SUMMARY
I have more than 17 years of commercial experience which has been acquired working in Retail sales , Manufacturing with
specific focus in Agricultural packaging , Roofing sheets, production and sales of irrigation and sewerage pipes ,
prefabricated houses and the larger part of my career has been spent in the telecommunication industries mainly in
commercial over seeing sales & distribution, marketing , retail stores , customer services
PERSONAL
National Identifier ZP026369
Contact Number +260950003451
Email Address [email protected]
LinkedIn http://www.linkedin.com/in/kephas-masaninga-phiri-45750717
EDUCATION
Masters Degree Cavendish University Business Administration
EXPERIENCE
Zamtel Program Director
Lead person for commercializing the GRZ 1009 sites. Setting up the entire commercial team , Building of strategy
and ensuring execution , Marketing & brand communication , Sales operation and management of the sales team
,Appoitment of distributors and agents , Growing digital finance in the rural market, Customer acquisition & training
,Setting up of targets and monitoring performance ,
Project monitoring and evaluation , Launching of sites to the public , Management of stakeholders , Reportin
02-May-2018 – 20-Feb-2020
Africconect Zambia (A
vodacom group company ) Executive Sales Head Consumer & SME
Strategy crafting & Execution , Sales operations & administration . Setting of targets and developing the
engagement model , Customer acquisition & base management , customer retention , Management of on going
revenue , Service management , Performance tracking , Management of Retail outlets & agency netowrk,
Contract management , customer service & relationship management , Recruitment and training of staff
,Marketing and brand communication
People management , Management of agency
01-May-2015 – 04-May-2018
MTN ZAMBIA Regional Consumer Sales Manager
Responsible for the southern half of Zambia , Manager of Area managers , Building of the sales & distribution
strategy , Setting up of sales and revenue targets , Team performance and motivation , Management of distributor
relations , Payments and collections, Vetting of distributors and channel partners , management of connnect
stores through distributors , Brand communicaton at the retail point , Driving intention to recommend , Training of
retailers and sales personal , Reporting
01-Jun-2014 – 30-Apr-2015
MTN ZAMBIA Direct sales & merchandising Manager
Crafting of the customer acquisition strategy , Collaborate with marketing on the trade communication for the
promotions& campaign, Management of the procurement cycle for devices & promotion materials , Management
of Trade activation company , Management of the market audit company , Resourcing of the sales team for
effective market execution , Conducting of interviews for sales personal , Owner of the direct sales channel ,
Creating incentive structure for the sales team ,Review market report
02-Jan-2014 – 30-May-2014
Airtel Zambia Zonal business manager – Copper belt
Building back lost team motivation which was affecting performance , business transformation to drive results ,
Rebuilding the broken down sales & distribution infrastructure , Customer acquisition and device sales , Building
market equity and confidence given that MTN was a dominant leader, Appointment of credible and financial sound
distributors, Training of retailers on products and services , Rebranding the whole market to build share of voice &
shelf ,managing competition , investments
01-Mar-2012 – 31-Dec-2013
Airtel Zambia Zonal business manager South west
Setting up the new zonal system , Setting up of the new sales team , Zoning of the market to create clusters ,
Rebranding of the market from Zain to Airtel , Distributor appointment , Market growth new investments in sites
and maxing existing potential , Management of the retail outlets and express stores , Ensuring 100% stock
availability , Building mind share with new distributors,setting of targets and growing market share and revenue
contribution. growing the digital business
14-Feb-2011 – 29-Feb-2012
Zain Zambia PLC Mobile commerce sales manager
Task number was to obtain a licence from bank of Zambia
Setting up of the settlement account , Setting up and Recruitment of the team ,
Appointment of merchants and agents , Customer acquisition , Training of all distributors and agents into the new
mobile money service , Creating of the Zain retail outlets as agents , Mangement of the marketing agents ,
Approval of trade marketing communication materials ,Recruiting of GSM customers on the mobile money
platform , Setting up the back office
02-Jan-2011 – 15-Feb-2012
Zain Zambia Plc Regional Sales Manager
Lead person for market re-branding from Celtel to Zain without loosing trade shelf ,Creating a new distribution
model breaking away from national distributors ,Growing market share through customer acquisition & device
strategy, Lead person on the own your own mobile phone strategy , Recruitment of sales person to change the
company culture for results ,Managing of the local enterprise customers , heading the own retail and agency
outlets
Setting of performance standards , Managing of events
01-Oct-2008 – 31-Dec-2010
Celtel Zambia Payphone sales coordinator
Revamping the payphone business , Creation of the Go to market strategy , Managing of payphone partners ,
Appointment of distributors and retailers as payphone vendors , Brand communication and execution .
