Modern Trade Management & Total Consumer Division Business Development Manager, leading a team of 7 (Customer Marketing, Shopper Marketing. Business Planning & Key Accounts Managers) Key Deliverables1. Key Accounts Sales Leadership2. Revenue Growth Management3. Business Planning: Demand Forecasting & Financial Forecasting4. Category Management5. Trade & Shopper Marketing6. Channel and RTM Development: Modern Trade, Beauty Chains, Wholesale, Deep Trade & Pharmacy7. Commercial Excellence: Marketing & Commercial Interfacing8. Commercial Controls and Management Monitoring9. CPD Management Committee

A member of the Sales Leadership Team responsible for channel and category development and management for East & Southern Africa Cluster (10 markets): Kenya, Uganda, Tanzania, Rwanda, Burundi, Mozambique, Malawi, Zambia, Zimbabwe & Mauritius. Key Deliverables:1. Grow ESA primary and sec sales per market YoY2. Category and Channels Development Strategy (Retail, Wholesale and Modern Trade) 3. Multi Channel Perfect Store strategy and Execution Excellence4. Net Revenue Management:i. Trade Spend Management: financial forecasting and manage spend budget, to deliver against annual mission + manage business waste with cost saving strategyii. Promotional Management: lead and execute promotional strategyiii. Active Mix Management: drive profitable mix, Demand Forecasting, S&OP process5. Stakeholder management: key delivery meetings, run and execute LT Secondary Sales Calls Weekly and proposal development for market investments6. Capability Development: 2 direct reportees in EA and SA, and BTL agencies indirect reportees (Kenya, Uganda, Zimbabwe, Zambia)7. Sales Management (Adopt-a-market strategy): sales management stretch role for growth opportunity markets annually (Tanzania & Zambia)

1. Deliver annual net sales value growth2. Perfect store management in modern trade3. Channel development: deliver secondary sales growth as per annual targets, development and execution of trade activities, innovations penetrationTrade spend and BMI management4. Adopt a market (Tanzania) to drive business recovery5. Category growth strategy: leverage shopper and insights to guide sales teams6. Net Revenue Management: management of trade spend, promotions and active mix7. Sales and Operations planning: forecasting in the S&OP process

Scope: Trade, Shopper & Customer ManagementMarket: East Africa & IslandsJob Purpose: To grow brand sales by translating the brand marketing plans into effective POP strategies and plans that increase brand visibility, enhance shopper appeal and enhance competitive advantage within the trade channels relevant to GSK. And embedding compliance within commercial practices through Management Monitoring and Third Party ManagementKey Deliverables1. Actively interfacing with Sales & Marketing to determine and plan the level of resources required to fully execute trade marketing plans: draw and manage A&P budgets, manage BTL parties involved in promotion creative design, in consultation with Brand Managers, manage merchandizing firm, analysis and sharing of market data2. Development and execution of the annual trade marketing strategy (annual promotional and trade activity calendar) for all consumer categories and channels to drive growth as part of the annual brand planning process.3. Gross to Net budget development, tracking and reporting4. Develop good relationships with traders in all channels to ensure their buy-in to GSK trade marketing plans5. Develop an information system to track competitor promotional activity, pricing trends and other relevant data within various trade channels6. Commercial Meetings Management, including Promotional and Trade Spend quarterly reviews7. Management Monitoring8. Agency Management: Field Merchandizing, Retail Distribution & Brand Activations9. Third Party Oversight and Management10. Distributor contracts management11. Trade spend Claims Management12. Development, training and execution of written standards14. Category development and management

Development & implementation of trade and shopper plans Development, execution and tracking of G2N activitiesAgency Management: Field Merchandizing, Retail Distribution & Brand ActivationsCategory developmentManagement MonitoringThird party oversight and managementDistributor contracts managementTrade spend managementDevelopment of RTM ProgramsSpearheading commercial review meetings including trade spend and promotions review council

