Head od Sales & Distribution
Capwell Industries Ltd
Total years of experience :26 years, 6 Months
Provide Leadership through Planning, Implementation, Evaluation, Management of relationship with both Internal and external stakeholders, coaching of team and development, ownership of infrastructure & processes aimed at Marketing and Distribution excellence with an overall objective of driving commercial results and maintain alignment with the Company's overall business strategy.
Drive Growth by providing direction and focus through establishment of clear goals consistent with overall Business strategy for the Company, distributors and Sales Team, drive productivity by ensuring that the team makes commercial decisions that impact positively on both Short term and long term bottom line results through leveraging on risks and opportunities, drives responsibility by ensuring that team and distributor act within laid down laws and all activities are guided by Corporate and Legal procedures, drives a winning organisation by building enthusiasm, change, passion, team development and coaching.
Take responsibility for pricing decisions, marketing, promotions and advertising plans as well as team motivation and development.
May 2006 to 31 March 2012: Area Sales Manager - Lake Region
British American Tobacco (K) Ltd
Reporting to Head of Marketing - Kenya
Key Performance Areas
❖ Provide Leadership to the Lake Region Team through Planning, Implementation, Evaluation, and Management of relationship with both Internal and external stakeholders.
❖ Coaching and development of Lake team, ownership of infrastructure & processes aimed at Trade Marketing and Distribution excellence with an overall objective of driving commercial results and maintain alignment with Kenya Trade Marketing & Distribution strategy.
❖ Deliver Lake Region Volume and Net Turnover Targets as Agreed during Company plan/ Quarterly Business Reviews.
❖ Ensure self and team always meet targets, due dates and quality standards by providing professional advice to assure achievement of goals and measures.
❖ Drive Lake Region productivity through the management of resources & operational budgets
❖ Ensure that objectives in terms of availability, visibility, volume, margin, quality and price compliance of products are achieved within Lake Region.
❖ Successfully manage the secondary supply chain, ensure order cycles and deliveries are adhered to, minimise the number of Out Of Stock situations by driving effective calls through Lake Team.
❖ Drive initiatives to ensure growth of target Key Performance Indicators; Volume and Distributor Direct Store Deliveries.
❖ Successful implementation of change programs in response to changes in route to market strategy within Lake Region
❖ Give recognition for superior performance, Innovation and proactively deal with performance issues within Lake Region.
❖ Schedule Coaching sessions for Lake Team members through direct engagement and route accompaniment, provide clear and timely feedback on opportunities for development.
Provide Leadership through Planning, Implementation, Evaluation, Management of relationship with both Internal and external stakeholders, coaching of team and development, ownership of infrastructure & processes aimed at Area Marketing and Distribution excellence with an overall objective of driving commercial results and maintain alignment with Kenya marketing strategy. Drive Growth by providing direction and focus through establishment of clear goals consistent with overall Marketing strategy for distributors and Area Team, drive productivity by ensuring that the team makes commercial decisions that impact positively on both Short term and long term bottom line results through leveraging on risks and opportunities, drives responsibility by ensuring that team and distributor act within laid out laws and all activities are guided by corporate and Legal policies, drives a winning organisation by building enthusiasm, change, passion, team development and coaching.
Develop strategies aimed at leveraging competetive advantage, business continuity and sustainability.
June 2005 to May 2006: Trade Marketing Representative - Nairobi
Reporting to Area Sales Manager Nairobi
May 1998 to June 2005: Trade Marketing Representative - Coast Region.
Direct sales, merchandising, promotions and Point Of Sale Development of our business category.
April, May and June 2001: Acting Regional Manager - Coast
British American Tobacco (K)
Overall incharge of Distributor team supervision, retail sales and distributor sales team training. Link between company and distributor as well as active growth of retail sales and competition monitoring and reporting.
Attained a Distinction in the 2004 examinations for the award of Diploma in Humann Resource Management. Areas of Study: Peronnel Management, Financial Management, Labour Laws Organizational Behaviour Research Methodology and Human Resource Management
Attained a Credit in the 2002 examinations for the award of Diploma in Sales & Marketing. Areas of Study: International Marketing Management Sales Management Financial Accounting Quantitative Techniques Public Relations Insurance & Banking
2000 University of Nairobi Certificate in Public Relations
managed a credit in the 1999 Cambridge Tutorial College Examinations for the award of Diploma in Sales Management. Areas of Study: Sales Management, Sales team management & Motivation. Effective Customer Relations International Business Management. Financial Accounting. Fundamentals of Management.
