A subsidiary in East Africa of a major telecom group is looking for his Head of Sales & Distribution

Key Tasks:
Indicates those KPA's that are essential to the position itself. These are normally specific to the incumbent, the job, and the function. Excludes role and leadership / management.

1. Participates with top management to establish Corporate strategic plans and Go To Market(GTM) objectives.
2. Make recommendations and decisions in conjuction with the CEO, CFO and CTO on all commercial matters and ensures the effective achievement of the agreed objectives.
3.Responsible for initiating, planning, developing, coordinating and excecuting all Sales and Distribution operations policies and programs.
4. Responsible for establishing, coordinating and growing the business sales channel to ensure the achievement of the commercial objectives. Evaluates sales performances, formulates and reviews corporate commercial medium and long range plans, goals and objectives for specific products and services.
5. Responsible for the Strategic direction and coordination of a field Sales force and achievement of direct and indirect sales targets with regard to market needs and actions of the competition.
6. Directs and controls the Commercial(retail & distribution) function with overall responsibility for planning, budgeting,
implementing and maintaining costs, for the commercial(retail & distribution) departments.
7.Regularly interact with Executives and major customers, dealers to implement product and service positioning strategies.
8. Oversee the development of the Commercial business plans and product/service positioning in the market place.
9. Conduct competitive analysis and market research(direct and monitor the competitive analysis and market research and address/recommend action on the identified customer needs), evaluate sales performances, formulate and review corporate commercial medium and long range plans, goals and objectives for specific products and services. Monitors competitive activity and identifies customer needs.
10. Provide persuasive presentations to customers to implement product and service positioning strategies.
11. Liaises with the the operator dealers to maintain to implement the Strategic roadmap and drive business targets.
12. Define and implement strategies for penetrating the market place.
13. Manage Products Stock Planning, forecasting and analysis for the distribution Warehouses and all Regional distribution Warehouses.
14. Develop and implement Systems, policies and Proceedures for smooth operations in distribution Warehouses.
15. Receive and assess dealer's credit applications and make appropriate recommendations to the Company Credit committee for dealer credit.
16. Oversee the management of agreed dealer credit lines and debt management as per the operator's guidelines.
17. Manage the process of verifying Product costing and computations to avoid Cost of Sales errors.
18. Oversee the management of all dealer stock orders including stock movement, mode of payment, timelines of delivery of dealer stock, level of
service extended to the dealers as well as availability of Stock when required by the dealers to prevent stock outs.
19. Produce accurate monthly and Quarterly Sales Performance reports, Stock reconciliation Reports to the CEO.

Role Dependencies:
GM Sales & Distribution function liases with Marketing department for forecasting and market analysis.

Creativities:
Developing innovative ways of enhancing Sales and Distribution channels.

Vulnerabilities (control span):
Maintenance of a good positive corporate culture that contributes to harmonious working relationships, internally as well as with key company stakeholders including dealers, suppliers, shareholders and others.

Authorities:
Engages contracts with the operator's dealers, franchisers, suppliers.

KPA Quality Standards/ Measures (KPI'S for job)
1. Ensure that Sales Business plans are executed to meet set targets.
2. Ensure that efficient Customer Retail distribution channels are developed, maintained and/or updated.
3. Ensure that the distribution channels are functional and achieve the required set targets.
4. Ensure that the Products and Services are delivered to market within the required time-lines.
5. Ensure that the overall Sales budgets are developed and implemented within budget.
6. Ensure that adequate stock is planned for and that there are no Stock outs at all times.
7. Ensure dealer credit limits are managed within the operator's guidelines.
8. Ensure dealer stock order timelines and Stock delivery timelines are adhered within the defined timelines.
9. Ensure accurate Sales performance reports, Stock reconcilation reports are produced monthly/quartely.
10. Ensure that harmonious dealer relationships are maintained.
11. Ensure that the operator's retail outlets are visible within the Regions.

General working conditions/ Inherent requirements/ Tools of trade:
Cell phone.
Company Vechicle.
Laptop computer.

Languages:
English and Swahili

Education:
Masters Degree in Business Administration(MBA).
B.Commerce, B.B.A, or Marketing Degree.

Experience
5-10 year's Sales or Commercial and Management experience in a Telecomms industry or a Service oriented Organization.
Previous Sales, Marketing and Customer Service experience.
Strong Telecommunications and business management experience.
Good understanding of emerging markets is advantegeous.

Training:
Customer care training.
Senior Management Executive Leadership Development Programme Training.

Knowledge:
Knowledge of Financial procedures, procurement procedures etc.
Good undertanding the competition and market dynamics.

Skills / physical comptencies:
Computer Skills- MS Office( advanced excel, word and powerpoint)
Financial and Accounting systems.
Excellent strategic and business planning skills.
Excellent negotiation skills, diplomatic and courteous.
Excellent well spoken and presentation skills.
Strong operational skills
Good interpersonal and People Management skills.

Behavioural qualities:
Culturally and Change Translator/champion
Stake holder influencer.
Inspiring People leader.
Decision Problem Solver.
Operationally astute.
Relationship builder.
Innovative Value creator

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