Aaron Ranye

KIBET AARON RANYE

PROFESSIONAL SUMMARY

A Very Numerical &Passionate Commercial Leader with over 7 years of proven leadership in Sales Management, General Trade, Key Accounts Management, Modern Trade, Institutional Sales, Marketing management & FMCG Business operations. Strategic Manager, Self-motivated and enthusiastic. Always work with bottom line in mind. Demonstrated ability to conceptualize, build, and implemented sales strategies in order to meet organizational commercial goals as well as build and nurture productive relationships with key accounts to ensure increased revenue generation. Currently looking for a challenging and dynamic environment where I can engage my professional skills & experience, compatible to the tasks at hand and to maintain a results-oriented Career Development as I help achieving organizational goals

EXPERIENCES AND COMPETENCIES

• Sales Operational Excellence
• Multi-Distribution Channel Development and Management
• Route to Market Sales Expert
• Sales drivers execution
• Sales Team Motivation and Leadership
• Sales strategy formulation &Implementations
• Territory Sales Management
• Budgets & Revenue Management
• Key Accounts Management
• Marketing Management
• Training and capability growth
• Financial Management
• Customer Relations
• Business PresentationReporting
• Computer Literate

WORKING EXPERIENCE

MJENGO LTD

Position: Territory Sales Manager – Western Region (Busia, Kakamega, Bungoma, Nandi, Vihiga)

Period: July 2022 August to date

Duties & Responsibilities

• Devise effective territory sales and marketing strategies
• Analyze data to find the most efficient sales methods
• Meet with customers to address concerns and provide solutions
• Discover sales opportunities through consumer research
• Present products and services to prospective customers
• Participate in industry or promotional events (e.g. market storming) to cultivate customer relationships and product awareness
• Conduct training in sales techniques and company product attributes
• Assess sales performance according to KPIs
• Monitor competition within assigned region
• Prepare and submit reports to National Sales manager 

HIGHLANDS DRINKS LTD

Position: Territory Sales Manager – Rift Region

Period: December 2021 to July 2022

Duties & Responsibilities

• Regularly reviewing sales data and creating reports for senior-level staff
• Utilizing business intelligence tools to provide sales insights to marketing and sales staff
• Travelling to organization locations within rift valley region to meet with and manage other sales staff
• Reviewing sales policies and executing the curriculum as needed
• Identifying both struggling and successful sales initiatives and exploring ways to improve on sales metrics
• Communicating actively with sales teams in Rift region so as to foster quality team environment
• Planning and executing sales meetings to help provide feedback and sales insights
• Recruiting, training and retaining new sales employers, and overseeing other onboarding tasks as needed

Key Achievements / Highlights

• In a period of 4 months, I brought onboard 6 distributors for business partnership with HDL.
• In a period of 3 months, managed to bring onboard 11 stockists who stock and sell HDL brands, hence increased turnover of the region by 1.5M, which were nowhere before.

BEIERDORF EAST AFRICA LTD

Position: Regional Sales Manager – Rift and Western Regions of Kenya.

Period: Oct 2019 to oct 2021

Duties & Responsibilities

• Responsible for supporting decision-making and overseeing of Entire Territorial Sales & Marketing Operations & Procedures; the role involves - Designing & Implementing of the Business strategy for the Regional Sales Channels
• In charge of volume and value objectives of the territory assigned, and within budget, time and policy parameters through efficient control of then distributor network and staff.
• Planned, implemented and monitored all traditional sales activities within the assigned territory as an entrepreneurial manager, particularly providing an annual drive-plan for the whole territory in collaboration with the Traditional Trade Manager.
• Regularly contacted and visited NIVEA distribution centers, and helping the commercial team by conducting regular audits from time to time.
• Closed contact with and internal consultancy to the Marketing Team at planning and implementing consumer- and POS-driven activities in traditional channels.
• Executed visibility norms across the territory as per NIVEA standards, and tracking and maintaining all company merchandising elements in the territory
• Regularly and timely reported the pre-defined formats to relevant internal stake-holders
• Led from the front to drive and motivate Direct Sales Team team of sales, through regular sales contacts and On-The-Job-Trainings mode
• Pro-active daily contacted to the local distribution partner(s) to support their business, and to gradually build on infrastructure parameters to take the NIVEA business forward.
• New Business development: Constantly sought new opportunities to increase and extend the scope of NIVEA's business operations in close cooperation with the distributor and Field Sales Manager
• Documented and sought prior approval of all trade expenses for audit purposes
• Tracked competition activities monthly. Documented and communicated the same to the marketing & sales management team in the monthly review meeting
• Timely Reporting to management

Key Achievements / Highlights 

• Managed to grow Nakuru cluster by 6% YTD end of 2019 as compared to -2% in the previous year (2018).
• Received a trophy award as team building winner for 2019 in January 2020, in a conference in South Africa
• Between October 2019 to May 2020, Met volume and value objectives of the territory in charge, and within budget, time and policy parameters through efficient control of the distributor network and staff.