KPI's1. Drive seamless implementation of set Pharmacy channel PICOS strategya. Visit & achieve 100% store transformationb. Custodian of all POSM for the pharmacy channel, requesting and ensuring timely dispatch of POSM to respective teams as per the planc. Develop market visit plans in conjunction with the Spread Marketing team and internal stakeholders in key townsd. Take advantage of the opportunities in the channel to increase GSK visibility through merchandizing and placement of POSM in line with the channel’s strategy.2. Conducting Market Intelligencea. Generate intensive market insights across all country regions and provide monthly updates of the market intelligence reporting and propose effective action points to be shared in the monthly channel catch ups3. Market Activities and Excellencea. Learn and offer expertise of improving channel plans execution including harnessing opportunities for visibility excellence to bring advantage of GSK partnership with the tradeb. Organize, plan and co-ordinate logistics around market storm, trade visit POSM requirements and consolidate a work plan that delivers seamless execution.c. Feedback and reference person with third party team on recommendations, complaints on visibility initiatives in pharmacy channeld. Track and review all implementation plans within the promotional calendar and other related engagements with traders. E.g. Winter promotion, Market Activations and Monthly activity initiatives with Good Life, Haltons4. Pharmacy Channel Data Management and Follow Up on Channel Communications to cascade timely and accurate information to Customersa. Facilitate and follow up on the distribution of channel official communications as per cycle to customers regarding bonus offers, incentive, product relaunch and OOS communications.b. Update and keep POSM tracking templates for material dispatches and placements, for reporting to line manager

JOB DESCRIPTIONKPI 1: Owner of excellence in execution of PICOS plan in Pharmacy Channel-Custodian of all POSM materials once produced, ensuring timely delivery of dispatch to teams of POSM as per plan (Tracking and maintaining record of delivery and dispatch of POSM)-Timely execution and placement of the POSM plan hand in hand with the Spread marketing team across regions- Identify opportunities for Visibility excellence within the pharmacy space in line with GSK vision in the channelKPI 2: Promotions-Track and review all implementation plans within the promotional calendar and other related engagements with traders. E.g. Winter promotion, Monthly activity initiatives with Good Life, Haltons -Ensure smooth delivery of sign off for the trade activity calendar set ups and consumer promotions for the pharmacy channelKPI 3: Market Operations- Learn and offer expertise of improving channel plans execution to bring advantage of GSK partnership with the trade- Organize, plan and co-ordinate logistics around market storm, trade visit POSM requirements and consolidate a work plan that delivers seamless execution.- Feedback and reference person with third party team on recommendations, complaints on visibility initiatives in pharmacy channelKPI 4: Market Intelligence-Monthly tracking of competitor activities, prescription audits, parallel / counterfeit imports and availability census reports-Presentation and reporting of market intelligence reports to the relevant teams and monthly pharmacy channel catch up meetings.

Co-founded One Vision Society, I took part in conceptualizing the organization function, drafting constitution, establishing the functional structures, strategic planning and overseeing the administration of the organization. Collaborated with a number of organizations in leading peace initiatives, clean ups, motivational talks and volunteering to orphanages and homes for the elderly.www.onevisionkenya.org

Tasked with overseeing quality function of the Quality Assurance segment through analysis of final product, supply materials and generating reports, while reporting to the Quality Assurance Engineer.

I served as a congressman/chairperson representing the School of Pure & Applied Sciences in the 11th KUSA Congress. Besides representing student academic and welfare issues I was tasked with managing the School Kitty budget.In my tenure I managed to establish very effective strategic teams which in the end helped in organizing and executing successful events including Career Fairs, Innovation & Intellectual Property Rights seminar, Anti-Counterfeits Campaign Seminar, Corporate Exhibition, School Sports Day and Strategic team fun day. I managed to draft proposals that attracted both Corporate and KUSA vote sponsorship.I was later recognized through popular vote and awarded as "The Inspiring Student Leader of the Year" and set the bar high for congress level leadership.

Volunteered to market events for the center on social media and actual ground marketing, and later oversee the event execution as an emcee. Through this I helped in executing recruitment drives for the companies Unilever, RVR, KPMG, MRM, Deloitte and PWC; organized the HR talks by Unilever and Kama Kazi, besides the Career Week 2015.

I managed to establish team cohesion, managing and growing the traffic on the social media platform, harnessing interdepartmental relations and taking care of the brand image. Organized and emceed events, marketed the All Senses Magazine and defended the public image of the organization.

Analysis of soil, cane, water, sugar and ethanol; and writing reports to shift supervisors.

Together with the executive, we managed to organize two seminars, planned and executed a successful games day and later organized an industrial visit

Worked on periodic contractual basis, tasked with editing fieldwork questionnaires and doing call backs to respondents; I also took part in fieldwork research through interviews for various products and services, both entry level and existing ones – this horned my marketing research skills.

Coming from being the School Academic Prefect, I later became a very successful School Captain (leading a prefects body of 72 with 4 deputies) managing to promote the student discipline, wellbeing and supporting the school's academic direction. The school had excellent results compared to previous year. I had a successful handover and transition, with my mentee taking over from me.