Background

Unga Holding is a market leader in the manufacturing & provision of superior human nutrition, animal nutrition and animal health products and services within Eastern Africa.Unga family brands are milled using superior quality grains, selected to achieve high customer satisfaction levels at the same time ensuring that the nutritional value is retained ...

The overall purpose of this role

The overall purpose of this role is to deliver volume, revenue, and Market share growth by effectively managing the Sales General Trade Team to deliver implementation of business plans whilst delivering superior customer experience through the Regional Sales Managers and the Trade Development Representatives.

Key Duties and Responsibilities:

Trade and outlet execution

• Execution of Outlet against picture of success QDVPPP
• Drive execution of cycle plans - Promotions and other trade initiatives
• Monitor competitive activities through the team and advice the NSM accordingly.
• Monitor Price compliance.

Outlet development

• Build and develop collaborative relationships with retail.
• Develop, Review and Implement Route plan for Trade Development Representatives.
• Ensure merchandising and execution standards.
• Drive Horizontal expansion through new outlet Listing.

Sales and market share growth

• Manages and measures sales targets daily, weekly and Monthly and take corrective action
• Allocates execution resources (e.g. POS / promotional material etc.) for maximum return.
• Monitor route coverage by Distributors.
• Manage Sales orders, Sell-In and Out address any gaps to ensure no OOS in retail
• Identify and realize sales opportunities in within the Unga Category
• Drive consistent sales volume growth.

Distributor management

• Ensure OG is realised at all Distributors as per agreed purchase plans and as per agreed and signed off company targets.
• Track monthly Distributor financial health Proactively develop, facilitate, re-engineer best practices, and sustain amazing relationships with distributors.
• Proactively works to maintain a healthy Brand/Pack mix in Volume that generates a healthy P&L for Unga.

Inventory Optimization

• Ensure application of suitable methodology to ensure maintenance of appropriate stock levels across the Distributors.
• Provide support and guidance to Distributors and other dealers in ensuring stock optimization.

People Management

• Provide guidance and support to the team on Distributor operating standards.
• Identify gaps and build capability for the TDRs, Distributors and DSRs.
• Orientation, induction, and training of team members.
• Manage Performance daily.
• Weekly coaching and accompaniment of the Teams in Trade.
• Management of Distributor Accounts Receivables

Job Requirements

Minimum Requirements:

• Bachelor's degree in a business related field.
• Post Graduate Diploma in Marketing would be an added advantage
• At least six years’ experience in sales and marketing (FMCG)- General Trade
• Valid driving license with a clean driving record

• Execution of Outlet against picture of success QDVPPP
• Drive execution of cycle plans - Promotions and other trade initiatives
• Monitor competitive activities through the team and advice the NSM accordingly.
• Monitor Price compliance.
• Build and develop collaborative relationships with retail.
• Develop, Review and Implement Route plan for Trade Development Representatives.
• Ensure merchandising and execution standards.
• Drive Horizontal expansion through new outlet Listing.
• Manages and measures sales targets daily, weekly and Monthly and take corrective action
• Allocates execution resources (e.g. POS / promotional material etc.) for maximum return.
• Monitor route coverage by Distributors.
• Manage Sales orders, Sell-In and Out address any gaps to ensure no OOS in retail
• Identify and realize sales opportunities in within the Unga Category
• Drive consistent sales volume growth.
• Ensure OG is realised at all Distributors as per agreed purchase plans and as per agreed and signed off company targets.
• Track monthly Distributor financial health Proactively develop, facilitate, re-engineer best practices, and sustain amazing relationships with distributors.
• Proactively works to maintain a healthy Brand/Pack mix in Volume that generates a healthy P&L for Unga.
• Ensure application of suitable methodology to ensure maintenance of appropriate stock levels across the Distributors.
• Provide support and guidance to Distributors and other dealers in ensuring stock optimization.
• Provide guidance and support to the team on Distributor operating standards.
• Identify gaps and build capability for the TDRs, Distributors and DSRs.
• Orientation, induction, and training of team members.
• Manage Performance daily.
• Weekly coaching and accompaniment of the Teams in Trade.
• Management of Distributor Accounts Receivables

• Bachelor's degree in a business related field.
• Post Graduate Diploma in Marketing would be an added advantage
• At least six years’ experience in sales and marketing (FMCG)- General Trade
• Valid driving license with a clean driving record