Hi, I’m
LAWRENCE MUTUNGA
Digital Commerce Leader
Nairobi
Summary
Q-Commerce and Digital Commerce operator with 5+ years of hands-on experience scaling eGrocery and quick-commerce channels across Sub-Saharan Africa — Kenya, Uganda, Nigeria, and Ghana. Career built at Glovo, one of Africa's leading digital commerce platforms, leading category strategy, digital shelf optimisation, pricing architecture, and promotional investment across fast-moving consumer goods verticals. Proven ability to translate consumer and partner data into measurable commercial outcomes: conversion growth, basket expansion, and sustainable order volume. Deep SSA market knowledge, cross-functional leadership experience, and a track record of building capability in fast-paced, technology-driven environments. Actively developing toward a senior commercial leadership role in digital FMCG and consumer healthcare.
Overview
6
years of professional experience
Work History
Glovo Dark Store / MFCNairobi
Category Management Analyst — QCommerce
08.2025 - Current
Job overview
- Owned end-to-end digital category strategy for a micro-fulfillment centre serving rapid eGrocery delivery — spanning assortment, pricing, promotions, digital shelf, and customer growth
- Grew conversion rate from 24% to 35% through category architecture optimisation, product placement strategy, catalog quality improvements, and add-to-cart rate analysis
- Developed and maintained a competitive pricing framework benchmarked against 4 key market rivals; achieved and held a KVI (Key Value Index) of 0.99 — securing price-perception leadership on high-frequency consumer goods without eroding category margin
- Repositioned the store from a convenience top-up channel to a full-basket destination; drove units per order from 5.0 to 6.5 and AOV from €10 to €13 over 6 months through assortment expansion, cross-category bundling, and basket-building promotions
- Designed promotional investment framework with a minimum 3.5× promo ROI gate; executed campaigns translating to 12,800 monthly orders and sustained double-digit order growth
- Led customer retention analytics — purchase-cycle segmentation, churn identification, and re-engagement campaign design — alongside new customer acquisition strategies tied to category expansion
- Collaborated with supply chain and partner operations teams to maintain product availability, reduce OOS-driven cancellations, and align fulfilment readiness with promotional calendars
- Monitored digital shelf performance via Looker dashboards: availability, pricing integrity, content quality, and conversion — surfacing weekly insights to commercial and ops leadership
- Interacted with internal customers to understand business needs and translate into requirements and project scope.
- Gathered, documented, and modeled data to assess business trends.
- Produced detailed and relevant reports for use in making business decisions.
- Compiled research data and gave professional presentations highlighting finds and recommended optimizations.
- Participated in team projects, demonstrating an ability to work collaboratively and effectively.
- Worked effectively in fast-paced environments.
- Gained extensive knowledge in data entry, analysis and reporting.
- Developed strong organizational and communication skills through coursework and volunteer activities.
- Assisted with day-to-day operations, working efficiently and productively with all team members.
- Evaluated current processes to develop improvement plans.
EOS
Senior Team Leader — Category & Partner Onboading
01.2025 - 08.2025
Job overview
- Set clear team goals and delegated tasks and set deadlines.
- Discovered training needs and provided coaching.
- Produced weekly, daily and monthly activity reports and forecasts.
- Set up and calibrated machinery to meet specific production requirements.
- Demonstrated knowledge of company mission and goals and mentored employees in reaching objectives aligned with company core values.
- Conducted team member meetings and updated members on best practices and continuing expectations.
- Developed strategies to promote team member adherence to company regulations and performance goals.
