Sales Manager

CURRICULUM VITAE

Ngure Kang’ethe

P.O. Box 509**-***** Nairobi

*************@*****.***

Cell No: +254-***-******, +254-***-******

AGE 40 Yrs.

NATIONALITY: Kenyan.

MARITAL STATUS: Married.

ACADEMIC BACKGROUND

2007-15th August 2009 United States International University

MBA- Strategic Management

1994-1997 Jomo Kenyatta University of Agriculture &

Technology

Awarded BSC in Chemistry/Biological sciences

1989-1992 Upper Hill School

Kenya Certificate of Secondary Education

Attained Grade B (plain)

1981-1988 Langata Road Primary School

Kenya Certificate of Primary Education

Attained 65 points out of 72 points

OTHER QUALIFICATIONS & SKILLS ACQUIRED

Computer skills

1 Microsoft Word.

2 Microsoft Excel.

3 Microsoft Access.

4 Microsoft PowerPoint.

5 Internet.

6 SPSS

Sales & Marketing Skills

Good Communication skills

Leadership skills

Clean driving license

Team player

WORK EXPERIENCE

June 2013-April 2014:

Head Malaria Private Market, Africa Novartis Pharma Services AG.

Duties and Responsibilities:

1. Managing the commercial activities for the bottom of the pyramid

Malaria business in Africa project.

2. Managing a team of 4 regional Managers, Marketing manager, and

sales teams in Sub-Sahara Africa

3. Strategic direction for the Coartem Brand in private markets in

Africa based on country specific environmental conditions.

4. Planning and forecasting sales and marketing activities in Africa

based on market intelligence gathered per country.

5. Managing the bottom line for the brand and ensuring profitability

and sustainability of the project to the company

6. Liaising with external stake holders on behalf of the company in

policy making level with ministry of health officials, donor funded

organizations community based organizations and other

stakeholders.

7. Working cross-functionally with other departments to deliver the

best value for the company and also equip the commercial teams

with best in class tools to do their job.

8. Identifying and Managing distributors (partners) for low cost

Coartem across the sub-Sahara Africa

9. Identifying and recruiting high calibre associates for the company

with the help and collaboration of HR

10. Ensuring that all employees adhere to company policies and ethical

standards at all times.

Achievements:

1. Achieved the set objectives for 2013 qualitatively and quantitatively

for the project.

2. Successful recruited and trained a high calibre regional manager

for Kenya and 2 first line managers for East Africa

3. Successful re-structuring of the commercial teams to ensure

optimal use of resources and maintain of highly motivated team and

thus achievement of set objectives

4. Successful led a cross-functional and multi-national team to

achieve a very successful launch of a new formulation of Coartem

Brand in Nigeria.

5. Successful led the Expansion of the project into other territories

thus increased sales and revenue to the company as well as saving

many lives.

6. Created a very cohesive team that worked well with other

departments in the company.

July 2010- March 2013:

Regional Sales Manager Sanofi-aventis- Kenya, Tanzania and Uganda

Duties and Responsibilities.

1. Managing the total Regional activities (General Management)

2. Managing country sales budget for Kenya, Tanzania and Uganda

3. Senior Member of planning and Budgeting team for the company

4. Managing a total staff of 22 medical representatives in Kenya, 4 medical

representatives in Uganda, 1 medical representative in Tanzania, 3 sales

managers in Kenya, a Key accounts manager for the region, 1 finance

controller, 1 HR co-ordinator and 12 other staff members in Kenya

5. Giving detailed monthly reports to the GM

6. Recruiting, training and motivating staff members with the help of HR

department

7. Giving the strategic direction for the Region including the new products

(projects) to be launched and timing for the launches.

8. Managing the bottom line for the company.

9. Liaising with external stake holders on behalf on the company in policy

making level with ministry of health officials

10. Managing sales stocks in the countries and distribution channel.

11. Managing all resources for the company in a culturally diverse

environment and ensuring all adhere to ethical practices at all times

Achievements:

1 Consistent achievement of regional quantitative and qualitative

objectives.

2 Successful implementation of marketing programme in diabetes and

over the counter products.

3 Managing the Access to Medicine For malaria (AMFm) program in

East Africa, recruiting the first line buyers for East Africa and ensure

supply of the first line anti-malarial drug in the 3 markets in line with

the current government policies. Recruiting reps with the help of the

first line buyers (partners) training and motivating them to achieve set

objectives.

4 Lobbied to make ASAQ the first line Anti-Malaria Combination

Therapy (ACT) in Zanzibar and has excellent rapport with heads of

National Malaria Control Program (NMCP) in the 3 countries and

Zanzibar.

5 Held a successful training for sales force in the English speaking east

Africa for advanced selling skills, communication skills and trained

reps on various brands.

