Summary
Overview
Work History
Education
Skills
Affiliations
Accomplishments
Timeline
Generic
SUSAN NJERI KIARIE

SUSAN NJERI KIARIE

Strategic Business Leader
NBI

Summary

  • Insightful Manager with experience directing and improving operations through effective employee motivational strategies and strong policy enforcement. Proficient in best practices, market trends and regulatory requirements of industry operations. Talented leader with analytical approach to business planning and day-to-day problem-solving.
  • I am a diligent trainer and mentor with exceptional management abilities and results-driven approach. I partner with coworkers and team mates to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.

Overview

16
16
years of professional experience
7
7
years of post-secondary education

Work History

Country Manager

ecoligo GmbH
07.2021 - Current
  • Expanding the project pipeline of ecoligo and bringing projects in East Africa to contract signature
  • Successfully negotiating and closure of solar leasing and solar PPA contracts with commercial & industrial clients in East Africa
  • Gathered information on competitor activities and market trends to enhance strategic decision-making.
  • Controlled costs and optimized spending via restructuring of budgets for labor, capital assets, inventory purchasing and technology upgrades.
  • Reduced process bottlenecks by training and coaching employees on practices, procedures and performance strategies.
  • Prepared annual budgets with controls to prevent overages.
  • Maintained professional, organized and safe environment for employees and patrons.
  • Verified appropriately priced products and services to secure competitive advantage and desired returns.
  • Day to day management, coaching and supervision of East African sales team of currently four people
  • Management of opportunities including the generation of financial proposal, offer documents, presentation in front of customers and answering customer questions
  • Day to day representation of ecoligo towards potential/existing partners and clients
  • Development and management of long-term partnerships with EPC and project developer partners in Africa
  • Overseeing and approval of financial proposals for solar PV clients
  • Supervising the organizing of sales trips and events within the East African region
  • Management of CRM system and reporting of all country activities to the leadership management
  • Responsible for growth and expansion into nearby markets in Eastern Africa - successfully opened and setup a branch office in Kampala Uganda
  • Responsibility and accountability of all HR, admin and legal work in East Africa

Head Sales/Deputy Managing Director

Sagemcom Kenya Ltd
03.2018 - 06.2021
  • Led change and transformation across business areas to deliver benefits and align company resources.
  • Defined the Business Development Strategy and Sales Strategy of the Company
  • Assessed performance management structures and implemented enhancements to improve frameworks and strengthen results.
  • Business Development, Sales & Marketing and Project management activities, bids, tenders and overall communication with telecom and energy vendors and operators in the Sub - Saharan Africa Region
  • Achieved set company targets: Sales, Operations, Margin, Working Capital, Turn Over, Receivable payments, expenses control
  • Defined the Operations teams necessary for the Company’s contracts performance and establish the reporting scheme of the teams to check that the Contracts performance are being in line with the Company’s obligations and with the set turn-over and margin forecasts
  • Monitored sales forecasts and projected financial planning for organization to achieve revenue goals.
  • Implemented process improvement to shape organizational culture, optimize procedures for higher efficiency and help company evolve and grow.
  • Cultivated and strengthened lasting client relationships using strong issue resolution and dynamic communication skills.
  • Directed management meetings to enhance collaboration and maintain culture based on trust and group problem-solving.
  • Recruited the human resources needed by the Company under guidance by the Sagemcom Group policy, following Sagemcom Group rules for hiring, contracts, salary and HR policies
  • Foresaw branch expansion into various countries i.e Uganda, Tanzania and Zambia and opening up of new markets within the East African/Sub – Saharan region.

Principal Sales Specialist

Vodafone/Vodacom
10.2014 - 02.2018


  • Designed developed and executed a direct and indirect sales channel for M2M/IoT
  • Growth and support of both Vodacom Business Kenya and Safaricom IoT/M2M pipelines in Africa
  • Presented and drove Vodafone and Vodacom M2M solutions to potential customers through presentations
  • Identified and acquired M2M enterprise and partner customers in the Partner Market sales region by selling IoT connectivity, managed M2M connectivity and new M2M solutions (Global Connected Products and Local Connected Products) and increased M2M revenues by 80% significantly within east African region
  • Contract negotiations and execution
  • Analysed and built local IoT Eco System in the vertical industries including partners to stimulate and secure M2M business on Vodafone’s Global M2M Service and locally developed capabilities in East Africa
  • Identified and recruited channel partners across the region to deliver IoT solutions in the target markets
  • Developed interfaces for local and international IoT partners and defined strategies, processes, solution and alliances needed to win projects in-country and within the region


