10 Zonal Sales Manager (ZSM) Job Opportunities - Kiboko Group

Organisation: Kiboko Group

Duty Station: Kampala, Mid-Western, Western, Uganda

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. Kiboko Enterprises Ltd is the largest distribution house in Uganda with the leading brands in Fast Moving Consumer Goods like P&G, Tropicana, Himalaya and Fogg Deo & Sprays. Philips & Elekta in our domestic home appliances and lighting solutions division.

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.

Key Duties and Responsibilities: 

• 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

• 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

• 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:

• Know the profile of the Distributor in all
  
  the following respect –


• Infrastructure provided

5. Other running

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:

• 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

• 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

• 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)

All

suitably qualified and interested candidates should send their applications and

updated CVs either by hand delivery to:

The

Human Resource Manager,

Kiboko

Group of Companies,

Location:

Plot Nos. 28B, 32B, 34B, UMA Show Grounds, Lugogo

Postal:

P.O. Box 31376, Kampala, Uganda

Vie

E-mail to: careers@kiboko.co.ug and copy thomast@kiboko.co.ug (Kindly indicate

the position you’re applying for in the subject line of your email)

Deadline: 16^th April 2016 by 5:00pm