Wanjira Kibanya
Nairobi
Summary
Experienced leader with a strong background in people development and talent acquisition. Committed to delivering exceptional customer experiences and driving sales enablement through innovative approaches. Known for honesty and professionalism, successfully led and coached teams across diverse industries. Expertise lies in designing, implementing, and evaluating training programs to enhance organizational performance.
Overview
17
17
years of professional experience
Work History
Relationship Manager,Channel
KOKO Networks
01.2024 - 08.2024
- Accomplished multiple tasks within established timeframes.
- Enhanced customer satisfaction by resolving disputes promptly, maintaining open lines of communication, and ensuring high-quality service delivery.
- Resolved staff member conflicts, actively listening to concerns and finding appropriate middle ground.
- Cross-trained existing employees to maximize team agility and performance.
- Developed solutions with partners to aid in winning new business.
- Evaluated and optimized channel mix on a regular basis, reallocating resources as needed to maximize sales performance.
- Met and exceeded targets and growth metrics within assigned partner accounts.
- Identified opportunities for growth within existing accounts by analyzing data on customer needs, preferences, and behaviors.
- Implemented a robust performance tracking system to monitor progress towards sales targets and identify areas for improvement.
- Built relationships with customers and community to establish long-term business growth.
- Achieved sales goals and service targets at above 100% by cultivating and securing new customer relationships.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
Learning and Development Manager
KOKO Networks Limited
09.2023 - 12.2023
- Trained and coached Agent Management Teams including third party sales team contributing to achieving company targets
- Designed and implemented in -trade coaching programs to drive higher productivity
- Redesigning training content to ensure sales team members were equipped with the necessary skills to adapt to the changing market
- Worked closely with Agent Mangers in driving bespoke tactical interventions that drove higher customer engagement and higher sales
- Evaluated success of all programs and designed strategic learning initiatives to drive continued employee performance and engagement.
- Managed annual training budgets, ensuring cost-effective allocation of resources for maximum impact on employee development.
- Aligned organizational goals with individual performance objectives through effective coaching and feedback sessions.
Customer Sales Manager
KOKO Networks Limited
05.2023 - 09.2023
- Led, managed and oversaw customer sales team through a transition period ensuring that the team remained engaged and motivated through the transition
- Improved team efficiency in adherence to the KOKO way of selling which resulted in over 70% achieving their monthly productivity
- Managing the quarterly team budget and ensuring ROI on spend
- Building a winning team through periodic performance reviews and implementing collaborative corrective action
- Enhancing a coaching culture through the team to drive ownership and accountability leading to growth at individual and team levels.
Learning and Development Manager
KOKO Networks Limited
05.2020 - 05.2023
- Build and developed robust recruitment, assessment, training and onboarding process and platform for over 300 new hires joining the organization under the Customer Sales Team
- Performed Training Need Analysis for sales teams to understand training scope and requirements
- Designed, delivered and measured success of KOKO's organizational learning and development strategy while ensuring this learning was aligned to strategic priorities
- Collaborated innovatively with external partners to commission and develop appropriate trainings and interventions to improve and enhance learning and development
- Developed and implemented an effective performance management system, ensuring that performance data was systematically analysed to identify training needs and inform wider workforce planning.
Associate Assessor - Recruitment and Development
Career Connections Limited
01.2017 - 03.2020
- Successfully assisted in carrying periodic assessments in collaboration with client for placement and or promotion planning
- Prepared and submitted competency report to support identified or observed skills, knowledge and behavior of candidates and match these to job roles.
Strategic Account Manager - Corporates, SME& MSME
Tezlo Consulting
01.2017 - 03.2020
- Maintained assigned key clients and providing on going client support on need basis
- Developed and Implemented recruitment processes for organizations to support talent acquisition needs
- Conducted training needs in collaboration with key clients designed and delivered programs to drive stellar performance across all levels
- Designed, developed, and delivered coaching programs to key clients that enhanced innovation and sustainable interventions while driving individual accountability.
Sales Manager - Kenya
Discover Energy East Africa
10.2015 - 12.2016
- Recruited, hired and trained the sales team for Kenya Franchise
- Set and shared sales goals with the teams, carried out quarterly performance reviews and advice management of requisite action plans to improve performance
- Designed, build and implemented sales teams' processes and procedures and in collaboration with management identified opportunities for improvement
- Developed individual sales targets and assigned territories to team members
- While fostering a competitive and collaborative team environment
- Provided informed and accurate and detailed sales forecast to support in buying decisions by sourcing department resulting in reduction of slow-moving inventory
- Coached and mentored sales leadership to accelerate sales productivity to above 70% of target.
Regional and Key Accounts Manager
Chloride Exide
02.2011 - 10.2015
- Developed trust relationships with key clients and ensure they did not turn to competition
- Acquired a thorough and accurate understanding of client needs and relayed this to the business to meet and exceed client expectation
- Expanded relationships with existing key clients by suggesting win-win solutions for all stakeholders through initiatives dial-a-battery, AGM batteries for high end vehicles/those with start-stop technology
- Sourced for additional and new portfolio to add to already existing and successful key client base
- Played an integral part in running and managing Chloride Exide Nairobi Network sales team in collaboration with Sales Manager through supporting day to day operations, conducting performance reviews, coaching and mentorship to accelerate sales productivity
- Prepared and shared monthly key accounts and sales team reports on progress and forecast to internal stakeholders using key accounts metrics and sales metrics respectively.
