The Ugandan Jobline

Job Title:  Head
of Sales, Marketing and Distribution

Organisation:
Uganda Clays Limited

Duty Station:  Uganda

Reports To:
Managing Director

About US:

Uganda Clays is
leading manufacturer of quality baked clay building products in Uganda. It uses
state of the art kilns to currently provide the building materials in a
brick-red color. The company’s products are categorized into roofing tiles,
bricks, maxpans, quarry floor tiles and others.

Job Summary:  The Head of Sales, Marketing and Distribution
is responsible for leading the development and implementation of Uganda Clays’
Sales, Marketing and Distribution strategies; contributing to the success of
the organization by ensuring that income from sales is in line with the targets
articulated in the Business Plan. In addition, he/she is responsible for ensuring
that market research is carried out, that an appropriate brand is developed and
rolled-out both internally and externally, and for ensuring that customer
experience is consistent with the brand, across the value chain, for all
customers.

Supervises:
Marketing And Communications Manager, Sales & Distribution Manager

Strategic
Development and Implementation

Contribute to the
executive management of Uganda Clays and ensure that sales, marketing and
distribution activities support corporate goals: Including, but not limited to:

·       Driving the
development and roll-out of the Uganda Clays brand both internally and externally; liaising with Heads of
Department to ensure that customer experience is consistent with the brand in
all areas.

·       Contributing to
top level financial decision by
managing and understanding product gross margins and working with the finance
team in setting correct pricing for the different products

·       Evaluating
information related to competitive/market research, customer research and focus groups and advising corporate
management, R&D and support the sales, marketing and distribution teams
accordingly

Key Duties and Responsibilities: 

·       Developing a
Sales & Marketing Plan that supports the corporate strategy and receives management and board approval;
including preparing forecasts to guide the process and highlighting the Cash
cows to Production

·       Formulating
sales, marketing and distribution budgets and targets

·       Developing
creative techniques and tactics to meet business goals

·       Advising corporate management on improvements and changes
in marketing strategies and programs and providing rationales when necessary

·       Preparing
weekly, monthly, quarterly and annual sales reports and analysis for corporate management

·       Ensuring that
all outlets are efficiently
managed and are in full operation (right staff, right products etc ) so as
achieve economic viability and that they are contributing positively to the
business bottom line

·       Ensuring that an
effective distribution strategy is developed and implemented; so that the most effective
distribution interventions are in place and all aspects of distribution are
efficiently managed (identification of suitable agents / distributors, managing
their performance/ contracts , remuneration etc):

Developing a blue print to guide
the selection and remuneration of agencies all across the country

·       Developing
strategic-level collaborative partnerships that will maximise and add value to the growth of the business while
mitigating the risk and exposure to the organization Marketing Strategies and
Plans

To lead the development of sales,
marketing and distribution strategies and programs and ensure that department
goals correspond to corporate goals: Including, but not limited to:

·       Contributing to
the development of plans from
the Manager of Sales, the Marketing & Communication Manager and the Distribution
Officer; ensuring their objectives and strategies are designed to achieve
corporate goals ,Monitoring implementation of strategies, Monitoring budgets  and Monitoring results

·       Developing and
approving sales targets for the department (informed by corporate goals and market research)

·       Targeting &
exploring out-of-country opportunities in South Sudan, Eastern DRC, Rwanda, Burundi, with appropriate route to
market approaches and setting guidelines/incentives for effective &
sustainable business growth

·       Developing
discounts and promotional programs/offers to stimulate sales revenue and ensure that sales goals are met

·       Setting up and
rolling out best practices in
trade management, target setting, reviews and appraisals; monitoring competitor
activities at all times

·       Creating
visibility, implementing and monitoring the face and feel of Uganda Clays brand ensuring that the brand
specifications are adhered to at all times;

·       Providing input
into ‘special projects’ (e.g. development of IT systems)

·       Taking the lead
in content development (radio, TV, website, billboards, and publications) meets the agreed
specifications and portrays the mission and vision of Uganda Clays ensuring
that there is a consistent message and presentation of the bank and its
strategic objectives.

·       Conducting brand
audits and leading the Senior Management Team in addressing and resolving any issues that compromise the
quality of the Uganda Clays brand

·       Research Management and Implementation

·       To ensure research projects needed to inform
departmental planning and R&D are being carried out (contracted out if
necessary) and to advise R&D on market trends, new products and product
enhancements accordingly. Including, but not limited to:

·       Ensuring that
Sales and Distribution Manager is carrying out market research on the following:  Market trends,  Competitive analysis, Customer behavior, Product
perception/needs (via focus groups)

·       Reviewing and
analysing research results and generating a clear understanding of the marketing segmentation in identifying key
customers

·       Organising and
reorganising the Sales,
Marketing & Distribution Department so that they respond effectively to
changes in market segmentation and changing customer needs and perceptions

·       Actively
contributing to the innovation agenda; informing the Production Manager of key learnings and insights and making
product recommendations where possible.

