James Rasugu

I am a result driven sales manager with a track record of delivering sales revenue in a dynamic focused organisation and contribute towards the challenge of obtaining organizational goals. This is achieved through developing friendly and well trained team who are highly visible to customers and responsive to their needs.
 

PROFESSIONAL EXPERIENCE
MULTICHOICE GROUP KENYA LIMITED
Regional Sales Manager.                                                                 April 21 to Date.
Implementation and adoption of effective distribution strategy to grow sales within Nairobi.
Ensure achievement of set sales targets for monthly, quarterly, semi-annually or annually.
Prepare, plan and execute the city sales programs aimed at market penetration, relationship building, share growth e.g. Sales promotions, Road shows etc
Ensure internal collaboration ,team work development and implementation of key Management and sales routines within my area of jurisdiction.
Achieve active Multichoice channel expansion and numeric distribution base.
Ensure that all Channel Partners and the Retail Trade in the city adhere and adopt to set company standards.(DOSA)
Support Attainment and compliance to the company branding/merchandising standards for Channel Partners in Nairobi.
Attainment of the visibility and overall branding targets for the Retail trade in Nairobi city.
Implementation of Channel specific Merchandising and activation in the trade.
To effectively manage staff and resources allocated within the area through effective monitoring of performance and by providing support to the Area sales manager initiatives.
Preparation of sales and marketing plans, budgets and their implementation. Running of the Area sales office and service centres as a profit centre.

Airtel Networks Kenya Limited
Zonal Sales Manager.                                                           Sep 20 - March 21
Responsibilities:
Coordinate airtel mobile and airtel money new customer acquisition through direct and indirect channels.
Create awareness on various acquisition schemes for retailers, Franchise shops and distributors
Drive consumer benefit awareness at distributor, Franchise and retailer level.
Execute local level marketing initiatives to support customer acquisition and retention. 
Increase availability of products in the market through increased SIM card, airtime selling retail outlets and airtel money agents.
Roll out alternative models to increase the reach of SIM cards, Air time and Airtel money reach to the customers through the introduction of the Franchise Shops.
Rolling out and managing company owned and franchised exclusive airtel shops.
Coordinate brand and product visibility in the market place.
Monitor network availability and escalate issues for resolution.
Drive own team and distributor team productivity through right tracking, monitoring and reviewing mechanisms.
Coaching, mentoring and developing team members.
Coca cola Beverages Africa.  July 2017 to Aug 2020
Area Sales Manager.
Responsibilities:
Entrenching right execution daily standards at retail (RED – Availability, Activation, Pricing & Promotion) through a team of 5 company Sales Representatives and 62 Distributor route sales Cadets.
Building capacity and capability of the distributors by ensuring right investments, financial management, business reviews with P&L responsibility.
Sales & Market Share Growth. Managing and measuring daily sales targets and taking corrective action where gaps or opportunities are identified. 
Recruit and develop distributor capacity and capabilities of the route sales teams.
Building & Developing collaborative relationships in the retail and driving horizontal expansion through new outlet opening.
Developing a robust route to market by establishing and maintaining sustainable distributors to enable the company achieve its volume and growth targets.
Formulation and execution of area sales strategy through a team of 7 Coca-Cola distributors.
Trade & Outlet Execution of Cycle plans - promotions and other trade initiatives.

Ag Regional Sales Manager - South Rift                                 March 2020 to May 2020
Responsibilities:
Ensure profit and performance delivery of the region as per the plans. 
Monitor & review Sales & Marketing performance, and guide, support & coach sales team to address off-track performance, where required.
Develop and embed sales force effectiveness/efficiency and sales force automation capabilities, with support from Route to Market Manager.
Enforce effective use of customer segmentation & related tool kits.
Enforce RED Management – systems, tracking, contractor SLA management, and non-conformance management.
Manage sales resource planning, merchandising management.
Cold drink equipment – determine functional requirements, population and location (provided to Supply Chain for execution).
Ensure action plans are put in place to close any significant performance gaps, with support from Capability Specialists.

Highlands Mineral Water Company.                                     May 2017 July 2017
Business Development  Manager.
Responsibilities;
Identifies new business opportunities by identifying new prospects and selling company products.
Maintain relationships with clients by providing support, information, and guidance and recommending new products.
Develop marketing plans to capture new clients and maintain existing ones.
Maintains quality service by establishing and enforcing organization standards.
Present services favorably and in a structured professional way.
Build good working relationships by contributing to team effort.
Follows up on end-to-end customer satisfaction.

Kisii Bottlers Ltd- Coca Cola 2014 to 2017.
Area Retail  Manager.
Responsibilities:

Developing distributor management programs and business plan with KPIs maximizing on RTM value chain and delivering volume objectives.
Managing and leading a team of Sales Representatives and distributor’s sales team to achieve company objectives.
Managing shelf, visibility, display activities and retail standards in all points of sale to achieve and surpass sales targets.
Ensuring that the area team and trade business partners are well trained and aligned to coca cola trading practices and policies.
Coordinating collection of distributor payments and ensuring agreed timelines are met as per the credit policy.
Develop and drive joint strategy and plans with distributor with direct performance and P&L responsibility for distributor business.

Kisii Bottlers ltd- Coca cola  2011 To 2014:
Area Sales Representative.
Attain daily, weekly, monthly and quarter sales goals and revenue in the assigned territory.
Identify key competitor activity and strategy such as new product launches, activations and promotions in the area for sharing with the sales manager.
Manage and monitor customer account level P&L for target requirements delivery. Develop effective cross functional relationships as well as external relationships with distributors, and key trade partners
Maintain knowledge of competitors in account to strategically position coca cola products better.
Implementation of PICOS in GT for betterment of RED as a tool for measuring retail execution.
Successful market development using expanded geographic and numeric distribution through new outlet base increasing and existing outlet development.

EDUCATIONAL DEVELOPMENT
2021:               MBA Strategic Management ( Ongoing JKUAT).
2013:               Bsc.  Information Technology. ( JKUAT)
                          2nd Class Honours (Upper Division)

2009:      Diploma in Information Technology (KNEC)

2005:   Nyakongo High School, K.C.S.E.