UNILEVER KENYA LTD:

Position:  Assistant Project Manager (Jaza Duka Project)

Period: Feb 2019 – Sep 2019

Duties & Responsibilities

• Planned phase of Jaza Duka
• Assisted project manager in the execution of the Jaza duka projects’ plans.
• Reviewed JazaDuka designs and ensuring ideas for cutting costs and increasing efficiency are gathered
• Carried out daily analysis, reported and created performance dashboard for Executors' operation in an effective and timely manner
• Communicated plans and actions between office and field staff
• Tracked and directly reported project status updates to project manager and the Sales Director
• Helped in problem solving issues and suggested ways to improve the project
• Assisted in ensuring compliance with necessary specifications by the field team, such as credit Align, Alytics, Dropbox
• Coordinated and executed daily project administrative tasks.
• Scheduled and confirmed deliveries of marketing materials and useful items to field staff
• Scheduled meetings, zoom calls, phone calls, trade visits.
• Consulted with and gathered information from partners, customers and stakeholders
• Submit Periodical /monthly sales performance reports vs targets for the month and sales plans and budgets for the subsequent month to deliver the sales targets

Key Achievements / Highlights 

• Grew outlet base which embraced and utilized jazaduka program from 11,000 to 18,000 in a record 7 months

UNILEVER KENYA LTD:

Position:  Territory Sales Manager

Period: Jan 2016 to Jan 2019

Duties & Responsibilities

• Lead, coach, mentor, guide, and coordinate Salesforce to ensure consistency valuable service flow; Ensuring adequate stocks are maintained in all outlets at all times; Negotiate for orders in Major accounts and ensure they are invoiced and delivered on time and in good condition; Manage key Distributors/wholesalers
• Ensuring ambitious target setting and monitor closely for performance, coaching the field sales representatives for performance in relation to the targets set, building winning spirit within my team, leading the field sales force by showing the example,
• Ensuring streamlined implementation of the customer strategy at point of sale to further build market share, identifying and implementing actions for closing possible results gaps in the concerned POS when they occur together with the sales team, evaluating competitor activity, maintaining a great customer service and meet company objectives and customer’s expectation.
• Ensure that displays of products are according to the defined categories; Track competition activities in the market and continuously device sound counter strategies in conjunction with the management; Championing in the listing of new products and market penetration.
• Coordinate execution of trade agreement and promotions; Engage customers’ management teams ensuring cordial and strong relationships; Timely collections of all payments ensuring any disputes are promptly resolved; Set team sales targets and make sales plan in accordance with company commercial strategy.
• Develop, implement and review Joint Business Plan with business partners; Ensure the sales team is provided with selling tools and ensure correct and effectively use-checking the supervisor trade visit plans and monthly expenses claims
• Define route to market for products from company to the shelf by defining the levels and touch points for effective product numeric distribution especially in general trade
• Training and capability development for my team.
• Overseeing Van deployment and routing to ensure effective secondary sales.
• Developed and implemented KPI that ensured retail and wholesale growth by focusing on key deliverables
• Timely Reporting to my Supervisors

Key Achievements / Highlights 

• Between 2018 may to 2019 January, under my leadership, and as TM in charge, Kapsabet and Eldoret cluster grew by 51% and 29% respectively
• Between April 2017 to June 2018, I grew Narok/ Bomet cluster coverage from 300 outlets to 800 outlets, which subsequently grew the turnover from KES. 5.5 million to KES. 9.5 million.

PROFESSIONAL QUALIFICATION:

• Candidate of MBA In Kenyatta University; Major in Marketing Management, Advertisement and PR; 2020 to date.
• Bachelor of commerce, Marketing major Kenyatta University Bachelor of Commerce (Major in Marketing); 2010 -2014

PROFESSIONAL TRAININGS:

• Certified Sales Team Trainer- Universal Field Sales Accreditation program
• Certified General Sales Manager holding TDOM (Territory, Distributor and Outlet management) certificate
• Certified Defensive Driving training and assessment from DDS

INTEREST:

• Traveling for business reviews and exploration
• Attending charity work 
• Community services
• Reading business journals

Sales Operational Excellence

• Multi-Distribution Channel Development and Management
• Route to Market Sales Expert
• Sales drivers execution
• Sales Team Motivation and Leadership
• Sales strategy formulation &Implementations
• Territory Sales Management
• Budgets & Revenue Management
• Key Accounts Management
• Marketing Management
• Training and capability growth
• Financial Management
• Customer Relations
• Business PresentationReporting
• Computer Literate

• Candidate of MBA In Kenyatta University; Major in Marketing Management, Advertisement and PR; 2020 to date.
• Bachelor of commerce, Marketing major Kenyatta University Bachelor of Commerce (Major in Marketing); 2010 -2014