Rodrigue Stephane WAFFO

Experience

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  British American Tobacco

  Jun 2003 - Oct 2003

  Internship HQ Sales Department (FMCG)

  - Distribution channel: Retail sales (Snack, Restaurant,Bar, Supermarket.) - Improvement of 08 sales points.- Suggestion of a new process to increase digital distribution.- Action hype- Communication on a new design of L&B.- Put in place of PSP (Promotion on Sales Points.)- Participation to a merchandising campaign.- Prospecting for the launching of a new cigarette label ‘’Diplomat’’

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  Diageo

  Jan 2006 - Aug 2006

  Analyst (FMCG)

  Internship:- Tracking, analysis of competitors’ market share. - Studies and analysis of markets in order to make clear the market position of brassicoles.

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  Groupe SABC

  Aug 2006 - Mar 2007

  Internship Commercial & Supply Chain Department.

  * Management of orders - Follow up of local orders and exportations: 178 orders on average processed each month. - Evaluation of the level of satisfaction of clients.* Management of deliveries (OTIFNE)- Organization of delivery- Update of customers’ state of command.

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  Bolloré Africa Logistics

  Jun 2007 - Dec 2007

  Internship Sales of Marketing Management

  - Visit to customers: objective ----> obtain the maximum OT.- Customer Service management: Process cotation requests and follow their latest les demandes de cotation et suivre leurs délais de réponse…)- Management of clients’ complaints: Reduction of claimings standing from 15 to 5 days on average. Put in place of a project: (Customers loyalty management with the B to B method) in order to measure customers’ satisfaction.

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  Diageo

  Aug 2008 - Jan 2010

  * Monitor and develop of whosalers (Beers & Spirits) achieving: +11%; Volume:+10, Net Sale Value:+50%, Numerical distrib: 100%.* Achieve profitable volume/market share target for Zones by driving sell out of the distributors.* Building profitable relationships with assigned distributors and ensuring they carry our targetportfolio within their Sales zones;* Manages Recommended Price Compliance at the Distributors’ outlets; Works with Relationshipmanagers to ensure DFS (Distributor Finance Scheme) is well run with no returned cheques;* Drive quality of data input at the assigned key distributor warehouses through the physical stockverification approach and data validation / weekly audit of the distributor management system forinformed decision making;* Achieve profitable GSV (Gross Sales Value) depletion targets for wholesalers inline with the agenda of margin growth. Show less - Monitor, categorization & segmentation of a panel:- Field Sales Team Management;- Drives team to correctly Map outlets to market segmentation;- Territory management; Monitor, categorization & segmentation of a panel of 2350 retailers: 95%;- Ensure full delivery of the territory business channel's objectives through sell-out from distributor, market share growth, distribution scores;- Ensure effective customer/ business development to counter competitive activities in the zone; To support business objectives through the effective management of sales territory with a focus ondeveloping the capability of team through coaching and accompaniment of team members;- Ensures RRS scheme is deployed to gain full return on our investment by working with Trade ActivationManagers/Distributors to ensure early truck out, good records keeping, business reviews. Show less

  • Distribution Representative

    Aug 2009 - Jan 2010

  • Regional Sales Administration

    Feb 2009 - Aug 2009

  • Retail Development Representative

    Aug 2008 - Feb 2009
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  Samsung Electronics

  Jan 2010 - Jan 2011

  National Field Sales Manager

  * Establish the development strategy of the sales activity at the national level;* Participate in the development of the management budget;* Develop, update and monitor the implementation of the department's budget;* Validate the imprests of the sales department according to the estimated budget;* Control and validate the commissions of the teams at the first level;* Manage the planning of promotional actions (Incentives)* Ensure monthly competitive and strategic monitoring;* Ensure the mastery of the sales techniques of the teams;* Evaluate the individual and collective performance of the team;* Supervise and assist the sales teams;* Analyze activity reports;* Plan activations and demos over the year (tracking file in collaboration with marketing)* Managing partnerships with independent distributors* Conduct field visits* Organize and lead meetings with the team* Monitor and organize skills development and offer training* Coaching teams and making corrections to malfunctions* Accompany the teams towards a process of change and personal development* Analyze the dashboard of sales, installations* Follow the indicators of the activity allowing to achieve the objectives (KPI'S)* Analyze the operating account and deduce the corrective actions* Activated sales drivers QDVP3 (Quality Distribution Visibility Promotion, Persuasion and Place) and retail Management* Recruitment, management, development the dealers (Dealer Mapping)* Sales in the various distribution channels the retailers, market share 40% in 12 Months Show less

