Building Markets. Growing Revenue. One Account at a Time.
Business Development & Sales professional focused on revenue growth, strategic partnerships, market expansion and high-performance commercial execution — across FMCG, energy, agribusiness, utilities, telecom and digital financial platforms.
Colin Lumula Imbuza
Five pillars of commercial value
Revenue Growth
KPI-driven planning that turns individual sales effort into a repeatable, scalable growth engine.
Market Expansion
Territory mapping, route-to-market design and distribution build-out into new and underserved regions.
Strategic Partnerships
Negotiating and structuring long-term commercial agreements with corporate and institutional partners.
Sales Leadership
Recruiting, coaching and managing field teams so performance holds up under pressure and turnover.
Commercial Strategy
Reading pricing, demand and competitor activity to decide where to push and where to hold.
Numbers from the field, not from a pitch deck
Years in field sales & business development
KSh largest single-year revenue growth, at Duhqa Limited
KSh monthly revenue led through territory & route planning, at Agventure
Field coverage across FMCG, energy, agribusiness, utilities, telecom & fintech
Seven postings, one throughline: bigger territory, bigger numbers
The line below traces the route in order. Tap any entry for the fuller commercial story behind it.
At Serrari Group, a Nairobi-based digital wealth and financial wellness platform, I'm building the business development function from scratch — across corporate wellness partnerships, advertising & media placements, and individual financial-literacy subscriptions. The approach is consultative and demo-first, built for SACCOs, NGOs and corporates that need to see the product before they commit.
Digital wealth & financial wellness · Fintech
▸ Full storyBuilding a business development function with no prior pipeline, structure or playbook in place.
Key responsibility: Own new business across three revenue lines — corporate wellness partnerships, advertising & media placements, and individual subscriptions.
Commercial impact: Structured outreach and a demo-first sales process now running across SACCO, NGO and corporate segments.
Pipeline built from zeroAgribusiness · Bulk & retail distribution
▸ Full storyLed sales execution across assigned regions, strengthening field-force productivity, account development and revenue performance.
Key responsibility: Territory coverage, journey planning, stock and logistics coordination for manufacturers, agents and farmers.
Commercial impact: Sustained monthly revenue delivery with improved forecasting accuracy and on-time fulfilment.
KSh 50M+ monthly revenueUtilities · Bulk water supply
▸ Full storyDrove territory and corporate revenue growth through structured partnership development.
Key responsibility: Negotiated long-term bulk water supply contracts with corporate and institutional clients; ran pipeline in Salesforce CRM.
Commercial impact: Improved conversion and retention through tighter prospect qualification and relationship management.
Multi-year corporate contracts securedFMCG / Consumer trade
▸ Full storyRecruited, trained and managed a sales team from the ground up, building a repeatable growth engine rather than relying on individual sales effort.
Key responsibility: KPI-based planning, target setting, and structured performance reporting.
Commercial impact: Sustained, disciplined revenue growth over the full financial year.
KSh 100M+ annual growthFMCG · Restaurant & hospitality supply
▸ Full storyLed a territory-based team serving restaurant and hospitality clients across dry and fresh product categories.
Key responsibility: Daily sales execution, rep training, and order management process design.
Commercial impact: Reworked order management materially cut cancellations and revenue leakage.
KSh 20M+ monthly revenueEnergy · Clean cooking, market entry
▸ Full storySupported market entry and expansion during KOKO's early growth years, in territory with no established distribution.
Key responsibility: Territory mapping, agent recruitment and training, product demonstrations.
Commercial impact: Recognised with the Employee of Courage Award for performance during a high-impact innovation project.
Up to KSh 10M monthly · Employee of Courage Award, 2021Telecommunications · Direct field sales
▸ Full storyWhere the commercial foundation was built: door-to-door prospecting, lead generation and relationship-building with landlords and estate managers.
Key responsibility: Customer acquisition, POS activations, onboarding and documentation.
Commercial impact: Consistently expanded coverage neighbourhood by neighbourhood.
40+ new customers monthlyFour commercial problems, solved
Route optimization at scale
Agventure Limited · Sales CoordinatorField teams across multiple regions needed tighter coordination between territory coverage, stock availability and delivery to hold revenue steady month over month.
Structured performance management with clear KPIs; rebuilt journey and territory-coverage schedules; coordinated stock planning and logistics directly with sales execution.
Led and coached field teams supplying manufacturers, agents and farmers, tracking pricing and competitor activity to adjust tactics in real time.
KSh 50M+ sustained in monthly revenue, with improved forecasting accuracy and on-time fulfilment.
Building a growth engine from zero
Duhqa Limited · Sales ManagerThe business needed a high-performing sales team and a repeatable growth engine — not a single strong individual contributor.
Built KPI-based planning and target-setting; recruited and trained a new team; instituted structured reporting to catch underperformance early.
Managed the team through regular coaching cycles and site visits, aligning closely with operations and procurement to improve delivery.
KSh 100M+ in annual sales growth.
Cutting revenue leakage
TopUp Mama Limited · General Sales Team LeaderA territory-based restaurant and hospitality sales operation was losing revenue to order cancellations and inefficient order handling.
Reworked order management processes and tightened daily execution across dry and fresh product categories.
Led the territory team, trained and onboarded new reps, and monitored competitor activity for tactical adjustments.
KSh 20M+ in monthly revenue, with cancellations and revenue leakage materially reduced.
Winning trust in a new market
KOKO Networks · Trade Development RepresentativeA new energy product needed distribution and customer trust in territory with no established market presence.
Mapped territory and competitor presence, then recruited and trained agents to extend reach.
Delivered product demonstrations and built distributor and customer relationships to drive adoption.
Up to KSh 10M in monthly sales within assigned territories; Employee of Courage Award, 2021.
A modern commercial skill set
Commercial Strategy
- Business Development
- Go-to-Market Strategy
- Revenue Growth
- Market Expansion
Sales Leadership
- Sales Force Management
- Territory Management
- Key Account Management
- Pipeline Management
Partnerships
- Strategic Partnerships
- B2B Sales
- Negotiation
- Stakeholder Management
Market Execution
- Route-to-Market
- Distribution
- Trade Development
- Customer Acquisition
Digital & Analytics
- CRM (Salesforce, Zoho, HubSpot)
- Sales Analytics
- Digital Business Development
- Performance Tracking
Growth starts in the territory — understanding the market, the customer, and the relationships that move a conversation into a contract. I build pipeline the way I built routes in the field: methodically, with clear KPIs, one account at a time.— Colin Lumula Imbuza
Foundations
Bachelor of Commerce — Marketing
Certificate in Computer Studies
AWARD