Sales business development professional & great interpersonal sklills

TOM MURANGIRI RIUNGU

Nairobi, Kenya

Tel: +*** – 712 – 252 - 848 Email: ********@*****.*** www.linkedin.com/in/tomriungu/ PROFILE:

Dedicated, focused and results driven Executive with over 12 years’ experience in sales, business development, and channel marketing & distribution, seeking the position of a DG Sales BU Promoter. Display an outstanding ability to contribute to business and team success by communicating customer requests to team members and ensuring outstanding levels of customer interaction. Adept at implementing the necessary business development strategies including account management, customer retention, and cold calling to accomplish breakthrough sales objectives, while creating unique market-entry strategies, managing business relationships, building credibility, and establishing an immediate rapport with potential clients and maximize on Return on investment (ROI). COMPETENCIES AND EXPERIENCE HIGHLIGHTS

Strong negotiator and ability to transact business at all level including at CxO level and senior government

Proven ability to identify and convert emerging markets trends into profitable and sustainable business opportunities in untapped markets.

Spearheading marketing, strategic sales programs and build robust distribution channel models.

Ability to implement segment/product specific sales tactics and plans

Excellent interpersonal skills, customer centric through ensuring timely resolutions of complaints and gain loyalty through long-term partnerships

Ability to establish a team-spirited environment through a positive and proactive leadership style

Revenue planning, sales forecasting, pipeline management to support top-line growth and meet targets

Regional experience in East and Central Africa and a good understanding of the different micro & macro economics

Proven background leading cross-functional teams in business development and sales across different countries PROFESSIONAL EXPERIENCE

Zamefa Plc- CBI Electric (SA) Regional Business Head- Eastern Africa Apr 2016 – Present General Cable (SA) Business Development Manager – East Africa Dec 2013 – Mar 2016 Promoted to the Commercial Division as Regional Business Head - Eastern Africa reported to General Manager - Africa. Tasked with the setup of the Kenyan Operations and grow the General Cable brand and now the Zamefa – CBI Eletric brand across East African Countries, & Ethiopia, Somalia, Zambia. Milestones

Achieved New Revenue business from a Zero base to 3.7 million dollars in 2016, MI % average at 15% and 5.45 million dollars in 2017 carrying a revenue baseline of 8 million dollars.

Recruited at least one distributor for the Key Markets, Kenya Tanzania & Uganda to ensure monthly revenue streams.

Responsible to pro-actively develop and direct the implementation of agreed short and long term sales & marketing KPI’/ plans and tactics for the covered region and achieve stated objectives of growth and profitability.

Develop new and innovative approaches to manage and grow partnership relations with utilities, EPCs, and distributors as their main suppliers of LV & MV power cables and accessories across East Africa.

Lead sales and business development initiatives in the region; responding to RFQs & RFPs, and Tenders from EPC’s, Contractors & Utilities within the region while acting as General Cable/Zamefa point of contact.

Drive sales revenue, sales volume as per agreed targets and managing a positive gross margin, with a team of 2 sales executives & 1 technical support manager.

Provide thought leadership and managing all office business affairs by ensuring a profitable office operation.

Championed the annual sales forecast, revenue planning & expense budget build.

Liaise with the global marketing team and local adverting agency for BTL, exhibitions, PR activities, and product launches.

Communicate & manage General Cable/Zamefa export sales, logistics, technical, and factory to coordinate and qualify opportunities and to respond to RFQ/Tenders within specified time frame. TOM MURANGIRI RIUNGU +254 – 712 – 252 - 848

Planned sales tactics with the distributor, provided leadership and motivation to the sales team that ensured consistency to drive the East & Central African region market. Alcatel One Touch Regional Sales Manager – East Africa Nov 2011 – Oct 2013 Worked in the Commercial Division, and reporting to the Regional Director Africa. Main objective to introduce Alcatel’s brand in the region as well as appointing regional distribution partners and mobile network operators in the Eastern Africa cluster of countries (Kenya, Tanzania, Rwanda, Burundi, Ethiopia and Somaliland). Milestones

Business development & establishments of corporate account partnerships with operators- Airtel, Tigo, Vodacom, Zantel, TTCL - Tanzania, Ethio Telecom, MTN & Tigo- Rwanda, Somtel- Somalia & Leo Burundi.

Successfully launched the 1st Tablets in Kenya & Somaliland, recording the highest smartphone Volume sales of 25,000 units in the company in 2011/12.

Successfully opened up the Eastern Africa market by identifying & recruiting distribution partners within the region with a revenue turnover of 1.15 million USD, and business development through building long term partnership with all operators in the region with a revenue turnover of 2.45 million USD.

Participated in distribution business planning strategy, Go-To-Market, recruit & build capacity of distributors through the REG model- (Recruit Enable, & Grow) to achieve market coverage, revenue growth & product offering within the region.

