Michael Munga Email & Phone Number

Nairobi

Company Turnover: > KES. 1.2B p.a.; Report to Line Manager and National Sales Director. Manage a team of 18 in retail, general and modern trade of Lucozade and Ribena soft beverages in Nairobi. Doubled the active customer base resulting in 100% increase in turnover (5M to 10M) and active customers on the principal products in 8 months. Expanded coverage and product penetration through management of product launches and initiation of sub-distribution programs.  Signed regional Annual Business Plans (ABPs) with key customers with 35% growth against 2020. Joint Business Plan (JBPs) engagement with Tier 2 and Tier 3 outlets.  Monitoring competitor activities, researching market, brand building and ensuring compliance with company policies.  Marketing program initiation and implementation in supermarkets, wholesale and retail and evaluation of consumer impact on marketing programs  Route-To-Market development and execution; route excellence execution. Engagements with emerging retail chains such as Khetia Drapers, Mulleys, Cleanshelf, Powerstar, Society stores and Quickmart.  Cash conversion management within territory. Ensuring placement of the right products in each territory. Training and coaching sales teams on selling, Retail Field Metrics (RFM) execution and assists in virtual engagements with Route-To-Market (RTM).

Nairobi

Company Turnover: > KES. 0.8 B p.a. Reporting To: National Sales Manager (direct); Head of sales and Distribution (indirect). Manage a team of 18. Recruited to redefine and redirect sales activities following a company acquisition (Jambo brand to Britannia). Covered Mombasa, Nbi, Rift Valley.  Researched positioning and recommended new growth opportunities for the company.  Scouted, proposed and engaged distributors for Mombasa and Nairobi depots. Tripled depots revenue in 3 months (1.5M to 4.5M) using new distribution strategy, far-flung regions direct distribution, separating channels, increasing teams and sales to white space customers Initiated and implemented marketing programs across channels, managed product launches and evaluated consumer impact hence from 50 to 1200 active clients in 10 months. Developed and executed Route-to-Market (RTM) and Trade Marketing Executions (TME) strategy; JBP engagement with Tier 2 and 3 retail outlets and exploring potential in new chains. Recruited, coached and trained sales team on sales and marketing skills to ensure target achievement and career growth.

Nairobi, Greater Nairobi

Offered liaison between Premier Foods and its distributors particularly wholesalers and supermarkets within the Nairobi CBD, Kiambu and Eastern countries a team of 25 selling different principles. A matrix reporting line to Channel and Commercial Sales Manager as well as National Sales Manager. Product: Sauces and canned foods.  Put in place and negotiated bank guarantees, allowing for more safe extension of credit with distributors, leading to surpassing of targets. Maximized on joint business plans, leveraging in-store merchandising thus impacting sales.  Formulated an incentive structure that increased sales by 30% (Ksh.7M – 10M). Delivered on modern trade by establishing and maintaining beneficial relationships with customers thus securing a Ksh.2.5M tender with the GSU (army) for canned beans supply.  Researched and identified business opportunities first evaluating the company’s position in the industry, secondly analyzing sales options and thirdly prospecting.  Identified product improvements in line with market & industry trends, market activation, and monitored competitor activities to build brand. Managed product launch programs and coordinated with marketing and export teams as well as evaluation and implementation of marketing programs across channels.  Recruited, coached and trained brand champions and distributor sales teams on selling and merchandising.

Nairobi

In charge 10 staff in Nairobi North area (Gatundu, Ngara, Rwaka, Thika road, Thika and Limuru) servicing pure general trade (shops, minimarts, wholesalers, etc) in sauces, jam and other canned products. Quarterly target of 4 Million. Reported to National Sales Manager.  Gathered market intelligence and analyzed sales of key outlets and distributors with emphasis on driving incremental turnover by tailor made regional discounts resulting to 4M every month.  Designed and implemented marketing activities, promotions, product listing and placement; market storms, identified and developed new markets Juja and Kiganjo.  Analyzed tracked competitor intelligence to maintain company competitive advantage with periodic market feedback on price cuts, volume drives and marketing executions.  Implemented company policies on quality, availability and merchandising.

Nairobi, Kenya

Working with a team of 80 was charged with realizing sales of SIM card and low denomination airtime of KSH. 5, 10, 20 and 50 in the low- income communities around Kangemi.  Defined strategies, initialized activation concepts, project planning, implementation and post project analysis to ensure sales target are achieved.  Strategically divided the team by separating them by portfolio with daily targets set teams selling airtime and those selling SIM cards. Performed daily stock reconciliation (SIM cards, airtime) based on sales and stock records.  Maintained consistent brand image through product positioning and communication initiatives, promotions and events.  Supervised relationships with the contracting agency and vendors to attain superior service and quality. Coached and supervised the over 80 agents.  Prepared payroll and remitted wages to the agents on behalf of the agency.  Compiled weekly sales reports and shared with the management of Essar.

Nairobi, Kenya

Modern Trade: Jan 2011 – Jan 2013 Managed 3 brand categories (Food, Detergent & Personal Care) in Tier II supermarkets. Improved listing, visibility and sales management of Unilever brands and took overall leadership of the brands in 2nd Tier supermarkets.  Successfully acquired & maintained laid out category management requirements especially for highly competitive categories like Food, Detergent & Personal Care.  Coordinated promotional activities and displays ensuring availability of stocks on shelf coupled with company recommended layout, positioning and visibility. Maintenance and regular upgrade of Point-of-Sale Material (POSM) in-store.  Maintained Unilever standards by ensuring marketing activities, promotions, trade discounts, planogram and prices are adhered to by all accounts.General Trade: Mar 2009 – Dec 2010  In charge of 3 flagship brands Blue Band, Royco and personal care products.  Grew a client’s retail base from a small kiosk making Ksh.40,000 per month into a wholesale shop with a turnover of Ksh.3.2M and an additional affiliate supermarket making Ksh.4.5M per month. Enhanced in-store visibility in line with company planogram including participating and winning sales bonuses in brand building competitions.  Monitored and replenished stocks to prevent stockouts and enhance sales growth and effective brand representation in the outlets. Led in outlet recruitment in new markets to increase coverage and customer base.  Prepared Key Performance Indicators as well as weekly reports on sales and competition activities to help strategize for sales.  Proactively resolved complaints, supervised product information and implemented company policies to maintain healthy relationships.

Nairobi, Kenya

 Responsible for supervising relationships with contracting agency and vendors to attain superior service and Unilever in store presence in Key Accounts. Executed planogram in size, turnover, shelves and physical measuring by negotiating for product display locations on primary and secondary sites to improve brand visibility and drive sales.  Monitored and ordered stock replenishment in 6 local supermarkets. Prepared weekly reports on product movement, market intelligence and opportunities for increasing brand prominence that would in turn result to sales.

Bachelor Of Arts, Mass Communication/Media Studies, Second Class - Upper Division

Master Of Business Administration - Mba, Psychology