Hillary Kipkoech Chemjor

• Optimizing sales strategies and ensuring efficient product distribution through analyzing business data, identifying trends and providing insights to enhance revenue generation.
• Improving distribution channels, inventory management and optimizing sales processes to meet business objectives.

Key Roles and Responsibilities:

• Delivering actionable insights and interpretations to management based on raw and aggregated data.
• Develop and automate reports , build, and prototype dashboards to provide insights to Group and 14 Operating companies.
• Coordinate, engage and collaborate with cross-functional teams to understand their business needs, and formulate end-to-end analysis that includes data gathering, analysis and presentations.
• Monthly monitoring & reporting of overall performance trends of Sales and Distribution KPI's.
• Provide reports on key sales and distribution performance indicators.
• Commercial strategy and execution plans (including Route to Customer)
• Participate in Budgeting Process as SPOC of Sales.

Managed financial planning and performance processes at d.light, offering leadership insights and operational data to enhance decision-making, evaluating overall performance and identification of areas for improvement.

• Prepared finance-related inputs for Board documents, including detailed analyses of actual performance against budget.
• Prepared rolling forecasts by translating ideas and strategies into actionable financial metrics such as
• profitability, balance sheet growth, growth impact, and capital and funding requirements.
• Formulated crucial macro and micro assumptions for incorporation into planning and budgeting procedures.
• Led development and coordination of annual business plan, capital expenditures, operating budgets and periodic revised forecasts. Additionally, scrutinized business unit plans for alignment with d.light's overall strategy.
• Managed reporting systems for essential management information (MI), ensuring data accuracy and timely communication to relevant stakeholders.
• Established and nurtured effective relationships with business partners at all levels of organization.
• Evaluated sales team rebates, Incentives and discount requests to ensure that qualifying incentives align with set targets, ultimately enhancing margins and business growth.

Achievements:

• Provided creative alternatives and recommendations to reduce costs and improve financial performance, reducing costs by 10% and improving financial performance
• Automated Daily Sales Reports on Tableau. This increased report accuracy & delivery was on time.

Led financial planning processes, management reporting, and actionable insights extraction while identifying opportunities for optimizing business operations across 49 African countries.

Key responsibilities included:

• Finance partnering activities and initiatives to enhance value creation, fostering stronger alignment between affiliate strategy, business plans, and resource allocation.
• Took charge of budgeting process, overseeing annual budgets (AB) and Rolling Estimate (RE) for Middle Africa affiliate.
• Ensured timely production of high-quality monthly management reports submitted to Group office.
• Supported development, enhancement, and maintenance of dashboards and other business intelligence reports.
• Providing Middle Africa functional teams and General Manager with ad-hoc analyses as per business requirements.
• Served as primary process owner for driving business analysis, management reporting, and other agreed upon tasks throughout Middle Africa.
• Spearheaded financial business intelligence efforts in Middle Africa through data-driven decision-making analysis.
  Achievements:
• Successfully coordinated and presented 2021/23 Anchor Budget (AB21) for Middle Africa. Affiliate, with Gross sales of 256 Mn DKK (In constant Currency) and Operating Margin of over 40% and Rolling Estimate in March 2021.
• Automated reports on our BI supported by SAP and Qlik Sense.

Undertook following duties and responsibilities while supporting Operations Companies (OpCos) in 14 African countries:

• Spearheaded management reporting, offering insights into financial and non-financial Key Performance Indicators (KPIs) of business operations in these 14 African countries.
• Collaborated with commercial team to assist in development and maintenance of catalogue price list through PCN approvals.
• Provided support for annual strategic planning process and creation of long-range revenue growth plan.
• Formulated pioneering initiatives in collaboration with retail outlets to drive smartphone adoption across various channels (retail, franchise, and open market) with support of OPCO Teams
• Reviewed devised campaigns from OPCOs to encourage gifting and stimulate organic promotion.
• Conducted periodic analysis of competitors' financial data, derived timely and well-founded conclusions, presented findings to management, and defined corresponding action plans.
• Researched and analyzed revenue and expenditure trend for accuracy and integrity

Achievements:

• Successfully designed and presented 2018/19 AOP for Airtel Africa Group, with Gross revenue of $ 3,768 Mn (In constant Currency) and EBITDA of over 40%.
• Successfully participated in IPO listing of Airtel Africa at London Stock Exchange which was undertaken in Jun'19,
  played key role in generation of factory P&Ls and KPI Dashboards.

Led team of 4 with key responsibility of providing support and coordination for Tkash Agents, Telkom Retail Shops and Channel Partners, while continuously tracking their performance against predefined targets.

• Led rollout of strategic plans related to remuneration based on sales strategy, competitor pricing, and other relevant factors.
• Optimized resource utilization by efficiently allocating personnel, equipment, and facilities to meet organizational needs.
• Furnished Sales and Distribution with comprehensive performance reports on all Key Performance Indicators (KPIs), encompassing metrics such as activations, primary airtime sales, remuneration, and business updates.
• Collaborated with Head of Distribution and Operations to forecast, plan, and monitor department's Operating Expenses (OPEX) and budget.
• Managed and enhanced systems to facilitate sales teams and commercial partners in achieving their targets.
• Facilitated interdepartmental communication by organizing regular meetings, fostering collaboration and cohesive decision-making across organization.
• Took charge of validating commission payouts for both staff and dealers, ensuring that payments were processed accurately & in a timely manner.

Achievements:

• Successfully designed and presented 2016 and 2017 Mobile Division Budget, with Gross revenue targets of $72.9Mn and Customer Base of 7.1M.
• Developed and implemented distributor management system which spurred customer acquisitions and managed accurate commissions pay out to distributors. Customer acquisitions grew from 880K customers (2014) to 3.85M customers in 2017.
• Successfully led commission restructuring during Orange – Telkom Rebranding period, optimized number of dealers and grew customer acquisitions by over 100%.

Responsible for analysis and generation of various product dashboards, tracking their performance against set targets and advising product managers.

• Data Mining through SQL Queries and packing reports in Excel for analysis and generation of various product dashboards, tracking their performance against set targets and advising product managers
• Assisted with creating data cubes and OLAP models to improve data analysis
• Developed and generated of periodic business and operations reports to senior management and regional heads on performance of product lines, revenue, acquisition and customer evaporation.
• Generated comprehensive management reports on Data, Voice and other product performance as needed.
• Monitoring of Business Intelligence (BI) tools including development of new reporting capabilities and modification of existing ones
• Deployed predictive analytics models to forecast future trends
• Analyzed data to identify root causes of problems and recommend corrective actions
• Delivered analysis of market, sales and consumer trend impact on long and short-term strategies