Documents
Resources
Learning Center
Upload
Plans & pricing Sign in
Sign Out

Contract Sales Rep Opportunities

VIEWS: 75 PAGES: 7

Contract Sales Rep Opportunities document sample

More Info
									JOB DESCRIPTION

Functional Area :        :       Export Sales
Position / Job Title     :       Sales Agent/ Representative
Reports to               :       Director- Export Sales Program
Location                 :       Zambia and Ethiopia
Position                 :       Local posting
Available vacancies      :       One in each country.
________________________________________________________________________
___
Job Purpose
Responsible for sales and marketing of the KickStart brand products in the country
________________________________________________________________________
___
Dimensions:
Number of Subordinates:                  Direct Supervision - Nil
                                         Others               -   Nil
________________________________________________________________________
___
Nature and Scope:
The position reports to the Director Exports Sales Program and works closely with Sales
Agents/Representatives in various countries. The position is mandated to identify sales
opportunities and close deals with potential customers in the country.

The Sales Agent key focus will include:
    Create awareness of our products in the country to local and international NGOs and to
       private organizations
    Identity, recruit and train local distributors
    Provide technical backup service to distributors and clients using our products.

Key Performance Criteria
1.     Timely response to all sales enquires and maintenance of an-updated sales forecast.
2.     Timely achievement of the sales target
3.     Maintenance of adequate stock levels with distributors.

Principle Accountabilities

Sales
    1. Identify sales opportunities by identifying and creating working business relationship with
       NGOs, relevant government institutions and other clients for the sale and marketing of
       KickStart products and developing a pipeline of sales opportunities
    2. Create awareness to potential customers and close sales and achieve sales quota
    3. Forecast sales projections in collaboration with distributors to streamline production
       forecast and delivery schedules.
    4. Advice management on the necessary marketing and advertising channels in the region.
    5. Assist in the localization of marketing collateral

Training and back up service

    6. Identify, recruit, train and manage distributors and their dealers or partners in the country.
    7. Ensure that KickStart meets its qualitative and quantitative targets including trainings, post
       sales supports etc.
    8. Address to any problematic issue related to the use of the technologies at the customer
       level.
    9. Assist the Impact Monitoring team on Impact Monitoring activities when they are in
       country.

Reporting

    10. Monthly reporting
         Projected forecast of sales and orders
         Monthly work plan
         Distributor and NGO sell-outs
         Expense reconciliation

Skills and Competencies
          Business degree in any relevant field and Diploma in Sales and Marketing or its
            equivalent
          At least three years experience in a similar institution / organization
          Adequate knowledge of the Zambia /Ethiopia small scale agricultural sector
          Hands on experience with media and advertising agencies
          Ability to network with other institutions / sectors who can partner with KickStart
          Must possess good communication skills, interpersonal skills
          High energies, self driven and passion to excel
          Good self management and planning skills
          Ability to evaluate and review sales strategies
          Customer focused
          Must have worked with targets and proven track record of achieving sales targets
          Must be computer literate
          Willingness and flexibility to travel and work all over Zambia / Ethiopia and among
            the rural communities
                                        KickStart International Inc
                                        P.O. Box 64142, NAIROBI 00620 KENYA
                                        Tel/Fax Nos. +254-20-3740175/6
                                        E-Mail Address: sales@kickstart.org




                             Terms of Reference
                Sales and Marketing Agent or Representative.


Background
KickStart – International
KickStart-International is an award winning US 501(c)3 social enterprise with a mission
to take millions of people in developing countries out of poverty, and to help change the
way international development is done. We do this by designing very low cost capital
equipment and mass marketing it to poor farmers and entrepreneurs who buy it and use it
to start highly profitable new small enterprises, which greatly increase their family
incomes.

KickStart’s best selling products are our human powered MoneyMaker irrigation pumps
which are used by farmers to move from subsistence to commercial irrigated farming by
growing high value fruits and vegetables throughout the year. Since 1991, when we
founded the organization in Kenya, over 55,000 families have used our pumps and other
technologies to start profitable enterprises and escape from poverty, and presently over
800 more families are starting profitable enterprises every month. We presently have
active programs in Kenya, Tanzania and Mali and have plans to expand into more
African countries in the coming years.

KickStart Strategy
    Market Research for Business Opportunities- KickStart identifies business
       opportunities through market research and feasibility studies that can be
       developed to assist the rural people.
    Research and Development- Through research and development, KickStart
       designs tools to end poverty that can be used by small scale entrepreneurs to start
       their own profitable businesses.
          Private Manufacturing -After developing the tools, private manufacturers are
           contracted to mass produce the products to ensure high quality standards and with
           optimal pricing for the benefits of the clients. We have currently manufacturers in
           Kenya, Tanzania and China and most of our export products originate from China
           and to a lesser extent from Kenya. The Tanzania manufacturer is only capable of
           supplying partial demand from Tanzania.
          Marketing Awareness Creation and Distribution-The products are introduced into
           the market through awareness creation in various marketing and promotional
           activities and through the private sector supply chain to avail and distribute the
           products locally. We have more than 400 dealers in Kenya, more than 150 in
           Tanzania and more than 60 in Burkina Faso. We have also engaged some
           distributors in some countries where KickStart does not have a marketing
           programme. We also liaise with Local and International NGOs and UN Agencies
           to avail the products to their beneficiaries and programmes.
          Impact Assessment- We carry out an economic socio impact assessment on the
           incremental benefits as a result of the technological intervention and gather
           feedback information on the usage, improvement of the technology, in addition to
           generation of new ideas for future innovation.

