Michael Oroko Email & Phone Number

Nairobi County, Kenya

Nairobi, Kenya

Reported to the Auto Head (Kenya)• Led preparation for annual investor meeting with firm's partners; developed materials presented by C-level leadership• Analyzed brand's pricing, advertising campaign and distribution data and identified seasonal trends and white space by integrating consumer insights; recommended strategic changes in portfolio and marketing plan to C-suite executives, reversing sales slump (+2.5%)• Achieved sales targets by 70% on budget for the FY 2021/22 compared to similar period the previous year• Devised a pricing and branding strategy with the Strategy team launched a new pricing model; achieved a 7% increase in profit• Increased sales turnover by 25% in the FY 2021/22compared to similar period the previous years• Grew customer base from 3 to 27 in key accounts segments within 1 year 2 months of joining the company through reinforcing strategic sales initiatives• Enhanced and deepened business relationships, gaining 85% customer business retention rate in the Financial Year 2021/22/23• Formulated and implemented the marketing plan that boosted the new customer pipeline by 45%• Designed a 4-year strategic plan that increased revenue by 15% through new customer onboarding• Spearheaded the re-positioning of the Tata/Daewoo Truck Brand by adopting strategic market acceptance and penetration, through proper product re-positioning• Developed Annual Sales Operating Plan (ASOP) in conjunction with the Auto Head that saw a 20% revenue growth in the FY21/22• Rolled out the regionalization strategy that increased footprint that grew market share by 15% in a highly competitive commercial motor market space

Nairobi, Kenya

Reported to the Auto Head (Kenya)• Liaised with the OEM and trade finance partners to secure appropriate financial commitments for Daewoo Commercial. • Advised management team on action plans resulting to new market penetration and expanded brand visibility.• Contributed to the development of channel distribution moreso Eldoret, Kisumu and Mt Kenya regions• Led the development and implementation of the Commercial Strategies (B2C / B2B), B2G for the Kenya office, including research and communications in line with globally agreed guidelines.• Recruited, natured talent, supervised high performing teams both onsite and remote.• Enhanced brand profile and presence through research and related innovative strategies. • Promoted product standards and ensured that it adhered to the prescribed international guidelines.

Nairobi, Kenya

Reporting to the General Manager - Sales (East Africa)• Designed and facilitated two -day design thinking workshops for 10 senior executives to identify and prioritize opportunities to enter three new ESA markets• Achieved 10% reduction in department overspend by establishing ROI metrics and budget controls to improve prioritization of the department budget• Digitalized field sales activities that streamlined the sales process; raised monthly budgets from 60% achievement on average to 85% by enforcing sales budgets accountability• Drafted the overall annual Sales Operating Plan (ASOP) that won market share in ever changing market environment through the development new sales matrixes and business development execution plan• Maintained the company's command of revenue and market leadership across all key product specifications in a highly competitive market across Horn of Africa & ESA Region• Re- engineered the positioning of the Brand bringing it closer to its customers and aligning to the company vision• Re-engineered sales master plan for FY 2019 – 2020, enforced regionalization strategy that doubled Cummins footprint in Horn of Africa & ESA Region• Accelerated lead generation by Top 400 strategy to boost sales in the ESA and Horn of Africa region 10 countries– Kenya, Uganda, Ethiopia, S.Sudan, Tanzania, Rwanda, Mauritius, Eritrea, Djibouti & Somalia

Nairobi, Kenya

Reporting to the CEO/MD• Realized 15% vehicle sales growth on B2G compared to 3% previous year by strategizing sales through B2B, B2C, B2G & SME segments• Grew lead generation and operation by over 90%• Developed segment (route to market) attack plan strategy i.e., Top 400 Strategy• Drove B2C sales, which made Urysia a leading firm in the passenger car segment through a relentless focus on relationship building• Initiated and aligned B2B, B2G, and B2D strategy in all sectors of the economy by focusing on group policy direction of Manufacturing, Affordable housing, health care and food security• Introduced the internal client CRM system that assisted in client management• Reduced aged stock by 42%• Grew vehicle sales by 86% within 6 months of joining the company compared to 4.4% achievement for same period the previous year (FY18)• Leveraged on On-Going Customer Insights to make informed strategic marketing approaches for the brand• Streamlined internal approval process for transactions by standardizing approval forms, decreasing approval time by 8 hours

Kisumu, Kenya

Reporting to the National Sales Manager• Facilitated regional brand strategy formulation and delivery with the objective of driving sales• Analyzed monthly marketing spend data to optimize audience, creative and copy of campaigns; increased conversion by 12% MoM and decreased cost per acquisition by 35%• Managed departmental budget; reduced costs totaling 20% over two years• Led direct sales, dealership management and agent ship• Identified and addressed commercial opportunities for the Hino Brand in the Region• Part of the team that grew Hino market share to 10% in the country, selling 2000 new units overall under 3 years• Achieved 11% sales growth in the Western region in new unit sales• Enhanced 3S sales through channel development by managing 2 dealers in the region (Kericho & Narok Toyota)• Increased Hino visibility through marketing activations, trade fairs attendance, meets & greets and above the line marketing• Facilitating market research and competitor marketing intelligence to support development of a responsive marketing strategy

Nakuru, Kenya

Reporting to the National Sales Manager• Liaised with marketing to drive email and social media advertising campaign, using predictive modeling and clustering, resulting in a revenue growth of 15% • Doubled market penetration of 25-tone tipper to the market in the region by gaining 10% market share compared to 6% the previous year• Negotiated for 80% bank financing through NIC Bank down from 40%• Improved the number of leads generated by 50%through strategic marketing activities• Increased market intelligence that led to increased brand penetration• Collected competitor and customer insight to enable brand positioning• Developing and following up prospective customers and identifying new business developments/opportunities

Kisumu, Kenya

• Tripled brand awareness score levels. • Contributed to 60% sales growth and brand profitability in the region (Nyanza & Western -Kenya).• Grew the office solutions market share from 1% in the region to 18% within the 4 years.• Managed Brand equity and innovation • Drove brand penetration across defined consumer segments.

Kisumu, Kenya

• Increased overall company record number sales for the company in the first quarter of the year by crossing the sales mark by 75% from my branch• Offered correct products based on customer needs, while maintaining great customer service.•Exceeded team sales goals by 20.8%.•Strengthened business relationships.

Kisumu, Kenya

• Increased sales by 35%, through well-placed implementation of sales initiatives.• Implemented a demonstration system, as a result, increased client interest in services and products.• Exceeded targets for 6 major sales drives, as a result, on boarded 15 new corporate accounts.• Suggested market research management, thereby, increased sales knowledge of handling outreach activities.• Built the business from scratch, through the identification of prospects, and maintaining solid client relationships as this was a new entity in the region• Consistently stayed current with trends and competitors, thereby, identified many improvements.• Built and maintained professional work relationships that increased business opportunities.• Revived 50+ dormant accounts, resulting in meeting sales targets.• Leveled with the competition within 3 months of working on a rigorous sales campaign.

Doctor Of Philosophy - Phd, International Marketing & Strategic Management

Master Of Business Administration - Mba, International Marketing

Bachelor Of Commerce (Bcom), Marketing