Paul Okuthe Amallah

• Coordinated logistics and inventory management for efficient supply chain operations.
• Managed distributor team, ensuring alignment with company goals in coastal region.
• Oversee order fulfillment processes, maintaining high service levels for clients.
• Supervised activities of workers engaged in receiving, storing, testing, and shipping products.
• Developed marketing strategies to expand customer base and drive revenue growth.
• Monitored sales trends and performance metrics for improvement opportunities.
• Analyzed sales data to inform strategic decision-making processes.
• Conducted regular meetings with the distributor team to review objectives and performance metrics.
• Recruited, hired, trained and managed a team of distributor sales representatives.
• Developed a comprehensive training program for distributor sales staff members.
• Analyzed sales data to identify trends in product demand and develop forecasts.
• Implemented and evolved high-impact strategies to target new business opportunities and new markets.
• Monitored competitor activities to stay abreast of industry developments.
• Assisted in developing budgets based on projected revenue goals.
• Prepared detailed reports on sales activity, customer feedback, and other key performance indicators.
• Maintained high level relationships with existing customers while developing new business opportunities.
• Achieved sales and margin targets consistently by effectively managing personal and group objectives.
• Worked closely with field sales team to achieve maximum profitability and deliver top-notch customer experiences.
• Coached, developed and motivated team to achieve revenue goals.
• Built sales forecasts and schedules to reflect desired productivity targets.

Duties:

Sales and Business Development

• Own and deploy targets, business plans, and initiatives deployed from top management.
• Driving and meeting the required sales fundamentals, monthly, quarterly priorities, coverage, and perfect store and sales.
• To drive the management objective of the company and lead it toward profitability by executing strategies rolled out.
• To lead weekly sales reviews on sales initiatives, priorities versus the targets provided, and to provide action plans for individual customers and sales representatives.
• To prepare and avail periodic sales performance, progress, and plans to management.
• Ensure the development of close relationships with key customers, including regional key account staff, priority (emerging chain) staff, distributors, and other stakeholders relevant to the success of the business.

Operational

• Responsible for the development and management of the sales team to equip and build capacity for the day to day running of the business Operations.
• Help in selection, recruiting and training of the sales force in the region in coordination with the HR Office.
• Selection and installation of sub distributors in the region, and to ensure there is sales distribution with clear established territories.
• To drive goodwill in all customers by visiting and collecting feedback, resolve issues that arise and maintain good relations between the customers and Hasbah Operational team.
• Ensure through the sales team that all receivables are done within the stipulated time and all collections to be done in full
• To ensure that the region doesn’t have any OOS and there is all SKUs (all new listings) availability in trade and in the branch depot
• Allocate equal time across all principals to ensure adequate coverage and visibility on all products

Financial

• Ensure all pending payments are settled by the customers before closing the month, through continuous follow-ups within the month
• Responsible for ensuring all customers pay as per the terms, by collecting cheques in good time and verifying the dates are within the agreed period
• Responsible for ensuring all accounts on credit block are unblocked by addressing issues like less payment and bounced cheques
• Responsible for following up with the accounts department on any pending claims e.g., Credit notes on returned goods or extra discounts

Reporting

• Responsible for Sharing and presenting weekly, Monthly and Quarterly reports for the region i.e., forecast at the beginning of the month and close out report to analyze what transpired throughout the month

Key Performance Indicators (KPI) Measured Monthly

1. Sales volume vs. target: 90%.

2. Coverage and call productivity: 100%.

3. Golden points and golden stores versus targets > 85%.

4. Initiative performance vs. targets: 100%.

5. Route compliance: 100%.

Key Achievements.

With a business turnover of $1.1 million a month, I was directly in charge of about 60 sales team members: pre-sellers, team leaders, van representatives, and merchandisers.

