Senior Coordinator, Sales and Distribution NGO Career Opportunity – Clinton Health Access Initiative (CHAI)

Organisation: Clinton Health
Access Initiative (CHAI)
Duty Station: Kampala,

About US:
The Clinton Health Access
Initiative (CHAI) is a global health organization committed to strengthening
integrated health systems in the developing world and expanding access to care
and treatment for HIV/AIDS, malaria and other diseases. CHAI’s solution-oriented
approach focuses on improving market dynamics for medicines and diagnostics;
lowering prices for treatment; accelerating access to life-saving technologies;
and helping governments build the capacity required for high-quality care and
treatment programs. Since its establishment in 2002 by President William J.
Clinton, CHAI has worked on the demand and supply sides of the market to help
more than 2 million HIV+ people access the medicines needed for
treatment—representing nearly half of all people and 2 out of 3 children on
HIV/AIDS treatment in developing countries. Building on this model, CHAI has
expanded its scope to include efforts to strengthen healthcare delivery systems
and to combat malaria and childhood illnesses.

Job Summary: The Sales
and Distribution Senior Coordinator will manage several high-impact supply and
demand-side interventions working in close collaboration with major private
suppliers in order to increase availability of these lifesaving treatments and
diagnostic devices on the private market, lower prices to patient and build
demand among private health providers. The incumbent will also spend a portion
of his/her time supporting CHAI’s malaria work in the private sector.  The Coordinator will spend ~25% of his/her
time travelling domestically, primarily to regions with limited facilities to
supervise subcontractors and partners, provide overall leadership to the
various sales and promotion teams across the country and monitor key
performance indicators.

Key Duties and Responsibilities: 
1. Sales and Distribution
Strategy and Action Plans:
  • The
    incumbent will refine CHAI’s Sales and Distribution strategy in line with
    the ECM program objectives, previously conducted market research, and
    evolving developments in the private sector
  • Assist
    each private partner in the development of its action plan for CHAI’s
    priority products
2. Distribution:
  • Search
    for distributor partners around the country to ensure that products are
    available at affordable prices to retailers at multiple levels of the
    supply chain.
  • Work
    closely with distributors with cheap suppliers of ORS, Zinc, and ACTs to
    ensure that prices reflect the Recommended Retail Price (RRP).
  • Significantly
    contribute to the development of incentive schemes and other appropriate
    schemes to encourage expansion of distribution, especially in
    hard-to-reach and remote areas.
  • Actively
    monitor the effectiveness of incentive scheme vs. actual distribution
    coverage, product availability and sales uptake
  • Explore
    distribution opportunities beyond traditional pharmaceutical channels and
    develop partnerships with non-pharma For-Profit or Not-For-Profit
    organizations to increase coverage of underserved populations (bottom of
    the pyramid)
  • Actively
    manage partner relationships and liaise with all stakeholders to
    troubleshoot issues such as stock-out situations and price variation along
    the supply chain  
  • Develop
    creative solutions to promote and implement the RRP for ORS, Zinc, and
    ACTs nationwide.
3. Sales Force Training and
  • Train
    and mentor CHAI partners’ sales teams on sales techniques, customer
    relationship management (CRM), product knowledge, etc.
  • Render
    support in training CHAI’s partners on a web-based CRM platform that will
    be used for a number of purposes, including: performance tracking,
    customer segmentation, sales territory management, etc.
  • Spend
    time in the field with Sales Managers, calling on key customers
    (wholesalers, Pharmacies) and Key Opinion Leaders and influencers
4. Private provider training
and Continuous Medical Education:
  • The
    incumbent will also manage a sub-contracted agency that will deploy a
    60-person brand-agnostic promotional detailing team across the country to
    train providers on the proper diagnosis and treatment of diseases like
    diarrhea, malaria, and pneumonia.
  • Develop
    and implement innovative strategies to accelerate behavior change amongst
    providers through CHAI’s promotional detailing efforts.
  • Work
    closely with organizations like the Pharmaceutical Society of Uganda,
    National Drug Authority and other bodies to plan and provide training and
    Continuous Medical Education to the private healthcare providers
5. Performance Management:
  • Perform
    rigorous data analysis, utilizing a web-based CRM tool, to assess CHAI’s
    partners’ performance and work collaboratively with them to develop
    innovative solutions to sales challenges.
  • Identify
    gaps in terms of data to effectively monitor 1) sales volume/value
    breakdown per geography, channel, customer group, and 2) sales force
  • The
    incumbent will make ideal recommendations on how to reduce these data gaps
    and design key performance indicators

Qualifications, Skills and Experience: 
  • The
    ideal candidate should preferably hold an advanced degree in business,
    marketing, logistics, public health, or a related field
  • At
    least three years’ experience in sales and distribution in the
    pharmaceutical or Fast Moving Consumer Goods industries with a strong
    track record of delivering results
  • Prior
    experience in developing and implementing successful Bottom-Of-the Pyramid
    sales strategy
  • Past
    exposure and experience in designing and conducting high-impact trainings
    for sales representatives
  • Previous
    experience in using sales force performance management system
  • Demonstrated
    success in coordinating partners and developing relationships
  • Excellent
    leadership and mentoring skills
  • Excellent
    communication, presentation and management skills
  • Entrepreneurial
    mindset and strong self-motivation
  • Ability
    to develop and execute a coherent programmatic strategy amidst substantial
    ambiguity and changing circumstances
  • Exceptional
    time-management skills and the ability to manage multiple work streams in
    parallel under tight deadlines
  • Ability
    to function independently and flexibly
  • Excellent
    analytical skills, including fluency in Excel
  • Fluency
    in English required; additional languages spoken in Uganda are advantages
  • CHAI
    places great value on relevant personal qualities: resourcefulness,
    entrepreneurialism, flexibility, independence, humility, and work ethic
to Apply:
All candidates who wish to join the Clinton Health Access Initiative (CHAI) in
the aforementioned capacity are encouraged to Apply Online by visiting Link

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