Wesley Kaluba

Head of Marketing and Commercial Business ventures for a leading Agriculture Equipment supplier with a diversified portfolio of Pumps and Irrigation Equipment mainly to the Agriculture sector and also Heavy Duty Equipment to the Road Construction Sector and the Mining Sector. Also provide leadership to the sales team for Renewable Energy and standby Energy Generating systems linking work with After Sales and Engineering teams to ensure Customer and Client satisfaction.

• Key roles include:
• 1. Formulation and implementation of the Department's Agriculture Marketing, Sales and Communication Plans and Strategies that helps CAMCO to meet its stated primary commercial objectives in the market;
• 2. Acts as a strategic link for Marketing & After Sales with a goal to deliver Engineering Excellence and overall Customer Satisfaction of the Engineering Services value chain
• 3. Preparation and implementation of the organization's Brand Building Plans on the portfolio of all Key products; 4. Positioning CAMCO as a Reliable One-Stop-Shop for all Agricultural, Construction and Mining Equipment in the market.
• Achievements
• Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
• Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
• Established a culture of continuous improvement by fostering open communication channels and empowering employees to voice their ideas.
• Cultivated a positive work environment that fostered employee engagement, increased retention rates, and boosted overall team morale;
• Promoting economic development and alleviating poverty through marketing and supply of engineering machinery and equipment which improves productivity in agriculture mechanization, mining industrialization and infrastructure construction in Africa;
• Voted Best Performing Director in 2023 Financial Year the earning the lucrative Chairperson's Award within the CAMCO Group which includes operations in Malawi, Tanzania, Kenya, Cameroon and Zambia;
• Established working relationships with key financiers in Zambia's booming Small and Medium Agricultural Sector with the Citizens and Economic Empowerment Commission (CEEC) including a breakthrough working partnership with the World Food Programme (WFP).
  

Head of Commercial business operations and strategy for revenue income generation in a statutory public roads authority. Overall responsibility for commercial business strategy & superintending over Axle Load Control operations to prevent premature failure of road pavements due to overloading.
Achievements

• Construction & commissioning of two (2) semi permanent Weigh Stations on the T4 Great East Road GER (at Nyimba and at Katete) which introduced axle load control on the newly rehabilitated sections of the T4 with support of the European Investment Bank EIB and the project effectively improved overload compliance from less than 13 percent in 2018 to over 98 percent by end Q 3 2021;
• Introduced an online tracking system for service and repair of mobile equipment including motor vehicles which resulted in control of costs per unit vehicle reduction by budget from 21 percent in Q1 2019 to less than 5 percent by end Q3 2021;
• Improved plant and equipment availability from 74 percent to around 92 percent;
• Led the Management core team which formulated the Tolling Services Agreement TSA for the performance appraisal of the National Road Fund Agency NRFA as an appointed Lead Tolls Agent LTA. The RDA as Tolls Authority pursuant to the provisions of the Tolls Act No 14 of 2011, was capable of obtaining value for money from the LTA by measuring performance against agreed metrics which include financial performance, budget/ cost control, toll revenue targets, Overall Equipment Effectiveness OEE, Overal Labour Effectiveness OLE, Customer Satisfaction Index CSI etc.

Project Team Leader for setting up, implementing the National Road Tolling Programme NRTP from scratch, as per Tolls Act No. 14 of 2011 for the Government of the Republic of Zambia;

• Mandated to define Terms of Reference (ToRs) for taking the Statutory Instrument/ sub regulation on road tolling to market including development of an appropriate toll tariff structure aimed at raising revenue and promoting equity through road user pays principle & fundamentally to reduce the road sector financing gap so as to broaden financing options for care, construction & maintenance of Zambian Roads (Public Roads Act No. 12 of 2002);
• Developed and defined the Route-To-Market RTM i.e., Phase I & Phase II, its Value Proposition VP while working closely with the Ministry of Finance to speed the process of completing the necessary steps in line with Public Private Partnerships (PPP) legislation, using international guidelines such as the World Bank ToolKit on Road Tolling in Developing Countries for embracing Private sector participation in the introduction of conventional road tolling on the Core Road Network in Zambia.
• This was an end-to- end function where we designed pavements, undertook topographic surveys to develop toll booths including other toll infrastructure & general geometric & Toll Plaza structural designs with associated BOQs, document required Advanced Toll Management Systems ATMS software, select convenient tolling points, build a business plan;
• Defined & successfully executed an exclusive stakeholder sensitization media plan. I worked with a team of enthusiastic engineers, financial accountants and lawyers, whose aim was to execute the Government strategy to commercialize our roads in order to deliver an ergonomically safe & durable world class road network in Zambia;
• Achievements
• Successfully developed a business for the Government of the Republic of Zambia (GRZ) that generates annual toll revenues to the order US$100m with a cost of collection of less than 9 percent;
• Ownership of both the Road Tolling Strategic Risk Register SRR & Toll Operations Risk Registers ORR on behalf of the Road Fund Agency.
• Provided strong leadership to enhance team productivity and morale.
• Led cross-functional teams to achieve project milestones and deliver high-quality results.
• Established strong relationships with clients and stakeholders, ensuring introduction of long-term partnerships i.e., PPPs and repeat business.
• Improved team performance by providing comprehensive training and fostering a collaborative work environment.

