Technical Sales Customer Service
Resume:
CURRICULUM VITAE
VINCENT KINYANJUI
P.O. BOX 188**-*****
NAIROBI
KENYA
Mobile: +254-***-***-***
linkedin.com/in/vincent-kinyanjui-441714146/
Email: ********************@*****.***
I am an experienced, innovative and dynamic business strategist with a proven track record of exceeding goals and increasing sales volume and company presence. My career spans over ten years in technical sales with B-2-B and B- 2-C experience in sales at management level.
PROFESSIONAL EXPERIENCE:
KEY ACCOUNTS REPRESENTATIVE
Mantrac Kenya Ltd.; Nairobi, Kenya 2022 – 2022
Main duties:
• Sales of CAT and DELTA brand prime products
• Progressing sales opportunities through the sales funnel using the Mantrac sales process.
• Solve customer queries and problems and progress sales opportunities through the sales funnel.
• Prepare sales plans including forecast for the construction and mining industry while aligning to Mantrac’s goals and strategy to acquire new business and achieve a high result maximizing on revenue and profit.
• Customer focus by interaction with all departments of the Business Unit to ensure high customer satisfaction and loyalty.
Key achievements:
Developed and managed a portfolio of key accounts, resulting in an increase in revenue by 15% MANAGER, SALES AND SERVICE OPERATIONS
Senok East Africa Ltd.; Nairobi, Kenya 2020 - 2021 Main duties:
• Sales and aftermarket product development for: Kobelco Construction Equipment and Hidromek equipment
• Real-time assessment of business position in the construction and mining industry in relation to market share and implement strategies to gain market share.
• Implement budgets and manage P&L.
• Plan and execute sales activities to reach set sales targets.
• Plan and execute aftermarket activities to reach set aftermarket targets.
• Cost management and profit tracking.
• Key account management - develop and understand key customer requirements and establish product benefits over the competition, to lead in the development of markets and profitable growth.
• Territory: Kenya, Uganda
Key achievements:
1. Realized market for Kobelco excavators in the aggregates mining business sector in Kenya by introducing the first Kobelco machine in this market in 202, leading to a substantial uptake of Kobelco excavators in the aggregates sector with business potential of USD 2,000,000.00 in the year 2021. 2. Drafted customer service policies and procedures that standardized customer service operations and improved customer experience
3. Updated and maintained an extensive database of customer records, resulting in improved customer service and increased sales
BUSINESS MANAGER
Dalab Limited.; Hargeisa, Somaliland 2018 - 2019
Main duties:
• Develop and improve the mine operations, strategies, goals and objectives, operational principles and techniques; ensuring they are all aligned to meet operational goals with sufficient quantities and quality of materials produced to meet the internal and external customer demands.
• Manage all planning, operational, financial, safety, environmental, personnel and community relations duties at site in accordance with set programs, policies, and guidelines as well as government agencies, ensuring quality, health, safety and efficiency are maintained at all times.
• Initiate and implement production and scheduling related programs, strategies and techniques that result in increased productivity while containing the budgeted expenses of the assigned plants.
• Ensure operation of equipment by completing preventative maintenance requirements; calling for repairs; promptly reporting all matters pertaining to production and the other site works, constant monitoring of equipment, staff and processes; and undertaking regular site inspections and risk assessments in order to comply with all health and safety regulations.
• Performance managing the production process and setting and monitoring targets.
• Developing links and cordial relations with other key stakeholders, especially land owners, shaft owners, crushers, workers, local administration, suppliers and other concerned local groups and organizations.
• Produce and keep records of all financial and non-financial transactions involving the project, including but not limited to invoices, LPOs, receipts, quotations, credit notes, bank statements, statutory deductions, bills, petty cash etc.
• In consultation with the Project Director, review production schedules and orders to make decisions concerning inventory requirements, staffing requirements, work procedures and duty assignments, considering budgetary limitations and time constraints.
• Consistently identify new operational opportunities and develop strategies for accomplishing the attainment of improved efficiency and productivity in mines.
