Naomi Mumbi

Stepping into this role, I took ownership of Buytec's commercial growth trajectory at a pivotal stage in the company's expansion within Kenya's competitive retail technology landscape. What began as a mandate to broaden the product catalogue quickly evolved into a strategic leadership function where I became the bridge between supplier ecosystems, internal sales teams, and the digital storefront. I identified untapped product categories, initiated negotiations with key brands, and secured partnership agreements that diversified our offerings while protecting margins. Simultaneously, I restructured how the telesales team operated, aligning their daily outbound efforts with live e-commerce promotions to create a seamless online-to-offline conversion engine. By redesigning the website's product architecture, category structure, and listing presentation, I reduced customer drop-off and improved the end-to-end purchase journey. Managing distributed vendor relationships across digital channels became second nature, and I built a rhythm of virtual engagement that kept our product pipeline moving without disruption, even across fragmented supplier networks. Key Achievements 1. Expanded the e-commerce catalogue by integrating new product lines that strengthened Buytec's competitive positioning and captured previously underserved segments of the Kenyan retail technology market. 2. Negotiated and closed strategic brand partnerships that diversified supplier agreements, directly supporting sustainable margin performance across the product portfolio. 3. Redesigned website architecture and product categorisation, improving user experience and measurably reducing customer drop-off throughout the purchase funnel. 4. Aligned telesales outbound activities with digital promotional campaigns, creating a coordinated conversion strategy that maximised end-to-end sales performance.

Joining Netlumis on a contract basis, I was tasked with opening two East African markets for Huawei product lines, a challenge that demanded both prospecting precision and operational speed. I built the client acquisition function from the ground up, leveraging LinkedIn, industry networks, and Smartlead email campaigns to create a steady flow of qualified prospects across Kenya and Tanzania simultaneously. Each engagement began with a discovery call where I translated complex technical requirements into clear, tailored recommendations before handing prospects to the technical sales team. The real breakthrough came when I standardised the client onboarding process across both markets, cutting turnaround time by 35% and creating a repeatable framework the team could scale. By personalising stock update outreach and maintaining consistent follow-up with both new and existing accounts, I grew conversion rates on portfolio communications by 29%, proving that relationship-driven selling could thrive even in a fully remote, cross-border environment. Key Achievements 1. Drove a 35% reduction in client onboarding turnaround time by designing and implementing a standardised intake and briefing process across Kenya and Tanzania. 2. Increased conversion rates on portfolio communications by 29% through personalised, timely stock update outreach to existing and prospective clients. 3. Built a qualified pipeline from scratch across two markets using LinkedIn prospecting and Smartlead email campaigns, consistently meeting quotation and conversion KPIs. 4. Streamlined the prospect-to-technical-handoff process through structured discovery calls, improving sales team readiness and shortening the overall sales cycle.

At Growtech, I operated as the critical filter between raw inbound leads and client sales teams, ensuring only genuinely qualified opportunities made it through to closing conversations. Working within a remote-first, multi-client model, I applied a structured BANT framework to every lead, achieving a 42% lead-to-opportunity conversion rate that set a benchmark for the team. Beyond qualification, I orchestrated multi-touch email sequences across Smartlead for distributed client portfolios, coordinating asynchronous campaigns that maximised deliverability and engagement without requiring real-time supervision. Cold calling remained a daily discipline, with 80+ prospects contacted weekly and outreach KPIs consistently met across response rate, call volume, and qualified lead targets. The most meaningful contribution was accelerating prospect nurturing cycles by 28%, reducing the average time-to-handoff and giving client sales teams warmer, better-prepared conversations from the first interaction. I also built transparent reporting dashboards that gave clients full pipeline visibility and actionable insights. Key Achievements 1. Achieved a 42% lead-to-opportunity conversion rate by implementing a rigorous BANT qualification framework for all inbound leads before client handoff. 2. Accelerated prospect nurturing cycles by 28%, reducing time-to-handoff and improving client sales team readiness for initial conversations. 3. Managed a weekly cold-calling pipeline of 80+ prospects, consistently hitting outreach KPIs across call volume, response rate, and qualified lead generation. 4. Delivered transparent campaign reporting to clients, providing actionable pipeline visibility through tracked conversion rates, response metrics, and qualified lead counts.

Eskimi Media gave me the canvas to prove that disciplined, multi-channel prospecting could deliver real revenue at pan-African scale. Operating fully remotely, I built and managed a pipeline of over 5,000 qualified leads spanning seven African markets, combining cold email, cold calling, social media outreach, and direct digital prospecting into a unified engine. Within six months, this pipeline delivered $50,000 in cumulative revenue conversions with a consistent monthly cadence of 11 qualified leads. I designed automated engagement sequences in Outreach.io that eliminated repetitive manual follow-up, freeing time for high-value personalised conversations. Pipedrive CRM became the backbone of pipeline visibility, where I maintained accurate lead records that enabled sales executives to prioritise effectively. Working across multiple African time zones required asynchronous communication discipline, and I developed systems to sustain engagement momentum without letting conversion targets slip. Beyond my own results, I documented the outreach methodology into a company playbook that standardised best practices across the wider sales development function. Key Achievements 1. Built a qualified pipeline of 5,000+ prospects across seven African markets, delivering $50,000 in cumulative revenue conversions within six months. 2. Designed automated outreach sequences in Outreach.io that reduced manual follow-up time and increased prospect response rates across the full sales cycle. 3. Maintained accurate CRM records in Pipedrive, enabling sales executives to prioritise high-value follow-up and improving overall pipeline efficiency. 4. Authored a lead generation playbook that standardised outreach methodology and improved reproducibility across the sales development team.

