Scholasticah Mbindyo

Experience

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  Pwani Oil Group

  Jan 2006 - Jun 2010

  Sales Representative

  As a Sales Representative, I gained invaluable firsthand experience in customer interactions, honing my skills in understanding and meeting diverse customer needs with precision and professionalism. This role equipped me with a deep understanding of client relations and effective sales strategies, fostering my growth as a customer-centric professional.▶️ Key Achievements:● Established robust distribution networks throughout the Mt. Kenya region by appointing new distributors across various territories. This initiative not only expanded market coverage but also significantly increased revenue for the distributors, contributing to overall business growth.● Spearheaded the introduction of new products in the region, implementing comprehensive market entry strategies that included market analysis, product positioning, and targeted promotional campaigns. These efforts successfully captured customer interest, driving initial sales and establishing a strong foundation for sustained market presence.● Successfully expanded the consumer packs business in the region, increasing revenue from a modest $5 million to $100 million. This remarkable growth was driven by strategic market analysis, targeted marketing efforts, and the introduction of innovative packaging solutions that resonated with consumer preferences and needs.● Led initiatives to significantly enhance brand visibility across the region. This was achieved through a combination of strategic advertising campaigns, public relations efforts, and partnerships with local influencers and community organizations. These efforts resulted in increased brand recognition and a stronger market presence. Show less

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  Airtel Kenya

  Jul 2010 - Jun 2013

  Territory Sales Manager

  As a territory sales manager, I led a team of Territory Development Representatives and Direct Sales Agents, fostering dealer loyalty and brand investment through strategic recruitment, training, and performance measurement, aligning with organizational goals and consumer insights.▶️ Key Achievements:●Achieved an impressive 63% annual revenue growth through the implementation of an Intensive Distribution Strategy. This comprehensive approach involved efficient Territory Mapping, engaging Dealer & Retailer Forums, and impactful In-store Branding to incentivize widespread adoption.●Earned commendation for establishing the largest national dealer, achieving remarkable growth from Kshs. 3 to 74 Million within a span of two years. Demonstrating a strategic mindset, numeric distribution of outlets in the Rongai & Ngong region saw a remarkable 400% increase in just 18 months.●Successfully improved the morale of outsourced staff by collaborating with HR to resolve longstanding compensation issues. Proactively averted revenue leaks amounting to over Kshs. 200 Million annually through early detection monitoring in collaboration with Risk teams.●Elevated the competencies of Territory Development Representatives (TDRs), Direct Sales Agents (DSAs), and dealer sales teams by implementing robust training and on-the-job coaching programs focused on effective sales territory management.●Played a pivotal role in supporting commercial execution by fostering enduring relationships with local government and law enforcement agencies.●Successfully secured dealer support and orchestrated the rollout of three major customer service franchises in Rongai & Ngong, further solidifying market presence and customer engagement. Show less