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  CANAL+

  Jan 2011 - Jan 2014

  Key Account Manager

  Key account for B2B & B2C, P&L of Cameroon, Chad, Central African Republic…* B2B business development;* Management and retention of a portfolio of key account customers;* Development of sales strategies specific to each product or market;* Management and development of the portfolio of key account customers at the sub-regional level* Analysis of markets, brand performance and competition;* Analysis, development and renewal of sales of electronic payment products and solutions (cross selling or up selling);* Organization, monitoring, management and reporting of commercial activity in the Central Africa zone* In charge of implementating and monitoring performance of the physical payment solutions achievements: +110; * And marketing & Sales planning with Distributors & Telecom Operators (ATL & BTL);* Distributor Management and re-subscribing: +120%, dormant account + 10%;* Put in place a new network of distributors +1492 outlets;* Coaching and accompaniment staff (Regional, Field Sales, Sales Agents).* Drive operational activities that enable distributors to sell out more and spendless such as monthly P&L (profit and loss) tracking, Health check analysis, cashflow analysis, credit management and reconciliations (zero variance target).* Ensures regular monthly full business reviews with Distributors.* Ensure effective customer/ business development to counter competitiveactivities in the zone.* Achieve profitable GSV (Gross Sales Value) depletion targets for wholesalers inline with the agenda of margin growth;* Develop and manage the distribution of company brands within the regionthrough retailers and wholesalers in order to ensure that availability ismaximized in line with brand strategies and the needs of the market by tradechannel and outlet type;* Develop and implement national presence marketing and promotion programswith optimum use of resources and materials in order to achieve the highest in-store visibility and sales performance. Show less

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  Nationlink RCA - BiTelecom

  Jan 2014 - Jan 2015

  Head of Sales & Marketing Department

  Responsible B2B & B2C of Central African Republic, Congo, Gabon, Burkina Faso)* Guarantor of the commercial objectives (MB,CA) of an SBU composed of 2 Business Managers, Response to national referrals, Implement a new route to consumer, achieving + 18% on Numerical Distribution;* Manage an efficient and effective cemac trade marketing and distribution teamthrough on-job the training, motivation and staff development in order that trademarketing and distribution representation is superior to the competition inrespect of both core and added value services;* Coaching and accompaniment of sales forces and target setting & Evaluation;* Set-up “Party Bonus Program - Fill up with energy Program - Tonus with NRgie+Program - Azur Bouba Ngueré program”, leading to 16% increase, to the numberof subscriber, turnover achieved $1,66,667 over 10 months;* Drive operational activities that enable distributors to sell out more and spendless such as monthly P&L (profit and loss) tracking, Health check analysis, cashflow analysis, credit management and reconciliations (zero variance target);* Ensures regular monthly full business reviews with Distributors;* Ensure effective customer/ business development to counter competitiveactivities in the zone;* Ensure effective customer/ business development to counter competitiveactivities in the zone;* Works with Area Manager to develop capability of the distributor organization inorder to up-skill the capability of the distributor staff and reduce attrition;* Build capacity of distributor Organisation to deliver sustainable businessgrowth. Show less

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  LudWin Group

  Jan 2015 - Jan 2016

  Business Sales Development Manager

  Responsible for B2B & B2C (Cameroon, Gabon, Congo, Chad, Central African Republic, )* Trade Channel management; * Trade Spend Management;* Key Account Management;* Joint Account Planning & Management; * Territory Management & Maintenance; * In charge of recruitment of develop new points of sales and field Sales Team* Expand the sales network with 50 points of sales (110%);*Work with high-performing and high-potential partners to develop an annualjoint business plan that defines strategies and activities to meet revenue goals;*Review and assess plan progress in partner-facing quarterly business reviews,making changes as appropriate Enable partner sales staff to identify, prospectand scope sales opportunities in new and existing customer accounts;*Provide ongoing product coaching and sales enablement activities, and workwith the partner organizations to ensure they complete any required partnerproduct training Show less

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  Samsung Electronics

  Jan 2016 - Jun 2018

  Business Development & Sales Analyst Manager

  * Business Opportunity sensing;* Lead Analysis;* Forecasting;* Demand Plan Management; * Establish the development strategy of the sales activity at the national level;* Participate in the development of the management budget;* Develop, update and monitor the implementation of the department's budget;* Customer Insight Building & Market Planning. Also Supervise & Management of Institutional Business Team.* Recruitment of new dealers, increasing market share from 16% to 40%* Monitoring of dealer performance (330 Dealers) & Operator & B2B channel* Better tracking of KPI’s leading to and enhanced customer for 45% from 91%* Coach and accompaniment team 35 field sales staff + target setting & Evaluation* Budget Management $60K Show less

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  Olam

  Jun 2018 - now

  Senior Area Sales Manager

  * Develop and implement collaborative customer business strategies, Conductclient business reviews, price negotiations and individualised account plansSales Outlets of more regions , ) Achieve 9571 tons or $6,473,476 in the last06 Months;* Engage and manage supplier resources in support of partnership objectivesand sales opportunities (e.g., direct sales, channel marketing, productmanagement;* Drive regular partner alignment sessions to review partners’ pipelines, conductwin/loss analysis, and develop account penetration strategies to identify andbuild new sales opportunities;* Drive growth through identifying and winning new business within definedchannels, Develop Market Shares at Retail Level and Supervise Partner's, SalesTeam of the area (Increase +65% on flour Beignets Vs +70% on Flour Bakeries);* Manage channel pipeline and forecast reporting and track progress through thesales cycle; Drive regular partner alignment sessions to review partners’pipelines, conduct win/loss analysis, and develop account penetrationstrategies to identify and build new sales opportunities;* Work with high-performing and high-potential partners to develop an annualjoint business plan that defines strategies and activities to meet revenue goals;* Review and assess plan progress in partner-facing quarterly business reviews,making changes as appropriate Enable partner sales staff to identify, prospectand scope sales opportunities in new and existing customer accounts. Show less