KIRUNDA MARYANN WANGUI
Nairobi
Summary
A seasoned Procurement and Supply Chain Professional with more 9 years of experience. Demonstrated leadership capabilities with direct and indirect employee groups. Employs tact, sound judgment and maintains professional demeanor in communication and relationships with others while striving to deliver best quality in daily work.
Overview
9
9
years of professional experience
1
1
Certification
Work History
Senior Category Manager – FMCG (Fast Moving Consumer Goods)
Kapu Africa Limited
08.2023
- Category Management: Defining category strategy and execution of the same with the team to ensure category growth and development to meet set OKRS (Objectives and Key Results)
- Areas of focus-Assortment, Pricing (Maximum Savings passed to consumer) & Promotion Playbooks for each category and animation of each category
- Partner/Supplier Relationship Management: Owned end to end account management routines i.e
- Setting up relationships, negotiating trade terms and managing account performance
- Identifying, recruiting, and onboarding new suppliers to fulfill category gaps
- Co-working with suppliers on Sales Uplift and Business Growth strategies
- Provision of Business Reports to Partners e.g
- GMV (General Merchandise Value), NMV (Net Merchandise Value), GM (Gross Margin) and SOH (Stock at Hand) Reports
- Contract Negotiation and Management: Negotiation of Yearly Joint Business Plans with Tier 1 and 2 Suppliers to achieve additional Rebates/Back Margins for Kapu to grow end to end Total Margin
- Execution of growth activities within the contracts in regards to ATL (Above the line) and BTL (Below the Line) activities
- Inventory and Order Management: Supplier Sourcing, Order Management and Inventory forecasting, Managing OOS (Out of Stock), Requesting RFPs/RFIs from suppliers, Raising of LPOs within set working capital parameters, Clearance and Short Expiry Product Management
- Promotions Management: Development of the promotions, Campaigns and trade calendar and incentives to aid in sales improvement and to meet brand goals
- Promotion cycle of weekly campaigns with Tier 1 major campaigns at the end of every quarter to grow category revenues
- FMCG Strategy Management: Collaboration with the tech team to define product roadmap to deliver on FMCG strategy & objectives e.g
- Promotions, cross-selling, and up-selling onsite
- Market Trends Analysis/Benchmarking: Analysing market trends and accordingly developing category competitive strategies
- Review of competitor activities and strategies for competitive planning
- Laying out target categories for private label roll out
- Achievement: GMV growth on Tier 1 Accounts of over 50% quarter on quarter for key accounts such as CCBA, Unilever, Kapa and Menengai
- Negotiation of over 13 JBPs with an overall GM impact of +2% on the FMCG category
- Delivered 5M+ in savings for FMCG consumers through price negotiations.
Channel Development and Sales Manager – Retail Business, Kenya and Tanzania
Mega Life Sciences PLC
11.2021 - 07.2023
- Partner Relationship Management: Developing positive working relationships with existing partners to build a business
- Identifying, recruiting, and onboarding new channel partners within assigned territory
- Managing sales activities of partners to generate revenue
- Maintenance of a customer database ensuring all customers are allocated budgets as per their classification (three tiers)
- Procurement of Brand Assets: Setting a full year procurement plan and procurement budget for marketing assets
- Prequalification of suppliers, bid analysis, vendor management and tender awards to successful suppliers
- Management of the Lifetime cost of the assets
- Contract Management: Preparing Joint Business Plan (JBP) contracts to govern the working relationship between Mega and its customers to meet sales goals
- Evaluation of partner sales performance against set parameters and recommending improvements
- Addressing partner-related issues, sales conflicts, and pricing issues
- Communication with partners on new products
- Supplier Management: Source for all materials pertaining to the Kiddz Care Range in terms of marketing materials to ensure Mega gets the right quality of materials at the best price and on time, every time
- Brand Management and Category Development: I am responsible for the Kiddz Care range which involves the development of the brand plan, brand growth strategies, sourcing activities, partner incentives, partner trade activities, and partner onboarding as well as meeting sales targets for the range
- Training: Education of partners and internal staff on product portfolio and retail sales strategies to optimize sales for the Kiddz Care category portfolio
- Promotions and Incentive Planning: Development of the promotions and trade calendar and incentives to aid in sales improvement and to meet brand goals
- Evaluation of the performance of the activities and customer rating to ensure performance improvement and mitigation of any likely financial risks
- Market Trends Analysis/Benchmarking: Analysing market trends and accordingly developing sales plans to increase brand awareness
- Review of competitor activities and strategies for competitive planning
- Sales Management: Manage sales pipeline, Ensure Sales Force Effectiveness (SFE), forecast monthly sales, and identify new business opportunities
- Assist in partner marketing activities such as campaigns, activations, and outreaches
- Data Analysis and Reporting: Responsible for the sell-out, Purchases, and OOS analysis for the business to provide insights on proper stocking, and proper customer targeting activities and to ensure we provide the right product, at the right quality, at the right time, every time
- Achievement: Initiated the Joint Business Plan Format for different customers which grew business for Class A customers by 30%
- Part of the strategy team responsible for Eugica Tasting Campaigns that led to growth in sales by over 400%
- Spearheaded the “Eye Level is Buy Level” Campaign leading to an Increased share of shelf (SOS) for Mega We Care products as well as increased visibility within the Pharmacy channel
- Responsible for starting the Modern Trade Business with over 35 customers enlisted and actively selling in Q1 of 2023.
