Nairobi County, Kenya
Results-Driven Sales Engineering & Business Development Leader | 15+ Years in East & Central Africa I specialize in accelerating revenue growth through strategic distributor network development and tailored technical solutions for industrial markets. With a career built on exceeding sales targets and expanding market share, I partner with clients to co-create high-impact solutions that deliver measurable value and sustainable competitive advantages. Core Expertise: · Strategic Sales & Leadership – Business development, key account management, sales strategy, team mentoring, P&L ownership, and market expansion. · Channel & Distribution Excellence – Building and optimizing distributor networks, omni-channel strategy, partner relationship management, and performance-driven reviews. · Technical Sales Engineering – Solution selling, product demonstrations, technical training, preventive maintenance programs, and tender management. · Commercial Operations – Pricing strategy, gross profit analysis, pipeline optimization, market intelligence, and contract negotiation. My approach centers on transforming complex business challenges into clear financial outcomes—fostering long-term partnerships and driving consistent revenue growth. #SalesEngineering #BusinessDevelopment #ChannelStrategy #IndustrialSales #AfricaMarket #RevenueGrowth #TechnicalSales #Leadership #DistributionNetworks
Leveraging deep industrial expertise to provide strategic sales engineering and business development consultancy for technology and automation firms entering or expanding in the East African market. Conducted in-depth discovery calls with key decision-makers (CTOs, VPs of Engineering) to uncover critical technical requirements, business challenges, and existing infrastructure landscapes. Proposed tailored technical solutions that aligned product capabilities with specific client needs, ensuring feasibility and maximum ROI. Developed comprehensive technical proposals, technical solutions, and implementation roadmaps for prospective clients. Built trusted advisor relationships with client technical teams, effectively mitigating competitive threats and overcoming technical objections. Authored and managed the completion of complex Requests for Proposal (RFP) and Requests for Information (RFI), ensuring accurate, persuasive, and technically sound responses. Successfully guided multiple clients through POC phases, resulting in a >80% conversion rate from POC to signed contract.
Drove the regional growth strategy for a global leader in industrial automation and pneumatics, focusing on technical solution sales and channel development. · Grew cluster sales by 25% year-on-year by promoting a diverse automation portfolio, directly contributing to annual revenue targets. · Built and on boarded 3 new System Integrators in Kenya and Tanzania, executing a strategic omni-channel/tech-support plan that expanded market reach to major sectors. · Converted 15+ high-value technical demonstrations into confirmed contracts, including a key win with a beverage and pharmaceutical company, increasing market share by an estimated 10% in targeted segments.
Start-up VENTURE Pioneered and led all commercial aspects of a start-up venture in the industrial reliability sector, holding full P&L accountability from inception to establish a profitable market presence. · Built a Profitable Business from Scratch: Drove company strategy to achieve 30% year-on-year revenue growth and operational profitability within three years, establishing BRS as a credible player in the Kenyan market. · Architected Full Market Entry Strategy: Developed and executed the initial strategic operating plan, including market analysis, supplier negotiations, and defining the core value proposition for target sectors (cement, steel). · Led Cross-Functional Operations: Built and managed the foundational team, overseeing sales, technical support, and logistics to create a performance culture that consistently met 95%+ of strategic objectives.
Managed the full spectrum of key accounts and distributor network for industrial solutions across East Africa, directly accountable for market share growth and channel profitability. Drove Regional Market Expansion: Spearheaded the growth strategy for East Africa, recruiting and onboarding 5 new high-potential distributors in Kenya, Tanzania, and Uganda. This strategic expansion increased the company's direct market footprint by over 30%, unlocking access to new industrial sectors and customer segments. Optimized Channel Performance & Profitability: Held full accountability for the performance of the entire distributor network. Implemented a structured management system involving quarterly business reviews and targeted support, which improved overall channel sales performance by an average of 20% year-over-year and optimized gross profit margins through strategic pricing guidance. Enhanced Customer Loyalty & Uptime: Served as the ultimate technical escalation point for key end-user factories. By providing advanced on-site technical support and developing customized training programs, directly contributed to improving critical machine reliability and reducing unplanned downtime for major clients, leading to increased contract renewals and strengthened strategic partnerships. Led Strategic Key Account Management: Cultivated and managed relationships with flagship end-user accounts across the FMCG, pharmaceutical, and manufacturing sectors. Developed and executed account-specific plans that increased share-of-wallet within existing sites and secured first-time contracts in new facilities, solidifying AEA's position as a preferred solutions provider.