• Oversee safe and efficient processing methods, logistics, equipment management, workforce utilization, production maximization and cost reduction.
Key achievements:
1. Developed a business plan and raised initial capital from investors to launch the business. 2. Conducted market research and analyses to identify new business opportunities and trends. 3. Built strong relationships with key customers and stakeholders, resulting in repeat business and referrals. REGIONAL SALES MANAGER
Rock Plant (K) Ltd.; Nairobi, Kenya 2016 - 2017
Main duties:
• Sales and product development for: Hitachi Construction Equipment, Furukawa Rock Drills and Powerscreen mobile crushers and screens.
• Real-time assessment of business position in the construction and mining industry in relation to market share and implement strategies to gain market share.
• Implement budgets and manage P&L.
• Plan and execute sales activities to reach set sales targets.
• Cost management and profit tracking.
• Key account management - develop and understand key customer requirements and establish product benefits over the competition, to lead in the development of markets and profitable growth.
• Territory: Kenya, Tanzania, Uganda
Key achievements:
1. Established a footprint in the Tanzanian market for Hitachi excavators with the first new units in this market and 60% growth in aftermarket business.
2. Valuable contribution and input to achieve supply of one of the largest excavators in the Kenya market – Hitachi ZX 870 (90 ton) (USD 1.0m)
3. Developed and implemented a comprehensive sales strategy for FRD product range that increased regional market share by 30%
4. Developed and implemented a lead tracking system that improved the efficiency of the sales process 5. Developed a pricing strategy that increased customer loyalty and generated additional revenue 6. Successfully recruited and appointed Rock Plant (K) Ltd. as the dealer for Furukawa machinery in Kenya, Uganda and Tanzania.
EAST AFRICA REGIONAL REPRESENTATIVE
Furukawa Rock Drill B.V.; Utrecht, Netherlands 2015 – 2016 Main duties:
• To secure market for Furukawa Rock Drills in the East Africa Region through dealer recruitment.
• Determine pricing, customer rates and generate quotes based on competitive and current pricing models.
• Real-time assessment of business position in the construction and mining industry in relation to market share and implement strategies to gain market share.
• Territory Responsible: Kenya, Uganda, Tanzania
Key achievements:
1. Supplied one Furukawa Rock Drill machine (HCR1200DS) to China Road & Bridges Corporation Kenya for the Standard Gauge Railway project achieving visibility for the FRD brand. 2. Established a footprint in the competitive aggregates industry for FRD hydraulic breakers establishing a 20% market share.
3. Developed and implemented a comprehensive sales strategy that increased regional profits by 12% BUSINESS DEVELOPMENT MANAGER
Minetec Limited.; Nairobi, Kenya 2014 – 2015
Main duties:
• Technical Sales and Product Development for AEL Mining Solutions – Bulk Emulsion Systems
• Technical sales of commercial explosives and quarry solutions.
• Identify and communicate key value propositions for customers.
• Market Intelligence, Key Account Management, Magazine and Logistics Manager.
• Management of commercial and financial targets both TOP and BOTTOM lines through effective implementation of sales management matrix.
• Territory Responsible: Kenya
Key achievements:
1. Implemented a customer segmentation strategy that identified and targeted high-value customers, resulting in a 20% increase in revenue.
2. Identified and capitalized on new market opportunities, resulting in a 20% increase in customer acquisitions.
3. Built and maintained relationships with key stakeholders to ensure customer satisfaction and loyalty. 4. Negotiated and secured key partnerships with industry-leading clients that generated 20% additional revenue.
SALES MANAGER, Doosan Portable Power
Car & General (K) Ltd.; Nairobi, Kenya 2013 – 2014 Main duties:
• Direct sales and product development for Doosan Construction Equipment including spare parts and aftermarket support.
• Real-time assessment of business position in the construction and mining industry in relation to market share and implement strategies to gain market share.
• Creation of sound business plans and on-going activity plans.
• Development of new accounts
• Maintaining existing accounts.
• Receivables management.