- Led weekly and monthly performance tracking across 3 SSA markets; chaired divisional leadership team discussions, surfacing opportunity areas and driving corrective action on agreed targets
- Drove platform-wide conversion rate to 45.6% (7% uplift across 4 markets) — by diagnosing execution gaps, enforcing quality standards, and coordinating multi-team interventions at pace
- Managed budget and resource allocation across regional team operations; optimised headcount deployment against productivity KPIs
- Led adoption of Dexter (MDM AI tool) across the region — managed change, ran training programs, and tracked productivity uplift post-deployment
- Reduced partner onboarding time from 7 to 5 days; lifted partner satisfaction to 4.5/5 through SOP redesign and agent capability building
- Mentored 4 country team leads across SSA; standardised reporting cadences and embedded accountability culture across markets
EOS
Team Leader — Category & Partner Growth
08.2021 - 08.2025
Job overview
- Cross-functional execution across eGrocery, restaurant, and FMCG verticals | Kenya, Uganda, Nigeria, Ghana
- Led category creation, digital shelf optimisation, and product placement for major grocery chains: Naivas, Carrefour, Chandarana, Fairway, Melcom — increasing product conversion rate by 15% and reducing cancellations from pricing and OOS issues
- Managed promotional campaign execution across partner ecosystem — strategically placing FMCG and grocery partners into promotional categories, contributing to 15% order volume growth
- Led Brand Ads project in collaboration with marketing and commercial teams: increased in-app visibility and conversion for Coca-Cola, Reckitt, and other major FMCG brands
- Built and maintained senior-level partner relationships across grocery and FMCG accounts; conducted partner visits, performance reviews, and retraining programs to drive operational and commercial improvement
- Produced weekly KPI dashboards for General Managers and department heads across 4 markets; integrated insights across commercial, Q-Commerce, and marketing functions for coordinated campaign execution
- Contributed to a 20% improvement in partner and user satisfaction through quality control frameworks and structured feedback loops
- Assisted in recruitment to build team of top performers.
- Established open and professional relationships with team members to achieve quick resolutions for various issues.
- Successfully managed budgets and allocated resources to maximize productivity and profitability.
- Leveraged data and analytics to make informed decisions and drive business improvements.
- Improved staffing during busy periods by creating employee schedules and monitoring call-outs.
- Streamlined and monitored quality programs to alleviate overdue compliance activities.
- Used industry expertise, customer service skills and analytical nature to resolve customer concerns and promote loyalty.
- Assisted in organizing and overseeing assignments to drive operational excellence.
- Evaluated employee performance and conveyed constructive feedback to improve skills.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Set aggressive targets for employees to drive company success and strengthen motivation.
- Defined clear targets and objectives and communicated to other team members.
- Maintained positive customer relations by addressing problems head-on and implementing successful corrective actions.
- Controlled resources and assets for department activities to comply with industry standards and government regulations.
- Established team priorities, maintained schedules and monitored performance.
- Spoke with peers to verify task completion, meeting tight deadlines, and schedules.
- Provided outstanding service to all individuals, promoting effective, and lasting business relationships.
- Collaborated with colleagues and support staff to maximize team efficiency.
- Networked with other professionals and organizations to expand contacts and opportunities.
- Monitored partner performance and provided feedback on areas of improvement.
- Developed and implemented strategies to enhance partner relations.
- Stayed informed on industry developments and market trends to gain competitive advantage.
EOS
CT Ops Agent — East & West Africa
02.2021 - 08.2021
Job overview
- Optimized digital product categories and listings for grocery chain stores across 4 SSA markets; maintained pricing accuracy and stock availability to protect conversion rates
- Facilitated digital store creation for KFC, Domino's, and Carrefour — ensuring seamless category structure and user experience
Timas Restaurant
Manager
01.2020 - 09.2020
Job overview
- Managed inventory, supplier relationships, customer experience, and P&L — achieved 39% revenue growth and 90% improvement in customer retention
Education
USIU-Africa
MBA from Strategic Management & Finance
University Overview
Moi University
BSc from Business Management — Maritime Management
University Overview
KCA University
CPA Section 2
01.2023
University Overview
McKinsey Forward Program
University Overview
Skills
- Digital Commerce Strategy
- EGrocery / Q-Commerce
- Category Management
- Pricing Architecture
- Promotional ROI
- Digital Shelf Excellence
- Conversion Optimisation
- Basket / AOV Growth
- SSA Market Knowledge
- Partner / JBP Management
- Retail Analytics
- Cross-functional Leadership
- SQL
- Looker
- Salesforce CRM
- Jira
- Promobot
- AI Tool Integration
Websites
Languages
Fluent in English
Fluent in Swahili
Relocation
Relocation
Open to relocation discussionsMarket Coverage
Market Coverage
SSA market coverage across 4 countriesPersonal Information
Personal Information
Availability: Open to relocation discussionsTimeline
Category Management Analyst — QCommerce
Glovo Dark Store / MFC
08.2025 - Current
Senior Team Leader — Category & Partner Onboading
EOS
01.2025 - 08.2025
Team Leader — Category & Partner Growth
EOS
08.2021 - 08.2025
CT Ops Agent — East & West Africa
EOS
02.2021 - 08.2021
Manager
Timas Restaurant
01.2020 - 09.2020
USIU-Africa
MBA from Strategic Management & Finance
Moi University
BSc from Business Management — Maritime Management
KCA University
CPA Section 2
McKinsey Forward Program