GAO MOLOSIWA
Gaborone
Summary
Accomplished business development professional and sales strategist with 12+ years of experience in export and cross trade B2B sales, project specification, market intelligence, business growth, and development. Proven record of driving growth, profitability, and value creation in established markets and market expansions.
Overview
14
14
years of professional experience
Work History
BUSINESS DEVELOPMENT MANAGER
Saint-Gobain Construction Products / Botswana
10.2021 - Current
- Leading the commercial sales team, managing sales activities & relationships - responsible for an overall annual budget of ZAR134 million for 3 business units - Gypsum, Insulation, and mortars
- Managing sales team developmental activities to enhance their growth, performance, and productivity - consistent team CRM call closure score of 80% and above monthly
- Driving implementation of business growth strategies to meet revenue and gross profit targets for the business while prioritizing products from South Africa and other plants in Sub Saharan Africa - achieved year on year (YOY) growth of 6% in Export sales
- Managing market intelligence tracking initiatives (customers, competition benchmarking, market indicators & drivers,) and develop sales execution tactics in line with business strategy to attain goals
- Coordinating territory marketing activities for enhanced brand visibility
- Market Growth Drivers - Volume growth 165% year on year (YOY) for key material ceiling tiles
- Successfully rolled out customer retention strategy for mortars to regain 70% of previously lost customers who generate and contribute 45% of annual sales revenue
- Introduced Tekbond silicones - a new product in the Botswana market - revenue generation of ZAR 56K in 3 months
- Market Development - developing markets for new and existing products to attain new business worth ZAR250k within 1st month of cross border mortars sales to Zimbabwe and Northwest, South Africa
- External Growth - Conducting market surveys to assess opportunities and give input into development of business plans for external growth
- Business Promotion Platforms - Identifying business growth/ promotion platforms such as exhibitions and trade missions around the markets and liaising with the respective internal stakeholders to enable tapping on such opportunities
- Route to Market Management/ channel - Analyzing current business approaches and activities and RTM to highlight misalignment to market requirements and recommend avenues for improvement.
TERRITORY MANAGER
Saint-Gobain Construction Products / Botswana & Malawi
03.2015 - 10.2021
- Identified objectives, strategies, and action plans to improve short- & long-term profitability growth in sales revenue - hitting annual budget targets of ZAR 90 million annually
- Directed the selling activities in two territories - Botswana & Malawi, inclusive of customer interactions - managing over 80 retail and project-based customers
- Market trends evaluation - Gathering competitive information, identifying trends that affect current and future growth of regional and profitability
- Territory and market analysis to gauge market potential and to determine the value of existing and prospective customers
- Coordinating sales effort with marketing, sales management, accounting, logistics, and technical service teams
- Leading sales calls with team members to establish sales and customer retention goals
- Generation of monthly sales reports
- Sharing product knowledge with customers while making personal recommendations
- Participating in marketing events such as seminars, trade shows & telemarketing events.
ASSISTANT ARCHITECT
Paledi Morrison / Botswana
02.2013 - 02.2015
- Designing, detailing, client meetings, site visitations & specification writing
- Drawing up schedules, putting together meeting minutes
- Project management of residential and middle to large scale projects
- Key Projects & Roles included the design and project management of a new shop unit/kiosk at Fairgrounds Shopping Mall to house a Copy Shop
- Assisted with the design and product specification of a mall development in Kanye, Botswana.
INTERN ARCHITECT | JUNIOR DESIGNER
KMM Architects / Botswana
01.2010 - 12.2012
- Key roles included 3D renders of schematic designs, site visits, and submitting applications for building permits to city and town councils
- AutoCAD detail drawings at various design stages on different projects
- Assisting with administrative duties to ensure the office runs smoothly daily.
Education
MASTER OF BUSINESS ADMINISTRATION -
Jack Welch Management Institute
05.2023
BACHELOR OF SCIENCE, ARCHITECTURE -
University of Detroit Mercy
05.2010
Skills
- Business Strategy & Analytics
- Sales Management
- People Management
- Operational Excellence
- Account Management
- Business Development
- Customer Relationship Management (CRM)
- Financial Management
- Market Analysis
- Sales and Negotiation Techniques
- Strategic Planning
- Relationship Building
- Strategic Thinking
- Problem-Solving
- Time Management
- Communication
Languages
English
Setswana
French (conversational)
Accomplishments
- Increased yearly revenue by 6% in 2022
- Successfully increased sales 11% and customer base by 10% through effective customer management and targeted growth strategies
- Earned recognition as a Welch Scholar in the 2023 MBA graduating class
Timeline
BUSINESS DEVELOPMENT MANAGER
Saint-Gobain Construction Products / Botswana
10.2021 - Current
TERRITORY MANAGER
Saint-Gobain Construction Products / Botswana & Malawi
03.2015 - 10.2021
ASSISTANT ARCHITECT
Paledi Morrison / Botswana
02.2013 - 02.2015
INTERN ARCHITECT | JUNIOR DESIGNER
KMM Architects / Botswana
01.2010 - 12.2012
MASTER OF BUSINESS ADMINISTRATION -
Jack Welch Management Institute
BACHELOR OF SCIENCE, ARCHITECTURE -
University of Detroit Mercy
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