  • Key Achievement
  • Award of Excellence – Best IoT/M2M Sales Person of the year 2015, 2016 at the Vodacom Sales Conference in Suncity, South Africa (Won a trip for 2 for 7 days to tour the magical city of Marrakesh – Morocco)

Account Manager

Adrian Kenya Ltd
08.2012 - 09.2014
  • Sales & Marketing/Account Management activities – collaborated with all telecom operators and vendors (Huawei, ZTE, NSN, Ericsson & Alcatel Lucent, Safaricom, Airtel, MTN, Warid, Orange, LEO) on ongoing/upcoming Telecom projects and investigating on new business opportunities within the Sub-Saharan Africa region
  • Business Development, Marketing and Project management activities, bid pricing, tenders and overall communication with telecom vendors and operators in the Sub - Saharan Africa Region (Kenya, Uganda, Tanzania, Burundi, Zambia, Mozambique, Sudan, Ethiopia...Etc.)
  • Delivered engaging and polished presentations to build connections with potential customers and distinguish business from competitors.
  • Handled proposals, technical issues, Tender documents (RFI, RFP/RFQ), offers, Status and Performance reports, Negotiation, Evaluation, Contracts execution, Preparation meetings with customers & consultants
  • Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
  • Analyzed account details such as usage, sales data and client comments to enhance understanding of effectiveness and client needs.
  • Liaised with external customers and internal departments to provide and gather information enabling customer requirements to be met.
  • Addressed problems with accounting, billing and service delivery to maintain and enhance client satisfaction.
  • Set clear sales goals to identify activities and behaviors to advance sales process and close deals.
  • Researched emerging industry trends, applications and concepts to enhance products and services.
  • Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.

Commercial Manager

Mobiserve
11.2010 - 07.2012
  • Good experience in defining new projects, collecting market and subcontractor information, Sales Support Tasks, activities planning, cost control (manpower, material, sub-contractors), quality control, change management, progress reporting and project problem resolutions
  • Conducted market research and analysis to create detailed business plans on commercial opportunities, business development and expansion.
  • Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base.
  • Increased profit margins by effectively controlling budget and overhead and optimizing product turns.
  • Used key metrics and prepared reports for senior management to monitor performance of commercial activities.
  • Strengthened team and organization by recruiting and hiring 40 qualified employees.
  • Project Management on different activities of deployment within running projects i.eTelecom installation and engineering works/civil works, Project acceptances, Invoicing and payment follow up
  • Sub-contractors’ management, identification, technical and commercial analysis and evaluation on all partner sub-contractors
  • Account Management-Liaising with all telecom operators and vendors (Huawei, ZTE, NSN, Ericsson & AlcatelLucent, Safaricom, Airtel, MTN, Warid, Orange, LEO) on ongoing/upcoming Telecom projects and investigating on new business opportunities within the Sub-Saharan Africa region
  • Handled and participated in all Sales, Marketing and Business development activities, bids, tenders and communication with telecom vendors and operators in the Sub - Saharan Africa Region (Kenya, Uganda,
  • Tanzania, Burundi, Central Africa Republic, Sudan, Ethiopia....etc)
  • Updating the technical data base for new markets including subcontractors’ qualification, selection, price negotiation, market prices and competitor analysis
  • Recruitment, training, leading and coordinating the commercial team within the region
  • Sub-contractors’ selection, qualification, price negotiation with vendors, contracts, follow up execution and performance of projects
  • Project management (Resources & Personnel) and Logistics co-ordination,Tracking commitment, procurement and logistics, expenditure, working capital, forecasting costs, producing cash flows, change management, client and contractor reporting
  • Worked on supporting all business units and subsidiaries in cost reduction, increasing resources utilization and improving performance.

Sales Manager

Zote Telkom former “Net@home Wireless Networks
07.2009 - 10.2010
  • Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
  • Targeted and prospected for new business through telemarketing, individual creativity and innovation.
  • Used vendor expertise to deliver educational content to sales team.
  • Developed and implemented comprehensive business strategies and sales and marketing plans that complemented overall corporate operating plan.
  • Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
  • Maintained marketplace visibility marketplace by participating in industry-related and community activities.
  • Recruited and hired top-level talent to add value and expertise to sales department.
  • Led account planning strategy sessions aimed at retaining and acquiring customers and increasing business opportunities.
  • Attended industry shows, conventions and other meetings with primary mission of expanding market opportunities.
  • Met with clients, delivering presentations and educating on product and service features and offerings.
  • Evaluated performance against goals and implemented appropriate development plans.
  • Established and cultivated solid business relationships with new or existing customers.

