Robert Okumu Odiwuor

Key Achievements

• Increased route capacity by 30% in the first 6 months of reporting.
• Reviewed and Reduced airport ground handling charges by 74% within 6 months.
• Transitioned from GSA to opening RwandAir sales office within 10 months. Saved an annual ORC of USD 59,760.
• Recruited, managed and developed a reliable sales team comprising of supervisor, front office ticketing, telesales, trade & corporates account managers. Developed a team that has shown the highest level of integrity, are passionate and ready to learn, highly committed and making RwandAir attract admiration in the industry.
• Best performing sales and surpassing targets in the whole company within 6 months of opening new office.
• Successful rebranding and repositioning of the company in 6 months period.
• Recruited offline GSA’s for Liberia, Sierra Leone, Capeverde and Guinea Conackry.

Key Achievements

• Revenue Performance: Surpassed Annual Target by 8% in Year 2018 - 2019.
• Market Share: - Gained Market share lead NBOKGL and maintained 70% average from August 2020 to January 2022.
• Pricing: - Recommended tactical price increases making NBO the only profitable station up to December 2019
• Trader's Sales blitz:- Maintained strong relationships with Trader Associations. Conducted sales visits blitz in downtown Nairobi winning traders travelling to China and Dubai to RwandAir
• RwandAir Holidays: - Proposed to Senior Management the creation of RwandAir holidays and was a team leader of the project implementation group
• New Product Development: - Introduced product targeting bank customers from the three largest financial institutions in Kenya i.e
• Equity Bank, KCB and Ecobank
• Exhibitions:- RwandAir continued to participate in UN Airlines open day and Magical Kenya Travel Expo annually

Role Purpose Statement

• Drive the sales and marketing plans for Nairobi and the counties in order to deliver the budgeted objectives
• Monitor and recommend pricing levels to maximize yield and revenue, Identify new sales opportunities and take steps to implement them for new revenue streams
• Provide general sales support to Senior Management team and external customers where required
• Key Accountabilities and Responsibilities
• Develop strategic and tactical marketing/sales plans for Nairobi and the counties to maximize premium revenue through optimization of commission programs, corporate contracting, special programs, and joint contracting
• Develop mutual benefitting relationships and maintaining contacts to penetrate government ministries, corporate clients, Schools/Colleges, Trader associations/forums, Travel agents (IATA & NON IATA), Religious communities, Holiday packages
• Liaise with Senior Management team, including liaison with revenue management, pricing, Marketing and local communications agencies, to recommend and implement changes to existing plans and operating budgets as per station requirements
• Manage the development of advertising and promotional campaigns to support products being offered within Kenya Region and support the different units within Kenya Sales and maintain a competitive edge
• Identify and develop ancillary revenue streams that complement RwandAir products to maximize revenue
• Achieving set sales targets in line with budget for profitability of the airline
• Responsible for all strategic, operational and administrative issues of the respective branch
• All people management activities of the branch also fall under this role

Key Achievements

• Revenue Performance: Achieved revenue growth of 24% above previous year for all points of sales combined
• Market Share: - Grew by 43%
• Gained Market share lead NBOKGL to date
• Pricing: - Recommended tactical price increases making NBO a profitable station for the financial year ending June 2016
• Government stakeholder's workshop: Invited Senior government officials for luncheon and held partnership discussions as well as RwandAir product presentation
• Partnership with Kenya Tourism Board and East Africa tourism Platform materialized with WB being airline of choice
• Trader's opinion leader's forums: - The Kenya China Traders Association and other trader communities (DXB, EBB, and LOS) have attended two progressive luncheons with RwandAir
• Additional early morning flights NBOEBB:- Proposed the addition of early morning flight and the popularity of the flight is ongoing competing effectively with KQ
• New Product Development:- Introduced product targeting Saccos ( Savings & Cooperative societies) for the business trips to Dubai and China
• Data bases:- Created data bases for corporates, travel agents and traders(Bulk SMS)
• Exhibitions:- RwandAir participated in UN Airlines open day and Magical Kenya Travel Expo for the very first time
• Backend Incentive:- Implemented backend incentive payments for the first time in RwandAir
• Hybrid Incentive Contracting:- Effective July 2016 implemented incentive contracts for 80 IATA travel agents and 15 top NON IATA agents
• Remote Ticketing Solution(RTS):- Implemented RTS roll out targeting NON IATA travel agents
• Travel Agents Award Ceremony :- Recognition event held for the very first time by RwandAir positioning the airline as a major industry player in the market
• Airbus Launch Event: - Media event held at the Nairobi International Airport to welcome the new RwandAir A330-200 aircraft
• Event featured in all TV stations prime time news and newspapers.