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  Safaricom PLC

  Jul 2013 - Aug 2022

  I led the strategic development and execution of regional commercial initiatives, driving significant revenue growth and market expansion. By fostering a culture of customer obsession and continuous improvement, I ensured top performance in mobile data growth, customer satisfaction, and overall business service revenues.▶️ Key Achievements:● Led the region in defining and implementing a competitive and effective commercial strategy to achieve both short-term and long-term business objectives, resulting in a Consumer NPS of No. 1, mobile data growth of 20%, and annual business service revenues of KES 48 billion.● Drove customer obsession across all channels by democratizing care access, reducing demand through dealer and MPESA channels, and promoting data and voice propositions uptake through effective market execution.● Identified and quantified strategic growth opportunities to open new sales channels, expanding market share.● Ensured consistent month-over-month revenue growth across all products—Voice, Data, MPESA, and SMS—by driving an effective market execution strategy through the team.Planned and developed demand generation activities to grow key revenue lines such as MPESA, Voice, and Data.● Utilized qualitative and quantitative analysis to make informed strategic business decisions, aligning with regional mission objectives.● Managed key business stakeholders, including county governments, communities, and public administration, providing ongoing business support.● Spearheaded initiatives to drive digital adoption in the market, successfully implementing KYC and pinless penetration strategies to enhance customer engagement and drive revenue growth.● Conducted comprehensive SEED and SFE training programs for the team, instilling market discipline and enhancing sales force effectiveness, which contributed significantly to overall business performance and market success. Show less I spearheaded mobile data demand generation and device adoption initiatives, significantly enhancing our distribution footprint and customer care access.▶️ Key Achievements:● Consistently delivered month-over-month and year-over-year growth, achieving the overall business service revenue target of KES 44 billion annually by implementing a competitive and effective business strategy based on solid analysis.● Identified and capitalized on strategic growth opportunities in the Nairobi East region, including network rollout in rural markets (Machakos, Kitui, and Makueni) and optimization in Nairobi urban markets, resulting in significant growth in business service revenues (Data 12%, Voice 20%, MPESA 25%) and 80% device attachment.● Successfully transitioned to a lateral role as Senior Manager - Digifarm, delivering an effective distribution strategy for Digifarm in Makueni and Kitui counties.● Planned and executed mobile data demand generation and device adoption activities, driving successful dealer device sales bonanzas.● Expanded distribution in rural markets by onboarding a key strategic dealer, increasing distribution footprint and effective airtime distribution and acquisition by 30% in Makueni, Kajiado, and Kitui counties.● Elevated Safaricom’s Net Promoter Score to No. 1 by enhancing customer care access through the establishment of customer care outlets in supermarkets such as Mulleys.● Acted as a liaison between Safaricom and business stakeholders, including county governments, to foster ongoing trade engagements and business support.● Built a high-performing, agile team from scratch through SEED and SFE training, coaching, and mentoring, achieving a 100% engagement score and manager index. Show less In this role, I drove the expansion of our market presence in the coastal region by implementing a robust distribution strategy and establishing key partnerships with local governments. My leadership fostered significant revenue growth, network optimization, and enhanced product availability, solidifying our market dominance.▶️ Key Achievements:●Developed and executed a commercial strategy that leveraged diverse coastal consumer segments and business opportunities, generating annual service revenue of over KES 18.7 billion and securing the top Consumer NPS position.● Successfully expanded the distribution network in the coastal region, increasing the dealer outlet base by 70 and growing distribution resources from 10 to 45 vans and rigs within one year.● Spearheaded the implementation of a robust distribution strategy to penetrate untapped markets, establishing new dealer outlets and acquisition resources in South Coast, Tsavo, Malindi, and Lamu areas. ● Identified and quantified strategic growth opportunities, expanding the business distribution footprint and optimizing network rollout across the coast region to meet revenue targets.● Led the team in executing the distribution strategy through training, coaching, and enhancing sales force effectiveness, ensuring product availability and driving sales growth in the region.● Established partnerships with county governments, sponsoring cultural festivals, annual business events, and sports activities in Mombasa, Kilifi, Taveta, Kwale, and Lamu, boosting community engagement and support for business growth.● Collaborated cross-functionally to develop a strategic and business recovery framework, increasing the consumption of Voice, Data, and MPESA products in the coastal market.● Built and led a strong sales team, achieving a 100% year-over-year engagement and management index. Show less In this role, I led a high-performing team to achieve regional revenue targets across multiple product lines through strategic distribution and demand generation. ▶️ Key Achievements:● Initiated regionalization within the business, driving both short-term and long-term regional performance through strategic business development and execution, resulting in an overall service revenue of Kes 40 billion annually.● Led the team to consistently achieve regional revenue targets across all products—Voice, Data, Mpesa, and SMS—through the effective implementation of a robust distribution strategy, ensuring product availability and sales growth in all areas.● Planned and developed demand generation activities across all key performance indicators.Analyzed competitor market activities, extracting critical insights for business consumption to defend and enhance market share.● Collaborated cross-functionally to develop a strategic framework for market success.● Coached, mentored, and trained the team to enhance their performance and deliver business results.● Drove the communication and visibility of the company’s value proposition through the team, thereby increasing brand image and equity. 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  • Senior Manager -Regional Sales:Nairobi West Region

    Jul 2020 - Aug 2022

  • Senior Manager -Regional Sales-Nairobi East region

    Jun 2018 - Jun 2020

  • Senior Manager-Regional Sales:Coast Region

    Sept 2016 - May 2018

  • Senior Manager-Regional Sales:Nairobi West /Eastern

    Jul 2015 - Aug 2016

  • • Area Sales Manager-Consumer Sales

    Jul 2013 - Jun 2015
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  Airtel Kenya

  Oct 2022 - now

  Zonal Business Manager

  During my tenure at Airtel Kenya, I have played a pivotal role in driving transformative initiatives that have significantly impacted the company's success. As a dynamic and results-oriented professional, I have spearheaded strategic projects that enhance operational efficiency, customer satisfaction, and market positioning.▶️ Key Achievements:● Implemented Airtel Africa's inaugural customer care bus, a pioneering "Shop on Wheels" initiative. This innovative approach aimed to bolster customer satisfaction and elevate Net Promoter Score (NPS), thus fostering stronger brand loyalty.● Successfully revitalized brand presence in the region, surpassing competitors with a remarkable visibility share exceeding 90%. This strategic turnaround significantly bolstered Airtel's market positioning and customer engagement, driving sustainable growth and market leadership.● Orchestrated the formulation and execution of a comprehensive regional commercial strategy, culminating in remarkable achievements such as securing top Consumer NPS ranking, achieving a 20% increase in mobile data usage, and surpassing annual business service revenue targets.● Successfully increased customer market share by 3.6% relative to competitors. This growth was achieved through strategic initiatives, including targeted marketing campaigns, product enhancements, and improved customer service, which collectively strengthened our competitive position in the market.● Identified and capitalized on strategic growth opportunities, successfully opening new sales channels and significantly expanding market share in the region.● Managed and nurtured relationships with key business stakeholders, including county governments and community leaders, facilitating ongoing business support and fostering a conducive operational environment.● Managed a team of 109 staff, fostering a highly engaged and motivated workforce to achieve significant growth in overall business key performance indicators (KPIs). Show less