LONTCHI S.

Summary

• Seasoned and accomplished professional with expertise that reflects the year-on-year success in viewing business strategically and adopt the company's vision of brand building to generate the highest ever sales. A top sales performer with the natural aptitude to identify & capitalize upon opportunities to maximize sales revenues.
• Demonstrated history in assessing changing market environs with an insight into the domains of market research, customer relationship management, and business development; capable of establishing new milestones.
• Awarded with most Inspirational Leader of Diageo Africa 2015 and best Employee 2016.
• Skilled in developing commercial Strategies, Building Routes to Markets alongside Sales Capabilities, setting up winning Distribution Networks, Customer Relationship Management, Trade Marketing, handling top Sales Negotiations, Innovations Commercialization, Commercial Analytics, and Reporting, Embedding Sales Force Automation and Business Development.
• Recognized as a proactive individual in rapidly identifying business problems, formulating tactical plans, and implementing business strategies in challenging environments to enhance revenue generation, market share expansion, and profitability.
• Consistent success in strategizing and leading organizations at the brink of change and Growth. History of leveraging existing and emerging technologies, uncovering opportunities, and directing trailblazing strategies to improve operations, develop leading-edge products, and increase marketability for forward-moving companies.

Experience

COMMERCIAL DIRECTOR
MARSAVCO (UNILEVER CONGO DRC)
Cameroon
January-2018 - Present

Key Deliverables:
• Successfully steering the entire commercial activities and team across DRC CONGO and Member of the Executive Committee
• Making sure the Salesforce is equipped with the right Capabilities, Incentives, tools, processes, budget, assets, and staff, to win in the market”. Defining an insight-based Route to market to improve distribution in main cities and the penetration of the rural
• Defining, then leading the execution of winning Sales and Trade Marketing strategies to grow brands, volume.
• Responsible for development, performance, and maintenance of the commercial activities and the commercial function ensuring high-quality trade activities with maximum quality, service, and profitability for the organization similar to our clients and consumers.
• Dexterously driving the commercial Performance and had delivered against the previous year’s growth of 36% growth in 2018 and 27% in 2019, stable in 2020 (Covid) and 11% average in 2021 by turning the focus from sales in to sales out. Ensuring that the team understands that the organization’s profits are reflected in all its operations – including relationships and risk management.
• Entrusting with the overall accountability of achieving goals by managing operations, formulating policies, managing daily operations. Exploring business potential and opportunities to secure profitable business volumes.
• Forecasted the demand to drive the entire plan of the business and avoid huge inventories
• Implementing new customer acquisition strategies and leveraging existing client relationships
• Mentoring, coaching, motivating, & driving the team for desired business, operations results and building sustainability as well.

COMMERCIAL DEVELOPMENT MANAGER
DIAGEO
Cameroon
January-2017 - November-2017

o• Developed and executed a Commercial Strategy, Sales Plans, and lead the Innovation Commercialization plan.
• Formulated sales Excellence Capabilities and Distributor Development Programs followed by new tools implementation.
• Served as a back Office Commercial Team, in charge of equipping the Salesforce with the right Capabilities, Incentives, tools, processes, assets, and staff, to win in the market and deliver growth ambitions.
• Steered and led Sales transformation projects (Salesforce Automation, Glass, New Channels Development, Home sales, etc.)
• Innately strengthened for strategic & tactical thinking-formulating & executing strategic plans, implementing high-level strategies, making high-stake decisions & tackling mission-critical business challenges.
• Employed new Trade Marketing approach with Joint up Business Plans.
• Conducted budget planning and execution of the entire Commercial Department 100 % within the approved limit.
• Performed market research and analyse threats and opportunities to unlock growth

NATIONAL FIELD SALES & CAPABILITY MANAGER
DIAGEO CAMEROON
Cameroon
October-2015 - December-2016

• Led the entire daily Sales Operations of the business while the commercial Director focus more on Strategies and projects development. Coordinate the effectiveness, efficiency of the entire sales force and the Distributors teams
• Commanded and inspired directly a team of 06 Divisional Sales Managers (Coastal, West, North, Central, ROTC, South)
• Orchestrated profit turnaround & strategic exit. Identified resources and assign workloads, manage schedules to ensure goals are met. Planned and executed a structured marketing strategy for the company.
• Successfully directed the Capabilities Agenda, and deliver many Programs (Active Selling, Distributors Management, Key Accounts Development, Persuasive Selling, Advance Negotiation Skills, Sales Mathematics, Stand of Excellence for field Sales, High Performing Coaching, People Manager Effectiveness, Customer Marketing Foundations, etc.).
• Synchronized the Sales Talent Review (development Plans, Sales Leave Replacement plans, Talent Calibration exercises).

REGIONAL SALES MANAGER
DIAGEO CAMEROON
Cameroon
November-2010 - September-2015

• Recognized business potential and opportunities to secure profitable business volumes.
• Held accountable for the full P&L of the biggest Division “Central” accounting for 30 % of National volume.
• Achieved double-digit’s growth in volume, 3 points in market share, and deliver distribution metrics and Customer satisfaction targets.
• Steered with the team excellent Execution at the Point of Purchase on and off the trade of the Sales Drivers (Quality, Distribution, Visibility, Price, Promotion and Persuasion) as per Trade Marketing Plans.
• Steered a team of 200 salesmen with 5 Sales managers and deliver a monthly turnover of 4 million dollars.

BUSINESS DEVELOPMENT MANAGER
DIAGEO CAMEROON
Cameroon
July-2007 - November-2010

• Developed all plans and strategies for developing business and achieving the company’s sales goals.
• Maintained in-depth knowledge of the industry in which the company operates.
• Served as in charge of Managing daily the relationship with04 big Distributors delivering a total of 32% of national Value and thus is accountable for growing their Volume, Market Share, profitability (25% ROI).

AREA SALES MANAGER
DIAGEO CAMEROON
Cameroon
April-2005 - July-2007

• Assured the effectiveness of 30 Sales Representatives, promotion coordinators directly and indirectly of 30 van Sales in charge of Beer Distribution, promotional Activities execution, and customer relationship management.
• Coxswained the team to deliver daily targets of Volume, distribution, cash, sales visits, Sales coaching, audits, and KPIs of the new brand launched.

TERRITORY SALES REPRESENTATIVE
DIAGEO
Cameroon
February-2004 - April-2005

• Attained daily targets of Volume, distribution, cash, sales visits, promotional activities KPIs, audits, and new brand launched targets. An average of 18% growth was realized in my sector in Yaoundé. Executed Activities in Outlets which drives consumption of our brands on areas like Quality, Distribution, Visibility, Price, Promotion & Persuasion.

Education

MBA
ALU BUSINESS SCHOOL
Rwanda
January-2019 - January-2020