Category Manager; Kenya and Uganda
Goodlife Pharmacy Africa Ltd
12.2019 - 10.2021
- Financial Management: Meeting Volume and Value targets, Pricing Analysis; driving target total commercial category margins, achievement of Rebate and Bonus Targets, Generation of credit notes, and promotion support claims, Enforcing supplier payment terms
- Marketing: Developing category promotion calendar; Execution of promotions, merchandising of products, Negotiation of suppliers on best offers to drive sales, Development of promotional campaigns with suppliers to grow brands and strategic product lines as well as increase average run rates
- Supplier Relationship Management: Strategic Vendor selection; Performance Evaluation; Negotiations and management of Joint Business Plans; Vendor/Supplier Database Management
- Consumer Understanding and Insights: Leveraging sell-in, sell-out, store traffic, Category Basket Size as well as market trends data to develop strategies to boost sales
- New Product Listing and Product performance tracking: Product Journey mapping, new product selection, Product rationalization based on business needs, Product coding, and Product rationalization all to achieve Category Development
- Inventory Management: Monitoring inventory levels; Maintaining product database; Bulk orders processing; Shelf-life management, Stock Risk Management
- Indirect Staff Management: Creating targets for 10 Nutritionists, Monitoring and evaluating performance
- Training Management: Development of Category training calendar, Liaising with suppliers on CMEs, and Product knowledge training
- Price Updates and Order Processing: Use of the SAP ERP system to update prices as per Supplier Pricelists and negotiated discounts, as well as the raising of day-to-day LPOs and Bulk orders
- Tender Evaluation: Part of the tender committee responsible for the supplier evaluation and pre-qualification and management of Bid Documents
- Achievement: Successfully lead the first-time achievement of the OTC category-budget target since the founding of Goodlife Pharmacy Africa
- Successfully onboarded new product ranges that contributed over 20M in 2020
- Spearheaded growth of the Vitamins and Supplements subcategory by over 90% in 2020
- Growth of the OTC category promotions from 8% contribution to 12% of total business sales
- Achievement of 130% on Supplier Joint Business plan with a key Multinational
- Continuous achievement of category-driving product growth of over 50% through partnering with marketing by the development of marketing plans, activations, and incentive-based programs.
Commercial Section Manager
Majid Al-Futtaim Hypermarkets Ltd (Carrefour)
05.2018 - 09.2019
- Financial Management: Analysis of profit and loss statements, meeting sale targets, protection of section margins
- Human Capital Management: Staff Recruitment, Managing 15 section staff and over 20 rotational merchandisers, enforcement of negative and positive rewards
- Product Merchandising: Implementation of set planograms to ensure adherence to Share of Shelf (SOS) Guidelines and set attractive displays based on themed campaigns
- After-Sales Management: Logistics Management of deliveries, handling of after-sales activities, issuance of warranties and guarantees, Customer complaints, and queries handling
- Supplier Relationship Management: Joint Business plans negotiations, Negotiation of branding contracts, Negotiation for best-in-market promotions, Quarterly Supplier service level review Strategic Benchmarking: Carry competitor surveys to improve competitiveness and customer offering
- Inventory Management: Supervise continuous stock takes to prevent stock variances, ordering to ensure optimum stock levels for maximization of sales turnover
- Sales Management: Ensuring the sales targets are met through direct sales to customers on the shop floor and managing the merchandiser sales team to meet this objective
- Achievement: Successfully headed the opening of an Electronics Section from scratch, ensuring proper merchandising standards, proper implantation of SOS, and negotiation of In-store supplier branding contracts totaling 4.6M monthly
- Successfully recruited, trained, and onboarded 15 Sales Staff and managed 20 rotational supplier merchandisers
- Achieved consistent Total Commercial Margin (TCM) of 20% within 6 months in FMCG at Carrefour.