At Compland, I was given the rare opportunity to build an e-commerce division from the ground up, designing not just the marketing strategy but the entire departmental structure, team roles, and operational framework. I developed and executed a comprehensive digital marketing strategy that spanned SEO optimisation, backlink building, and Google Ads management, driving measurable growth in both organic and paid search visibility. Content became a strategic lever; I curated all blog output to align with keyword targets and publishing cadences that consistently generated qualified traffic. Operationally, I coordinated the team's daily activities, monitored individual performance against monthly revenue targets, and ran weekly Mailchimp email campaigns that sustained repeat purchase behaviour across our customer base. Telesales and cold calling remained part of my daily rhythm, directly engaging B2B prospects to feed the IT and networking product pipeline. The most enduring contribution was architecting the departmental structure itself, creating the accountability framework that allowed the e-commerce function to operate independently and scale. Key Achievements 1. Built the e-commerce division from scratch, designing departmental structure, staff roles, and operational responsibilities that embedded accountability across all functions. 2. Developed and executed an integrated SEO, backlink building, and Google Ads strategy that drove measurable improvements in organic and paid search visibility. 3. Administered weekly Mailchimp campaigns to the active customer database, sustaining repeat purchase behaviour and strengthening long-term customer retention. 4. Managed daily telesales and cold calling activities that directly generated IT and networking product leads, feeding the B2B sales pipeline consistently.

In this role, I became the operational link between sales activity and procurement execution, ensuring that every purchasing decision was grounded in real client demand and live pipeline data. Working closely with sales representatives, I aligned inventory procurement with active opportunities, preventing both stockouts and excess inventory across IT product categories. Financial rigour defined the role; I prepared monthly Profit and Loss accounts that gave management clear visibility into unit performance and informed budget planning decisions. Using Odoo, I generated client quotations and managed end-to-end invoicing, maintaining precise records for every transaction and account history. I also handled contractor and subcontractor payments, ensuring timely processing that kept vendor relationships strong and operations uninterrupted. Customer accounts, banking, cheque processing, and Local Purchase Order preparation all fell within my remit, requiring meticulous attention to financial reconciliation and strict compliance with internal controls. Key Achievements 1. Aligned procurement decisions with live sales pipeline data, ensuring inventory availability matched active client demand and reduced stock inefficiencies. 2. Prepared monthly P&L accounts that directly informed management decision-making and budget planning across the business unit. 3. Managed end-to-end invoicing and quotation generation via Odoo, maintaining precise financial records for all client transactions and account histories. 4. Processed contractor and subcontractor payments with consistent accuracy, sustaining vendor trust and supporting uninterrupted supply chain operations.

This was the foundational role where I developed the operational instincts that would define my career trajectory. Tasked with overseeing internal project implementation, I coordinated timelines, resources, and stakeholder responsibilities to keep workstreams on schedule. I quickly became the person the team relied on to identify operational risks before they escalated, developing contingency measures that protected business continuity. Process improvement became a personal focus; I refined internal policies to align with organisational goals, contributing to measurable gains in departmental efficiency and workflow standardisation. I also took ownership of recruitment coordination, partnering with hiring managers to fill critical operational roles and onboard new team members effectively. Vendor management was another key dimension, where I vetted and appointed third-party service providers against criteria of cost, capability, and delivery reliability. Communicating across in-person and virtual channels with partners, stakeholders, and customers taught me how to manage complaints and feedback constructively while maintaining strong business relationships. Key Achievements 1. Oversaw internal project delivery by coordinating timelines, resources, and stakeholder responsibilities, ensuring consistent on-schedule completion across operational workstreams. 2. Identified operational risks proactively and developed contingency measures that safeguarded business continuity and minimised disruption to core functions. 3. Refined internal processes and policies that improved departmental efficiency and standardised operational workflows organisation-wide. 4. Managed recruitment coordination and third-party vendor selection, filling critical roles and appointing reliable service providers based on rigorous evaluation criteria.

At Timecon Kenya, I served as the bridge between complex financial software and the clients who depended on it daily. My primary mandate was delivering hands-on training for Sage HR, Sage Pastel, and Sage Evolution platforms, equipping finance and HR teams with the confidence to manage their own operations independently. Remote support via TeamViewer became a core competency; I diagnosed and resolved software configuration issues without on-site visits, significantly reducing client downtime and support costs. Beyond troubleshooting, I guided clients through financial entry procedures, bookkeeping practices, and audit report corrections, restoring data integrity and building their capacity for accurate independent record-keeping. I also managed operational transitions, from registering software licences and setting up new company profiles to importing data and entering opening balances at year-end dates. VAT calculation using the Timecon Add-on was a recurring responsibility, ensuring clients maintained precise tax reporting and full compliance with Kenya Revenue Authority requirements. Key Achievements 1. Delivered comprehensive Sage platform training to finance and HR teams, building client self-sufficiency and reducing ongoing support dependency. 2. Provided remote technical support via TeamViewer that resolved configuration issues efficiently, cutting client downtime without requiring on-site intervention. 3. Guided clients through audit report corrections and financial entry procedures, restoring data integrity and ensuring alignment with established accounting standards. 4. Managed end-to-end software licence renewals, company profile setup, and data migrations, enabling seamless operational transitions for all managed accounts.