Stephen Langat

Self-motivated and success-driven sales manager with 10+ years of
experience in solution selling and customer development. Proficient
and focused individual with innovative tendencies. Versatile and
motivated with excellent negotiation skills, remarkable analytical
abilities, coupled with great conceptual expertise. Employs a logical
and realistic approach to decisions and team capability building.
Adept at cultivating, managing, and leveraging client relationships.

Reserve Accounts Manager, Kiambu
Road

Jul 2022 - Present

East African Breweries Limited, Nairobi
New to role with the below accountabilities:
Top Accountabilities
Management of profit, NSV and Market share targets – “Own the
Reserve numbers”. Develop world class collaborative customer
partnerships. orchestrate end- to- end relationships via a cross
functional network.
Develop and co- ordinate joint customer plans with tailored
brand activities by channel and major customers
Drive the highest standards of execution for all specified
channels. Contribute to shopper and category insight, resulting
in powerful and breakthrough category strategies.
Apply facts and data, driving excellence in planning, decision
making and performance measurement and taking corrective
action as required.
Develop accurate forecasting through demand planning
resource, whilst monitoring and evaluating Brand/Customer
volume, trends and dynamics with objective to grow in line with
business ambition.
Territory Management Representative,
KSO Nairobi North East

Nov 2021 - Jun 2022

East African Breweries Limited, Nairobi
Improved RTM in the territory from 75% to 95%, through focus on
top accounts delivering highest NSV and negotiated for better,
improved trade terms, staff trainings and trade execution.
Shifted outlets purchases from wholesalers to the distributor to
deliver a healthy P&L
NSV growth on IPS, Premium Beer and Reserve at 115%, 111% and
109% respectively, resulted to trade up in outlets and reduction of
sale of parallel brands.

Education
Bachelor of Commerce
(Marketing Option)
University of Nairobi
2007 - 2010
Second Class Honors - Upper
Division
KCSE
Aga Khan High School,
Nairobi
2003 - 2006

Courses
Experienced Negotiation
Sep 2022
Diageo Way of World Class
Selling
Jan 2021

Skills
Well Versed in MS Office

Strong Communication -
verbal & written

Proactive and solution
oriented

Commercial Acumen

Forecasting Analysis

Territory Management Representative,
Uthiru

Aug 2021 - Oct 2021

East African Breweries Limited, Nairobi
Closure of distributor at time of joining the territory - proactively
focused on RTM. Ensured that the two assigned distributors
understood market dynamics, with proper route alignment, truck
accompaniments for VSMs and sales manager to ensure
coverage within a month.
Growth of the territory from 37% to 128% on Volume and 39% to
131% on NSV
Territory Management Representative,
KSO Central Rift

May 2021 - Jul 2021

East African Breweries Limited, Nairobi
Introduction of Key Strategic Outlets management in the Division
- Focused on RTM and parallel brands (trade terms)
Through stakeholder management, reduced impact of parallel
by ensuring that outlets contributing to 80% of total performance
were contracted and trade terms reviewed - Resulted in growth
NSV and Volume performance from 58% to 127% and 61% to 133%
respectively
Territory Management Representative,
Nakuru Town

Jan 2016 - Apr 2021

East African Breweries Limited, Nairobi
Joined during setup of a new distributor, with territory being

served by 50 stockists. Leveraged on available resources to re-
recruit customers. Implemented “Operation Rudisha Home”

within 6 months, reducing stockists from 50 to 8.
Growth of the territory from 45% to 105% on Volume and 49% to
111% on NSV within 6 months.
Trade Development Representative,
Lanet

Apr 2014 - Dec 2015

East African Breweries Limited, Nairobi
Joined during distributor closure and annexation to neighboring
distributor - Successfully reduced stockists from 15 to 5
Ensured outlets had all resources through salesmen capability
build and review of standard stocks. Extensively did truck
accompaniments and stakeholder meetings, with support from
bar association leaders. Onboarded 95% of outlets to the
alternative distributor within 6 months
Performance grew from 44% to 101% and 49% to 111% on volume
and NSV respectively within 4 months.
Transport, Distribution & Warehouse
Administrator

Jul 2012 - Mar 2014

Freight In Time, Nairobi
Project Lead for the national distribution of Delivery Kits, HB
Meters Microcuvettes and Vacutainers to 217 Provincial Hospitals,
Clinics and Dispensaries
Delivered within 3 weeks vs. previous duration of 3 months,
reducing total expenses by 55%.
Market Research Interviewer May 2012 - Jun 2012
ACNielsen, Nairobi
Data Entry Nov 2011 - Apr 2012

Bachelor of Commerce
(Marketing Option)
University of Nairobi
2007 - 2010
Second Class Honors - Upper Division.
KCSE
Aga Khan High School,
Nairobi
2003 - 2006