• Key account management - Develop and understand key customer requirements and establish product benefits over the competition, to lead in the development of markets and profitable growth.
• Territory Responsible: Kenya
Key achievements:
1. Introduced Doosan portable compressors into construction and mining market achieving all-time highest sales of KES 14.4m in month of March 2013.
2. Generated significant growth in sales for Doosan Portable compressors to achieve a 20% growth in revenues against targets for Doosan Portable Power. 3. Created new business opportunity for Doosan Heavy Equipment leading to 200% growth in sales for YTD 2013
4. Developed and implemented a marketing plan that increased brand awareness by 50% within the target demographic.
5. Analyzed customer data to identify key trends, allowing for more targeted sales campaigns and resulting in a 20% increase in revenue
6. Developed a comprehensive sales training program that improved team efficiency by 50% 7. Hired, trained, and managed a team of sales representatives. SALES ENGINEER, Construction and Mining Technique
Atlas Copco Eastern Africa Ltd.; Nairobi, Kenya 2007 – 2012 Main duties:
• Create demand for Atlas Copco equipment by fulfilling and exceeding customers’ needs by offering the best products, tools and parts selection required for the tasks in a timely and efficient manner.
• Plan and execute sales activities in my territory to reach set sales targets.
• Increase market share in target industry segments in my territory - getting on board new customers, by establishing an ambitious sales action plan and efficient execution of it with a lot of prospection visits and pro-active follow-up.
• Use all available sales tools in a disciplined way to plan and execute sales activities and improve the efficiency and sales ratios.
• Enter and update all information (leads, accounts, contacts, visits, opportunities, quotations) timely in BPCS
• Follow up all relevant steps in the customer-to-cash process (lead/inquiry, proposal, contract, order, invoice and payment)
• Provide feedback and information on market trends and competitors development.
• Marketing and Sales of construction and mining solutions with emphasis on capital sales for surface drilling equipment - machine sales for drilling machines, mobile crushers and screens.
• Territory Management - business development responsible for Rwanda – Burundi; Eritrea; Ethiopia, Uganda, Madagascar.
• Key account management – building strong relationships with key accounts. Key achievements:
1. Successfully introduced Atlas Copco Mobile Crushers and Screens brand – Powercrushers into the East Africa market with sale of the first Powercrusher mobile train in the market. (EUR 1.2m). 2. Established 70% market share of mid and large sized hydraulic drilling rig with sales with sustained 10% annual growth.
3. Established over 80% market share for pneumatic drilling rigs in the region with sustained 20% annual growth.
4. Introduction of first units in the Rwanda market of Atlas Copco Secoroc pneumatic hand-held surface and underground drilling equipment. (USD 0.1m)
5. Established Lafarge Group (Hima Cement Co., Mbeya Cement Co. & Bamburi Cement Co.) as a key account with sales of USD 0.5m.
6. Developed content such as case studies, white papers, and webinars that positioned the product as the industry leader.
7. Developed and maintained relationships with key stakeholders to facilitate sales and identify new business opportunities.
8. Provided technical product demos to prospective customers that highlighted the product’s features and capabilities, resulting in a 15% increase in sales. 9. Generated leads through a targeted email campaign, resulting in a 15% increase in sales. 10. Developed sales presentations that clearly demonstrated the value proposition of the product, resulting in a 15% increase in sales.
11. Developed and implemented a competitive analysis process that identified gaps in the market and provided insights into new product opportunities.
AREA SALES MANAGER, Explosives Division
Twiga Chemical Industries Ltd.; Nairobi, Kenya 2003 – 2007 Main duties:
• Area Sales Manager for Western Kenya and including Uganda.
• Technical Sales of commercial explosives and quarry solutions.
• Magazine Manager at Kibigori magazine.
• Cost management and profit tracking.
• Key account management – building strong relationships with key accounts Key achievements:
1. Achieved sustainable growth of Western Kenya regional sales to 20% growth annually. 2. Established and managed Hima Cement Ltd. – Uganda as a key account with 50% of my territory sales. 3. Established and managed China Road & Bridges Corporation as a key account leading to 15% growth in overall sales.
