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: firstname.lastname@example.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
"Contract Sales Rep Opportunities"