Head of Distribution & Regional Business Manager for Lusaka, mandated to start-up and set the turnaround sales strategy of a previously parastatal organization in place.

• This role encompasses building the distribution channel, maintaining the key client network and growing the business in Zambia;
• I managed the overall sales function, setting up guidelines and processes to be followed by all stakeholders in the organization. My execution involved being an all round manager from driving sales, to building a sales team and mentoring that team to running a business for the organization;
• I have acquired experience in full profit and loss responsibility, HR involvement, Logistics, after sales and have experience in selling a full solution and not just a product. I am able to sell the equipment and the maintenance contracts that go with it. I have earned experience selling into different segments;
• This role encompasses my ability to display very strategic key account management whilst also bringing on new business onto the customer profile;
• We successfully turned around EBITDA from -150 percent to +24 percent within 24 months

Marketing & Sales of entire range of Shell products (including bulk fuels and lubricants) on the southern region of Zambia; stretching from Kapiri Mposhi, through Kabwe, the agricultural district of Chisamba to Mazabuka farm block, Livingstone from Chirundu, Chongwe to the Eastern province & from Mumbwa to Mongu & the entire Western Province;

• Also provides technical support & training to end-users on the professional/safe storage and application of bulk fuels & lubricants;
• Exceeded sales targets in allocated area and grew market share overall from around 17 percent in 2008 to 56 percent by end of 2020;
• Has over six (6) years, solid and active post qualification experience directly in Oil & Gas Industry.

Regional Lead for all Technical Sales and Marketing activities for a new entrant into a highly competitive petrochemical market with responsibility to grow market shall and introduce the brand in Zambia's lucrative mining industry and Agricultural sector in Mpongwe in Copperbelt and Mukushi in Central Province.

1. Responsible for retail & Non Fuel business for the Northern region;
2. Regional manager for commercial, Customer Services and technical operations including logistical support for fuels & lubricants;
3. Revenue management, Business planning and Transaction Structuring.

• Responsible for Sales & Marketing of retail & consumer fuels & lubricants;
• Successfully designed and executed training and recruitment modules dealer and forecourt attendants with a focus on reinforcing the Kobil brand and culture in third party channel players and new employees;
• Secured long-term supply agreements with customers (in both southern & northern regions), ensured growth in allocated area, overall customer gross margin improvement and growth in market share from 2% to 7%;
• Dealer Recruitment & Selection for Oxford Street Service stations, Nyerere Road service station and Chimwemwe Service stations in Kitwe. Also devised and successfully carried out Dealer and Attendant training Schedules in line with company Policy & Guide-lines;
• Successful execution of the dual responsibilities of Operations & Maintenance with Sales & marketing for the northern region;
• More than tripled Trade and Receivables (TAR) Collection Efficiency from 25% in 2004 to 94% by May 2007;
• Stand-in responsibility in stocks management from Ndola Depot & under Hospitality arrangement with Tazama Pipelines & INDENI oil Refinery with transshipment of daily allocations of fuel from the central Fuel Terminal including transport & logistics coordination for bulk product to the entire region;
• Achieved annual sales of 42 million liters (on white products) against the set target of 45 million, which represents 93.3 percent score;
• Nomination for the prestigious Overall Best Employee Award for the year ending 2007;
• Efficient management of the import procurement plan & strategic reserve contingency for consistent regional delivery of fuel during the national crisis from October 2007 to December 2007.

• Complete management of the Parts & Accessories sales & of the inventory control function of a prestigious motor vehicle dealership across three international brands: BMW, Land Rover & Mazda with my department accommodating a total of five (5) staff and serving a workshop of a total of 150 staff.
• Achievements:-
• Setting up & establishing a windows supported parts-tracking system thereby improving the efficiency of the department in handling Back-Orders, re-order levels & other Parts information such as Part numbers & descriptions including efficient capture of their alterations or supersessions as opposed to the manual KADEX system I found in place. With a more reliable database system, the KADEX was only used as a backup system;
• Preparing & controlling the inventory budget. Careful planning & controlling has resulted in reduction of actual costs below median in every year by maintaining stock-holding costs as low as possible that benchmarking against similar departments has been undertaken. Actual costs had been maintained for the year ending 2002 at about 5% less planned costs.