Business Development Manager-Uganda

For more details about our recruitment agency  see Recruitment in Uganda

Preferably Ugandan National.

Purpose of Job
The Business Development Manager (BDM) is responsible for the sales performance, across all channels, for the country assigned to them in Africa.

The BDM assists the Sales Director in delivering the overall country’s sales objectives, whilst supervises, fine-tunes and monitors the execution and takes pro-active initiatives to cease every opportunity to increase the sales in accordance with the companies’ policies and strategies.

Main focus areas include:
 To steer the local customer and product portfolio that ensures the delivery of the agreed sales, profit, pricing and distribution targets and presence at POP
 To assist in the co-ordination and implementation of the country’s investment strategy, maximising longterm profitable growth, within the set parameters.
 Acts as the internal and external ‘Country’s Customer Champion’ ensuring customer and distributor relationships are established through partnership
 To partner with the distributor with clear focus on distribution, in market promotions, sales, stock management, POS implementation, payments, data collection and analysis
 Provides Information on the developments within the market e.g. Trade and Competitor activity

Principal Accountabilities/Main Tasks
Business Objectives:
 Achieve the volume and value objectives of the assigned country within budget, time and policy parameters through efficient control of the distributor network and staff.
 Planning, implementing and monitoring all sales and commercial activities within the assigned country in collaboration with the Sales Director.
 New Business development through constantly seeking new opportunities to increase and extend the scope of business operations in line with Client’ s Brand, Category and Customer strategies
 In conjunction with the Sales Director, develop all relevant trade channels through conducting customer activities, consumer promotions, building relations & the image of the company in line with policies and procedures
 Set up and monitor monthly activity/ promotional calendars specific to channels, with feedback and analysis
 Along with the SD, review the elements of distributor margin/SOI and ensure that the Pay for Performance principle is adhered too.
Administrative Responsibilities:
 Develop, Implement and track the Country specific strategy and operational plan in close co-operation with the appointed distributor and Sales Director
 Track Stock levels in accordance to target, ensure stock rotation and efficient ordering by SKU
 Report accurate timely information as scheduled and in the defined format in line with key KPI’s
 Ensure the timely collection of accurate and compliant Distributor data in the correct format
 Continuously monitor both Distributor payments to Beiersdorf and Distributor claims (damages, trade promotions, debit notes) and ensure that both are settled within the stipulated timeframes
 Submit monthly in store execution scorecards, measuring POS effectiveness with comments
 Ensure company norms and regulations are followed and any irregularities are brought to the notice of the management in head office immediately
Critical Action Planning & Implementation:
 Along with the distributor , track and deliver IMS targets by channel, category, customer and city
 Achieve monthly and quarterly sales targets by brand whilst at the same time supporting accurate sales forecasting
 Recommend and implement incentive programs for the sales team to achieve business objectives
 Ensure in-market excellence on POS and execution on time (speed to market is the key)
 Plan, control, and allocate specific budget and consumer promotion allocations in line with the company and sales strategy
 Plan, negotiate, and finalize the annual promotional calendar / activation in coordination with SD
 Review and maintain agreed pricing policies across all outlets
 Provide the distributor with recommendation for inventory planning and replenishment
 Be a key asset with regard to timely roll-out of product launches, in-market activities and the regular measurement thereof.
 Establish territory best practices from the Country and share it with other cities across country/CU/MU
 Team building and fostering team spirit across the sales team be it own or distributor will be a key driver for joint success of the team
 Review, analyze and evaluate key objectives after each activation in each account and decide appropriate measures for future for such programs
 Hold weekly meetings / monthly reviews with sales team focusing on key KPI’s and activities

Winning In Store:
 Conduct daily trade visits with – alone or accompaniment as necessary, with regular contact reports
 Ensure best in class Visibility and Merchandizing by implementing the in store guideline and POS
 Provide / plan / review the journey cycle of the assigned channel and to all team for maximum impact and outcome
 Complete field accompaniment forms when working directly with sales team for evaluation and progress
 Develop, monitor and execute monthly activity and promotional calendars specific to the city channels
 Own a new product launch Calendar, ensure speed to shelf, tracking and the development and execution of effective trade and shopper promotions
 Input into all sales teams targets – focus on sales out and the path to purchase fundamentals
 Ensure that all staff have copies of all in store guidelines, planograms and promotional plans and are trained accordingly
 Using Distributor Management System data, analyse product and customer gaps, implement plans to close them, target and track the sales team accordingly

Sales Training:
 Input into all sales teams targets – focus on sales out and the path to purchase fundamentals
 Lead from the front to motivate the team through regular team meetings and on the Job training
 Actively and constantly evaluate the sales team potential to desired levels of skills and competencies
 Suggest training needs based out of performance appraisal and joint market visits (on job training)
 Special emphasis on product features and benefit while training the sales team and merchandisers
 Evaluate, suggest improvements and give feedback post training
 Conduct regular reviews with the distributor and the sales team, assist them in strategizing with a view of achieving key targets

 Provide weekly market report forms and compile a detailed monthly/weekly summary and action plan.
 Prepare a monthly presentation for designated channel to be presented to SD which include sales
achievements, activity update and close out reports, distribution achievements, visibility updates and any other extra inputs communicated prior to meetings.
 Track competitor and trade activities, document and communicate to the respective SD

Personal Characteristics:
 BA in Business Administration, Marketing or similar from a recognized University

 A minimum of 5 years experience in a wide range of FMCG functions with a recognized business.
 The role required an FMCG specialist in the areas of brand management, trade marketing and category management, mixed with a very high level of commercial business sense.
 Strong Operational Knowledge and experience of working with a distributor and key accounts

 Language: Swahili/English knowledge.
 PC/IT: High proficiency in MS Office, Acrobat. Knowledge of SAP is advantageous.
 Sales Skills: Negotiation Skills, Analytical & administration ability, strong social & interpersonal

If you meet the above requirement you can send your detailed cv in word or pdf format to our email address provided below

Not interested but you have a suitable candidate in mind? We will appreciate if you refer a good candidate. Please share this opportunity with potential candidates in your network.


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