Matiko Bugumia

Spearheaded strategic implementation of Puma's B2B and mining lubricants strategy across Tanzania, achieving double-digit volume growth, healthy margins, and meeting cost and EBITDA targets within the first year.

Directed the development and execution of annual business plans, securing new B2B customers in high-potential sectors (mining, industrial, transport), significantly increasing B2B contribution to the total sales portfolio.

Built and executed comprehensive key account plans for B2B and mining clients, strengthening customer value propositions and nurturing long-term relationships with distributors, wholesalers, and key industry customers.

Managed the lubricants product portfolio and established a robust pricing structure, ensuring competitive positioning while utilizing market insights to guide strategic decisions, identify growth opportunities, and mitigate risks.

Coordinated cross-functional teams (Finance, Business Support, Operations, Supply Chain) to optimize stock levels, prevent stockouts, and ensure consistent customer experience.

Generated over $35 million in company sales within the first year as PSS Manager and expanded a new multi-brand business portfolio, achieving over $3 million in sales and a 40% improvement.

Led and managed a team of sales professionals, overseeing customer accounts, implementing Product Support sales strategy, and ensuring department milestones and budgets were met.

Recruited, hired, and developed sales talent, setting performance goals, monitoring progress, and providing developmental feedback and coaching to improve skills and career paths.

Developed and monitored annual budgets and forecasts, ensuring alignment with financial reports and corporate objectives, while creating and implementing a comprehensive sales execution strategy.

Aligned and deployed effective marketing campaigns in collaboration with the marketing department, contributing to increased market penetration and sales.

Achieved year-on-year growth in the mining sector by expanding business with existing accounts and successfully onboarding new customers.

Managed and grew key accounts within the mining sector, conducting sales negotiations with key decision-makers and developing comprehensive account plans covering product offerings and services.

Enhanced distributor performance by improving sales processes, optimizing resource allocation, and increasing sales force productivity through targeted training sessions on Shell products and value-selling techniques.

Acted as a business consultant, supporting distributors in improving financial performance and coordinating with internal departments to meet customer expectations.

Drove marketing initiatives and delivered relevant programs through distributors, utilizing cross-selling, up-selling, and value-selling strategies to maintain a competitive edge.

Achieved assigned targets for profitable sales volume and strategic objectives across a portfolio of key accounts.

Coordinated internal company personnel, including support, service, and management resources, to consistently meet account performance objectives and exceed customer expectations.

Led a joint company-strategic account planning process, developing mutual performance objectives, financial targets, and critical milestones for a 1-3 year period.

Assessed, clarified, and validated ongoing customer needs, leading solution development efforts and coordinating necessary company personnel to deliver optimal results.

Led a sales team that generated annual sales exceeding $40 million in Mwanza, surpassing the sales target by 35% and earning participation in Caterpillar's 100% Club in London (2017).

Assisted account managers in mining branches to service and retain accounts, communicating the values and benefits of Cat Products to clients.

Established a robust lead qualification process to grow market share and collaborated with Marketing to develop quick-win campaigns, generating sales from existing and new customers.

Ensured sales representatives met targets, maintained customer loyalty, maximized new sales opportunities, and delivered revenue targets.

Supported sales representatives with closing strategies, motivation, and incentives, reviewing individual performance, identifying training needs, and providing developmental feedback and coaching.

Led sales of over 250 m³ of lubricants (oil & grease), contributing to the territory winning a bronze medal in Caterpillar's 'Yellow Blood Challenge' among 84 dealers in the EAME Region.

Managed and led the contract team, ensuring adherence to organizational policies and client practices while effectively escalating and resolving contract issues.

Ensured timely and accurate completion of all internal and external reporting throughout the sales process, supporting informed decision-making.

Delivered informative and persuasive business presentations to secure new business, preparing monthly reports on sales & service offerings against agreed KPIs.

Achieved Branch parts sales and service earnings targets, contributing to overall branch profitability.

Led sales exceeding $14 million, achieving a 101% achievement rate within the role.

Devised and implemented an inventory tracking system that ensured timely debt payment and optimized stock management.

Provided product-related technical assistance and advice to customers and prospects, enhancing customer satisfaction and product understanding.

Prospected new business opportunities and monitored ongoing contracts within the sales zone, contributing to market expansion.

Ensured all commercial systems and procedures met high standards, resulting in positive internal and external audit reviews.

Maximized user satisfaction and acceptance for the Company's Parts and Service Products by providing technical assistance and promoting offerings within the catchment area.

Maintained accurate records of all sales transactions, including orders, invoices, credits, and debts, ensuring full payments were received and sales documents were prepared.

Conducted customer visits to build rapport and maintain cordial relationships, fostering loyalty and identifying new prospects.

Obtained and communicated critical market and competitive intelligence to management, supporting strategic decision-making.

Produced error-free document transactions, ensuring accuracy and compliance in all administrative processes, and was elected Mantrac Employee of the Year.

Performed preventive and corrective maintenance on plant equipment and facilities, ensuring operational continuity and reliability.

Recorded all maintenance activities on plant equipment, contributing to accurate historical data and future planning.

Executed routine electrical and instrumentation tasks, including work on control circuits, switchgear, lightning, and AC/DC motors.

Utilized company tools and adhered to safety protocols, demonstrating a commitment to safe work practices.