6 Successful introduction of new brands and management of the

brands (Orelox and ACT- ASAQ) in the market. Constituting and

being a member of various projects in the company that delivered

good results

7 Excellent rapport with Key Opinion leaders (KOLS) and other key

stake holders’ country wide.

8 Excellent growth of Maalox, Flagyl/Flagentyl range and Rhinathiol

(OTC range)

9 Successfully introduced the second brands of Sanofi into the market.

Jan 2010 – June 2010:

Country Manager Sanofi-aventis – Kenya

Duties and Responsibilities.

1 Managing the total country activities

2 Managing country sales budget for Kenya

3 Planning and forecasting sales and marketing budget for the country both

short run and long term

4 Working with a total staff of 16 medical representatives, 2 sales managers

and 12 other staff members in Kenya

5 Giving detailed monthly reports to the GM

6 Recruiting, training and retaining reps with the help of HR department by

creating a conducive working environment and enhancing team spirit.

7 Giving the strategic direction for the country including the new

products/projects to be launched and timing for the launches and projects

and project team membership.

8 Managing the bottom line for the company.

9 Liaising with external stake holders on behalf on the company

10 Managing sales stocks in the country.

11 Managing all resources for the company.

2004-2009:

District sales Manager Kenya - Sanofi-Aventis

Duties and responsibilities.

1 Management of PHC (primary health care) Malaria range of products in

Kenya. W ith the help of a team of 5 medical representatives

2 Management of Thrombosis (Clexane, Plavix, Targocid) range of

products in Kenya with the help of a team of 4 medical representatives.

3 Ensuring product growth and development of the two ranges through

formulation of marketing strategies, ensuring team work and training

members on communication skills and product knowledge

4 Formulating and managing of the marketing activities and

implementation of the marketing strategies.

5 Managing sales and marketing budget and directing the sales and

marketing activities.

6 Analysing the market and recommending required strategic changes to

the company.

7 Giving timely market feed backs and accurate reports to the

management periodically.

8 Setting and projecting annual budgets based on the m arket trends.

9 Motivating the field force through continuous field coa ching and

supervision and ensuring adherence to company policy always.

10 Tracking importers stocks and their imports.(stock management)

11 Recruiting and Sales training for new sales representatives.

12 Key accounts management.

13 Managing launches of new products and their growth.

Achievements:

1 Consistent achievement of sales targets.

2 Successful implementation of marketing programme.

3 Introduction of both PHC, Malaria and Thrombosis products into

government tenders and other private institutions tenders.

4 Held a successful training for sales force in the English speaking

east Africa for advanced selling skills.

5 Successful introduction of new brands and management of the

brands (Orelox and ACT- Coarsucam) in the market.

6 Excellent rapport with KOLS and other key stake holders’ country

wide.

7 Excellent growth of Maalox, Flagyl/Flagentyl range and Rhinathiol

over the years.

8 Daily, quarterly and yearly planning of key marketing activities for

the reps.

2001-2004 Medical Sales Representative for Sanofi-Synthelabo.

Duties and Responsibilities.

1 Marketed the anti-malarial range and the PHC (primary health care)

products for Sanofi-Synthelabo

2 Introduction of various products to Government institutions e.g. Rh inathiol,

Aspegic injection Epilim chrono, Arsumax and Stilnox

3 Development of Xatral range and introduction of 10mg formulation into the

country.

4 Recommending promotional activities to the management that are specific

to the market and the emerging trends.

5 Data and customer management.

6 Key accounts management

Achievements: Sales target achievement and best representative

due to the successful introduction of especially Arsumax (Artesunate) and quinima x

(quinine) into the Kenyan market.

1998-2001 Menarini International as a medical representative

Duties & Responsibilities.

.

1 Marketing and sales promotions.

2 Developing brand loyalty and recommending promotional campaigns suited to

the Kenya market.

3 Territory management.

4 Developing new products and new markets.

5 Organizing and conducting product launches country wide.

ACTIVITIES & INTERESTS

Active footballer, enjoys swimming and travelling

Interests: Reading scientific publications, strategy and current marketing and business

related publications.

Community Development

Active and involved in community service at Watoto Village in Kahawa West and

Kiserian

Helping cancer patients as my service to the society

REFEREES:

Dr. Maurice Maina.

USAID, Kenya.

Tel 072*-******

P.O. box 629 00621 village Market Nairobi, Kenya.

Dr. Edward Kamanu Kinyanjui

Chief Medical officer,

Ananda Marga Universal relief team (AMURT)

Tel- 072*******

P.O. box 677-00600 Nairobi,

Kenya.

Simon Mboyano.

Marketing Director

Population Service International

Tel- 072*******.

P.O. box 203**-***** Nairobi,

Kenya

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