I provide stewardship to three channel segments – Modern Trade, Local Duty Freeand Export, in which I’m responsible for driving tactical and strategic executions around brand visibility, placement and availability, as well as driving annual volume and profit growth, executed on a month-on-month winning strategy.My key accountabilities revolve around:1. Account strategy development - Develop and implement strategies and tactical plans for key accounts to ensure sustained business growth in the assigned customer market in line with the overall Commercial Division plans.2. Trade development - Enhance product accessibility through identifying and negotiating SOVI (Forward Share Inventory and limit Out of Stocks) and achieving cold and ambient space targets by channel and brand category.3. Account/Channel management - Execute key distribution, placement, pricing and promotion initiatives within assigned accounts to achieve target sales revenue in a profitable manner.4. Relationship Management - Establishing and managing winning trading relationships with the key contacts in the allocated portfolio to align sales functional excellence to changing market demands to the market need of the assigned portfolio to ensure sustained business operations and growth5. Team Management - Organize and manage the available human capital within the department through training, development, performance management and proper positioning to ensure optimalproductivity and high value services to internal and external customers.

Overall business management and stewardship of a satellite branch/depot, successfully working with a team of 6 direct reports equipped with skills and expertise to consistently deliver Ksh. 130M month on month, in primary value sales and 250,000 litres in primary volume sales through management of appointed distributors with the assistance of the sales team to drive commercial executions in the respective trade channels.

- Overall oversight and management of major Key Account retail chains.- Coordinate operations relating to Key Account Management for the company.- Develop and cascade yearly targets, with quarterly business review meetings to track performance progress.- Track MOM sales performance and mitigate declines.- Monitor and analyze periodic MOM sales trends and data analysis.- JBP & SLA negotiations for sign offs and to champion execution of agreed on parameters. - Champion new SKU listings and coordinate initial order placement and lead the team in focusing on in store placement.- Guide, train, lead and coordinate the merchandising team.- Coin, plan, coordinate, communicate and effect in store on shelf promo/offers and to also carry out pre and post promo analysis.- Follow up on timely remittance of sales proceeds as at when they fall due.

Over see product placement and account management in major Key Account chains countrywide.Major responsibilities;- Champion the listing process in major Key Account chains.- Account relationship management.- Track and analyse secondary sales data.- Plan, communicate, implement, execute and analyse on shelf in store activations and promotions.- Ensure merchandising standards are adhered to; correct placement, incremental Shelf Share, planogram adherence, correct shelf/pricing labels, POSM placement.

Guide and lead the Key Accounts sales team with regards to product availability and placement in Key Account stores, champion new account listing, primary and secondary sales data analysis and evaluation to decipher growth patterns.

- Retail trade development - Drive and champion Direct Visible Distribution (DVD).- Route to Market strategy development and execution.- To champion weighted and numeric distribution.- Distributor management; weekly stock take to ascertain running rate, champion stock uplift and enhance retail door to door sales, retail POSM placement.

- Relationship management in major 2nd Tier Key Account Chains.- Champion full product portfolio listing in Key Account Chains.- Account management; Order placement negotiations, adherence to basic merchandising procedures (Product availability and placement, planogram execution, proper product pricing), JBP negotiations with Key Account chains.

New Business Development opportunities in Institutions - growing and expanding the company's clientele base/portfolio.