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 ...

Role Purpose

Reporting to the National Sales Manager, the overall purpose of this role is to deliver volume, revenue, and Market share growth by effectively managing the Sales Regional Teams to deliver implementation of business plans whilst delivering superior customer experience through TSRs & TDRs across the Region.

Key Duties and Responsibilities

Trade & 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 & Farmers.
• Develop, Review and Implement Route plan for TSRs & TDRS.
• 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
• Allocate 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.
• Management of Distributor Accounts Receivables

Inventory Optimisation

• 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 optimisation.

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.

Job Requirements

Bachelor’s Degree in Biological Sciences, Animal Production or Veterinary Medicine(Business related Degree with sales experience in the Livestock value chain)

Post Graduate Diploma in Marketing would be an added advantage.

Minimum of 5 years’ experience in sales and marketing in Animal Feed or Veterinary Pharmaceuticals)

Valid Driver’s License

• 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 & Farmers.
• Develop, Review and Implement Route plan for TSRs & TDRS.
• 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
• Allocate 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.
• Management of Distributor Accounts Receivables
• 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 optimisation.
• 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.

• Sales Management
• Team Leadership
• Distributor Management
• Market Share Growth
• Customer Relationship Management
• Performance Management
• Inventory Management
• Business Planning
• Coaching
• Trade Execution
• Merchandising
• Sales Order Management
• Financial Health Monitoring
• Route Planning

• Bachelor’s Degree in Biological Sciences, Animal Production or Veterinary Medicine (Business related Degree with sales experience in the Livestock value chain)
• Post Graduate Diploma in Marketing would be an added advantage.
• Minimum of 5 years’ experience in sales and marketing in Animal Feed or Veterinary Pharmaceuticals)
• Valid Driver’s License