Collaborated with Opcos & Group Offices of Network Operators with C-Level CEOs, CMO CPO to establish and agree on quarterly & Half year product roadmaps per country.

Ensured the sales pipeline remains full with qualified leads and prospects.

Monitored employee productivity and motivate them to successfully increase sale attainment by 42% in the year 2012.

Developed new clients by targeted program concentrating on brand awareness, PR and demand generation.

Enhanced market penetration by acquiring new client in prime target markets.

Established and managed demand generation operations and champion product training for all products.

Prepared pricing strategies for current customers to enhance sales and increase profitability.

Trained and coached employees to be upbeat in sales process implementation and development of new business. Telkom, Orange Ltd Kenya Sales Team Leader Jan 2009 – Oct 2011 Worked in the Business Market department as a Sales Team Leader -Reporting to Head of Enterprise Sales.

Managed a team of 7 Account Managers addressing the top 150 companies with a revenue contribution of 40% to the company. Setting monthly products & revenue sales targets and KPI’s for each team memebr.

I was part of the core team that setup the corporate sector from strategy formulaton, sales targets, segementations of the corporate porfolio within the first 6 months.

Increased base revenue by 30% in 2010-2011 across the accounts thrugh up selling and intruction of value added solutions.

Developed Telkom - Customer relations to provide a nurturing environment to harness group synergies working closely with ISP’s, vendors, third party contractors tapping into viable commercial opportunities.

High-Level engagement/presentation at CEO, CXO level to foster good relations and aid in faster decision making on solutions proposed to great sizeable pipeline.

Coordinated with IT&N, Project Management to manage timely and accurate product and service delivery by developing and growing revenue in complex solutions, VSAT, MPLS, Internet Connectivity, and VOIP.

Communicated clear strategies, providing leadership & coaching to achieve both individual and company objectives, built a winning team.

Samsung Electronics Channel Retail Marketing Manager –East Africa Feb 2008 – Dec 2008 Worked in Sales Consumer Mobile department of Samsung Electronics.

Developed and implementing channel marketing activity for selected groups of channel partners.

Implemented channel campaigns in order to expand market share and pursue aggressive growth targets.

Managed marketing budgets for each product category and provided market support to distributors/Partners. TOM MURANGIRI RIUNGU +254 – 712 – 252 - 848

Through Key accounts & dealer network rollout, and relationship management: as a result, recruited the first distributor in Tanzania and Uganda.

Planned and lead trade marketing/promotional activities to customers to enhance brand equity and product awareness through a Countrywide Olympic promotion. Resulted to a 700,000 sellout of entry mobile phones. Celtel Ltd Kenya Territory Manager Feb 2007 – Dec 2007 Promoted to the Sales & Distribution department of Celtel Kenya mobile communication service company.

Devised effective territory strategies and analyzed data to find the most efficient sales methods.

Managed distributors develop alternative channels .i.e. capture segments like consumer, SME, payphones as alternative channels of revenue as well initiating a clear systematic sales plan for my distributors.

Effectively reported as per Celtel standards pertain to monitoring of territory performance (sales, stock levels, territory profile) to enable accurate and informed decisions to be effected by management.

Championed trade visibility and merchandising through branding i.e. dealer merchandising, wall branding, promotional trade branding to Celtel specified standards.

Monitored competition within assigned region and assess sales performance according to KPIs. Celtel Ltd Kenya Trade Marketing Executive Jan 2006 – Jan 2007 Worked in the Trade Marketing department of Celtel Kenya mobile communication Service Company, handling distributor road shows and Events animation to support sales team in meeting targets.

Led Trade Marketing Strategy development to attain defined business objectives throughout product categories focusing on Kenya markets.

Responsible for all celtel ships countrywide in ensuring they adhere to merchandising standards, product placement and shop branding.

Developed guidelines for allocation of promotional resoucres to sales channels equitably to the overall contributon to sales targets.

Briefed, trained and coordinated agencies on running road shows and trade initaites that would increase awarenss and sales volume per region.

EDUCATION

Chartered Institute of Marketing (CIM)- Makini college - 2008 to 2009

Professional Diploma in Marketing – ACIM

Daystar University, Kenya – 2001 to 2005

Bachelor of Commerce, Double Major: Marketing & Business Administration/Management PROFESSIONAL TRAINING

Cisco Small Medium Business- Cisco Certificate – Westcon - 2009

Cisco Sales Expert- Torque IT - 2009

Presentation Skills at the British Council - 2007

Trained on merchandising standards based on channel specific – Celtel - 2006 PROFESSIONAL AWARDS

Dream team that put together Partners & Channels Sector – Telkom, Orange Kenya – 2009

Won Sales Champion Awards –Telkom, Orange Kenya – 2010

Won Pambazuka Sales Awards Celtel Kenya Ltd – 2007

Summit of African’s Young Business Leaders (S.A.Y.B.L)in United States – 2006 Referees

Avaliable on Request.

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