JOHN MISATI AKARA
Kisumu
Summary
Strategic FMCG Sales Leader with 18+ years driving commercial success across leading consumer brands. Adept in building high-performance teams, optimizing route-to-market models, and expanding market share. Proven record in P&L management, stakeholder engagement, and sales force development. Now seeking senior leadership opportunities to champion growth and transformation across dynamic markets.
Overview
21
21
years of professional experience
4
4
Certifications
Work History
Sales and Operations Consultant
ADK Distributors
08.2023 - Current
- Develop and execute strategic numeric distribution plans to expand market coverage and optimize route-to-market efficiency across regional territories.
- Lead Electronic Distribution Survey (EDS) teams ensuring 100% data collection accuracy and timely achievement of survey targets.
- Plan and manage sales operations across multiple strategic service depots, maintaining seamless logistical and commercial execution.
- Monitor individual sales team performance metrics, providing targeted coaching, mentorship, and skills development training.
- Design and deliver structured training programs for distributors sales teams to enhance field execution capabilities and product knowledge.
- Compile comprehensive distributor performance reports for principal suppliers ensuring business transparency and strategic alignment.
- Collaborate with accounts department to prepare detailed Profit & Loss statements and track key financial performance indicators.
- Collect and analyze market intelligence and customer insights to support strategic decision-making and competitive positioning.
Area Sales Manager
Pepsi Kenya
08.2018 - 08.2023
- Managed comprehensive route coverage across regional territories with full product portfolio deployment across all sales channels including stockists and key accounts.
- Supervised new and existing distributor relationships ensuring adherence to distributor operating standards and maintaining optimal stock levels to prevent stockouts.
- Planned, directed, and controlled daily sales operations for regional company depot achieving consistent revenue targets.
- Monitored individual sales team performance metrics while providing ongoing training, coaching, and mentorship to achieve monthly and quarterly sales targets.
- Conducted daily trade visits ensuring consistent execution of picture-of-success standards by outlet classification.
Regional Sales Manager
Highlands Mineral Water Co. Ltd
04.2017 - 07.2018
- Controlled, directed, and supervised comprehensive regional sales operations while analyzing competitor activities and providing monthly strategic feedback to senior management.
- Oversaw development and implementation of route-to-market strategies ensuring effective distribution coverage across assigned region.
- Conducted quarterly business reviews with key distributors and provided strategic recommendations to guarantee profitability and sustainable growth.
- Planned and monitored company-wide initiatives ensuring successful execution and achievement of strategic objectives.
- Delivered on-the-job training programs for sales teams enabling focus on horizontal and vertical market growth opportunities.
Area Sales Manager
Coca-Cola
01.2013 - 03.2017
- Managed sales initiatives and operations across assigned geographic area while supervising and guiding sales teams to achieve established targets.
- Provided expert solutions to meet company objectives and addressed customer issues and queries with prompt resolution.
- Developed comprehensive marketing and sales strategies for market development and growth while collaborating with sales teams to identify new opportunities.
- Maintained company standards for sales processes and ensured exceptional customer service delivery.
- Developed strategic sales plans aligned with company long-term goals while identifying and managing business risks proactively.
Area Sales Representative
Coca-Cola
09.2006 - 01.2013
- Ensured vertical and horizontal market growth on monthly basis through strategic territory management.
- Executed competitive in-store activities including mega displays to maximize purchase opportunities and optimize stocking patterns.
Territory Sales Representative
Atom Chemicals Limited
02.2004 - 12.2005
- Coordinated sales communications including price changes and promotional campaign execution.
- Implemented merchandise and outlet branding strategies for maximum brand visibility and sales promotion effectiveness.
Education
Bachelor of Business Management - undefined
Mt. Kenya University
Diploma in Sales and Marketing - undefined
The Kenya University Polytechnic
Certificate of Secondary Education (KCSE) - undefined
Riondong'a High School
Skills
Strategic Sales Leadership
Route-to-Market Strategy
Team Leadership & Talent Development
Distributor & Territory Management
Key Account & Stakeholder Management
Market Intelligence & Competitive Positioning
P&L and Financial Management
Trade Marketing & Merchandising Excellence
Market Development
Competitive Intelligence
Stakeholder Management & Business Development
Senior Leadership Collaboration
Distributor & Partner Management
Key Account Management
Microsoft Office Suite
Data Analysis and Market Intelligence
CRM Systems
Presentation and Communication Excellence
Certification
Essential Selling Skills Training
Timeline
Sales and Operations Consultant
ADK Distributors
08.2023 - Current
Area Sales Manager
Pepsi Kenya
08.2018 - 08.2023
Regional Sales Manager
Highlands Mineral Water Co. Ltd
04.2017 - 07.2018
Area Sales Manager
Coca-Cola
01.2013 - 03.2017
Area Sales Representative
Coca-Cola
09.2006 - 01.2013
Territory Sales Representative
Atom Chemicals Limited
02.2004 - 12.2005
Bachelor of Business Management - undefined
Mt. Kenya University
Diploma in Sales and Marketing - undefined
The Kenya University Polytechnic
Certificate of Secondary Education (KCSE) - undefined
Riondong'a High School