ResumeAdewaleAyinde-sales

AYINDE ADEWALE SUNDAY c/o 40, Allen Avenue, Ikeja, Lagos. 08080443945; 08092088334 ayinde20@gmail.com ➢ Certified Sales Professional with 23 - year experience centred on Sales, Capability Development and Marketing Roles distinguished by commended performance and proven results. ➢ A people leader who is passionate about growing self and others, able to influence and orchestrate change across multiple businesses and a champion of brilliant execution with a reputation for delivering results with vigour and commitment. ➢ Demonstrated Success in Developing Sales Force & Distributor Capability by in class training and on the Field Coaching & Accompaniment. The Distributor Capability enhancement is through the development of Fewer, Bigger & More Capable Strategic Partners. PROFESSIONAL EXPERIENCE SOLVE MONEY (A FINTECH ORGANIZATION) HEAD, BUSINESS & CUSTOMER INTELLIGENCE – April 2022 till Date. I create a high fidelity, high speed of iteration, agile interface between Customers and the business • I work closely with the Founders to create scalable customer acquisition • I create, own and dynamically track the strategic and competitive landscape for the business in Nigeria and facilitate understanding across the business • I act as the primary interface between Customer Discovery and Target Customers • I am a core member of the Customer Development team; maximizing understanding of the customer, their jobs to be done, pains and gains and iterating their value proposition for maximum product-market fit • I work closely with Product, Decision and Data Science teams to create and iterate segmentation to achieve better Product value propositions and higher predictive accuracy • I work closely with Marketing team to refine and evolve the voice of the customer in building a powerful brand presence in Nigeria • I am effectively building and managing SOP’s - highly structured and organized • I have a deep understanding of the SME Market in Nigeria and using the knowledge to drive quality value for the business • I am building a network of early adopters for a new product specifically targeting SME’s in Nigeria • I have vast understanding of t he SME psychology and needs in the context of the business’s needs (working capital and other related services) • Ability to deeply empathize with their target SME profile • I lead the team to conduct regular customer interviews and follow-ups in order to gather insights on customer jobs/pains/gains and iterate product/solution fit at maximum speed

WEMA BANK PLC Head of Retail Sales & SME Division. April 2020 – December, 2021. ❖ Develop and execute strategic activation-based plans to achieve the yearly offline customer ❖ acquisition targets set for the Retail Business ❖ Assist, coordinate and implement the development of channel and product specific tactics to ❖ grow sales and market share. ❖ Design and execute an offline activation-driven, customer acquisition strategy to achieve ❖ offline customer acquisition targets, revised periodically ❖ Own the budget and cost-per-acquisition targets, alongside tracking and optimizing for ROI ❖ Support the Retail team to build the partnerships and activation agency ecosystems to deliver ❖ high-impact and high-yield activation events ❖ Collaborate with Corporate and Commercial business development teams to acquire and ❖ activate value chain opportunities ❖ Coordinate branch/outlet efforts to drive retail sales ❖ Ownership of the SBU strategic planning ❖ Provide input into the setting of activity and revenue targets for members of the retail sales team ❖ Conduct on-the-job training and provide input into overall training and development plan for the retail sales team ❖ Identifying key areas for improvement in the sales process ❖ Spot market opportunities for new customers ❖ Provide action-oriented market intelligence Achievements: ▪ Effective restructuring of the retail sales team organogram. ▪ N4.2B Quality Retail Loans booked in October, 2020. ▪ Account Acquisition increased by an average of 21% at the most challenging period in Nigeria from May to November, 2020. ▪ The field force continued to be coached on New Ways of Working as necessitated by the Pandemic and its resultant lockdown. ▪ Weekly reporting format initiated giving an opportunity for on – the - go change in approach as necessary. ▪ Hired, coached and led sales team of five to make sales calls, make client visits and close deals; generated $10M in sales contracts LAFARGE AFRICA PLC Sales Excellence Lead: March 2018 – March, 2020 ➢ I d istil the “LH Way of Selling” : Prioritize, Customers visits, Value -selling, Pricing & Margin Management, Project based sales + “Leading the Sales Force” for HOS & CRM to roll -out Commercial Strategy ➢ I help Sales organisation to master the Sales Management cycle and deploy the full Commercial Strategy from A-Z: Customer Portfolio analysis, targeting ABC, Sales & Customers Action plans, Monitor Regional Management scope of work. Conduct diagnosis on activities and focus on areas to improve ➢ I continuously align actions with Marketing Plan initiatives ➢ I coach, guide and mentor Regional Sales Capability managers in developing relevant regional strategies ➢ I offer end-to-end solutions including process analysis and design, requirements planning, business case development, analytics support and administration support

