Wilson Kenneth Khupe
Midrand
Overview
22
22
years of professional experience
2020
2020
years of post-secondary education
Work History
Sales Director
Heineken Beverages South Africa
04.2023 - Current
- Responsible for driving sales strategies and ensuring the achievement of revenue targets.
- Developing and implementing sales strategies aligned with the company's overall objectives. This involves market analysis, identifying new business opportunities, and setting sales targets.
- Leading and managing the sales team. Responsible for driving training and evaluates the performance of team members to ensure they meet their individual and collective goals.
- Customer Relationship Management - overseeing customer interactions, ensuring high levels of customer satisfaction and addressing any issues that may arise.
- Working closely with other departments, such as marketing, supply chain, corporate services and finance, to align sales efforts with overall business objectives ensuring a cohesive approach to achieving company goals.
- Budget Management – CAPEX and Operational expenses for sales ensuring that the team has the necessary tools to operate.
- Market Intelligence - Staying informed about market trends, competitors, and market developments
Head of Sales & Distribution - Southern Africa
Distell South Africa
07.2018 - 03.2023
- Leading sales and trade marketing efforts.
- Developing strategies, and ensuring brands are positioned well to meet customer and consumer needs for South Africa, Eswatini, Lesotho, Namibia and Botswana.
- Responsible for the management of the region’s (Southern Africa Region) income and profitability and deliver or exceed budgeted EBIT and operating margins.
- Leading sales: Set goals: Define objectives for sales volume, market share, distribution channels, and profit margins for the operating companies.
- Analyse performance: Review sales performance reports to identify areas for improvement.
- Build relationships: Maintain positive relationships with key customers, distributors and national key accounts buyers.
- Monitor trends: Stay informed about industry changes and competitor activity.
- Develop strategies: Create sales plans and incentive structures to maximize revenue.
- Leading trade marketing: Develop strategies: Create Trade Marketing strategies that align with the brand strategy.
- Bridge the gap: Ensure Trade Marketing and sales teams ensure products meet customer needs.
- Manage budgets: Worked with the Trade Marketing Channel leaders to ensure projects are delivered on time and within budget.
- Track performance: Track and report on campaign performance to identify areas for improvement.
- Leading distribution and logistics: Contract Negotiations: Provide support: Consult with clients before and after sales to resolve issues
Regional General Manager - Coastal Region
Distell South Africa
07.2015 - 06.2018
- Business unit leader for coastal region, i.e. Kwazulu-Natal, Eastern Cape and Swaziland.
- Sales, Operations and Distribution, Trade Marketing, Human Resources and Regional Finance.
- Responsible for the management of region’s income and profitability.
- Achieve or exceed budgeted EBIT and operating margins.
- Achieve Business Operational Results.
- Achieve or exceed budgeted revenue (for market share gain).
- Achieve regional sales, profit and market share through strategic and deliberate activities and plans.
- Translate National Sales/Marketing and Trade Marketing strategy into a regional strategy, by developing long and short terms plans.
- Implement route to market strategies.
- Ensure that the sales operational model and its objectives are achieved for the region.
- Drive cross-functional internal synergies.
- Draw up and implement business plans for the region and review regularly.
- Sales plans reviewed and adjusted depending on the market environment.
- Regional OPEX and CAPEX management.
- Management of regional Advertising & Promotion budget.
- Drive excellent leadership & transformation results.
- Implement appropriate Talent Management disciplines.
- Ensure commercial and systems competence of team through training.
- Establish and manage trade customer relationships.
- Drive establishment of high-performance culture.
General Manager: Operations & Distribution - Coastal Region
Distell South Africa
02.2011 - 06.2015
- Ensure the execution of the region’s distribution and operational plans.
- Ensure optimal stock levels are maintained per Distribution Centre.
- Provide effective quality services and maintain quality standards in the region.
- Innovation and business improvements in support of operational and segment goals.
- Ensure region achieves cost effective distribution operation.
- Establish efficient structures and drive teamwork.
- Increase operational efficiencies at Distribution Centres and regional office.
Managing Director
Distell Botswana
07.2008 - 01.2011
- Drive establishment of high-performance culture.
- Responsible for the management of region’s income and profitability.
- Achieving or exceed budgeted EBIT and operating margins.
- Achieve Business Operational Results.
- Achieve or exceed budgeted revenue (for Market share gain).
- Achieve regional sales, profit and market share through strategic and deliberate activities and plans.
- Translate National Sales/Marketing and trade-marketing strategy into a regional strategy, by developing long and short-term plans.
- Implement route to market strategies.
- Implement appropriate Talent Management disciplines.
- Ensure commercial and systems competence of team through training.
- Establish and manage trade customer relationships.
Regional Sales Manager
Distell Botswana
09.2005 - 06.2008
- Drive establishment of high-performance culture.
- Achieve regional sales, profit and market share through strategic and deliberate activities and plans.
- Implement appropriate Talent Management disciplines.
- Establish and manage trade customer relationships.
- Engage in constructive networking with Customers.
- Drive establishment of high-performance culture.
- Leading the Botswana sales force.
- Ensure effective coaching and mentorship of the sales team.
Sales Representative
Wings Botswana T/A RedBull
01.2005 - 05.2008
Trainee Market Analyst
Kingdom Bank Botswana
01.2003 - 12.2005
Education
MBA -
MANCOSA
BBA - Marketing
University of Botswana
Cambridge O’ Level - undefined
Gaborone Secondary School
Skills
Sales Strategy Development
Affiliations
Institute of Directors South Africa (IODSA)
Timeline
Sales Director
Heineken Beverages South Africa
04.2023 - Current
Head of Sales & Distribution - Southern Africa
Distell South Africa
07.2018 - 03.2023
Regional General Manager - Coastal Region
Distell South Africa
07.2015 - 06.2018
General Manager: Operations & Distribution - Coastal Region
Distell South Africa
02.2011 - 06.2015
Managing Director
Distell Botswana
07.2008 - 01.2011
Regional Sales Manager
Distell Botswana
09.2005 - 06.2008
Sales Representative
Wings Botswana T/A RedBull
01.2005 - 05.2008
Trainee Market Analyst
Kingdom Bank Botswana
01.2003 - 12.2005
BBA - Marketing
University of Botswana
Cambridge O’ Level - undefined
Gaborone Secondary School
MBA -
MANCOSA
Remuneration
Details of this candidate’s current remuneration are available on request.
Personal Information
Nationality: South African
Further Education Training
- Distell Senior Leadership Development Program (DLDP), GIBS, 12/01/09
- Executive Development Program, UCT, 12/01/13
REFERENCES
Reference available on request.
Key Skills Competencies
- Sales Strategy Development
- Budget Management
- Negotiation Skills
- Project Management
- Data Analysis
- Customer Relationship Management (CRM)
- Sales Process Optimisation
Remuneration
Details of this candidate’s current remuneration are available on request.
Personal Information
Nationality: South African
Further Education Training
- Distell Senior Leadership Development Program (DLDP), GIBS, 12/01/09
- Executive Development Program, UCT, 12/01/13
REFERENCES
Reference available on request.
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