This document provides a summary of Emmanuel Okoth Ojwang's career history and qualifications. He has over 15 years of experience in sales, marketing, business development and management roles in the telecommunications and FMCG industries. His most recent role was as General Manager at ROBRO Company where he oversaw fleet management, agribusiness, capital expenditure, and staff management. He held multiple senior sales and territory management roles at Airtel Kenya and Zain Kenya between 2009-2016.

1. Emmanuel Okoth Ojwang
P.O. Box 3378, 40100 Kisumu
emmanuel.ojwang@yahoo.com; emmanuel.ojwang@gmail.com;
emmanuel.ojwang@live.com;
CONTACTS: 0733382602 / 0723861457 / 0732555577
CAREER ASPIRATION
Consolidate my career in sales & marketing with special emphasis on go to
market strategy, channel planning , people management , market development,
product development, customer relations, marketing research and intelligence.
EMPLOYMENT HISTORY
1) JAN 2016 To date: ROBRO Company
POSITION: General Manager
RESPONSIBILITIES:
General Management – Overall management of ROBRO Co business (Fleet and
Agricultural business)
ROBRO Fleet – Fleet management and vehicle maintenance, Fleet personnel
management, marketing of the car hire services. Planning for future growth of
this segment of the business.
ROBRO Agribusiness – Management and Planning of this segment of the
business. Currently doing Poultry farming. Sales and Marketing to Key Accounts
and general trade. Planning for future growth of this segment of the business.
Other Key Roles – Capital expenditure, financial forecasting, P & L Management,
Revenue management, Market analysis, Competitive pricing and Staff
Management & Training
Business Relationship Building – Build and maintain relationships with other
stakeholders an e.g. customer, distributors, local government, central
government to ensure that business is done in harmony.
2) JUNE 2011 TO JAN 2016: Airtel Kenya
POSITION: Territory Sales Manager – Western Zone
Immediate Supervisor – Zonal Business Manager
RESPONSIBILITIES:
Channel Management – here in charge of sales and distribution of lines and
airtime , supervision of distributors and their agents , ensuring sales targets are
met , ensuring proper visibility is achieved within the territory, ensuring route
disciplines are followed and provision of market intelligence especially on
competitor activities.

2. Airtel Money – Co-ordinating Airtel Money training for regional staff, agents and
customers. Organising the recruitment of agents and customers. Planning and
requisition of branding and promotional materials needed to promote Airtel
Money in my assigned territory. Organising promotional events to increase
customer buy in of Airtel money.
Enhancing Visibility – Manage the placement of Point of Sale materials, ensure
placement standards are met to ensure maximum visibility.
Market Planning and Event Management – Planning and execution of
marketing programs in the trade that will include managing merchandising and
all events. Work with the sales team and the agencies to ensure smooth
implementation of campaigns in the desired mediums. Make plans for market
storms, road shows and manage the entire activities. Conduct door to door
activations, mall activities and corporate events.
Business Relationship Building – Build and maintain relationships with other
stakeholders an e.g. customer, distributors, local government, central
government to ensure that business is done in harmony.
3) JULY 2015 – NOVEMBER 2015: Airtel Kenya
POSITION: Ag. Zonal Sales Manager – Western Zone
Immediate Supervisor – Zonal Business Manager
RESPONSIBILITIES:
Sales - Implementation and adoption of effective distribution strategy to grow
sales within the assigned Area zone. Prepare, plan and execute zonal sales
programs aimed at market penetration and relationship building.
Performance Management - Ensure achievement of set Key Performance
Indicators. Ensure adherence to the set work ways and standards, team
management and sales routines
Channel Partner Management - in the assigned Zonal area. Ensure adequately
float supply and sale. Sort any pending issues affecting CPs
Network Issues - Escalate any trade or network issues to immediate line
manager and follow up for closure
Staff Management - manage staff and resources allocated within the Zonal area
through effective monitoring of performance and by providing support to the
Airtel Money Territory Sales Managers initiatives
4) March 2009 TO JUNE 2011: Airtel Kenya Ltd. P.O Box 73146, 00200 Nairobi.
POSITION: Direct Sales / Key Accounts Manager – Western Region
IMMEDIATE SUPERVISOR: National Key Accounts and Franchise Manager.
RESPONSIBILITIES
Key Accounts Management – Ensure achievement of sales targets are achieved
in these accounts. Ensure maximum availability and visibility in this outlet.
Ensuring customer questions and complaints are dealt with a view of building
relationships. Activation – My key role is to drive the volume quality activations
through recruiting of subscribers and achieving the set targets through a team of
freelancers working for appointed agency.

