Francis Karanja Email & Phone Number

Nairobi County, Kenya

• Analyze performance and business trends, while developing and executing business plans to maximize the commercial potential of the assigned product portfolio. • Leverage team support and resources to provide actionable recommendations.• Lead the implementation of business strategies and tactics focused on channel distribution partner performance, sales force optimization, and market/product development. • Collaborate closely with the marketing team to drive installed base expansion, increase utilization, and enhance product penetration.• Build and inspire high-performing teams, including contracted channel distribution partners. • Direct, coach, and motivate to achieve sales goals, while rigorously tracking G2N performance to ensure alignment with strategic plans.• Establish streamlined processes for new product launches. Advise the support team on critical requirements such as incentive compensation planning, territory design, sales training, and field force analytics.• Collaborate with the Commercial Director to develop and execute a comprehensive national strategy, ensuring operational planning aligns with both current and future business needs.• Liaison with operations to optimize global processes, identifying and developing innovative services and solutions that drive business growth.• Lead the revenue management process, providing strategic input on pricing, price pack architecture, and promotional strategies based on customer insights, while ensuring rigorous G2N management.

Nairobi County, Kenya

• Delivered 174% sales growth FY 2022 vs 2021 and 156% sales growth FY 2023 vs 2022 enhanced upstream and downstream activities in Kenya, Ethiopia, Uganda and Tanzania + team development and talent management• Optimized RTM through customer relationship management that delivered 70% growth in Numerical distribution and winning in Key strategic channels• Recognized in the “Best Sales Growth Award” in 2022 and “A raising star” by the Distributor in 2023

Nairobi County, Kenya

• Increased brand awareness, demand, and revenue generation by leading teams in Kenya and Tanzania. • Formulated strategies and calibration that increased the company's revenue.• Established an organizational structure, evaluating, qualifying, onboarding, supporting, and managing distributors; creating leads; developing a route-to-market strategy; managing the value chain; and overseeing the profit and loss.• Strengthened stakeholder engagement and strategic alliances through commercial letters, contracts, MOUs, joint business plans, and joint action plans (JAP) to increase market share• Revitalized operations management and implemented cost-cutting measures to boost overall efficiency.• Implemented learning development programs to foster a high-performance culture that values creativity and collaboration.• Restructured and on boarded new distributors in Kenya and Tanzania to drive market share acquisition and revenue generation.• Rejuvenated the talent acquisition process, increasing employee retention rates and productivity levels across all departments, resulting in a noticeable improvement in overall performance metrics.• Increased sales by tenfold compared to the previous three years, while also establishing a clear rolling focus for both countries with both distributors and internal teams.

Nairobi County, Kenya

Danone Africa and overseas, (DNA&O) is a world leading food 200 + ME CBU Company serving 40 countries across Africa & Overseas.• Maximized profitability worth 2.5 million Euros revenue by developing and accelerating countries action plan, P&L tracking, sales strategy formulation and implementation to enhance bottom-line revenue, in-market sales and market share growth. • Added 2 new distributors that led to 20% net growth of additional revenue through enhanced route to market (RTM) and pricing strategy with addition of 500+ point of sales (POS) to customer base while enhancing compliance training for segment opportunities. • On-boarded eight new strategic partners that fostered our credibility while allowing seamless launch of new SKUs to the market.

Nairobi County, Kenya

• Increased team productivity by accelerating 100% adoption of a new sales force efficiency and monitoring tool that integrated to the global platform with clear trackable key performance indicators and expectation by each individual member of the team. • Grew team knowledge and skills by 30% after calibrating, creating and designing individual and team training schedule followed on by field coaching and competence assessment that delivered strategic objective superiority drive. • Gained 35% of market share and advanced Net Promoter Score (NPS) from 20% to 60% by introducing new promotional tools and presentations in collaboration with the global marketing team, that have clear superiority messages to compliment team performance.• Managed to cut down cost and drove budget optimization through elimination of overlaps by restructuring the team’s organogram versus workload, defined individual responsibilities and territory coverage alignment thus achieving full-time equivalent (FTE) of 95%

Nairobi County, Kenya

• Increased territory sales from KES 2 Million to 10 Million, drove market share gain within a period of 2 years. • Boost product availability by enhancing proxy category management campaigns while reducing credit risk of around KES. 8 Million shillings by restructuring territory route to market plan in collaboration with distributors and sub-distributors, and creating joint business and action plans.• Listed products (cash drivers) to key institutions by increasing engagement with stakeholders, opinion leaders and healthcare providers.• Streamlined route to market brand access by capacity building key sub-distributors, through internal team training, offering rebates and driving brand awareness.

Nairobi County, Kenya

Ind Swift Limited is a billion shillings annual turnover pharmaceutical and medical devices distributor.• Launched New SKUs (Netazox -OF) to the market, which led to the attainment of 50% sales growth within 3 months of inception by collaborating with other business functions to enhance market penetration strategies.• Achieved 90% annual medicals sales KPIs thus awarded the best medical representative of the year, driven by creation of an action plan pull and push strategies in hospitals and pharmacies that enhanced sales growth by 30%, as well as stocking major distributors through lead generation and qualification.

Nairobi County, Kenya

GC Rieber Compact is a leading company within the maritime and humanitarian field producing unique food product.• Championed registration and launch of compact brands in Kenya, South Sudan and DRC MOHs that allowed growth of market share by 45% through leveraging on networks with regional humanitarian organizations. • Negotiated sales deals with humanitarian organizations in Somalia, Sudan, Ethiopia, DRC, Uganda, Angola, Nigeria, Myanmar and Bangladesh that increased in market sales growth by 60% within 2 years.• Reduced importation cost by pursuing tax exemption from Ministry of Finance, through Ministry of Special Program, office of the president and Kenya Revenue Authority thus saving 62% of product cost, as well as played a leading role in justification of products HS CODE for RUTF, High Energy Biscuits and RUSF with KRA.

Nairobi County, Kenya

Baylem is a leading distributor of medical, surgical, laboratory and scientific equipment’s in East Africa.• On-boarded 60 key institutions by participating in tender’s, prequalification’s, developing sales proposals, peaching presentations and evaluations.• Awarded the best sales representative by consecutively leading sales of both equipment’s and chemicals.

Master Of Business Administration - Mba, Strategic Management

Bsc. Biochemistry, Medical Biochemistry