Company Profile

DKT Anglophone West Africa (AWA), is an innovative, adventurous and sustainable social marketing enterprise that improves people’s lives in Ghana, Liberia and Sierra Leone by contributing to raising modern contraceptive prevalence rate, reduce maternal mortality and provide safe quality options for HIV/AIDs prevention.  

Job Description

Department: Sales & Distribution

Organization Relationship

• Directly reports to:   GM, Sales & Distribution
• Directly supervises:  Territory Managers and Medical Detailers

Job Summary

• Responsible and accountable for supervising territory manager (s) and/or medical detailer(s) ensuring the correct service levels, numeric distribution and visibility of company products to an agreed customer base.
• Responsible and accountable for ordering the correct volume and mix of product to service the outlets under his supervision to the agreed company standards.
• Responsible and accountable for efficiency control for all routes and outlets under her/his supervision.
• Responsible and accountable for the implementation of company strategies in both point of sales channel and points of consumption channel in the area under his supervision for both private and public sector
• Responsible and accountable for the leadership, training and coaching of personnel under her/his direct supervision.

Specific Duties & Responsibilities

• Provide strategic analysis and critical thinking to further company goals

• Analyze and evaluate Ghanaian marketplace and environment to find opportunities for DKT
• Provide critical insight on DKT strategies execution with recommendations for improvement.
• Explore possibilities for introduction of viable products and new channels.

• Ensure effective overall strategies for sales, distribution, visibility and demand generation of all DKT products in points of sale (STM) channel:

• Ensure clear understanding of DKT markets, sales environment, and market trends and issues (including market statistics, market shares, brand potentials, current and historical sales performance, traditional and non-traditional channels)
• Monitor and confirm actual performance through field visits to distributors and clients.
• Conduct continual market assessments to ascertain needs of existing and potential customers and clients.
• Monitor effectiveness of plans and activities and recommend / amend strategies accordingly.
• Ensure activities are in line with budget planning and expectation.
• Ensure that activities of demand generation and visibility are aligned with KPIs and are being properly implemented by other departments or external vendors to ensure impact and value for money

• Ensure effective overall strategies for service provision and demand generation of all DKT products in points of consumption (LTM and SA) channel:

• Ensure the proper relationship building and follow up of service providers and facility owners by TMs in each territory
• Ensure the right support and supervision of RCRs in each territory to ensure proper demand generation and service uptake  
• Ensure that there is a proper follow up on quality service provision and customer experience in point of consumptions
• Ensure visibility of DKT Brands and products in and around the points of consumption
• Ensure that there is prospecting, visibility and follow up on clients and potential clients for the SA channel in public, private and NGO sectors by medical detailers.

• Manage trade marketing and distribution strategy to achieve sales and distribution targets across channels

• Develop viable distribution targets
• Design and implement sales and distribution network, internal and external.
• Strategize to improve DKT product distribution along relevant channels.
• Design and execute effective trade campaigns with Territory Managers alongside marketing
• Direct and control merchandizing strategy.
• Direct and oversee management of relationships with key distributors.
• Oversee / manage and negotiate relationships with key accounts.
• Responsible for developing and delivering sales related budgets, forecasts, and reports as required.
• Evaluate and take immediate actions to address any falling behind sales targets.
• Oversee database on key accounts, pharmacies and other point of sales.

• Manage relationships with logistics distribution partners

• Translate the sales plan into efficient logistic plan with appropriate distribution partners nationwide.
• Responsible for the ensuring logistics plans are implemented successfully or adapted as needed.
• Makes sure that the distributors have the right level and variety of the stocks for market need. 

• Responsible for credit and sales-related cash flow with DKT clients. 

• Design and implement cash-flow system in coordination with accounting department.
• Responsible for records and control of all sales payables.
• Manage / oversee systems to inform, report and take action for overdue payments.

• Other Duties:

• Provide management oversight and guidance to supervised staff.
• Appraise staff supervised.
• Perform other duties as assigned by GM, Sales & Distribution.
• Assure confidentiality in handling business related issues.

Work Guides and References

• Business Plan and Budgets
• Personnel Policies & Procedures Handbook
• Descriptions of DKT International and Social Marketing

Position Objectives

• To ensure effective numeric and weighted distribution of DKT products in the territories assigned.
• To achieve DKT sales targets in all channels in the territories assigned.
• To analyze sales trends, channels, competitor activities, key accounts and distribution companies.
• To ensure brand and product visibility
• To ensure service uptake from point of consumption (LTM and SA) channel
• Contribute to overall programmatic goals.

Key Performance Indicators

• Sales performance against business plan and sales forecast
• Distribution levels (availability) against business plan and forecast, and in the modern trade
• Demand generation and Service Uptake in Points of Consumption
• Morale level of team under supervision including RCRs 
• Extra effort given to DKT brands from Distribution partner’s sales-team.
• Quality of relationships with clients, contracted agencies and staff

Required Skills or Experience

• Bachelor’s degree or equivalent

Formal Training

• People management training
• Communication skills development program
• Negotiation skills development program

Work Experience

• Minimum 5 years FMCG sales experience
• Proven track record of managing and inspiring people.

Skills and abilities

• Critical and strategic analysis
• Strong people management skills
• Dynamic leadership
• Entrepreneurialism
• Strong interpersonal skills
• Excellent selling skills
• Strong organizational skills
• Flexibility
• Effective time-management
• Integrity and honesty
• Writing & communication skills
• Computer literacy