Performance management on all deployed payphones , Provide after sales support to vendors , Submitting of
tariffs to the marketing board , Conducting training for all vendors country wide , Reporting to the group and local
management , Procuring of booths and payphones , Budgeting & execution
01-Sep-2006 – 10-Oct-2008
Tunnel Asbetors Products
(An Austrian Compnay) Head of Sales & Marketing
Develop a strong strategy that was going to enable the company compete , Revamp the commercial team to
enable to create new energy and belief , Build a marketing compaign to educate the market on the safety of
asbetors and its right use , Expand the export market into the sub region , Build partnerships with banks and utility
companies , Build a performance culture and setting performance targets and incentives to change behavior ,
Collaborate with goverment on all projects
02-Jan-2005 – 31-Aug-2006
Kifco packaging in Kabwe Head of Sales & Marketing
Regaining the lost business due to the parastatal market approach , Bring in speed of execution in the business ,
Resolve loss confidence and re-brand the business image in the market place , Setting the marketing wing of the
business , Recruit energetic and self believing sales and account managers, Conduct a commercial transformation
, Appoint agents local and in the sub region , Build a strong active customer directory , Establish the quality
department , Establish customer service ,
02-Jan-2002 – 31-Dec-2004
SKILLS
Marketing, Comms &
Strategy Business Strategy
More than 10 years Advanced
Sales Sales Management
More than 10 years Advanced
Collections Collections
More than 10 years Advanced
Operations & Admin Sales Operations
More than 10 years Advanced
Traders Traders
More than 10 years Advanced
Human Capital Human Capital Management
More than 10 years Advanced
Support Services Decision Support
8-10 years Advanced
Client Services Client Services
8-10 years Advanced
Investments Return on Investment
6-7 years Basic
REFERENCES
Jusab Kara +260966220010
Mr
Kapembwa Sindano +260950004701
Mr
Raphael Maseko +260978981313
Mr
Thami Madzibuko +27829920335
Mr
ACHIEVEMENTS
Best performance Zone
number one in Zambia and
Number five out of 109 Zones
in Anglophone countries.
Achieving 76% customer
market share
2012
Grew revenues from K1.97M
monthly to K8.43M on the
GRZ Funded project at
Zamtel
2019
First to launch Mobile money
in telecoms in Zambia .This
feet was achieved in record
time after the company had
spent one year six months
2011
Achieved the highest
employee engagement
survey result in my zone at
4.8 score while company
averaged 3.5 score .This
testified about team
leadership
2012
Transformation of the
consumer & SME department
leading the achievement and
attendance of Sales
conference three times in a
roll at Vodacom
2018
MTN over taking Airtel on
market leadership .i lead the
customer acqusition drive
coupled with trade
communication and managed
2014
Achieved 80% market
leadership in Northern&
Luapula provinces under zain
. The highest in the country
.This was after growing the
customer base
2009
Grow sales perforamance
from a low of K8.3M to
K18.2M being the highest
achievement on the
copperbelt when i worked
under Airtel Zambia.
2013
Set up the new commercial
structure at Zamtel after the
reorganization,this took
place when i acted as chief
commercial officer
2019 Country wide trade branding
at MTN Zambia 2014
Kephas Phiri
Program Director