Rose Wanjiru Ngugi

I am eager and passionate to contribute to an organization that leverages cutting-edge technology for positive societal impact, providing an opportunity to apply my skills to drive business growth.

• Global Account Control – Spearheaded strategic negotiations with a global account by analysing the customers forecast and translated this to additional business to MTN. Working with cross-functional teams to grow a strategic customer with additional revenue of $5.2Million in 2020 and $9.2 Million in 2021 while keeping an eye on profitability.
• Account Redesign – In 2019, shortly after joining MTN, I worked on an account re-designed and assisted in the repair of customer experience with GTT, a global account that brought in additional revenue to the business of $1.2Million.
• Global Account Acquisition: I was instrumental in winning a global account deal for my region while working in Vodacom, which saw growth of the account by 389%. This required designing the solution, assessing business viability (ROI), signing strategic partnerships, engaging multifunctional teams across organisations and countries, and most importantly addressing barriers and challenges to the successful execution of the project.
• Account Recovery & Growth: Inherited an account on the brink of cancellation and managed to repair the relationship and grow the account by 158%. Also brought in a high value customer and managed to grow the account by 184% within a year of signing.

• Global Accounts Sales Manager, MTN GlobalConnect, 07/2019, Present, I am responsible for the commercialization of MTN’s submarine cable investments through development and application of capacity wholesale sales, lease strategies and plans to drive profitability through sales to a set of named global accounts. I tailor and customise commercial solutions dependent on regulatory approval across multiple jurisdictions while working together with the technical teams to manage suppliers, products and solutions. My roles include: Revenue optimisation – oversee the sales and commercial support for fixed infrastructure wholesale for a dedicated set of customers by driving sales in a range of fixed connectivity products and services, including submarine cable capacity. Coordination across diverse operating units - Driving the global wholesale business to capture incremental revenue both internally (from Operating companies across the group) and externally (from 3rd party customers). Business development - Define the wholesale strategic guidelines to sell fixed infrastructure for global 3rd party customers, such as digital players and global carriers, and manage the customer relationship throughout the lifecycle. Key highlights Strategic partnership development – Converted a customer to a strategic shadow investor in one of the key MTN GlobalConnect investment of a new undersea fibre cable called 2Africa within 8 months of joining the team bringing in approximately $9m initial revenue. Business planning and Go to market execution – Developed an operational, sales and financial plan for go to market for a new operation in East Africa.
• Regional Sales Manager, Vodacom Business Kenya, 02/2018, 06/2019, I was responsible for driving sales, product development and marketing activities in 7 Eastern Africa countries (Ethiopia, Uganda, Kenya, Rwanda, Uganda, South Sudan and Burundi), spanning across different industries including but not limited to; oil and gas, banking, insurance, service, media, airline and manufacturing. Other roles included; Sales management – ensured profitable growth in sales revenue through planning, execution and management of a supportive team within the region. Stake holder relationship - Collaborated with senior executives to establish and execute sales goals for the region. Product portfolio evolution – Ensured that the sales team deliver on new product sets that are introduced into our portfolio. Recruitment - Hire, train, set goals and monitor performance of the sales team. Account retention and growth – Charged with the continuous renewal and upselling of the entire Vodacom Business Kenya portfolio. Key highlights 2018 – Cost reduction initiative geared at reducing the costs of sales improving company profitability and price of products to customers. 2018 – Introduction of two new product lines to add to IoT portfolio within Vodacom Business Kenya.
• Key Accounts Manager, Vodacom Business Kenya, 07/2014, 02/2018, Vodacom Business Kenya Limited is an enterprise-focused ICT subsidiary of the Vodacom Business Africa Group, one of Africa’s largest pan-African service provider.Of the top revenue earners, I am was responsible for 12 out of 17 of Vodacom Kenya’s key accounts in 7 Eastern Africa countries (Ethiopia, Uganda, Kenya, Rwanda, Uganda, Tanzania and Mozambique), spanning across different industries including but not limited to; oil and gas, banking, insurance, service, media, airline and manufacturing. Other roles included; Channel accounts management – I was responsible for the communication of new pricing, new products and offers in a timely manner to the channel partners to aid in winning more sales. This also included detailed input into RFP’s, RFQ’S and RFI’s that the channel partners participated in by offering technical and on-hand sales support. Key Account Management – Ensures the expansion and growth of revenue from existing customers that contributed the highest revenue to the organisation. The strategies I employed included joint conference