Job Category : Channel Development
Job Location : Tanzania (Dodoma)
Key responsibility:
1) Distributor management.
This is the key to successful channel development. An effective distributor will have the ability to cover the market; it is the CDM’s responsibility to enable himself / herself to achieve market coverage consistent with our clients channel objectives.
Distributor management will include:
- Annual plan, setting monthly and quarterly KPI’s.
- Proposing channel promotion programs with monthly reviews.
- Monitoring stock levels on a weekly basis.
- Monitoring sell out data by customer on a weekly basis.
- Pro-active adjustment of plans to meet changing market conditions.
- Pro-actively seek new channel and market opportunities.
- Submit monthly volume forecast.
- Collect required documents for reimbursements.
- Motivate and build good relationship with the distributor.
- Work with an approved distributor’s sales team.
- Conduct quarterly business review with distributor and HQ.
- Annual plan, setting monthly and quarterly KPI’s.
- Proposing channel promotion programs with monthly reviews.
- Monitoring stock levels on a weekly basis.
- Monitoring sell out data by customer on a weekly basis.
- Pro-active adjustment of plans to meet changing market conditions.
- Pro-actively seek new channel and market opportunities.
- Submit monthly volume forecast.
- Collect required documents for reimbursements.
- Motivate and build good relationship with the distributor.
- Work with an approved distributor’s sales team.
- Conduct quarterly business review with distributor and HQ.
2) Channel development and strategy.
Each country has a Channel Strategy that has identified key channels, their relative importance, and actions required to grow within each channel. The channels vary within the FMCG / Retail / Production industries such as : stationery shops, copy centers, catalogue, corporate resellers, redistribution dealers, modern trade and tender business.
Key management duties will be:
- Develop promotion programs by various channels, execute approved programs, monitor, evaluate and present results to HQ.
- Prepare annual channel program budget, control spending and review spending effectiveness on a program-by-program and monthly basis.
- Prepare tailor made programs for key customers.
- Budgets which include volume, spending, Client shares and mill brand share in category and resources required for each channel.
- Effectively employ resources to grow volume in key channels.
- Maintain trade price stability through all channels and regions.
- Negotiate with Modern Trade on trading terms.
- Pro-actively seek out new opportunities to enhance the Clients brand awareness and volume.
Key management duties will be:
- Develop promotion programs by various channels, execute approved programs, monitor, evaluate and present results to HQ.
- Prepare annual channel program budget, control spending and review spending effectiveness on a program-by-program and monthly basis.
- Prepare tailor made programs for key customers.
- Budgets which include volume, spending, Client shares and mill brand share in category and resources required for each channel.
- Effectively employ resources to grow volume in key channels.
- Maintain trade price stability through all channels and regions.
- Negotiate with Modern Trade on trading terms.
- Pro-actively seek out new opportunities to enhance the Clients brand awareness and volume.
3) Channel promotion plan and implementation.
This is an extension of the Channel and Customer strategy. Our Client will provide funds to manage channel and customer growth.
You will be responsible for:
- Developing the plans.
- Submitting individual proposals for approval to HQ.
- Implementing the approved proposals, which will involve : coordination with the sales, marketing, distributor, dealer, channel and customer.
- Developing the plans.
- Submitting individual proposals for approval to HQ.
- Implementing the approved proposals, which will involve : coordination with the sales, marketing, distributor, dealer, channel and customer.
- Effective communication and planning will be critical for success.
- Evaluate the promotion and report results to HQ.
- Collect the relevant documentation to effect payment.
- Evaluate the promotion and report results to HQ.
- Collect the relevant documentation to effect payment.
4) Trade price stability.
This is crucial to the growth of our clients brand. No trade channel will be permitted to undercut the recommended pricing.
Your responsibility will be:
- Setting the trade price structure.
- Ensure trade price structure is stable across all channels.
- Ensure end user price is stable and at level agreed upon with HQ.
- Monitoring the trade price structure and end user price.
- Setting the trade price structure.
- Ensure trade price structure is stable across all channels.
- Ensure end user price is stable and at level agreed upon with HQ.
- Monitoring the trade price structure and end user price.
5) Sales team management and development.
6) Submit HQ required monthly reports.
Our client requires reports to be on time for monthly meetings. Sample of required reports will be available on joining.
7) Competitor analysis.
Competitors are always moving to gain an advantage. Our Client requires on time reports that highlight and analyze competitive activity. The reports will cover all key aspects of branding: pricing, distribution, promotions in channel and communications.
You must be able to speak English and Swahili
You must live in the Tanzania
Qualifications:
Education : General Degree in Marketing, Business Studies
Soft skills : Strong leadership, Communication and Change management competencies
Strength : Sales Management or Marketing Management, Brand Management
Industry Background : Reputable FMCG or other related industry
Experience : Min 5 years at Sales or Marketing MANAGEMENT level
Track Record : Experience in setting up distribution channel network.
Experience in growing and maintaining good channel partner relationship
Experience in implementing or developing successful below the line programes
Has managed a sales or marketing team or managed a representative office
Conversant with management reporting
To apply for this job please send your updated CV to melissac@talentsmith.com or visit our website at www.talentsmith.com and apply online.
