Country Manager, East Africa (B2B) - Regional Strategic Business Development Expert


Last Updated: 13th April 2020 (over 2 years ago)

Address
United Kingdom

E-mail
Locked

Phone Number
Locked

Gender
Female

Age Range
25 to 34

Qualification Level
Masters

Languages
English

Summary

Strategic business development professional with dynamic experiences in creating long-term value for the organization and stakeholders by developing, implementing and monitoring growth opportunities. Successfully integrated market analysis, marketing strategies, research and development, customer needs and operational efficiencies within a regional scope to achieve sustainable growth and balanced scorecard objectives. Relationship management champion accustomed to building robust customer and stakeholder relationships, with successes in customer retention, improved business relationship and sales growth.

Education

Daystar University
Master of Business Administration (Strategic Management)

   Jun 2013
— Jun 2016

Strathmore University
Bachelor’s in Business Information Technology

   Jul 2008
— Jun 2012

Experience

Canon Inc.
Country Manager, East Africa (B2B)

   Mar 2018
— Current

Resourceful in driving sales of Canon office technology solutions in East Africa by developing vendor, partner and client relationships, and promoting and supporting partners sales. Represents the organization in country enhancement for business improvement of distribution coverage and improved visibility in the channel.

Key contributions include:
❑ Satisfied key channel management objectives by designing and implementing account strategies including maintaining relationships with key decision makers in the channel companies, creating and establishing annual business plans, executing joint quarterly reviews to ensure alignment with agreed objectives and end to end management of ordering process (order placement, allocation of order
facilitation and dispatch to right forwarder for delivery to the distributors)
❑ Attained 13% YoY growth in financial year 2018, in the overall East Africa region B2B segment
❑ Achieved a 117% growth on the Professional Print business by onboarding 2 new distributors in East Africa
❑ Surpassed the Black and White Copier units sold by 131%, and business revenue by 106%
❑ Achieved a 122% growth of units’ growth for the Colour Copier segment from the previous year and grew revenue by 101 % as well as met budget for the year 2018
❑ Collaborates with the Channel Account Manager on recruitment, onboarding and mapping the right channel managers for B2B business; within 6 months, achieved growth of business in the targeted product segments with 42 partners in Ethiopia, 21 partners in Uganda, 33 Partners in Tanzania, 9 partners in Rwanda and 4 Partners in Burundi
❑ Conducts market and competitive analysis for different business segments and verticals, analyses industries and segments to create thorough situational and SWOT analysis, thus provides internal teams and clients with a comprehensive grasp of the competitive and cultural landscape of each country in the East Africa region
❑ Develops and manages monthly sales forecasting, reporting and planning processes in line with the framework, thus facilitates monthly revenue achievement
❑ Manages the sales operation function to develop and deploy various processes and tools that enhance effectiveness operations in the market; this includes sales forecasting for financial reporting, managing sales opportunities pipeline via Salesforce, key accounts and channel management planning, improving sales coverage, incentive and target deployment within the East African Territory

Network Value Add Distribution Limited
Director and Channel Account Manager

   May 2015
— Feb 2018

Successfully launched Networks Unlimited Company in East Africa within 5 months; responsible for vendor and channel management which included RFP coordination, contract negotiation, market launches, promotions, collateral, training, operational impacts, sales support, compensation, quota setting, reporting, and P&L management.

Key contributions included:
❑ Enrolled and trained 80 channel partners across East Africa and created database of Tintri, Simplivity, Silverpeak and Rubrick within the first year
❑ Created and delivered the first install base for SimpliVity product in Kenya within 3 months after launching the product in the market
❑ Doubled channel-partner base of F5 and ensured they were trained and certified to support end user sales and technical requirements
❑ Grew company revenue to over USD 1 million within 2 years of operation; increased sales and technical capacity within the channel community by conducting weekly trainings to the channel partners on the product and sales knowledge
❑ Carried out quarterly joint business planning with both vendor and channel partners as a follow through on meeting yearly targets, budget and activities, thus ensured incremental business growth
❑ Liaised with agencies to register the company in Kenya and outsource a payroll services statutory payment as well as PAYE; grew the team from 2 to 8 people, recruiting and orienting the internal account manager, finance- lead, marketing lead, 2 technical resources and a receptionist

HEWLETT PACKARD ENTERPRISE (HPE)
Midmarket Territory Account Manager

   Jan 2014
— Apr 2015

Responsible of managing 150 mid-market accounts in Kenya market with territory size of USD 1.2 million per annum.

Key contributions included:
❑ Successfully won and implemented multiple RFP’s producing significant revenue, driving solutions with key customers projects across different industries in healthcare, higher learning, telecommunication, data centres, hospitality and retail
❑ Developed strong relationships with customer executives, managed sales pipeline, negotiated contracts, and served as the primary point of escalation for HP customer account issues; partnered with key customers to understand their business drivers and developed a strategic IT road map that secured long-term success of technology deployments
❑ Successfully retained and grew new client base and existing portfolio resulting in 102% portfolio retention
❑ Conducted sales meetings and leveraged relationships with customer IT representatives, consequently increased product knowledge and recurring project and monthly sales

HEWLETT PACKARD ENTERPRISE (HPE)
Inside Sales Representative

   Nov 2012
— Dec 2013

❑ Subscribed over 300 new customers to HP, generating USD 450,000 revenue in 6 months; effectively managed the accounts and increased account base within the Kenya territory on the un-managed HP account base
❑ Coordinated synchronization of customer specific needs and desires with adequate product lines
❑ Understood customer needs and tailored messages to recommended, upsell and cross sell products as needed, thus provided the best possible solutions as well as additional promotional campaigns and marketing collateral
❑ Prioritized daily workflow, including all inbound and outbound calls, quotes, follow ups and sales-related inquiries

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