Hloni David Kutoane

▸ Expanded national sales coverage across 3 regions (Gauteng, KZN & Western Cape), securing 12 new distribution
partnerships within first 12 months.
▸ Delivered 18% YoY revenue growth, outperforming national target by 6% through strategic key account penetration
and channel development.
▸ Grew weighted distribution by 22% and achieved 100% product listing compliance with top-10 national retailers and
distributors.
▸ Increased premium wine market share by 15% across targeted territories through targeted brand visibility and
consumer activation campaigns.
▸ Streamlined sales operations and reporting infrastructure, reducing administrative turnaround time by 30%.
' Promoted from Regional to National Sales Manager after 2 years of exceptional regional performance

▸ Drove 45% increase in regional shelf space across off-trade (supermarkets, wine retailers) and on-trade
(restaurants, hotels, bars) channels.
▸ Developed territory segmentation and coverage model, identifying and converting 10+ new key accounts to boost
market penetration.
▸ Optimised route-to-market by refining distribution networks and negotiating trade terms with wholesalers to reduce
lead times and logistics costs.
▸ Deployed trade activation programmes, tastings, promotions, POP materials, to accelerate consumer trials and
brand awareness.
▸ Built and coached a high-performing regional sales team; set KPIs, implemented performance dashboards, and
delivered field coaching.
▸ Partnered with brand and marketing teams to align GTM campaigns and packaging refreshes with premium wine
consumer positioning.

▸ Developed and executed regional sales plans aligned to commercial objectives, analysing market trends and
competitor activity to identify growth opportunities.
▸ Led, trained, and motivated a multi-city sales team to improve territory performance and strengthen trade customer
relationships.
▸ Set measurable KPIs, conducted performance evaluations, and provided structured coaching to enhance field
execution quality.
▸ Implemented data-driven route-to-market initiatives to improve coverage efficiency across high-potential trade areas.

▸ Developed activation strategies based on commercial objectives and internal research, ensuring alignment with
national marketing direction.
▸ Collaborated across sales, marketing, trade, and operations to design and implement trade programmes and
channel mechanics nationally.
▸ Executed detailed market visit programmes with structured reporting and stakeholder feedback to drive consistent
campaign execution.

▸ Oversaw national deployment of IQOS across trade and consumer channels, ensuring operational readiness and
rollout compliance across priority regions.
▸ Collaborated with commercial, marketing, and logistics teams to optimise go-to-market execution at scale.
▸ Monitored field implementation metrics to ensure on-time launches and consistent nationwide coverage.

▸ Executed in-field brand activations with flawless logistical coordination across national IQOS campaigns.
▸ Collaborated with marketing and trade teams to deliver consistent brand communication across all consumer
touchpoints.

▸ Managed HORECA channel activation and trade relationships across on-trade accounts over 4 years, building
foundational skills in customer management, brand promotion, and market execution that underpinned all
subsequent leadership roles.