Maria Ngoru

Experience

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  Airtel Kenya

  Mar 2011 - Nov 2016

  ► Managed customer base and revenue growth on both Airtel Mobile and Airtel Money Business within designated zones. ► Designed and executed the zonal business plan in line with the distribution segment strategy.► Delivered the best standards in customer service and verified customer experience initiatives were implemented for all customer touchpoints within the assigned sales regions.► Drove strategic partnerships and collaboration with internal cross-functional leadership, external vendors, and channel partners.► Trained all channel partners and the retail trade in each assigned zonal area on Know Your Customer (KYC) norms for all activations and availability of standard sales reports.► Ensured all channel partners and the retail trade in the assigned zonal area complied with Airtel go to the Market module.► Built a high-performing team of Territory Sales Executives by embedding formal performance development and informal coaching.► Partnered with HR to determine and analyze development needs for the team and identified training requirements that were budgeted for and executed.► Prepared reports for management review as per the reporting calendar.► Attained visibility and overall branding targets for the retail trade in the zonal area.Key Achievements:★ Grew channel partner performance from 45% to 88% within the assigned Nairobi zone within the first month of taking up the role. Show less ► Achieved required target for customer acquisition, primary, secondary and tertiary recharge.► Met sales targets and proper market cover by verifying distributor and retailer points complied with stock norms by supplying sufficient dealer purchases stock to last at least seven days and conducting daily morning reviews of the previous day’s sales per SKU.► Enhanced full visibility of Airtel brand so that it remained on top customers’ minds (TOMA) by auditing distributor routes to ensure point of sale materials were delivered to all the retailers selling Airtel products.► Managed and executed trade and customer engagement activities, including Market Impact Team (MIT), Retailer Awards, Sales Tent Activations, Road Show Activations, and Door to Door activations.► Recruited, appointed, and managed the productivity of direct sales representatives across the assigned territory.► Trained the distributor on products and processes, including Know Your Customer (KYC) norms for all activations, and prepared standard sales reports at the distributor’s point.► Visited the market (route and beat) of every direct sales representative and provided market feedback to the organization.Key Achievements:★ Increased airtime consumption within the assigned territory from KES 20 million to KES 40.2million (from Jan 2013 to July 2014).★ Championed the Airtel Brand in Kasarani and Kiambu territories. Show less

  • Zonal Sales Manager - Business Development & Strategic Partnerships

    Jan 2016 - Nov 2016

  • Territory Sales Manager/Area Business Developer - Customer Acquisition & Brand Management

    Jan 2013 - Dec 2015

  • Key Account Manager

    Mar 2011 - Dec 2012
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  Multichoice Kenya

  Nov 2016 - now

  Regional Sales Manager - Business Development, Strategic Partnerships & Marketing

  ► Manages and recommends P&L and budget for assigned area zone, including monitoring anticipated costs and revenues and identifying and rectifying areas of unsatisfactory performance to meet financial performance targets.► Prepares comprehensive reports on sales targets, competitor analysis, Route-To-Market that track sales targets, profits, losses, and operational forecasting, including sales planning and budgeting.► Leads and drives consistent market execution strategies & initiatives, including sales promotions and roadshows that enable excellence in sales operations (Right Execution Daily - RED) across Nairobi Sales Area Zone, resulting in increased market penetration, enhanced customer relationships, and growth of market share.► Drives market leadership in all categories, Net Promoter Score, and Brand consideration by positioning Multichoice brands as an accessible and better option for all.► Manages all Nairobi City Zone Accounts customer relationships in collaboration with Distributors, Channel Partners, and Territory Sales Executives.► Develops a high-performing sales team by coaching, mentoring, training, and managing the performance of Territory Sales Executives.► Fosters open communication channels, including roundtable discussions to address work concerns and implement change management interventions where necessary.► Implements a performance review with well-defined Key Performance Indicators and providing regular performance feedback to ensure the sales team achieves Sales Operating Plan.► Ensures that all Channel Partners and the Retail Trade in the assigned Area zone comply with Multichoice Group’s branding/merchandising standards and policies.Key Achievements:★ Recognized as the Multichoice Salesperson of the year 2018/19. ★ Recognized as the Gotv Salesperson of the year 2017/18. Show less