3. Market Planning and Event Management – organising promotional activities
that will help in increasing customer numbers and information availed to them
Projects – Implement and do trainings on projects that the company does to
help increase customer base and awareness of our improved services. We are
currently working on a pilot project to relaunch Pay Phones in Western Region.
Acting Regional Business Manager – In the absence of the Regional Manager, I
act on this role ensuring all aspects of indirect sales are achieved. Ensuring the
regional sales targets for indirect are achieved. Ensuring proper trade hygiene
i.e. proper availability and visibility.
Franchise Management – Embarking on a new project to recruit franchises that
will partner with Airtel to offer excellent customer care through out the region.
At the same time ensuring that these franchises meet the minimum standards in
terms of availability, visibility, staffing and quality services to the retailer.
ACHIEVEMENTS
ULCH PROJECT- Successfully led the pilot for launch of ULCH (Ultra Low Cost
Handsets) project in the month of July 2009 which led to the national roll out in
September 2009. We managed to sell 4000 units in the first month of offer.
5) FEBRUARY 2008 TO March 2009: Zain Kenya
POSITION: Trade Marketing Executive / Territory Sales Executive –
Western Region
RESPONSIBILITIES:
Zain Brand Champion- Western Region – the major highlight of this role is
that I was the brand champion for western region during the rebranding process
from Celtel to Zain.
Territory Sales Executive – here in charge of sales and distribution of lines and
airtime , supervision of distributors and their agents , ensuring sales targets are
met , ensuring proper visibility is achieved within the territory, ensuring route
disciplines are followed and provision of market intelligence especially on
competitor activities.
Zap Champion – Western Region – Co-ordinating zap training for regional staff,
agents and customers. Organising the recruitment of agents and customers.
Planning and requisition of branding and promotional materials needed to
promote Zap in western Region. Organising promotional events to increase
customer buy in of zap.
Brand Training – conducting brand training sessions, assessing the product
buy in, product training and trainings of distributor staff and direct sale agents.
POS Management – Manage the placement of Point of Sale materials, ensure
placement standards are met to ensure maximum visibity.
Market Planning and Event Management – Planning and execution of
marketing programs in the trade that will include managing merchandising and
all events. Work with the sales team and the agencies to ensure smooth
implementation of campaigns in the desired mediums. Make plans for market
storms, road shows and manage the entire activities. Conduct door to door
activations, mall activities and corporate events.
Mobile Unit- Develop iternaries for the mobile unit and manage its activities,
make sales reports and reports on customer care issues sorted.

4. Business Relationship Building – Build and maintain relationships with other
stakeholders an e.g. customer, distributors, local government, central
government to ensure that business is done in harmony.
6) JULY 2006 TO FEBRUARY 2008: Wines of the World (Mombasa Office) P.O
Box 10144 Mombasa.
POSITION: Key Accounts Manager (Coast Region)
RESPONSIBILITIES:
Sales: ensure achievement of set sales targets, provide sales forecasts for
designated accounts, identify and target new market segments to increase
market share, develop product price strategies and set targets for promotional
assigned promotional staff. Promotions: work in liaison with the Brand Manager
to develop promotional strategy and then ensure implementation of the agreed
strategy. Customer Care: Develop close professional business relationships with
designated accounts, ensure timely and correct product delivery and resolution
of customer complaints and disputes. Debt Collection: ensure the customers
understand the payment terms and those timely collections are made within the
laid down guidelines. Market Intelligence: being perceptive to new products,
pricing and competitor strategies
7) MARCH 2006 TO July 2006: Coca Cola (Coastal Bottlers Ltd) P.O Box 83154
Mombasa
POSITION: Retail Supervisor (Mariakani Market)
FEB 2005 TO MARCH 2006: Coca Cola (Coastal Bottlers Ltd)
POSITION: Sales Supervisor (Island Direct and Special Events)
RESPONSIBILITIES:
Ensuring daily targets are met, overseeing the filing of daily reports, handling of
customer complaints, exploiting all sales opportunities, opening new outlets,
monitoring competitor activities, establish efficient and effective distribution
routes, complete regular ITMO surveys , train and develop my team, control
cooler placement , avail POS material to salesmen, supervision of salesmen and
sales representatives, generating distribution orders. Ensuring the coca cola
standards are met at all levels. In charge of Special Events, Vendor Project, Island
Direct Sale and the Kenya Ferry Project. Solving general market problems
8) MAY 2004 TO FEB 2005: Mastermind Tobacco (K) Limited.
POSITION: Marketing Management Trainee (based in Mombasa)
RESPONSIBILITIES:
Supervision of 3 team leaders and 8 commission sales representatives, collection
of ratios and interpretation of market statistics, monitoring sales of our products
against competitor brands, establishment of new markets and maintaining
existing ones. Organizing and conducting of promotional activities.

5. EDUCATIONAL BACKGROUND
2016: Master of Science (Entrepreneurship), (Ongoing) – Jomo Kenyatta
University of Agriculture & Technology (JKUAT)
2003: Bachelor of Arts (Business Studies and Economics), 2nd
class honours
(Upper Division) – Kenyatta University.
1997: Kenya Certificate of Secondary Education. Mean grade B (Plain), St Mary’s
School Yala.
OTHER COURSES
• The Zain Way To Market – Advanced Level (Go To Market Strategy) by G
& A (South Africa)
• ‘Bullet Proof Manager’ by Raiser Resource Group
• Airtel Centum Sales University program- by Centum Learning (Bharti
Group)
• Ms-Office, Tropical Management College.
REFEREES
1. Mr Keith Ombima
Zonal Sales Manager
Airtel Kenya
Western Zone
TEL: 0733229222
Email: Keith.Ombima@ke.airtel
2. Fr Martin Madialo
Priest
St Francis Catholic Church
Rangala
Tel: 0737089657
3. Mr Felix Omamo
Capacity & Training Manager

6. East African Breweries Limited
NAIROBI
TEL: 0722997745 /0733997745
EMAIL: felix.omamo@gmail.com

7. East African Breweries Limited
NAIROBI
TEL: 0722997745 /0733997745
EMAIL: felix.omamo@gmail.com