Purpose Statement

• Efficiently managing and coordinating pricing and sales related processes in designated markets in order to maximize Point of Sale (POS) revenue
• Key Accountabilities and Responsibilities
• Together with the Area/country and Sales Managers proposes and defends the pricing strategy for the region to the Pricing Managers in Revenue Management
• Prepares the winter and summer structural pricing proposals
• Co-ordinates the pricing process within the local organization together with NBO Revenue Management, both for structural and ad-hoc pricing
• Continuously monitors market developments and takes the appropriate action in order to maintain or grow the market share
• Coordinating pricing actions with local marketing for timely marketing support
• Responsible for local distribution of fares / promotions etc electronically (via email etc) or paper pamphlets ( where paper distribution applies)
• Revenue analysis for pricing programs, sub class developments, incorporate conclusions into follow-up pricing proposals
• Provides an accurate and timely POS forecast (together with Business Support), focusing on demand, yield and Local market trends
• Early and proactive signaling of changing trends, patterns, calendar of events and market circumstances
• Opportunity signaling towards sales regarding low-load flights and providing competitor analyses
• Professional and persuasive communication internally and with NBO Revenue Management

Key Achievements

• Global Partnership Contract: Identified Raptim Humanitarian Travel and negotiated annual contract worth KES 1.6 billion

Role Purpose Statement

• Selling and promoting KQ products and services to customers so as to generate maximum revenues and expand market share
• Key Accountabilities and Responsibilities
• Gathering and preparing clientele database for planning and identifying clients' needs
• Preparing visit work plan for clients for optimum utilization of time and resources
• Visiting, servicing and building relations to clients (Travel Agents, Corporate, Government etc) to maintain loyalty and optimize revenue
• Achieving set sales targets in line with budget for profitability of the airline
• Preparing, closing sales contracts and deals to key accounts to generate maximum revenue
• Promoting KQ products and services to create awareness and generate sales and revenue
• Gathering market intelligence to identify threats and opportunities so as to maintain a competitive edge and generate sales
• Preparing sales reports for management information and performance evaluation and monitoring

Key Achievements

• Brand Ambassador Award: Achieved my annual revenue target of KES 40.9 Billion and surpassed by 1% and earned cash reward of KES 489,797.11
• New Segment Development: Created policy framework for churches and signed up top 30 churches in Kenya earning the company KES 850 Million
• Safety Champion Award: Earned the Safety Champion of the Year Award 2014

Kenya

Role Purpose Statement

• Collecting information on traffic trends for all distribution route points and monitoring actual route/AOS performance against budget and suitably price routes, thus helping steer Sales towards attainment of targets and maximization

Key Accountabilities and Responsibilities

• Provide analytical input to the formulation of the Kenya Marketing and Strategy plan
• Compile and evaluate the performance of the various market channels and develop a profitable channel mix to ensure continuous yield improvement
• Design and analyze forward weekly and monthly reports in terms of actual performance, budget and competitive activities in all sectors
• Evaluate the impact of tactical (promotional) fares on yields and route contribution
• Set sales targets with the Passenger Sales Managers and Area Managers
• Derive and monitor route performance
• Build a database of competitor's market activities to accurately gauge their level of performance and focus our pricing, communication and advertising campaigns
• Manage the development of advertising and promotional campaigns to support products being offered within Kenya Region and support the different units within Kenya Sales and maintain a competitive edge
• Manage an activity calendar to include major events within Kenya Region, together with the advertising and promotional activity budget for Kenya Region
• Develops both strategic and tactical plans aimed at maximizing premium revenue through optimization of commission programs, corporate contracting, special programs, and joint contracting
• Collaborates with Field Sales in developing and implementing sales strategy for agency and corporate channels
• Works with Revenue Management and achieves speed to market in the implementation of performance improvement actions
• Analyzes program effectiveness, reports performance and prepares internal communications including ad hoc reports, executive summaries and formal presentations
• Reviews financial terms of contract proposals
• Improves business processes through analysis and field sales interaction

Key Achievements

• New Product Development: Proposed and helped develop the Msafiri Credit Card making Kenya Airways the only airline with a credit card at the time that earns passengers flying miles
• Brand Ambassador Award: Added the role of Sales Account Manager to my role as Pricing & Market Support Executive
• Surpassed my revenue targets and earned cash reward of KES 594,081.00

• Preparing bankers cheques
• Custodian of bankers cheque books
• Recording and maintaining vault records
• Custodian of current and savings accounts cheque books
• Reconciling of normal and bankers cheques
• Working as a bank cashier

• Segments profiled clients
• Develops strategies to enhance sales from prospects list
• Make contacts with individuals and corporate companies with large staff motor schemes and effectively promotes and sells Auto Assured Motoring cover
• Attend a minimum of 6 appointments per day and ensure contact by telephone of a minimum of 10 prospects
• Ensure sales volume growth is consistent with the overall sales targets for the Auto Assured Motoring cover
• Liaises with the back office operations to ensure swift service delivery of policy documentation, rescue services delivery , facilitation of claims and all other matters arising
• Maintains renewal retention rate of Seventy percent each month
• Collects industry statistics on market share and the penetration of the Auto Assured Motoring cover vis a vis competing covers
• Participates in designing and implementing promotional activities for the Auto Assured Policy
• Key Achievements
• Implemented successful road show in Nairobi
• Surpassed my revenue targets consistently.

• Stock taking on daily basis
• Overall supervision of transport department
• Quality control in the binding section of the printing process
• Key Achievements
• Introduced and implemented inventory management system using Microsoft access.

• Liaising with the financial accountant in the preparation of the Business plan
• Formulating sales targets in transport business,international and domestic tourism,hotel reservations
• Creating product for different market segments in the private car hire and public transport business lines
• Carrying out public relations function and promotion activities ensuring product service recognition
• Ensuring customer demand is met promptly with the required standards
• Carrying out market research and providing information to facilitate strategic business decision making
• Key Achievements
• Prepared the company business plan
• Created the Air Travel and Holidays department

• Monthly Sales Analysis in consumer sales section in relation to sales targets
• Client prospecting
• Daily monitoring of sales
• Providing customers with product prices on request
• Receiving customer orders and ensuring they are met promptly in liasion with customer service section
• Secondary processing of credit and debit notes