• I deployed individual targets, and with rigorous tracking, we increased active coverage from 4,237 to 4,588 in 6 months. We also increased our SKU distribution from 57% to 81% over the same period.
• Introducing team review meetings purposefully to gather trade feedback, sales insights, and training for the team. This helped in equipping and empowering the team with the right knowledge, and in handling their trade objections.
• Introduced quarterly sales review meetings with our key accounts, and this gradually helped us create better rapport and a deeper relationship with the customers.
• Developed a monthly priority tracker that captures monthly initiatives and is updated every COB, showing the reps' performance against each priority. This reminded the team about everyday achievements and identifying their daily balance.
• Amid tough economic times, other than the P&G business portfolio, the rest of the business lineup recorded significant growth of 31% for the branch FY 2023/2024 versus the previous year.
• I built a strong team, equipped with better business analysis skills, and understanding. This has built team confidence, and helped in handling many objections in trade, and creating a stronger relationship with our customers.
• I built strong bonds and relationships with my key customers and distributors across the region, who contribute to more than 60% of my business.
• Developed a deeper knowledge and understanding of the region, and the customers spread across Modern Trade, General Trade, Institutions, HORECA, and Liquor segments.
• Directed regional sales initiatives to meet or exceed 90% performance targets across key metrics.
• Formulated promotional strategies that strengthened business relationships with existing clients.
• Fostered collaboration with product development to tailor offerings for the region.
• Developed desired strategies and plans for regional sales growth.
• Generated reports on weekly, monthly, quarterly basis detailing regional sales metrics such as revenue goals achieved or missed targets.
• Established relationships with key accounts in the region through personal visits and phone calls.
• Managed relationships with key clients to ensure satisfaction and loyalty.
• Met regional sales objectives by developing and implementing promotion strategies, coordinating sales team and servicing key accounts to fortify business relationships.
• Held weekly meetings with each representative to talk one-on-one, resolve issues and provide tailored training.
• Created and maintained sales environment to support business objectives.
• Supervised sales strategy, training, team structure, and communication of regional sales program.
• Resolved customer inquiries promptly as well as escalated issues when necessary.
• Recruited, trained, coached, mentored, and evaluated a team of regional sales representatives.
• Partnered closely with marketing team to ensure successful execution of promotional campaigns in the region.
• Established ambitious goals for employees to promote achievement and surpass business targets.
• Built sales forecasts and schedules to reflect desired productivity targets.
• Executed effective training programs for junior staff, enhancing overall team performance.
• Monitored competitor pricing trends to adjust strategies accordingly and maintain competitive edge.
• Prepared periodic performance reports to inform management decision-making processes.
• Oversaw recruitment and training of sales force, building a robust operational framework.
• Strengthened customer relations by resolving inquiries promptly and collecting feedback.

• I led with excellence the presentation of the negotiation process and Signage of JBPs with Quickmart Account on behalf of Hasbah, with a 15% budget save and 35% growth Plan.
• With all the challenges that came with Covid-19, I have won 2 times the Competitive and Elite Arafat’s Club trophy for delivering month on month targets for 6 months in a raw.
• Flawlessly led the JBP Implementation process across all Quickmart outlets with over 90% delivery, right share of shelves and extra visibilities reached.
• Facilitated, owned and conducted every quarter business review with excellence, pointing out areas of growth opportunities and subsequent action plans needed.
• Led trade activity and initiative discussions with the retailer. Taking the lead in the deployment phase. Follow-ups and post-promotion analysis for the same.
• I had the greatest contribution of the account steering a growth of over 35% since takeover from a lean 5%. Delivered $5 million in 2021, from $3.5 million in 2020, which was a 42% growth.
• I consistently, efficiently and timely analyzed and compiled sales and marketing data and sharing the reports that would in turn steer the growth strategy.
• Conducted regular business reviews to assess client satisfaction and needs.
• Analyzed market trends, customer feedback, pricing strategies, to recommend changes in product offerings and category rationalization..