Partner Sales Representative

GlaxoSmithKline
05.2005 - 06.2008
  • Achieved or exceeded company-defined sales quotas.
  • Met existing customers to review current services and expand sales opportunities.
  • Set and achieved company defined sales goals.
  • Presented professional image consistent with company's brand values.
  • Attended monthly sales meetings and quarterly sales trainings.
  • Consulted with businesses to supply accurate product and service information.
  • Selected correct products based on customer needs, product specifications and applicable regulations.
  • Fielded customer complaints and facilitated negotiations, resolving issues and reaching mutual conclusions.
  • Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
  • Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
  • Trained new employees on customer service, money handling and organizing strategies.
  • Contributed to team objectives in fast-paced environment.
  • Contributed to event marketing, sales and brand promotion.
  • Drove store revenue by offering customers accessories and related purchases to complete selections.
  • Monitored service after sale and implemented quick and effective problem resolutions.
  • Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.

Education

Master of Business Administration (MBA) - Strategic Management

Daystar University
04.2015 - 06.2019

Bachelor of Business (Hons) - Business Administration

Limkokwing University of Creative Technology

Associate Degree - Marketing

01.1999 - 01.2002

Diploma, Advanced Diploma, Graduate Diploma - Marketing

Graffins College Nairobi

Advanced Diploma - Business Management

Graffins College

Diploma - Public Relations

Graffins College

Introduction to German A1 - undefined

Certificate in Computer Application - undefined

Northern Heritage Computer College, Huruma Girls High School

Skills

Excellent relationship managementundefined

Affiliations

A strategic business leader and sales & marketing professional with 15 years’ experience. Always on task with an ability to identify key strategies and implement account direction positively. Experienced in sales, business development, marketing, account and project management and strategic management. By employing strategic plans and staying up to date on the market situation, I have helped businesses thrive and succeed, increasing their profits and minimizing the cost of labour through efficiency improvement. Excellent communicator and leader with an emphasis on utilizing the strengths of colleagues and creating an environment of forward thinking ideas driven by business needs, sales targets and innovative solutions. Experience in relationship building with various types of clients, from individuals to large groups and organizations. Recruiting, training and mentoring and supervising a highly versatile team with inside and outside sales functions. Meeting budget specifications and cost reduction measures. Devising and facilitating multiple training programs to increase technical knowledge and skills of team members. I am seeking to bring my proven track record of sales expertise and team-leading into a senior management position.

Accomplishments

  • Hired and supervised a team of 5-40 staff members.
  • Successfully set up branch offices for the various organizations I have worked for in East Africa
  • Staffing - Worked directly with Human Resources to streamline hiring and onboarding process.
  • Business Development: - Spearheaded negotiation and acquisition of two competitor companies. Established and managed partner relationships on a daily basis. Developed new marketing strategy which increased customer base by 60%.
  • Supervision - Supervised sales team to monitor sales activity and goal achievement in East African region

Timeline

Country Manager

ecoligo GmbH
07.2021 - Current

Head Sales/Deputy Managing Director

Sagemcom Kenya Ltd
03.2018 - 06.2021

Master of Business Administration (MBA) - Strategic Management

Daystar University
04.2015 - 06.2019

Principal Sales Specialist

Vodafone/Vodacom
10.2014 - 02.2018

Account Manager

Adrian Kenya Ltd
08.2012 - 09.2014

Commercial Manager

Mobiserve
11.2010 - 07.2012

Sales Manager

Zote Telkom former “Net@home Wireless Networks
07.2009 - 10.2010

Partner Sales Representative

GlaxoSmithKline
05.2005 - 06.2008

Associate Degree - Marketing

01.1999 - 01.2002

Bachelor of Business (Hons) - Business Administration

Limkokwing University of Creative Technology

Diploma, Advanced Diploma, Graduate Diploma - Marketing

Graffins College Nairobi

Advanced Diploma - Business Management

Graffins College

Diploma - Public Relations

Graffins College

Introduction to German A1 - undefined

Certificate in Computer Application - undefined

Northern Heritage Computer College, Huruma Girls High School

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SUSAN NJERI KIARIEStrategic Business Leader