4. Established and managed China Wuyi Co. Ltd. as a key account leading to 10% growth in overall sales. 5. Created a customer-centric environment that increased customer satisfaction and loyalty. 6. Created and maintained a database of customer information to facilitate timely follow-up. 7. Monitored competitor activities and adjusted strategies to maintain market share and increase customer acquisition.
8. Developed and maintained relationships with key stakeholders to facilitate sales and identify new business opportunities.
9. Provided customers product demos including blast designs to suit each unique customer bench leading to efficient blasting and overall customer loyalty.
PROJECT GEOLOGIST
Sebimu Exploration and Mining Co. Ltd. (IGE AB); Lolgorien, Kenya 2000 – 2003 Main duties:
• Mineral Exploration and Underground Mine Survey.
• Management of mineral prospecting concessions, mineral recovery and field operations. Key achievements:
1. Mapped and documented mineral reserves concessions in Trans-Mara (Lolgorien), South Nyanza (Atieli & Rongo) and West Pokot (Wakorr, Karasuk & Sekerr).
2. Underground survey of Teng Teng and Natigile underground mines in Lolgorien. 3. Implemented a mechanization program for artisanal miners by educating then in mechanized methods of mining and assisted in acquiring modern mining tools and machines for their daily use. 4. Commenced the preliminary survey and sampling of the Kilimapesa Adit. 5. Office and plant management including administration duties and payroll leading to more efficiency. 6. Authored detailed geological reports that accurately described the geologic history of the region. 7. Developed exploration strategies and supervised mineral exploration activities. 8. Utilized geographic information systems (GIS) to store, analyze and visualize geospatial data. 9. Conducted laboratory testing of samples to determine mineralogical and geochemical composition. 10. Collaborated with multi-disciplinary teams to develop solutions to complex geologic problems. 11. Developed risk management strategies to mitigate environmental and safety risks associated with mineral exploration and development.
PROFESSIONAL MEMBERSHIP:
GEOLOGICAL SOCIETY OF KENYA
Professional Member
EDUCATION BACKGROUND:
JKUAT Enterprises Ltd.
Professional Certificate, Project Management (on going) 2023 UNIVERSITY OF NAIROBI 1994 – 1999
Bachelor of Science (BSc.) Geology and Mathematics STRATHMORE UNIVERSITY 1994
Institute of Data Processing Management (IDPM)
ST. MARY’S SCHOOL, NAIROBI 1990 – 1993
Kenya Certificate of Secondary Education (KCSE)
PROFESSIONAL TRAINING:
ATLAS COPCO EASTERN AFRICA LTD.
Surface Drilling Equipment Product and Application Training Rock Drilling Tools Product and Application Training Atlas Copco Powercrusher Product and Application Training Atlas Copco E-learning – Master Driller Program
TWIGA CHEMICAL INDUSTRIES LTD.
Commercial Blasting Products and Techniques.
SEBIMU EXPLORATION AND MINING CO. LTD.
Mine Survey.
PEAK PERFORMANCE
Sales and Marketing.
CATERPILLER UNIVERSITY
Customer Relationship Management & Sales Funnel Curriculum The CAT dealerOrganization
Basic Hydraulic Systems
Motor Grader 140GC
Power-train Overview
Next Gen HEX
REFERENCES:
Francois Nell
Business Manager, Africa, Middle East, Russia
Furukawa Rock Drills Europe B.V.
Telephone: +31 6 1290 8668 / +31 3 0247 5166
Email: ********@***.**
Ehab Abdelfatah
Application Specialist
Mantrac Group, Egypt
Telephone: +20-100-*******
Email: ***********@************.***
Charles Karewga
Chief Executive Officer
Artemis Transition Partners
Telephone: +254-***-****** /+254-**-*******
Email: ********@************.***
Cedric Simonet
Former Chairman
Kenya Chamber of Mines
Telephone: +254-***-***-***
Email: ******.*.*******@*****.***
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