobi03.2025
Diploma - Law
Kenya School of Law
Nairobi08.2026
Bachelor of Law - Law
University of Nairobi
Nairobi12.2015
Skills
Commercial Leadership
Business Development
Customer Acquisition
Market Expansion
Revenue Growth
Sales Forecasting
CRM & Pipeline Management
Sales operations
Strategic Partnerships
Key account growth
Commercial Strategy
Team Leadership
Sales coaching
Accomplishments
- Increased monthly solar sales revenue from KES 700K to KES 28M+ through strategic market expansion and customer acquisition.
- Expanded operations into 15+ counties through territory planning and regional sales deployment.
- Generated over KES 80M in annual recurring revenue through residential, SME, and commercial solar solutions.
- Recruited, trained, and managed 80+ field sales and telesales professionals across multiple regions.
- Increased customer acquisition by 180% YoY through sales optimization and strategic partnerships.
- Improved sales conversion rates by 40%+ through structured sales training and solution-selling strategies.
- Reduced customer acquisition costs by 20% through targeted sales and marketing initiatives.
- Implemented CRM and reporting systems that improved sales forecasting accuracy and pipeline visibility.
Software
Freshsales
Freshworks
Power BI
Kobo
Meta Business Suite
Google Analytics
Timeline
Head of Telesales & Digital Marketing
Poa Internet
09.2022 - Current
Head of Sales
X-Solar Systems
01.2021 - 09.2022
Digital and Tele-sales Manager
X-Solar Systems
09.2020 - 01.2021
Co-ordination Manager
X-Solar Systems
10.2019 - 09.2020
Team Leader: Tele-sales
M-kopa
02.2013 - 12.2016
Team Leader: Education Team
M-kopa
06.2012 - 02.2013
Tele-sales Representative and Customer Care Representative
M-kopa
02.2012 - 06.2012
Customer Care Representative
Ken Call EPZ Ltd
04.2011 - 12.2011
Certificate in Digital Marketing -
Media Crest College
Diploma - Law
Kenya School of Law
Bachelor of Law - Law
University of Nairobi