MANDELA JAMES OPONDO
Sales Development Representative-EMEA
Nairobi, Nairobi Province,30
Summary
Dynamic and results-driven sales professional with over 10 years of experience in exceeding sales targets, developing client relationships, and driving business growth. Adept at identifying new business opportunities, executing effective sales strategies, and leveraging CRM systems to optimize performance.
Overview
13
13
years of professional experience
7
7
years of post-secondary education
Work History
Sales Development Representative
Glue Up
EMEA
08.2023 - Current
- Qualified leads from marketing campaigns, events, and self-sourced channels as sales opportunities
- Managed 80 cold calls per day from customers
- Presented company offerings to prospective clients, building long-term trusting relationships
- Proactively sought new business opportunities in the market
- Scheduled meetings or calls between prospective clients and Account Executives
- Reported weekly sales results to the Sales Manager
- Utilized HubSpot CRM for reporting and tracking customer interactions
- Increased sales leads by implementing targeted outreach strategies and personalized followups.
- Streamlined lead management process by utilizing CRM software to track interactions and maintain organized customer information.
- Built and managed accurate sales pipeline to maintain high volume of activity.
- Generated detailed reports on sales activity, pipeline progression, and account updates for senior leadership review during weekly meetings.
Sales Executive
All in One Software Company
01.2022 - 07.2023
- Company Overview: (East Africa)
- Managed prospecting, pipeline management, and consistently exceeded sales quotas
- Developed and executed territory and account sales plans
- Conducted product demonstrations and provided universal support to prospective customers
- Implemented a land-and-expand sales strategy with a focus on enterprise sales
- Utilized Sort and Veeva CRM systems for reporting and tracking customer interactions
- (East Africa)
Medical Sales Representative
Bayer East Africa Limited
Kenya, Embu District
07.2015 - 12.2020
- Promoted Bayer healthcare products to healthcare professionals/providers
- Achieved sales volumes and value targets in assigned territory
- Developed territory insights to guide decision-making and customer targeting
- Presented at CME, Congresses, and medical summits about the efficacy of Bayer’s drugs
- Built strategic partnerships with key distributors to enhance sales and market share
- Provided market trends and competitor analysis to business unit heads
- Identified and pursued new business opportunities in the territory
- Ensured compliance with promotional activities and Bayer healthcare standards
- Utilized multiple data sources to analyze territory performance and identify trends
- Applied the PFI selling approach to uncover opportunities and close sales
- Ensured customer satisfaction by promptly addressing customer requests
- Implemented successful marketing strategies for new product launches, resulting in high adoption rates among healthcare providers.
- Optimized territory management by regularly analyzing sales data and adjusting strategies accordingly, maximizing efficiency.
- Expanded market share by proactively prospecting new clients through targeted cold calls, emails, and in-person meetings.
- Facilitated upselling by cultivating productive relationships with clients, doctors' office staff and clinical center personnel.
- Provided exceptional customer service by addressing concerns promptly and offering tailored solutions, fostering customer loyalty.
Medical Sales Representative
Acino- Switzerland Ltd
Mombasa, Mombasa District
06.2014 - 06.2015
- Detailed and sold products to specialists, supportive care staff, and hospitals
- Conducted sales tracking and individual customer potential analysis
- Managed customer relationships and identified key opinion leaders
- Presented products to healthcare professionals across various institutions
- Boosted sales performance through effective negotiation skills, customizing pricing plans according to client budgets while maintaining profitability.
Senior Medical Sales Representative
Novartis Pharma
Tanzania
06.2013 - 05.2014
- Company Overview: Malaria Access initiative Program
- Organized meetings and presentations to introduce new products to medical institutions
- Provided necessary marketing materials, merchandise, and tools for the sales team
- Planned and directed sales representative training and performance evaluation
- Led product launches and market research to develop innovative business generation methods
- Supported the recruitment and training of medical representatives
- Analyzed market developments and adapted strategies accordingly
- Malaria Access initiative Program
- Streamlined internal processes for order management, reducing delivery times while increasing overall efficiency within the organization.
- Expanded territory coverage through consistent prospecting efforts, resulting in increased sales opportunities.
- Continuously updated market intelligence data, identifying industry trends and competitor activities to stay ahead of the curve.
Retail Diabetes Specialist
Novo Nordisk A/s Ltd
01.2012 - 05.2013
- Promoted diabetes products to hospitals, pharmacies, and distributors
- Managed stock levels and developed strategies for stock liquidation
- Trained pharmacy attendants on using Novo pens for insulin administration
- Provided timely monthly reports to the supervisor
Education
Master of Science - Data Science
KCA University
Nairobi, Nairobi Province, Kenya 01.2025 - Current
Bachelor of Science - Biochemistry [Medical Option]
University of Nairobi
Nairobi, 30 10.2007 - 12.2011
Kenya Certificate of Secondary Education -
Maranda Boys High School
Siaya, 38 01.2002 - 01.2005
Skills
HubSpot
Veeva
Sort
Zoho
Microsoft Word
PowerPoint
Excel
Campaign Management
Analytics
CRM management
Cold calling
Customer relationship building
Personal Information
- Gender: Male
- Nationality: Kenyan
- Marital Status: Married
Additional Information section
Member, Kenya Pharmacy and Poisons Board, Member, Chartered Institute of Marketing, Training in Customer Success Services, Patient Focused Interactions, Compliance, Data Privacy, and more (Bayer East Africa & All in One Software East Africa), HubSpot, Veeva, Sort, Zoho, Microsoft Word, PowerPoint, Excel, Campaign Management, Analytics, Excellent, Excellent, Excellent, Excellent, Excellent, Excellent, Excellent, Excellent, Excellent, 2 weeks’ notice
Timeline
Master of Science - Data Science
KCA University
01.2025 - Current
Sales Development Representative
Glue Up
08.2023 - Current
Sales Executive
All in One Software Company
01.2022 - 07.2023
Medical Sales Representative
Bayer East Africa Limited
07.2015 - 12.2020
Medical Sales Representative
Acino- Switzerland Ltd
06.2014 - 06.2015
Senior Medical Sales Representative
Novartis Pharma
06.2013 - 05.2014
Retail Diabetes Specialist
Novo Nordisk A/s Ltd
01.2012 - 05.2013
Bachelor of Science - Biochemistry [Medical Option]
University of Nairobi
10.2007 - 12.2011
Kenya Certificate of Secondary Education -
Maranda Boys High School
01.2002 - 01.2005