Organisation: Clinton Health
Access Initiative (CHAI)
Duty Station: Kampala,
Uganda
The Clinton Health Access
Initiative (CHAI) is a global health organization committed to strengthening
integrated health systems in the developing world and expanding access to care
and treatment for HIV/AIDS, malaria and other diseases. CHAI’s solution-oriented
approach focuses on improving market dynamics for medicines and diagnostics;
lowering prices for treatment; accelerating access to life-saving technologies;
and helping governments build the capacity required for high-quality care and
treatment programs. Since its establishment in 2002 by President William J.
Clinton, CHAI has worked on the demand and supply sides of the market to help
more than 2 million HIV+ people access the medicines needed for
treatment—representing nearly half of all people and 2 out of 3 children on
HIV/AIDS treatment in developing countries. Building on this model, CHAI has
expanded its scope to include efforts to strengthen healthcare delivery systems
and to combat malaria and childhood illnesses.
Job Summary: The Sales
and Distribution Senior Coordinator will manage several high-impact supply and
demand-side interventions working in close collaboration with major private
suppliers in order to increase availability of these lifesaving treatments and
diagnostic devices on the private market, lower prices to patient and build
demand among private health providers. The incumbent will also spend a portion
of his/her time supporting CHAI’s malaria work in the private sector. The Coordinator will spend ~25% of his/her
time travelling domestically, primarily to regions with limited facilities to
supervise subcontractors and partners, provide overall leadership to the
various sales and promotion teams across the country and monitor key
performance indicators.
Key Duties and Responsibilities:
1. Sales and Distribution
Strategy and Action Plans:
- The
incumbent will refine CHAI’s Sales and Distribution strategy in line with
the ECM program objectives, previously conducted market research, and
evolving developments in the private sector - Assist
each private partner in the development of its action plan for CHAI’s
priority products
- Search
for distributor partners around the country to ensure that products are
available at affordable prices to retailers at multiple levels of the
supply chain. - Work
closely with distributors with cheap suppliers of ORS, Zinc, and ACTs to
ensure that prices reflect the Recommended Retail Price (RRP). - Significantly
contribute to the development of incentive schemes and other appropriate
schemes to encourage expansion of distribution, especially in
hard-to-reach and remote areas. - Actively
monitor the effectiveness of incentive scheme vs. actual distribution
coverage, product availability and sales uptake - Explore
distribution opportunities beyond traditional pharmaceutical channels and
develop partnerships with non-pharma For-Profit or Not-For-Profit
organizations to increase coverage of underserved populations (bottom of
the pyramid) - Actively
manage partner relationships and liaise with all stakeholders to
troubleshoot issues such as stock-out situations and price variation along
the supply chain - Develop
creative solutions to promote and implement the RRP for ORS, Zinc, and
ACTs nationwide.
3. Sales Force Training and
Mentoring:
- Train
and mentor CHAI partners’ sales teams on sales techniques, customer
relationship management (CRM), product knowledge, etc. - Render
support in training CHAI’s partners on a web-based CRM platform that will
be used for a number of purposes, including: performance tracking,
customer segmentation, sales territory management, etc. - Spend
time in the field with Sales Managers, calling on key customers
(wholesalers, Pharmacies) and Key Opinion Leaders and influencers
4. Private provider training
and Continuous Medical Education:
- The
incumbent will also manage a sub-contracted agency that will deploy a
60-person brand-agnostic promotional detailing team across the country to
train providers on the proper diagnosis and treatment of diseases like
diarrhea, malaria, and pneumonia. - Develop
and implement innovative strategies to accelerate behavior change amongst
providers through CHAI’s promotional detailing efforts. - Work
closely with organizations like the Pharmaceutical Society of Uganda,
National Drug Authority and other bodies to plan and provide training and
Continuous Medical Education to the private healthcare providers
5. Performance Management:
- Perform
rigorous data analysis, utilizing a web-based CRM tool, to assess CHAI’s
partners’ performance and work collaboratively with them to develop
innovative solutions to sales challenges. - Identify
gaps in terms of data to effectively monitor 1) sales volume/value
breakdown per geography, channel, customer group, and 2) sales force
effectiveness - The
incumbent will make ideal recommendations on how to reduce these data gaps
and design key performance indicators
Qualifications, Skills and Experience:
- The
ideal candidate should preferably hold an advanced degree in business,
marketing, logistics, public health, or a related field - At
least three years’ experience in sales and distribution in the
pharmaceutical or Fast Moving Consumer Goods industries with a strong
track record of delivering results - Prior
experience in developing and implementing successful Bottom-Of-the Pyramid
sales strategy - Past
exposure and experience in designing and conducting high-impact trainings
for sales representatives - Previous
experience in using sales force performance management system - Demonstrated
success in coordinating partners and developing relationships - Excellent
leadership and mentoring skills - Excellent
communication, presentation and management skills - Entrepreneurial
mindset and strong self-motivation - Ability
to develop and execute a coherent programmatic strategy amidst substantial
ambiguity and changing circumstances - Exceptional
time-management skills and the ability to manage multiple work streams in
parallel under tight deadlines - Ability
to function independently and flexibly - Excellent
analytical skills, including fluency in Excel - Fluency
in English required; additional languages spoken in Uganda are advantages - CHAI
places great value on relevant personal qualities: resourcefulness,
entrepreneurialism, flexibility, independence, humility, and work ethic
How
to Apply:
All candidates who wish to join the Clinton Health Access Initiative (CHAI) in
the aforementioned capacity are encouraged to Apply Online by visiting Link
below.
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