Buyer in Foods Category and Non-Foods Category
Uchumi Supermarkets PLC
01.2015 - 04.2018
- Tender Management: Preparation of RFPs and carrying outbid analysis and properly advising the procurement committee, Supplier Relationship Management: Maintenance of close and strong working relationships and negotiations of best deals for my employer through Joint Business Plans (JBPs), Category Management: provision of trade marketing support by liaising with key account managers on aspects of promotion, pricing, product placement, product assortment, merchandising, and branding Inventory management: Overseeing warehouse receipts (timely delivery of goods from suppliers), overseeing cycle counts, aiding in the coordination of record verification and stock reconciliation, managing stocks (EOQ), liaising with the warehouse manager in the order tracking and allocation of goods to the existing eighteen branches Data Management: Generation of sales and inventory data and further manipulation for analysis, maintenance of system supplier database, preparation of inventory consumption data for demand forecasting Financial Management: Achievement of volume and value targets, negotiation of best margins and offers
- Customer Surveys: carrying out periodic customer surveys to aid in measuring customer satisfaction and developing strategies to bridge gaps in customer offers
- Supplier Sourcing: Supplier sourcing and negotiation of favorable trading terms (Value for Money)
- Preparation of new suppliers’ presentations and supplier profile forms, ensuring goods that are listed in the company’s system are fit for use and consumption through sampling and inspection, and ensuring that the goods go through the due process of sampling and listing
- Supply Document Handling: Enforcing Information protection through proper handling and filing of the supplier documents such as the agreement documents, LPOs, and price change form Achievement: Successfully aided in stocking Uchumi, managing relationships with over 100 suppliers and more than 1,000 SKUs across three categories i.e
- Personal Care, FMCG, and CAPEX
- Spearheaded the development and launch of the Uchumi private labels in the FMCG Subcategory
- Initiated the creation of the Uchumi Personal Care supplier database, thus making it easier to manage suppliers as per the various supplier tiers based on supplier sales.
Education
Advanced Diploma - Procurement And Supply
Chartered Institute of Procurement And Supply, UK
NairobiDiploma -
Chartered Institute of Procurement And Supply, UK
201607.2016
Bachelor of Science - Purchasing And Supplies Management
Jomo Kenyatta University of Agriculture And Techno
Nairobi01.2015
Skills
- Pricing strategy
- Demand forecasting
- Cost Containment
- Commodity Strategies
- Supplier Relationship Management
- Supplier Contracts
- Negotiation expertise
- Strategic Sourcing
- Data Analytics
- Asset Management Performance
- Category Planning
- Problem-solving abilities
- Creative and Innovative
Accomplishments
• GMV growth on Tier 1 Accounts of over 50% quarter on quarter for key accounts such as CCBA, Unilever, Kapa and Menengai.
• Negotiation of over 13 JBPs with an overall GM impact of +2% on the FMCG category
• Delivered 5M+ in savings for FMCG consumers through price negotiations .
Affiliations
- Member of the Kenya Institute of Supplies Management (KISM)
- Member of the Chartered Institute of Procurement and Supplies (CIPS)
Certification
· Diploma in Procurement and Supply-Level 4, (Chartered Institute of Procurement and Supply, UK), (2016)
· International Computer Driving License Certificate, (ICDL South Africa), (2011)
Additional Information
REFEREES
Mr. Kenneth Karoki
Vice President – Supply Chain Copia Kenya
Cell No. 0727 866 057
Email: kkaroki@copiakenya.com
Group Head of Procurement KCB Bank Kenya
Cell No. 0722 202526
Email: fobondo@kcb.co.ke
Head of Logistics
Kapu Africa Limited Cell No. 0723 215312
Email: Cynthia@kapuafrica.com
Timeline
Senior Category Manager – FMCG (Fast Moving Consumer Goods)
Kapu Africa Limited
08.2023
Channel Development and Sales Manager – Retail Business, Kenya and Tanzania
Mega Life Sciences PLC
11.2021 - 07.2023
Category Manager; Kenya and Uganda
Goodlife Pharmacy Africa Ltd
12.2019 - 10.2021
Commercial Section Manager
Majid Al-Futtaim Hypermarkets Ltd (Carrefour)
05.2018 - 09.2019
Buyer in Foods Category and Non-Foods Category
Uchumi Supermarkets PLC
01.2015 - 04.2018
Advanced Diploma - Procurement And Supply
Chartered Institute of Procurement And Supply, UK
Diploma -
Chartered Institute of Procurement And Supply, UK
Bachelor of Science - Purchasing And Supplies Management
Jomo Kenyatta University of Agriculture And Techno
· Diploma in Procurement and Supply-Level 4, (Chartered Institute of Procurement and Supply, UK), (2016)
· International Computer Driving License Certificate, (ICDL South Africa), (2011)
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