Paul Mwaniki

CCO-equivalent Commercial Leader operating at the intersection of growth, structure, & cash discipline.I was brought into Kapa Oil Refineries following a direct proposal to redesign its route-to-market model, and was mandated to execute that transformation after being recognized for bringing a fundamentally different approach to sales and distribution.I hold end-to-end ownership of the primary revenue and profit engine in a complex FMCG environment, with accountability across growth, margin, cash generation, credit governance, and execution at scale.My work focuses on redesigning commercial systems where legacy distributor-led models have become a constraint — converting fragmented, relationship-driven trade into governed, scalable revenue engines with embedded financial discipline and control.This includes operating across large, fragmented trade environments with multiple layers of distribution, diverse customer segments, and varying market maturities — requiring both structural clarity and execution depth.I am most effective in situations where: - Growth has plateaued under existing RTM structures - Margin erosion or credit exposure has become unacceptable - Scale has outgrown informal, relationship-driven execution - Leadership requires structural change, not incremental optimizationI reset commercial architecture to restore momentum, predictability, and control — aligning market access, incentives, and execution with financial outcomes.Pattern of work & repeatability:Across multi-market FMCG environments, my mandates follow a consistent sequence: growth ceilings emerge, execution complexity increases, and tolerance for risk tightens. The response is architectural reset — redesigning RTM, clarifying ownership, realigning incentives, and enforcing discipline through integrated commercial, financial, and digital control systems.This model has proven repeatable across markets and contexts, delivering: - Sustained, profitable growth with exceptional cash conversion and near-zero bad debt at scale - Transition from distributor-led expansion to governed, controllable revenue systems - Improved margin quality, visibility, and execution predictability - Elimination of informal controls and escalation-driven management models - Strong alignment between commercial activity and financial outcomesMandate of interest:Senior commercial leadership roles (CCO / Commercial Director or equivalent) in FMCG and consumer businesses undergoing growth, transformation, or expansion, where scale, accountability, and execution depth are non-negotiable.