David Mbuki Kogi

• Acts as the 'pivot point' between local sales team, Business unit/Product managers, Planning, Sales Admin/Operations, Marketing and Regional management in communicating market realities/potential, building business targets, requesting stock to support market, and managing revenue expectations, risks, and opportunities.
• Through a thorough understanding of market situation, competitive environment, and channel structure/dynamics, I work with Sales team, Business Unit and Marketing Services to develop and implement a ‘Go-to-Market’ plan for channels.
• ‘Bottom up’ (from Region through Country to Channel) planning & Revenue forecasting. I track the current and potential sales within the ‘Pipeline’ and use this knowledge to provide input to the sales forecast ‘enrichment’ process.
• Stock Allocations and Channel stocking escalations to Planning and Sales Admin teams for stock allocation or replenishment based on customer order priorities. Tracking of stockholding in channel.
• Regular Reporting to Management and Analysis of Risks and Upsides and putting plans in motion to mitigate risk / maximize opportunities.
• Management of promotions, pricing, tenders, and profitability tracking.
• Portfolio communication and positioning with Product managers/Business Units and local Sales team.
• Support Channel targeting and rebate validations.
• Provide comprehensive business review and support to the Sales Managers in the development of the annual Business Plan (BP), and quarterly BP reviews.
• Support Sales Operations by overseeing seamless Order to Cash cycle, unblocking ordering/delivery hitches, and managing with relevant teams any gaps in order management or logistics of goods to customers.
• Analysis of market share and identification of opportunities with our portfolio and offerings.

Milestones:

• Consistent high forecast accuracy, above 90% QoQ, from meticulous and granular planning of pipeline and run rate 300+ SKUs which has enabled consistent revenue growth over last 4 years in EA, of +15% YoY.
• Proactivity in key stakeholder engagement to expand revenue opportunities with Sales team (such as tender planning and pricing/positioning discussions), Sales Ops, BU and Planning teams (stock and logistics planning and risk mitigations), which won me positive appraisals from team and management.
• Business and strategy development with Sales and BU teams to penetrate challenging WA market – model exclusivity, rebate and price modelling initiatives helped penetrate at least 5 new consumer products in the WA market and helped win a $200k deal in Ghana for business leasing printers in Q4’24.

• Developing weekly factory production schedules that optimise customer service, line capacities, factory production cost, material availability and working capital (inventory costs). As SNP, ensured all 6 markets serviced by the plant were serviced on time and in full.
• Provided long term supply plans, as input into plant capacity and capital planning.
• Worked closely with regional distribution centres to establish regional inventory stocking levels that meet service targets and align with global targets.
• Monitored slow moving and excess inventory and worked with brand and logistics teams to develop mitigation plans for business waste reduction.
• Supported system integrations, new product introductions, sourcing projects to new markets, product line transfers or product discontinuation projects, as required.
• Developed robust demand forecasts with sales, brand, and finance teams for 3 East Africa countries in weekly - monthly S&OP cycles that input into P&L. As a DP, vital role is played in challenging business for growth through incremental activities/strategies for growth while pointing out risks and opportunities in our forecasts.
• Chairing S&OP meetings, helping teams develop volume assumptions/scenarios, facilitating process of reaching consensus on final forecast numbers.
• As Country Category Business team member, I act as key liaison to communicating and executing business development plans down to the supply chain, i.e., material planning, production, and logistics. Also communicating risks to business on execution plans and developing mitigation plans.

Milestones:

• Great performance in dual role of S&OP leader in Foods & Refreshment Category Business team, where I developed financial acumen, learnt from mistakes on failed innovations, helped the category avoid multiple business wastes, and maintained over 98% customer service levels across EA for the category, even during FY2020 Covid19 period, through collaborative forecasting and planning with factory, logistics, material planner and customer/brand teams.

• Managing procurement of customer orders in Eastern Africa, managing supplier relationships, performance measurement, and managing supply risks
• Coordinating full execution of customer contracts, delivering on our scope within time, budget, and quality.
• Reviewing sales opportunities, planning demand, and coordinating supply chain. Ultimate result is to secure Sales revenue for the business and promote superior Customer satisfaction.
• Project management coordination with Logistics, Sales, Finance, Controller, Installation team, Manufacturing plants across 5 continents working to deliver Sales Revenue targets (6MM USD 2015; 6.7MM USD 2016; 11MM USD in 2017; 14MM USD in 2018…). Cost control and Profitability tracking.
• Managing Project Risks (manufacturing/logistics, financing, quality/regulatory etc.) and fulfilling customer contract obligations
• Communicating to all project stakeholders on all developments regarding the contract execution
• Managing Inventory cost to JIT model. Control of obsolescence and bad inventory.