calls with the channel partners; working together with global account managers for holistic understanding of the customer’s buying decisions and strategies, planning & attending sales meetings together with channel partners and global account teams to extract the most value out of the customers. Account retention and growth – Ensured continuous renewal and upselling of the key accounts in my portfolio by proactively contacting clients to maintain a consistent high level of service delivery, while maintaining an active account plan which kept track of customer’s direction, whilst constantly striving to identify new business opportunities within them. Account control - Ensured that enterprise customers’ business requirements were accurately translated by the Vodacom technical team into a viable proposal that met the often-complex integrated customer solution requirements and budgetary constraints with urgency.
• Business Development Executive, Vodacom Business East Africa, 08/2012, 06/2014, My responsibility in this role was prospecting for new business in large and multi-site prospective clients, including the management of commercial relationships with these new accounts, proactively contacting the clients to maintain a consistent high level of service delivery. Roles & Responsibilities New sales generation (Hunter) - prospecting and conducting presentations to targeted new accounts and consequently converting the prospects into new business. Multi-country revenue growth – This involved specific targeting of both existing and new customers that are within 3 new territories that Vodacom expanded into. Also, liaising closely with existing customers in order to get in with their growth plan. Account retention – Responsible for a portfolio of 5 multi-national accounts and tasked with their retention and growth. Key Achievements: Revenue Growth & Customer Acquisition: Successfully managed to sell to three of these accounts into the new territories that Vodacom ventured in to. This resulted in new business of Annual Total Value (ATV) of $ 366,555.00. Customer Engagement: Introduced collaborative quarterly, Interdepartmental meetings with the sales team resulting in significant project implementation success and shorter delivery timelines leading to earlier realisation of revenues. Account Control: Introduced regular monthly status meetings with customers in my portfolio, discussing service levels, new business opportunities and areas for improvement. This resulted in greater customer relationship and reduced churn rate. Performance & Recognition: Received recognition for performance and promoted after 2 years from Business development executive to Key accounts manager.
• Corporate Sales Account Manager, iWayAfrica Ltd, 01/2009, 04/2012, iWayAfrica is a leading African ISP, offering solutions over satellite, fibre optic and wireless networks with presence in 44+ African countries. My responsibility included all sales and client relations activities, from lead generation, win and billing in the Kenyan corporate market. I was also charged with growing and maintaining repeat business with new clients as well as existing, following up with clients on a monthly basis for timely payment and settlement of any outstanding balances. Roles and responsibilities Account Management - Building client relationship by acting as the interface between the customer service teams, the finance department and sales teams within the company. Sales Co-ordination – Organised planned and managed logistics in the Sales Department. This was to ensure that each day various sales and support teams were dispatched to clients to respond to our customers’ needs in a timely and efficient manner. Client Database Administration - Ensured up to date record keeping in a detailed database of all the clients in my portfolio. Key Achievements Brought in the very first VPN client Small and Micro Enterprise Programme (SMEP) soon after the product was launched in March 2009 with a total contract value of $19,600 against a target of $400. Brought in group accounts with large corporates like Aga Khan who procured bulk home connectivity accounts for their staff.
• Accounts Assistant, Small and Micro Enterprise Programme, 08/2008, 10/2008, I joined Small and micro enterprise programme (SMEP) as an intern in the Finance & Administration department. My key responsibility was checking the daily transaction journal with a view of picking out errors for timely reversal and liaising with the operations department to take corrective measures to eradicate errors. Verification and reconciliation of loan debtors for the 3 branches assigned to me. Preparation of weekly and monthly reports for auditing. Preparation of Loan debtors accounts. Preparation and issuing of payment vouchers for 7 branches. Dispatching incomplete forms to the relevant branches for correction. Ensuring there is a proper filing system in the department for reconciliations, payment vouchers and all other documents on a daily basis.

• Lanre Kolade, CEO, Csquared, +2348034021524, lkolade@csquared.com
• Imelda Ngunzu, Manager, Markets Development, Humanitarian & Development, Mastercard EA, The Promenade, 5th Floor, Westlands, Nairobi, +254758705393, imelda.ngunzu@mastercard.com
• Marika Gecaga, Country Manager, Vodacom Business Kenya, Nairobi, +254 719 191 694, marika.gecaga@vodacom.com

• Vodafone way of selling training in (February 2017and July 2014)
• Telkom South Africa sales training

Vodafone way of selling training