The Ugandan Jobline

• 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

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

• Share of our business in the total business
  the distributor is handling
• Share of our profit in the total profit
  distributor is getting

• 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

• 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)

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