CAREER SUMMARY
I am a sales and distribution management professional with 18 years of experience ranging from telecom, social marketing and renewable energy.
I have experience in managing dealers, high profile sales teams as well as freelance sales teams. I have a proven record in achieving results through such teams.
I have vast market knowledge and working experience across all regions of Uganda. For two and half years, I have worked as Head of sales at M-KOPA Solar Uganda, overseeing all regional sales managers and the entire distribution network. Prior to that, I was central regional manager for the same company for two years. I was a Promotions Manager, and Deputy National Sales and Distributions Manager at Population Services International Uganda for collectively three years. I was Regional Sales and Distributions Manager Western and Eastern Uganda at Celtel Uganda collectively for close to three years.
I am a graduate of the Africa Management Initiative, I have certificate of finance for none finance professionals, I have attended RACE leadership training conducted by Whitten & Roy Partnership. I hold an advanced graduate certificate in Project Planning and Management from North Central University in Arizona USA, I hold a Master of Business Administration with a major in Management and a minor in Marketing from Uganda Martyr’s University Nkozi, I hold an honors Bachelor’s degree in Business Administration with a major in Accounting from Nkumba University.
OBJECTIVE:
To work in a senior management role with a reputable organization where I can demonstrate my leadership talent, managerial ability and customer centricity in meeting both short and long-term goals of an organization.
SUMMARY OF SKILLS
- Strategic Planning skills – Setting organisational goal
- People Management skills – Behavioural Management
- Sales planning and Management skills - Sales force planning and management
- Distribution Management skills – Channel Management
- Program / Project Management – Project planning
- Operations Management skills -
- Marketing management skills – Trade marketing
- Customer Relationship Management Skills – Customer Life Cycle Management
- Leadership Skills – Team Engagement and Performance Management
- Training of Trainer – Presentation Skills & Knowledge Transfer
- Administrative Skills – Planning, coordinating, implementation and evaluation.
- Business Skills – Negotiating, Business Analytics, Impact assessment for results.
SUMMARY OF ACHIEVEMENTS
- 2015 – Recognized as the best regional Sales Manager at M-KOPA for achieving my targets and leading an engaged team. Hence my promotion to Head of Sales.
- 2016 – Recognized for having led a countrywide sales drive that saw the launch of a new M-KOPA TV and also helped M-KOPA achieve and surpass sales targets.
- 2016 & onwards – Always recognized as one of the managers with the highest engagement among the only senior managers with an engagement of above 80%
- 2016- introduced a Reward &Recognition program & Mentoring Program for the sales team that motivated the team, increased engagement of the team and developed a culture of resilience
- 2017 Q4 - Project lead of companywide restructures that realised 10% MOM reduction in overall cost base and the beginning of a Profitability trajectory.
- 2017 – Led and motivated the sales team back to productivity after a massive restructuring that happened at M-KOPA October 2017.
- 2018 & 2019 – Drove a Direct Sales Representative (DSR) recruitment drive that saw the number of M-KOPA Uganda freelance sales representatives grow from 110 in 2018 to 800 in 2019.
- 2017 - Spear headed the transition of M-KOPA Solar from a home solar light system sales model to a TV Solar system sales model.
- 2018 – Led the launch of a bigger M-KOPA 32” TV system with content (Start time and Zuku content).
| Last Resume Update | May 15, 2019 |
| Address | Kampala, Uganda |
| petemugwanya@gmail.com | |
| Phone Number | +256758594940 |
Experience
Head of Sales
Grow and manage the M-KOPA Direct sales base to 1000 selling direct sales Representatives.
Set profit based sales and revenue targets for the business and guide the team to achieve the set targets
Develop a clear profile to guide the sales force and ensure that this ties into the overall business goals and objectives
Develop strategies to enable the sales force achieve the set business targets and achieve profitability.
Continuously develop sales support activities based on the prevailing circumstances and guide the sales team on how to use these to achieve sales targets.
Recruit and retain competent sales force
Develop key performing indicators for the team based on a dynamic environment and constantly measure the team and guide them towards achieving their role goals
Use data to predict sales trends and be able to forecast and guide the business to run profitably.
Work closely with the human resources department and to ensure that the sales team is highly motivated to do their Job.
Develop a budget for the sales department and ensure that expenditure does not exceed the budget during the period
Creatively come up with new selling channels for the business.
Constantly develop new selling techniques and train the team on how to use them
Regional Sales and Distribution Manager Central
Develop and champion the implementation of Regional strategic sales plans in line with the national objective
Oversee and Implement the human resource regional activities
Prepared and tracked the implementation of the regional quarterly budget.
Recruit and manage teams of direct Sales Representatives within an assigned region to achieve maximum sales of M-KOPA products.
Create and implement succession plans for managing talent and ensure business continuity.
Door to Floor Sales Supervisor
Supervision of merchandise placement;
Manage the door to floor sales team;
Ensure adherence to the company rules and regulations by the sales team.
Promotions Manager
Developed and oversaw all promotional activities including media buying & message development, branding campaigns & sales strategy development for all products & services.
Manage the Civil Society Fund HIV/AIDS Program budget and worked closely with the Program managers to develop marketing campaigns for all programs.
Liaised with all program managers to assess market (trade) needs to develop subsequent strategies and evaluated the implementation of brand strategies.
Conduct product-training workshops for sales staff, distributors as well as other institutional buyers; and worked with the M&E Manager to develop tools used for tracking sales performance for all programs.
Deputy National Sales and Distributions Manager
Develop sales and distribution strategies for the sales team
Streamline and manage the distribution network by advising on the distributor recruitment process, contract negotiation and staffing of the distributor stores
Train the sales team in branding and merchandising on a regular basis.
Regional Sales and Distribution Manager Western
Manage and expand the company’s distribution chain and channels in western region.
Supervise and implement merchandising standards within the Western region.
Make sure the set company revenue and subscriber acquisition targets for the region.
Manage and maintain all Company retail outlets in the Region.
Recruit and train all territory managers within the Region.
Implement the approved company distribution strategy in the region.
Recruit and manage company distributors in the region.
Conduct business reviews for and with all distributors in the region and advising accordingly.
Regional Sales and Distributions Manager Eastern
Manage and grew of the company’s distribution chain and channels in Eastern region.
Supervise and implement merchandising standards within the Eastern region.
Ensure that the set company revenue and subscriber acquisition targets for the region.
Manage and maintain all Company retail outlets in the Region.
Recruit and train, all territory managers within the Region.
Implement the approved company distribution strategy in the region.
Recruit, manage and evaluate all company distributors in the region.
Conduct business reviews for and with all distributors in the region and advising accordingly.
Field Sales Executive
Conducting Direct Sales and recruiting customers onto the network as per the set sales targets.
Direct Promotion of company products and services in the trade.
Education
Certificate of Advanced Graduate Studies in Project Planning and Management
Project Procurement Management
Project Risk Management
Project Monitoring and Control
Multiple project Management
Managerial Budgets and Project Management.
Project Management
Masters of Business Administration - Management
Organization Behavior
Quantitative Analysis and Techniques
Financial Management and Accounting
Marketing Management & Strategy
Business Economics
Research Methods
Information Systems Management
Strategic Planning
Business excellence & Integrity
Entrepreneurship & Innovation
Strategic Human Resources Management
Operations Management
International Business Strategy
Bachelor of Business Administration
Marketing Management, Business Ethics, Strategic Management, Business Communication, Company Law, Small Business Management, Advanced Accounting, Management Accounting