▪ I led the work stream for the Total Beverage Alcohol integration of the business (Guinness Nigeria and Diageo Nigeria) ▪ I led the development and implementation of a new fit for purpose Brilliant Execution Matrix for the Business ▪ I developed, delivered and ensure the usage of the Sales Force Outlets Activation Standard covering Distribution, Visibility, Quality & Right Pricing in trade ▪ Implementation of the Sales Induction Process for all new hires into the Sales Department. ▪ I embed and Sustain the classroom learning through on the field Coaching & Accompaniment ▪ Development of pre-assessment materials and deployment at assessment centres to hire the right candidate into the right sales role. ▪ I co-led the team that design and implemented the Route to Consumer Initiative. ▪ Development and follow through the National Sales Training Budget and cost effective Budget utilization. ▪ Development of Training Curriculum and Training Presentations based on the field gaps identified while Coaching the different categories of the sales team. ▪ Ensuring that all Sales Training and Coaching activities are within budget as I am the custodian of the budget ▪ I used the training and coaching reports to map the Sales Force Competency Profile, used for Sales Talent Pipeline of the Sales Function and for Audit Purposes. ▪ I was the champion of the effective and continuous use of the Sales Force Automation tool at all times on the field. ▪ I embed the company culture, values and systems on the sales team both in class and on the field. ▪ I delivered the Front Line Sales Team’s License to Sell Trainings & Accreditation Nationally ▪ I delivered Line Managers License to Coach training and Accreditation Nationally ▪ I developed and ensure continuous usage of the Sales Pocket Bible by the Sales Team ▪ I partnered with the HR Team to ensure that the right candidates are recruitment into the sales function. ▪ ▪ I search and spin with the Global Team on the International Best Practices to deliver result oriented training sessions. Achievements: ❖ In this role I lead the work stream for the Total Beverage Alcohol Integration of the Business. ❖ I designed and implemented a training that increased the strike rate per day of the National Field Sales Team from an average of 50% to 80% within 6 months. ❖ I led the development and implementation of a new fit for purpose Brilliant Execution Standard for the Business which resulted in 87% average success achievement of all Sales Execution Activity from its initial 64% average. GUINNESS NIGERIA PLC (A DIAGEO COMPANY) Public Company 10,001 + employees; doe; Alcoholic & Non Alcoholic Beverages, Wine & Spirits Industry. GN COMMERCIAL CAPABILITY MANAGER: July, 2013 – August 2015. ➢ Embed coaching culture in everyday work routine for all Line Managers ➢ Actively involved in the set up and running of the Guinness Nigeria Sales Academy ➢ Development & Delivery of fit for purpose training modules for the GN Sales Academy ➢ Drive the effective implementation of the Route to Consumer Project. ➢ Build and develop an effective Annual Training Calendar for the Commercial Team ➢ Set up On Job Coaching process as a post-training support ➢ Conducting training modules for top-management

