Sales & Distribution Head for Kenya

Plan, develop and formalize a strong network in distribution and retail space. Ensure that profitability targets are met across geographies with strong creation of brand and brand recall. Strategize geographical expansion, Product Mix, Market engagement plans and annual operating plans.

Plan and Strategize for Top-line and Bottom-line results
• Define, setup and activate channel and retail strategy
• Ensure robust ROI for best channel engagement
• Analyse and prepare product / region specific pricing strategy 
• Advance planning, sales forecasting for sales efficiency and minimum wastage
• Provide Rolling Sales Forecast by product line on a monthly basis.
• Maximizing turnover and profitability (through increased sales, new markets / products, cost reduction and control in various areas of business)
• Formulate, implement, evaluate and refine the annual business plan
• Developing, implementing, reviewing and modifying policies, processes, systems in keeping with target markets. 


Sales
• Set and achieve sales targets, market share and collections.
• Develop and maintain relations with key distributors, top key accounts and other business relations. Recruit and evaluate new distributors and key accounts before committing business
• Evaluate distributors' performance and set the framework for negotiating targets, trade margins, improve efficiency 
• Develop strong market relationships for maximizing the realization through institutional sales
• Study market dynamics and propose offering on product mix, marketing plan, production targets, product pricing, etc.
Brand & Product Management
• Create and recommend a marketing strategy for achieving business unit goals and objective. 
• Deliver input on marketing trends and customer requirements concerning the brand portfolio.
• Ensure engagement of marketing agencies for gathering market intelligence and ensuring recalibration of brand plans
• Ensuring brand visibility through effective coordination with marketing team for ATL/BTL promotions. 
Cost Efficiency / Management
• Define monitor and ensure that sales staff deliver numbers at each operating level
• Ensure that collections are in line with the sales, with optimum cash flows
• Optimise NWC days for business efficiency
• Cost of storage and handling perishable category. 
• Ensure effective management of inventory inorder to avoid old/dead stock and related damages. 
• Product mix with focus on lean months 


People Development
• Plan an efficient and scale-able organization with aggressive productivity norms
• Integrate training into day to day sales operations by frequent touch points at each channel and points
• Hire and train the best talent by offering challenging role, paying for performance and cross functional engagement. 
• Conduct regular coaching and counseling with Sales and Distribution team to build motivation and selling skills.
• Ensure that all Sales & Distribution teams follows the beat plan and market contact calendar.


Credit Management & Account Receivable
• Analyze outstanding, monitor credit to customers/ dealers. 
• Review AR situation, pull resource to maximize collection efforts, formulate and implement action plans to achieve collection targets. 
• Improve DSO (daily sales outstanding) and reduced bad debts.


Process Orientation
• Ensure there is strong focus on processes and enough checks and balances to ensure adherence
• Keep close watch on geography wise change in regulations to modify business plans. 

Work Level: DGM / GM
Position Reports To: Business Head / CEO
Direct Reports: ASM / Branch Managers
Interfaces: Marketing Agencies, Distributors, Factory
Team Size: 100+ employees ( direct / indirect )
Location of Work: Kenya
Geographical Spread: Uganda, Kenya, Rwanda, Tanzania, DRC
 
Academic and Professional Qualification MBA in Sales and Marketing / Engineering background


Attributes
• Financial acumen. 
• Should have handled a team in mid/large size operations
• Exposure to multi product environment
• Articulate and effective communication skills
• Problem-solving and analytical skills to interpret sales performance and market trend information.
• Excellent oral and written communication skills.


Experience 
• Minimum of 15+ years experience in Sales and Distribution of FMCG/Food. Experience in Dairy industry would be added advantage. 
• Extensive experience in all aspects of Distribution in large geographies. 
• Channel engagement
• Exposure to Logistics and SCM function

Sudhanshu Varma

sudhanshu.varma@midcom-group.com