• Company Overview: (Sole distributor for Proctor and Gamble Kenya)
• Lead and Manage Tier 1 Key Account Retailer.
• Act as the company Liaison between Hasbah/P&G and Tuskys.
• Respond to all Tuskys queries and concerns on behalf of Hasbah/P&G and maintain a long-lasting business relationship among the 3 companies.
• Lead JBPs negotiations and signage with my Key Account Retailer (Tuskys).
• Undertake monthly/quarterly/Annual Business Reviews with the Customer (Tuskys).
• Draw Budget costing, design and run the annual activity calendar.
• Joint score card with customer to measure all Key Performance Indicators (KPIs) throughout the year.
• Effective and prompt communication and execution of brand and customer marketing plans to achieve mutual growth.
• Timely resolution of customer and consumer complaints.
• New Product Development Plan in the Account.
• Lead, Manage and Train Merchandising Team.
• Monitor each of the account’s category and overall growth through analysis of retailers’ sales out data versus competition, in-depth analysis of primary versus Secondary sales growth over time.
• (Sole distributor for Proctor and Gamble Kenya)
• Key Achievements: Devised, deployed and monitored strategies to boost long term business success and increase profit level by 15% before the account closed.

• Company Overview: (Sole distributor for Proctor and Gamble Kenya)
• Lead Tier 2 Key Accounts Strategy through Joint Business Plan (JBP) Execution and delivery of Key Accounts Budget.
• JBPs signage with all Tier 2 Key Accounts, monthly/quarterly/Annual Reviews done.
• Budget costing, design and run the annual activity calendar.
• Joint score card with customer to measure all Key Performance Indicators (KPIs) throughout the year.
• Effective and timely communication and execution of brand and customer marketing plans to achieve mutual growth.
• Timely resolution of customer and consumer complaints.
• New Product Development.
• Manage Merchandising Team handling the Accounts.
• Monitor each of the account’s growth through analysis of retailers’ sales out data vis-a-vis competition.
• (Sole distributor for Proctor and Gamble Kenya)
• Key Achievements: Lead with excellence the negotiation processes and Signage of JBPs with all Tier 2 Accounts on behalf of Hasbah, with a 20% budget save and 15% growth Plan.

• Company Overview: (Sole distributor for P&G Kenya)
• Manage and keep on track three sub distributors’ accounts.
• Managing the Sub Distributors' businesses and designing what's good for the growth of their businesses.
• Working closely with Sub-D owners in drawing major plans for the businesses in cooperation with Hasbah Mission and Vision.
• Leading the sales team for the Sub-distributors and rewarding/guiding their sales activities in line with our KPIs.
• Compiling the Sub-D reports and drawing analysis needed for the next strategy.
• (Sole distributor for P&G Kenya)
• Key Achievements: Played integral role in ensuring Sub-D grew from $ 0.48m a year to $ 0.84m a year for the 3 accounts I managed.

• Company Overview: (Sole distributor for P&G Kenya)
• Leader of Nairobi Van sales representatives.
• Acting as the liaison link between the Van sales representatives and the management.
• Deployment and tracking of monthly priorities, activities together with the sales fundamentals; DPSMV (Distribution, Pricing, Shelving, Merchandising and Volume).
• Developing routes and creating an itinerary for the vans.
• Forecasting van sales volume and the strategies to grow the volume.
• Leading, training, coaching and empowering the capacity of the Van sales team.
• Tracking and supervising their sales activities in line with the required KPIs.
• Compiling Van sales reports and drawing analysis needed for growth.
• (Sole distributor for P&G Kenya)
• Key Achievements: Delivered volume target in several months for the period I held the position.

• Company Overview: (Sole distributor for P&G Kenya)
• Manage and keep on truck van sale activities, such as time management, Reporting trade activities and Trucking and giving feedback on initiative performance.
• Enhancing point of market entry (POME) SKUs into the market thus increasing distribution.
• Observing closely the route plan so that no customer is left unattended and recruiting new customers on the route.
• Following and trucking closely on volume and target performance.
• (Sole distributor for P&G Kenya)

• Monitoring and evaluating the then ongoing and completed KEWASCO projects such as the constructions of various water reservoirs in different parts of Kericho County and assessing their outputs, outcomes and short-term impacts to the residents and compiling reports on the same.
• Writing project progress reports, proposals to the donor agencies.
• Conducting post environmental impact assessments for various projects.
• Formulating project log-frames for various projects in consultation with the GIZ officers to the company.
• Visiting sites to assess progress and compiling progress reports.
• Worked with the consultant in drawing sewer-lines, surveying and mapping areas through which the line was to pass.
• Appraisal of projects on cost-benefit analysis.