          Kickstart                                         KickStart



                                                             Marketing
              Product      Production        Distribution       &           Back up
              Dev.                                            Sales         Service



                            Private sector                               Private sector


                        Continuous Impact Monitoring by KickStart

We have developed a number of technologies but the fast moving products are the
MoneyMaker irrigation pressure pumps. We have the twin cylinder Super MoneyMaker
Pump and the hand-hip operated MoneyMaker Hip Pump as per the attached information
sheets.

Although we have established four country programmes in Kenya, Tanzania, Mali and
Burkina Faso, KickStart’s innovative products are currently being used in 22 African
countries. The countries with the highest number of our products are Malawi, Sudan
Uganda, Rwanda, Mozambique, Zambia, South Africa, Burundi and Gambia. In order to
serve the interests of our clients in these countries and others there is need to engage the
services of Sales Agent in some selected countries.

2.0        Scope of Work
In countries where KickStart does not have a country marketing programme, there has
been increased demand of our MoneyMaker products. We are looking for a sales agent
to represent us locally. In conjunction with the KickStart Export Sales team based in
Nairobi, the Sales Agent will be representing KickStart to key clients located in your
territory / country of representation. Some of these clients are:

 1) International UN organizations like FAO and WFP. We have dealt with these
    organizations in many countries.
 2) International and Local NGOS such as Save the Children, World Vision, Oxfam,
    Plan, Care, Total Land Care, ADRA, Concern Universal, CRS, ICRC among others.
    There are many local NGOs and CBOs who have procured our pumps from the
    larger NGOs or through local distributors.
 3) Private sector distributors or dealers who can order a minimum of 200 pumps or
    more on a single purchase order. They sell to individual customers or to local NGOs
    and CBOs. The distributors also ensure the availability and supply of the spare parts.
 4) Corporations like cooperatives and private firms who could procure our pumps to
    support their farmers or agricultural activities

We need to develop and access the MoneyMaker pumps to new markets as the demand
for our pumps has increased tremendously from less than 2,000 pumps in 2004/5
financial year to about 10,000 pumps in FY2007/8 and our target for next year is
12,300 pumps..

Our three years strategy plan is to get over 400,000 people out of poverty. To do this
KickStart need to sell 120,000 pumps which 39,300 pumps would be sold through B2B
Exports sales. This would take 11,790 people out of poverty assuming a 30% impact
usage of our pumps. This percentage can be increased by fostering enhanced
relationships with the institutions procuring our technologies through training and
advisory services on profitable usage of the technologies by the beneficiaries. We would
therefore require an infrastructural development that would ensure that these people get
out of poverty and increase the percentage usage of our products from the assumed 30%
to 50% or more. We would need to identify more organizations that would use our
technologies and demonstrate to them the benefits accrued from using the MoneyMaker
pumps to generate more income and get people out of poverty.

3.0    Deliverables for the Sales and Marketing Agent.
KickStart will engage the services of a Sales and Marketing Agent to produce the
following outputs:

   11. Identify sales opportunities by identifying and creating working business relationship
       with NGOs, relevant government institutions and other clients for the sale and marketing
       of KickStart products and developing a pipeline of sales opportunities
   12. Create awareness to potential customers and close sales and achieve sales quota
   13. Identify, recruit, train and manage distributors and their dealers or partners in the
       country.
   14. Monthly reporting
          a. Projected forecast of sales and orders
              b. Monthly work plan
              c. Distributor and NGO sell-outs
              d. Expense reconciliation
      15. Ensure that KickStart meets its qualitative and quantitative targets including trainings,
          post sales supports etc.
      16. Address to any problematic issue related to the use of the technologies at the customer
          level.
      17. Advice management on the necessary marketing and advertising channels in the region.

      18. Forecast sales projections in collaboration with distributors to streamline production
          forecast and delivery schedules.
      19. Assist the Impact Monitoring team on Impact Monitoring activities when they are
          in country.
      20. Assist in the localization of marketing collateral

It is the responsibility of the Sales Agent to formulate a detailed work plan on how to
achieve the above outputs including the cost of each output and his/her cost of the
Work plan.. The work plan should outline the targets to be achieved within the specific
period and submitted to Kickstart by latest 5th of every month.

4.0     Time Frame
The contract would be valid for a period of one year renewable starting from May 2007
to April 2008 and subject to achieving the deliverables stated in section 3 above.

5.0        Mode of Payment

KickStart will pay the Sales Agent an agreed monthly retainer, commissions based on
sales and cover travel expenses based on an agreed work plan.

6.0    Required Qualifications
The Sales and marketing Agent will have the following qualification and experience:
      1.      Degree in Sales and Marketing or its equivalent with a Diploma in Sales and
              Marketing
      2.      Good communication and customer care skills
      3.      Analytical skills
      4.      Organizational and planning skills
      5.      Able to evaluate and review Sales strategies
      6.      A team player and a motivational leader
      7.      Self motivated and determined to achieve the sales target
      8.      Computer literate

								
To top