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Coffee Factory Manager / Coffee Machine Engineer Jobs - IMK Business Consultants (IMK)

Job Title:     Coffee Factory Manager / Coffee Machine Engineer Organization: IMK Business Consultants (IMK) Duty Station: Kampala, U...

02 June 2016

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

Organisation: Kiboko Group
Duty Station: Kampala, Mid-Western, Western, Uganda
Reports to: Sales Head

About US:
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: 
1. 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
2. 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 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
3. Zonal Management:
  • 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
7. Analysis
  • 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
8. 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
  • 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)

How to Apply:
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: and copy (Kindly indicate the position you’re applying for in the subject line of your email)

Deadline: 17th June 2016 by 5:00pm

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