Steve Odwesso
Sales Management
Nairobi
Summary
A passionate car enthusiast & seasoned salesman with years of experience with automotive multinationals, currently involved in business development, key accounts, relationship & sales management in the automotive industry in the East African region.
Overview
15
15
years of professional experience
Work History
Country Sales Manager (Kenya, Rwanda & Burundi)
Bosch
01.2021 - 12.2024
- Company Overview: Robert Bosch East Africa
- Formulated and implemented the sales strategies for assigned countries as per specific country's needs and realities
- Met and exceeded annual sales goals for Kenya(50%), Rwanda(100%) and Burundi(100%) by selling full range of Bosch automotive products and solutions in the assigned region
- Drew and managed the administrative, marketing and travel budget for the assigned countries
- Significantly extended the existing strategic relationship with customers & prospects, set up and maintained annual key sales plan with concrete SWOT analysis, win strategy and SOE plan
- Drove and managed the entire sales cycle - from qualifying a potential customer and building a a competitive value proposition to negotiating and closing
- Kept a watch on the credit limits and ensuring collection targets are met
- Provided leadership to a cross-functional sales team(pre-sales, sales, product team and logistics departments in Bosch)
- Owned the territory by managing, controlling and supervising the countries - becoming the main point of contact for clients
- Travelled frequently in East Africa to meet customers and also potentials
- Trusted advisor with deep knowledge of products, solutions and applications
- Implemented cross-selling initiatives, increasing average transaction values across existing customer base.
- Communicated and coordinated with Product Specialist, Technical Trainers, Country Sales Managers & Regional Director to deliver value and results to customers
- Analyzed market trends and competitor activity, adjusting sales tactics accordingly to maintain a competitive edge
Business Development Manager
Bosch
06.2019 - 12.2020
- Company Overview: Robert Bosch East Africa
- Targeted the set of key accounts and create a pipeline of qualified opportunities in conjunction with key stakeholders
- Continuously refined target set of accounts database based on the customer buying behaviour, external competition and the internal capabilities in the East African territory
- Followed up potential customers, leads or other sales opportunities with the aim expanding our portfolio in the countries the conditions allow
- Leveraged the organisation's capabilities and mapping the key people in the prospect organisation with the right people internally
- Ensured compliance in the sales processes and reporting periodically to the Regional Head/Director
- Maintained ongoing and productive relationship with clients especially where the potential for business is high
- Ensured collection and revenue targets are met
- Managed local alliances and sales partnerships with aim of sourcing business through
- Developed customized solutions for clients based on a deep understanding of their unique pain points, delivering exceptional value and driving repeat business
Key Account Executive
Toyota Kenya Limited
08.2015 - 12.2018
- Formulated the department's marketing plans as well as oversaw all its marketing activities
- Developed new accounts and grew the lease customers' portfolio
- Managed customer relationships by acting as the aftersales interface between Toyota Kenya and corporate customers
- Generated ideas for improved customer experience under the Kaizen(continuous improvement) pillar
- Coordinated maintenance of corporate fleet customers' vehicles with all Toyota Kenya branches, dealers and authorised service centres nationwide
- Guided customers in determining lease parameters
- Kept accurate and serialized records of all lease maintenance quotes
- Tracked outright purchase & lease orders on sales process board
- Proactively tracked confirmed sales on process board against maintenance quotes issued
- Advised finance to invoice customers or pay suppliers after verification and confirmation of the figures
- Proactively monitored internal lease account postings for variances
- Followed up on lessor's maintenance receivables
- Regularly updated finance on changes in lease structures
- Coordinated insurance claims for lease units under my management
- Advised lessors and the management when lessees flout the service and maintenance agreement
- Monitored fleet and advised lessee and lessor on vehicle mileage, use and/or abuse as well as accidents and incidents
Product Marketing Intern
Maserati
08.2014 - 01.2015
- Was part product development and product benchmarking team
- Researched on competition and provided competitiveness analysis
- Developed product grids for Africa dealerships in South Africa, Morocco & Egypt
- Contributed to pricing and volume estimations
- Assisted with organisation and coordination of motor shows
- Tasked with sales network training presentations
- Vetted company website & other communication and promotional tools
- Carried out new content & equipment business case assessment
- Provided thorough insights into mid-cycle action & new version/new market launches by way of research
Advertising Business Executive
Nation Media Group
03.2010 - 08.2013
- Sourced and tied up new advertising clients
- Developed and sold creative advertising supplements to new & existing customers
- Booked and reserved guaranteed advertising space for clients
- Provided regular and reliable support to advertisers ensuring brand loyalty
- Played a key role in collection of payments/debts from billed customers
- Regularly updated the Business Manager & Commercial Manager with regular sales reports
- Formulated and executed monthly sales & action plans
Education
Master of Business Administration -
Bologna Business School, University of Bologna
06-2014
Postgraduate Diploma - Marketing
Marketing Society of Kenya
12-2010
Bachelor of Science - Mathematics
University of Nairobi
12-2008
Skills
- Sales management
- New business development
- Account management
- Automotive knowledge (commercial & technical)
- Budgeting & forecasting
- Communication & public relations
- Marketing communications & business planning and strategy
- Market research & competition analysis
- Product development
- Presentation & report writing
Personal Information
Nationality: Kenyan
Timeline
Country Sales Manager (Kenya, Rwanda & Burundi)
Bosch
01.2021 - 12.2024
Business Development Manager
Bosch
06.2019 - 12.2020
Key Account Executive
Toyota Kenya Limited
08.2015 - 12.2018
Product Marketing Intern
Maserati
08.2014 - 01.2015
Advertising Business Executive
Nation Media Group
03.2010 - 08.2013
Master of Business Administration -
Bologna Business School, University of Bologna
Postgraduate Diploma - Marketing
Marketing Society of Kenya
Bachelor of Science - Mathematics
University of Nairobi
Additional Information
Married with a child(daughter).
Languages
English
Bilingual or Proficient (C2)
Swahili
Bilingual or Proficient (C2)
Italian
Intermediate (B1)
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