BROWSE ALL CV's

Charles Mulatya

Head Of Sales and Distribution

I am looking for General sales management role. I have had more than 15 years of experience in sales and distribution in FMCG environment.

Work Experience

  • 2017 - 2018
    Kenchic Limited
    Head of sales and Distribution.
    Design Kenchic 3-year commercial and trade strategy in line with company vision.
    Product development (innovation) and its commercialization.
    Streamline “move function” the distribution of products from warehouse to the customer.
    Restructure sales function to a flat structure & embed capability for optimal productivity.
    Reach more customers to unlock sales growth, from 700 to 2500 by end of 2nd year.
    Achievements
    Sales grew by 6% volume and 12% nsv in 2017, the year we’d two elections.
    Cost to serve per kilo improved by 20%.
    Developed and commercialized three new product lines covering premium & value price points.
    Successfully introduced a performance culture within sales function of 82 employees.
  • 2014 - 2017
    East African Breweries Ltd
    Divisional sales manager
    Responsibilities & duties
    . Outperform competition & illicit/contraband trade in the division.
    . List and grow spirits sales in the division, focus on mainstream, premium & reserve range.
    . Revive & strengthen distributor businesses to cover all channels including last mile deliveries.
    . Manage divisional trade & marketing activities with laser focus on excellent execution.
    . Manage a team of 26 employees, 5 distributors and market size of 4300 customers.
    Achievements.

    . Grew beer performance by 13% and spirits 62%. This was the highest growth in the country
    . Division lead on premium & reserve spirits sales, outperforming Nairobi and other divisions.
    . Distributors reverted to profitable businesses, stopping the quitting threats.
    . 6% of the sales team were promoted, and others recognised by MD on MVP program.
  • 2011 - 2014
    East African Breweries Ltd
    National Capability Manager- Distributors
    Responsibilities & duties
    . Grow distributor capacity and capability in line with EABL growth ambition.
    . Design & implement distribution model to cover slums and densely populated markets.
    . Design & implement a rapid response distribution model to cover when emergency occurs.
    . Implement distributor rationalization to best cover the whole country.
    . Manage and develop a team of 7 distributor managers and 2000 distributor employees.
    Achievements
    . Implemented cashless trading & distributor financing scheme that supported business growth.
    . Successfully rolled out DMS, a solution that automated distributors sales operations.
    . Rolled out last mile delivery model successfully, Diageo president shared during investor conference
    as the best practice and a model that recruited more outlets hence business growth.
  • 2009 - 2011
    Farmlands co.Limited- EABL secondment
    General Manager
    Responsibilities & duties
    . Manage distributor business profitably in order to recover ksh 38M debt.
    . Implement a flat structure, review & manage all cost lines within distributor budgets.
    . Design and implement a winning route to market strategy to grow sale volumes.
    . Set up and implement robust controls and governance within the business
    . Manage shareholders relationships and value.
    Achievements
    . Increased direct distribution from 10% to 90%, dropped 80% of stockist business in the market.
    . Annual turnover grew to ksh 4b up from ksh 2.8b previous year.
    . Received approval of $1M capital injection from Diageo Africa finance director.
    . Recovered ksh 28M, reducing exposure to ksh 10m.
  • 2006 - 2009
    East African Breweries Ltd
    Area Sales Manager
    Responsibilities & duties
    . Manage three distributors and 4 direct reports.
    . Manage execution of marketing and divisional activity plans
    . Protect and grow market share
    . Train and coach both area teams and distributor employees
    Achievements
    . Terminated and recruited a strong distributor in Malindi market.
    . Delivered 100% beer market share in North coast
    . Won incentive to watch AFCON semis & finals in Ghana, for the best Guinness growth in Kenya.
  • 2004 - 2006
    Bidco Africa Ltd
    Sales Supervisor
    Responsibilities & duties.
    . Manage all key supermarkets relationships, sales and product listing.
    . Manage supermarkets shelf space, pricing, and activation of all in store promotions
    . In charge of managing 22 merchandising team
    . Management of customers’ orders and cash collections
    Achievements
    . Doubled supermarkets performance from 70MT to 140MT a month.
    . Developed and grew biddys performance at a time when business considered delisting.
    Biddys was later commercialized into tabs to compete with blue band, market leader.
  • 2000 - 2004
    Coca Cola Sabco
    Sales Representative
    Responsibilities & duties
    . Management of distributor orders and its deliveries
    . Activation of coca cola sales drivers in the market
    . Route truck accompaniment to ensure proper sales and routes coverage
    . Coolers placement, management and merchandising
    Achievements
    . Placed the highest number of coolers
    . I qualified for impart training, a coca cola training program for future leaders.

Education

  • 2016 - 2016
    Strathmore Business School
    Program for Management Development ( PMD)
  • 1995 - 1999
    Kenyatta University
    Bachelor of arts, Business studies & Mathematics
  • 1990 - 1993
    St. Charles Lwanga School
    Kenya certificate of secondary education
  • 1982 - 1989
    Kanyangi Primary School
    Kenya certificate of primary education

Skills

  • Thought leadership
  • Commercial acumen
  • People leadership
  • Sales management
  • performance management
  • Distributor management

Hobbies

  • Travelling
  • Music- DJ
  • Volunteer work

Personal Details

  • Sex: Male
  • Marital Status: Married
  • Religion: christianity
  • Nationality: Kenya
  • Date of Birth: 19th April 1975

References

This information is visible only for registered users.

Contact Me

Please sign-in if you want to contact.
BACK TO TOP