Strategic Relationship Building
and Networking

To ensure that Uganda Clays is
actively engaged in establishing and strengthening strategic relationships with
key stakeholders and influencers. Including, but not limited to:

·       Managing
strategic relationships and partnerships with major key stakeholders (government officials, architects, KCCA,
builders, associations, etc.)

·       Maintaining and
nurturing relationships with major customers (i.e. government buyers, contacts with major building
projects, representatives of organizations with impending building projects,
etc.)

·       Networking with
key stakeholders when opportunities present themselves (i.e. at trade shows, conferences, association meetings,
etc.)

·       Work with
advertising agents/ agencies/ organisations to ensure that the most effective and effective advertising strategy
is developed and implemented ensuring the mode and content is reaching the
targeted audience and effectively contributing to the organisations success

·       Identify and
manage international (Juba, Congo) and Corporate Clients ensuring that a positive relationship is built
translating in repeat business and ensuring that all their needs and issues are
met and managed effectively

·       Directing the
Sales & Marketing team members to participate in networking activities as appropriate (e.g. representing
UCL at trade shows and conferences

·       Taking personal
responsibility for specific
direct corporate marketing – targeting individuals/groups classified as having
high potential that befits Senior Management involvement Team Management

·       To lead the Sales, marketing and distribution
Team in a manner that empowers them to sell and market UCL products efficiently
and effectively, and deliver excellent customer service: Including, but not
limited to:

·       Communicating to
the Sales, marketing and distribution Team a clear and exciting vision for Uganda Clays and for the
contribution of the team towards the wider goals of the organisation

·       Ensuring that
each member of the team fully understands the tasks that are expected of them and that they are aware of
best practise in the sales, marketing and distribution department; ensuring
that they behave in a way which maintaingood relationships with customers and
other UCL staff.

·       Ensuring that
work is planned and organised in a way which will meet sales targets in the most cost effective manner possible;
ensuring that team members are given appropriate workloads and are working
efficiently

·       Supporting team
members to enable them to give of their best e.g. by encouraging and praising good performance, coaching,
assisting staff to prevent or resolve problems, providing resources, tools and
equipment

·       Monitoring and
reviewing performance and, in particular, carrying out appraisals, holding staff accountable for meeting
standards and delivering any improvement goals which have been identified;
taking decisive action in the case of poor performance

·       Ensuring that
staff are adequately trained and developed for their roles e.g. by analysing staff training needs, liaising
with HR to organise the delivery of training or coaching, coordinating the
sharing of experience Finance Management

·       To ensure effective utilisation of the
finances associated with Sales, marketing and distribution: Including, but not
limited to:

·       Developing and
overseeing the budget for the Sales, marketing and distribution

·       Department; ensuring that plans and resources
are matched and priorities for expenditure identified.

·       Receiving
financial reports from the Finance Department, reviewing expenditure against budget and taking necessary
corrective actions; ensuring cost-effective utilisation of resources at all
times.

·        Ensuring that all financial transactions
managed by the Sales & Marketing Department are carried out in accordance with Uganda Clay’s policies and procedures.

·       Safeguarding
Uganda Clay’s financial resources by giving due consideration before signing approvals; whilst ensuring
customer satisfaction with a quick turnaround time

·       Reviewing
quotations and approving s expenditures as requested by Procurement section.

·       Following up on
any issues raised during audits.

·       Authorising
staff on, overtime, loans and advances and ensuring that they don’t exceed the set monthly limits or monthly
deductions maximums.

·       To carry out other duties as requested by the
Managing Director

Qualifications, Skills and Experience:

·       The ideal
applicant must hold a Bachelor’s degree in Commerce or Business Administration
specialising in Marketing from a
recognised university.

·       Master’s degree
in Business Administration, Marketing or any other related field from a recognised university.

·       At least ten  years’ work experience, 3 of which must have
been at the level of manager in a
sales and marketing function

·       Experience in
implementing new and profitable growth strategies and launching new products

·       Very good
understanding of distribution delivery platforms

·       Understanding
key trends in the manufacturing and construction industry

·       Excellent
negotiation, management and interpersonal skills

How to Apply:

All interested and qualified
candidates  please submit your
application enclosing detailed curriculum vitae giving three references, copies
of academic and professional certificates postal address and daytime telephone
contact addressed to:

The Managing
Director

ABS Consulting Group

Workers House, 1
Pilkington Road,

gth Floor, Southern
Wing

P.O. Box 29526,
Kampala, Uganda

Other Information:

Applications can be
hand delivered to our offices on Workers House, 1 Pilkington Road, 9th Floor,
or emailed to info@absconsulting.co.ug 

Our Client is an
Equal Opportunity Employer.

Any form of
canvassing will lead to automatic disqualification, and applications received
after the closing date will not be considered.

Only shortlisted
candidates will be contacted

Deadline:  Friday 19^th
June 2020

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