Projects/Milestones:

• Project Management of largest hospital upgrade in Africa, where USD 67M equipment was ordered, delivered in line with contractual lead times and budget. Played key role of coordination of teams, communication in delivery of the 98 equipped hospitals (http://newsroom.gehealthcare.com/making-kenyas-vision-a-reality/)
• Managing Imaging contract executions (Cyclotron/MRI/CT/Xray/Surgery/Cathlab/Fluroscopy…) for many GE Healthcare customers, in deals ranging from 50k USD to over 10M USD, in East Africa, West, Central and French speaking Africa (over 12 countries) helping deliver on time tons of equipment and securing Sales revenue for the business.
• Reducing Bad Inventory cost in Africa by 415k USD (20% addition of good guy to P&L) within my first month of stretch assignment role as Africa Imaging Inventory Champion
• Played central role in a LEAN Project to simplify Logistics documentation process which resulted in 20% reduction in paperwork processing through process automations, reduction in finance approval process and better utilization of our customs budget.

• In addition to data and order management work for customers in 7 countries, I collaborated with the key customers, capturing their inventory needs and linking them to supply source sites hence facilitating information flow on demand patterns and supply availability.
• Played key role in joint business plan formulation with customers by providing information on stock movements (sell in to sell out/activations) and their effect on business performance (market share) thus showing impacts on competition and providing insight for ranging decisions.
• Demand planning/forecasting and availability management
• Coordination of deliveries to customers and managing Third party logistics providers, and provision of consultancy for Customs Operations ensuring compliance in imports to distributors in Kenya, Uganda, Tanzania, Angola, Rwanda, Dubai, Djibouti, and briefly, West Africa (Nigeria, Ghana, Senegal, Benin)
• Supported sales and retail/channel development teams in report generation, data analysis, advising on activation and market trends and assisting them meet sales targets.
• Supported customer and the organization on inventory movement/management and its implications on customer capital and market share.

Projects:

• Customer Availability Manager, West Africa (Short-Term International Assignment), Apr. 2014 – Jul. 2014
• Milestones:
• Consistency in maintaining top KPIs for largest customer in Eastern Africa: On-time delivery (99%), Days of Stock (on target quarter on quarter)
• The consistent great results in my work have earned me top talent status where I've been promoted severally, sponsored for supply chain courses with Accenture.

• Driving speedy accurate execution in logistics processes that include order management, shipping, and fulfilment.
• Demand and forecast planning for largest East Africa distributor.
• Customs and Compliance consultancy for Kenya, Uganda, Tanzania, Angola, Rwanda, Dubai. Applying import licenses, tracking compliance and key liaison with PVOC bodies
• Data analysis and report generation to aid decision making by Sales/Channel development teams.
• Communication between customers and factories, handling delivery claims, maintaining price lists
• Coordinating shipments into the region and overall, ensuring seamless transfer of goods from source sites to the market in time.
• Managing 3rd party logistics providers

Projects:

• Project Coordinator, Ultralow Cost Handsets. Dec.2012 - Dec.2013. Led coordination and liaison for successful transition and launch of Nokia 105 into the East African markets.

Milestones:

• April 2013 Kudos Award: A Nokia International award for successfully coordinating the East Africa project team working on roll-out of key model (Nokia 105) with over 45% market share. I liaised with region (Dubai) and country team (Sales/Marketing/Retail/Care/Finance) demonstrating teamwork, accountability, urgency and leadership.
• Nov. 2012 Recognition Award: A Nokia International (Customer Logistics) award for setting up from scratch customer collaboration with key Kenya and Angola customers driving Challenger mind-set and Customer satisfaction.
• Helped drive joint business plans (JBPs) between the business and customers, and managed KPIs of Inventory management, sell in and sell through.

• Import logistics-shipment tracking, import license and PVOC certifications
• Coordinating 3rd party logistics partner (DHL) and KPI tracking
• Alignments with factories and customers on deliveries.
• Warehousing and Distribution- Stock taking and reconciliation
• Order management, Credit/Rebate processing, sales force core communications

• Worked and trained in management across all departments of the company.
• Supply Chain/Logistics- Training and hands-on experience in Imports (9 countries) and Export (5 countries) procedures, documentation and tracking; Warehouse management and Distribution of FMCG; Domestic and regional order process flows; Demand Planning-one number planning implementation, supply chain synchronization, managing inventory and NPI; Performance measurement and KPIs.
• Appointed Logistics Coordinator in Colgate-Tanzania operations due to exemplary performance in this field.
• Customer Development- 1-month field Sales experience in Direct and Indirect trade; managing territories, Report generation- (sales, inventory flows, expense, pricing survey, competitor activity, journey plan); Key accounts, Distributor and 3rd party providers’ management; Performance measurement and KPIs.
• Marketing- Customer Promotion planning, proposal writing, consumer insights, new product launch, GTM, 5P execution, market activations, media buying, research and monitoring, POP creation.
• Customer Finance- Margin analyses and ROI, GTN calculation, Pricing strategies, customer T&C accruals, rebate processing

Project:

• Automation of Supply chain SAP system to Logistics Provider’s system using Electronic Data Interchange, at Colgate-Palmolive (EA)

• FMCG grain milling manufacturing and packaging family business where I performed duties in management, purchasing, production and inventory control, accounting and banking, personnel supervision, sales, and marketing. Worked full time Jan-Dec 2004, June-Aug 2005, June-Aug 2006, June-Aug 2007, and May 2009-May 2010.