Organisation: Kiboko Group
Duty Station: Kampala, Mid-Western, Western, Uganda
Reports to: Sales Head
About US:
Kiboko
Group was established in 1992 with the incorporation of Kiboko Enterprises in
Uganda. Initially focused on the distribution of roofing sheets, the business
has since expanded in a group of four diversified companies. These range from
pharmaceutical distribution, pharmaceutical manufacturing, distribution of
fast-moving consumer goods and premium-quality financial services.
Group was established in 1992 with the incorporation of Kiboko Enterprises in
Uganda. Initially focused on the distribution of roofing sheets, the business
has since expanded in a group of four diversified companies. These range from
pharmaceutical distribution, pharmaceutical manufacturing, distribution of
fast-moving consumer goods and premium-quality financial services.
Job Summary: The Zonal Sales Manager will primarily be responsible
for the overall profitability of the zone by ensuring achievement of Sales
Targets, managing distribution, logistics and credit control.
for the overall profitability of the zone by ensuring achievement of Sales
Targets, managing distribution, logistics and credit control.
Key Duties and Responsibilities:
1. Product Knowledge:
- Know Features, Advantages and Benefits of the
various product - Should know the current running promotions
and schemes and trade pricings - Know pricing of the products (Capable of
implementing pricing models and ensuring that Distributors adhere to the
prescribed pricing structure) - Be Aware of the competitive landscape in the
product category & the ability to present - Unique Selling Points and Unique Perceived
Benefits of the product
2. Process Adherence:
- Understand Annual Operating Budget and month
wise projections for his region - Understand execution competencies of DSR/ TSM
Selling process - Understand activities involved in
distributor/retailer manpower selection - Understand Order and Delivery process
- Understand sequence of activities for regular
learning interventions for TSMs/DSRs - Understand steps involved in channel partner
acquisition health check activity - Carry out compliance checks on territory
- Drive TAT (Turnaround Time) adherence
- Understand territory wise churn and grace
period monitoring process - Be aware of activities involved in
disbursement of claims to market and trade Servicing
3. Zonal Management:
- Define social and economic classes in the
assigned zone - Define and analyse zonal population Dynamics
- Project Primary and Secondary on weekly,
monthly, quarterly and annual basis - Utilize knowledge of the universe retail
outlets, and the coverage and the different classifications to grow
business - Know in depth about routes and beats in
respective territories - Know Competition, their coverage area,
Channel Partners, A+ Outlets - Guide TSIs with regard to the avenues of
Retail expansion leading to overall growth
4. Distribution
Management:
Management:
- Know the profile of the Distributor in all
the following respect – - Infrastructure provided
5. Other running
businesses:
businesses:
- Share of our business in the total business
the distributor is handling - Share of our profit in the total profit
distributor is getting
6. Personal & social
profile:
profile:
- Do a thorough Distributor business
performance review with data and prepare corrective action plans Follow up
the action plan with the distributor, his team & TSM - Understand other businesses of the
distributors and should foresee impact on our business - Be aware of the distributor percentage to the
Zone - Be aware of the zonal distribution sales
fundamentals and trends – distribution/availability/visibility/trade
marketing/infrastructure - Keenly analyze the need for adding or
reducing the Distributor’s coverage area basis market dynamics, Cost of
Distribution and ROI - Understand link between Tertiary and
Secondary and convince distributors for adequate Primary Purchases Lead
from the front in all the discussions between the Distributors and TSMs
7. Analysis
- Provide short term and long term business
plan to the distributor with healthy ROI - Track distributor-wise month on month
primary, secondary - Track low performing territories and execute
the distributor team with the plan to convert them to profitable - Should be hands-on with the data of each
distributor and his expenses
8. Team Management:
- Motivate and manage TSMs, channel partners
and distributors by implementing employee engagement and channel delight
activities - Identify learning and development needs of
trade and distribution staff and required learning interventions –
personal development plans for TSM / DSR - Carry out performance appraisals for his/her
direct reports - Keenly motivate the distributor team, he
should implement a healthy pay-out structure
Qualifications, Skills and Experience:
- The ideal candidate should hold a Bachelor’s
degree or Diploma in a Business field from a recognized Institution.
Possession of a Master’s Degree in Business Administration is an added
advantage - A minimum of five to seven years of managing
Sales and Distribution in FMCG or Telecom distribution either on territory
or zonal level. - Possess good presentation and data management
skills. - Hands expert on MS office (Excel / Word /
PPT)
How to Apply:
All
suitably qualified and interested candidates should send their applications and
updated CVs either by hand delivery to:
suitably qualified and interested candidates should send their applications and
updated CVs either by hand delivery to:
The
Human Resource Manager,
Human Resource Manager,
Kiboko
Group of Companies,
Group of Companies,
Location:
Plot Nos. 28B, 32B, 34B, UMA Show Grounds, Lugogo
Plot Nos. 28B, 32B, 34B, UMA Show Grounds, Lugogo
Postal:
P.O. Box 31376, Kampala, Uganda
P.O. Box 31376, Kampala, Uganda
Vie
E-mail to: [email protected] and copy [email protected] (Kindly indicate
the position you’re applying for in the subject line of your email)
E-mail to: [email protected] and copy [email protected] (Kindly indicate
the position you’re applying for in the subject line of your email)
Deadline: 17th June 2016 by 5:00pm
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