Francis Karanja Email and Phone Number
An award-winning regional commercial leader with over 15 years of experience in the healthcare industry, having worked for major multinational corporations operating in more than 120 countries worldwide. Known for driving revenue growth, developing innovative marketing strategies, and building strong relationships with key industry stakeholders. Demonstrated success in launching new products and expanding market share in competitive environments. I am a curious innovator willing to embrace ambiguity with resilience, adapt to diverse cultural environments, and navigate complex business landscapes.I enjoy developing customer centric business excellence with data driven (Sales Force Automation-Efficiency Tools/ CRM, Power BI, Tableau, MS excel), ability to derive insights from complex data sets and make data-driven recommendations.Strategic Leader with an understanding mindset and the ability to challenge and influence cross-functional stakeholders, diverse audiences with diverse perspectives, and functional talents to generate shared solutions on multiple projects with overlapping timelines and meet all deadlines.Ability to develop and articulate complex strategic issues, ideas, and presentations. I have proven leadership qualities, ability to motivate and inspire a team to deliver high-quality outcomes that exceed expectations in a fast-paced environment with quality, precision, and speed.Highlights1. Enhance upstream and downstream activities in Kenya, Ethiopia, Uganda, and Tanzania, resulted in 174% sales growth in FY 2022 compared to 2021 and 156% growth in FY 2023 compared to 2022.2. Optimized route-to-market (RTM) through customer relationship management resulted in a 70% increase in numerical distribution and success in key strategic channels across East Africa.3. Maximized profitability worth 2.5 million Euros revenue by developing and accelerating countries action plans, P&L tracking, sales strategy formulation, and implementation to enhance bottom-line revenue, in-market sales.4. Added two new distributors, resulting in a 20% net increase in revenue. Awards1. Honored with the "Best Sales Growth Award." FY20222. Awarded “A raising star” by the distributor in FY20233. Received best practice, best strategy and Execution Awards, best SFE Awards for two consecutive years FY 2019/2020.4. Awarded the Best Medical Representative of the year; FY 20125. Awarded the best sales representative; FY 2010 SKILLS: CRM, Power BI, Tableau, MS excel Expert, Kahoot, Survey Monkey, and Google Forms Expert E-mail: francisnjenga81@gmail.com
Abbott
View- Website:
- abbott.com
- Employees:
- 82486
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Head Of East Africa - Established Pharmaceuticals Division (Epd)Abbott Apr 2024 - PresentNairobi 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.
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Country Head East Africa And Sadc Countries - Nutrition | Profit OptimizationAbbott Feb 2022 - Mar 2024Nairobi 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
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General Manager East And Horn Of Africa | Commercial Operations, Process ImprovementAlpha Plus Baby Formula Jun 2021 - Feb 2022Nairobi 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.
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Medical Sales Manager East Africa | Channel & Product Sales Strategy, Route-To-MarketDanone Sep 2016 - May 2021Nairobi County, KenyaDanone 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. -
National Medical Sales Manager | System & Integration, Learning & Development, MentoringDanone Early Life Nutrition May 2015 - Sep 2016Nairobi 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%
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Senior Medical Sales Specialist | New Market Penetration And Distributor ManagementDanone Early Life Nutrition Aug 2013 - May 2015Nairobi 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.
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Product Specialist | Strategy Development And Execution, Revenue Generation And New Product LaunchesInd-Swift Limited Jan 2012 - Aug 2013Nairobi County, KenyaInd 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. -
Marketing Specialist: S.Sudan, Drc, Somalia | New Market Penetration Campaigns & Product LaunchesGc Rieber Compact As Mar 2010 - Jan 2012Nairobi County, KenyaGC 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. -
Sales Specialist | Lifescience, Medical-Surgical-Laboratory And Scientific Equipment’SBaylem Limited Apr 2009 - Mar 2010Nairobi County, KenyaBaylem 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.
Francis Karanja Education Details
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Strategic Management -
Medical Biochemistry
Frequently Asked Questions about Francis Karanja
What company does Francis Karanja work for?
Francis Karanja works for Abbott
What is Francis Karanja's role at the current company?
Francis Karanja's current role is Head of East Africa-Abbott EPDCommercial Strategies, Revenue Optimization, Integration & Innovation, Emerging Markets, Global Commercial Leader.
What schools did Francis Karanja attend?
Francis Karanja attended Jomo Kenyatta University Of Agriculture And Technology, Moi University.
Who are Francis Karanja's colleagues?
Francis Karanja's colleagues are Marie-Hélène Van Bever, Naciye Sezgin Bostancı, Zarif Iqbal, Muhammad Faraz Khan, Ashma Chaudhary, Özlem Karbuz, Harold Mozingo.
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Francis Karanja
A Pan African Pharmaceutical Industry Leader With Expertise In Providing Insights In Regulatory Affairs, Clinical Research Management, Pharmacovigilance And Quality Assurance.Nairobi County, Kenya2gsk.com, gsk.com
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