➢ Support of HR processes in performance assessment, quarterly certification, assessment centers to recruit new commercial staff ➢ Search & Spin with the Global team to deliver on commercial up skill for the entire team ➢ Management of training budget in accordance with Annual Budget Plan ➢ Building the Best Performing, Most Trusted and Most Respected Commercial Team in Nigeria. Achievements: ▪ I set up the Sales Academy that forms the pool for the future leader of the organization some of who had moved to Europe, USA, Australia and other Business Units in Africa such as Ghana, Uganda, South Africa and Kenya. ▪ Embedded the commercial capabilities of the National Sales Team through various trainings and on the field engagement – little wonder 20 14 was declared the “Best Year Ever in Guinness Nigeria” and Nigeria had the 3 rd best growth globally. GUINNESS NIGERIA PLC (A DIAGEO COMPANY) Public Company 10,001 + employees; doe; Alcoholic & Non Alcoholic Beverages, Wine & Spirits Industry. REGIONAL DISTRIBUTOR MANAGEMENT CAPABILITY MANAGER: Jan, 2012 – July, 2013. ✓ Deliver Capabilities solutions to the Regional Distributor Development Managers, Distributor Development Managers, Business Development Managers, Retail Development Managers, Divisional Sales Manager, Van Sales Men Supervisors and Van Sales Men with a view to meeting the Business Objectives. ✓ Create a Customer Centric Culture & behaviour and embed same in the team through the brilliant execution of the Platform for Growth Process by the Distributor Management Team. ✓ Africa Distributor Advanced Planning Tool (ADAPT) Administrator - a one stop business planning & review tool – for the Nigerian Market. ✓ Individual Capability Assessment Tool (iCAT) Regional Administrator for the West African Market – A Sales Capability Analysis & Development Tool. ✓ Champion of the Advantaged Route to Market by building Bigger, More Capable and Profitable Distributors Through mutual capability development and strategic partnerships. ✓ Coaching the team to transform the Capability of our Distributor Partners and accountability of delivering the volume and NSV target. ✓ Building sales force capability by ensuring that the right candidates are engaged at the Assessment Centre which is the entry level Managerial role for Sales. Achievements: ➢ Using the Africa Distributor Advanced Planning Tool – the number of distributors was streamlined from the 332 to 135 bigger, more capable and profitable distributors. ➢ The establishment of the Advantaged Route to Market was another major success recorded in this role. This increased the number of outlets being serviced by 38% & an efficient service quality was enshrined. PZ CUSSONS NIGERIA PLC – Lagos, Nigeria Family Care, Beauty Products & Household Electrical Appliances SALES CAPABILITY DEVELOPMENT MANAGER , Jan , 2009 – Dec,2011 • Key Driver of the Active Distribution Project.(Route to Consumer [RtC] Project) • Responsible for the Development and Implementation of Sales Improvement Materials. • On the Field & Classroom Coaching of the entire Sales Force. • Responsible for the Development and Implementation of the Sales Induction Programme for all newly recruited Sales Staff, Customer Marketing staff & the Graduate Trainees.

▪ Achievement of profitable Area Sales Target in Naira & in Volume. ▪ Development & Motivation of the Sales Force. ▪ Activation of Sales Drivers on the Field. ▪ Ensures the Engagement and Development of Trade Partners. Achievements: Notable amongst my achievements then was the 29% year on year value growth in 2005 and a 32% year on year volume growth in the same year. 20% year on year value growth in 2006 and 29% year on year volume growth in the same period in a matured and quite competitive business. Delivered Outstanding Results with the Second Best Performing Region in 2005 & Best Performing Region in Naira Value & Volume for year 2006. DESCROLL LIMITED – Lagos, Nigeria Human Capital Development Organisation TRAINING & DEVELOPMENT MANAGER April, 2001 – March, 2004 Achievements: ➢ I got 5 companies enlisted and we were getting their briefs for training their sales men as well as the marketing team, this delivered 128% of my targets on monthly basis and 37% of total company target for 2 consecutive years 2003 & 2004. ➢ I designed, developed and implemented the M&E standards for the marketing activities of 2 different organizations and this improved their marketing spend and redirected their focus for effective and result oriented marketing activities. JMT LIMITED Food Grains – Rice, Sugar etc. ASSISTANT MANAGER, CREDIT & MARKETING Sept,1999 – April, 2001 Achievements: 1. I got my results from engaging the bake rs’ union in Lagos and Ogun States and this gave me the recurrent results of meeting and exceeding my targets of 300 bags of 50kg Sugar sacks/month. 2. I brokered a relationship with the Rice Sellers at Daleko Market through the Head of the market women and this gave me outstanding results of 250 bags of 50kg rice sacks/month for the Rice Business. EDUCATION & CERTIFICATIONS OBAFEMI AWOLOWO UNIVERSITY – ILE-IFE M.B.A (General Management Option) 2010 LAGOS STATE UNIVERISTY, OJO, LAGOS M.Sc 2000 OBAFEMI AWOLOWO UNIVERISTY – ILE-IFE B.Sc 1997 SERVICE QUALITY INSTITUTE, Minneapolis, USA

International Certified Customer Service Professional, 2010. VIRGINIA STATE UNIVERISTY Digital Transformation, 2020 OF NOTE Professional Development: ➢ Accredited & Certified License to Sell & License to Coach Professional ➢ Accredited & Certified Distributor Management Professional Affiliations: • Member, Nigerian Institute for Training & Development • Member, National Institute of Marketing of Nigeria. • Member, International Certified Customer Service Group . Projects Managed: Initiated & Implemented the Active Distribution Project at PZ Cussons Nigeria Plc. (An RtM Initiative) Standards of Excellence (Field Sales Management & Distributor Management) - Guinness Nigeria Plc. Led the Sales Team in the RtC Initiative in Guinness Total Beverage Business synergy Sales Lead in Guinness (Project Restore)