Territory Sales Representative
Yu Mobile
09.2009 - 02.2011
- Recruited strategically located agents and merchandisers to partner with to drive brand availability and awareness
- Designed and implemented winning strategies to increase productivity in assigned area
- Recommended airtime and modem products to customers based on their needs and interests resulting in 50% increase in sales
- Used consumer research to guide agent prepare quotations and proposals, credit and contract terms, warranties and delivery dates resulting to delivery of exceptional account service and strong customer loyalty.
Territory Sales Rep / Trade Developer
East African Breweries Limited
04.2007 - 05.2009
- Developed and executed annual sales plans and strategies for Nairobi and MT
- Kenya region in collaboration with sales teams
- Delivered exceptional account service to strengthen customer loyalty
- Recommended non-alcoholic brands to customers based on their needs and interests resulting in 100% sales target achievement and monthly sales turnover of Ksh 10,000,000
- Integral player at the introduction and roll-out of EABL non-alcoholic drink Alvaro and recommended alcoholic drinks (Alvaro) to customers based on their needs and interests, resulting in the opening of 10 additional outlets
- Delivered exceptional account service to strengthen customer loyalty.
Education
Certified Professional Mediator - Mediation
PAC University
Nairobi,Kenya10.2024
Certified Human Resource Consultancy - Human Resources Development
Institute of Human Resource Management
Nairobi,Kenya01.2018
Practitioner Diploma in Executive Coaching - Executive Coaching
Career Connections
Nairobi, Kenya01.2017
MBA - Strategic Management
Jomo Kenyatta University of Agriculture And Technology
Nairobi, Kenya01.2016
Bachelor of Arts - Social Sciences
Catholic University of Eastern Africa
Nairobi,Kenya 01.2005
Skills
- Accountable
- Effective Communicator
- Able Delegator
- Work-life Balance Advocate
- Decisive
- Team player
- Highly Adaptable
- Solution Oriented
- Innovative Thinker
- High Self-awareness
Accomplishments
- Managed a portfolio of 500 accounts, which generated Kshs.60,000,000 in revenue per month.
- Grew customer base from 300 accounts to 500 accounts in 2 Years.
- Consistently secured new accounts resulting in a 105% year over year revenue.
- Established 20 new Key Accounts in only 12months through successful client development.
- Recommended airtime and modem products to customers based on their needs and interests resulting in 50% increase in sales.
- Recommended non-alcoholic brands to customers based on their needs and interests resulting in 100% sales target achievement and monthly sales turnover of Ksh 10,000,000.
- Recommended alcoholic drinks to customers based on their needs and interests, resulting in opening of 10 additional outlets.
- Successfully designed and implemented recruitment, assessment, training and onboarding system for over 100 sales professionals across various levels (entry to senior level) accounting for 70% of current high performers. Solidified in-classroom training with on-going on-trade support programs.
Affiliations
- Institute of Human Resource Management (IHRM), 010267
- Institute of Customer Experience (ICX), 057-16
- International Coaching Federation (ICF), 0092709341
Training
- Selling Skills and Relationship Management, (Training Solutions Limited), July 2015
- The New Manager, (Training Solutions Limited), October 2014
- ISO 9001:2008 Internal Quality Auditor Refresher Course and Root Cause Analysis, (Absolute Integration Management Systems Limited), 2014
- Effective Selling Skills Course, (Associated Consulting and Training Institute), April 2013
- Performance Management Training Course, (In-House), May 2012
- Supervisory Skills Training Course, (Associated Consulting and Training Institute), 2012
- The Middle Management Development Toolbox Training Program, (The TLC Partnership), 2011
Industry Knowledge
- Sales Operations Excellence
- Retail Operations
- Strategic Planning and Development
- Customer Experience Strategy
- Talent Acquisition
- Executive Coaching
- Talent Management and Capacity development
Timeline
Relationship Manager,Channel
KOKO Networks
01.2024 - 08.2024
Learning and Development Manager
KOKO Networks Limited
09.2023 - 12.2023
Customer Sales Manager
KOKO Networks Limited
05.2023 - 09.2023
Learning and Development Manager
KOKO Networks Limited
05.2020 - 05.2023
Associate Assessor - Recruitment and Development
Career Connections Limited
01.2017 - 03.2020
Strategic Account Manager - Corporates, SME& MSME
Tezlo Consulting
01.2017 - 03.2020
Sales Manager - Kenya
Discover Energy East Africa
10.2015 - 12.2016
Regional and Key Accounts Manager
Chloride Exide
02.2011 - 10.2015
Territory Sales Representative
Yu Mobile
09.2009 - 02.2011
Territory Sales Rep / Trade Developer
East African Breweries Limited
04.2007 - 05.2009
Certified Professional Mediator - Mediation
PAC University
Certified Human Resource Consultancy - Human Resources Development
Institute of Human Resource Management
Practitioner Diploma in Executive Coaching - Executive Coaching
Career Connections
MBA - Strategic Management
Jomo Kenyatta University of Agriculture And Technology
Bachelor of Arts - Social Sciences
Catholic University of Eastern Africa
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