Current Opportunities

Current Opportunities

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.

 

We are looking for following Sales Professionals to handle our countrywide distribution channel.

1. Zonal Sales Managers (ZSM) (10)                                                  Reports to: Sales Head

 

Job Purpose:

ZSM is responsible for the overall profitability of the zone by ensuring achievement of Sales Targets, managing distribution, logistics and credit control. ZSM must possess the following skills:

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

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 sequence of activities for regular learning interventions for        TSMs/DSRs

Understand Order and Delivery process

Understand steps involved in channel partner acquisition health check activity

Conduct compliance checks on territory

Drive TAT (Turn around 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

 Zonal Management

Define social and economic classes in the assigned zone

Define & 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

Distribution Management

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

  • Infrastructure provided
  • 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
  • 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

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

 Analysis

Provide short term and long term business plan to the distributor with healthy ROI

Should track distributor-wise month on month primary, secondary

Should 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

 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

Conduct performance appraisals for his/her direct reports

To motivate the distributor team he should implement a healthy pay-out structure

Important note: Candidates must go through the detailed KPI and Roles & Responsibilities before applying and coming for Interviews by visiting career page on our website  http://kibokoenterprises.com/

Experience:

5-7 years’ of managing Sales and Distribution in FMCG or Telecom distribution either on territory or zonal level.

Educational Qualification: Bachelor’s degree or Diploma in a Business field from a recognized Institution (A Master’s Degree in Business Administration is an added advantage) with good presentation and data management skills. Must be hands expert on MS office (Excel / Word / PPT)

 

2. Territory Sales In charge (TSI) (30)                                             Reports to: Sales Head

Job Purpose:

TSI is responsible for overall management of 1 or 2 distributors within the allocated region and to ensure that all business operations at the distributor level. TSI must possess the following skills:

Managing Distributors

To ensure that distributor has required number of DSR’s, Supervisors & required infrastructure

Ensure distributor maintains stock as per Agreed Stock Holding

To review the business, targets, month promotions by 1st & 2nd of every month

Achieving Targets

Ensuring primary, secondary as per the target

Acquisition of new outlets as per target

Team Handling

Ensure that the distributor team is fully motivated and the distributor maintains a healthy pay-out structure to the sales team

Managing Productivity of DSR’s-Route and Beats

Attending morning gate meetings

Training DSR’s/Distributor team for new product and initiatives

Market  Visibility

To ensure the DSR goes to market with all the merchandising material supplied

To ensure DSR deploys the POS material as per the norms and at the right visibility level

Ensures that every retailer has the latest communication/POS material deployed in his outlet

Process Compliance

Ensuring availability of standard sales reports at distributor’s office

Adhering to TAT for various processes as defined

Visit Market (Route & Beat) of every DSR on regular basis

Ensuring that beat plans are adhered by the DSR

To provide market feedback to ZSM’s

Healthy pay-out structure

Important note: Candidates must go through the detailed KPI and Roles & Responsibilities before applying and coming for Interviews by visiting career page on our website  http://kibokoenterprises.com/

Experience:   Candidate must have the FMCG / Telecom distribution Experience of not less than 3-4 years. Candidate must be willing to work in any part of Uganda.

Qualification: Candidate must have a degree or Diploma in Business Management.

Candidate must have arithmetic knowledge and ability to analyze the data with good presentation and data management skills. Must be hands expert on MS office (Excel / Word / PPT)

Please note: Candidates are advised to read and comprehend the above required KPIs before applying and coming for Interviews by visiting us on http://kibokoenterprises.com/

 

3. Sales Representatives                                                              Reports to: Zonal Sales Manager

Job Purpose:

Sales Representative is responsible for covering the retailers in van routes as per the daily route and beat plan. Ensuring to achieve daily sales target, visibility and merchandising. Responsible for cash collection, daily stock and account reconciliations.

Qualification: Bachelor’s degree in a Business field from a recognized institution, A diploma in Marketing is an added advantage.

Experience: 2 to 3 years in the field of Sales and distribution (FMCGs)

 

4. Sales Auditors.                                                                          Reports to: Sales Head

Job Purpose:

Sales Auditor is responsible for ensuring the route audits, distributor audits regarding distribution, process adherence and auditing the execution of other various promotional activities. Handling the agencies and his team as well.

Qualification: Bachelor degree in Management (Sales & Marketing) with t least 2 years’ experience in Sales, Marketing or related field.  Experience with MS Office, including Word, Excel and Outlook are required. Experience with social networking is preferred

Valid Driver’s License is a must and ability to ride long distances.

Interested candidates should submit their resume via email on kelcareer@kiboko.co.ug or submit at the following address before 18th December 2015 

 

Hand delivery to:

Human Resources Manager

Kiboko Group of Companies

P.O. Box 31376 Kampala Uganda.

Plot No. 775, Kyadondo, Block 244

Industrial Area – Namuwongo, after 7th Street..