KickStart
International prides itself in being an award-winning, global nonprofit social
enterprise that develops and mass - markets low-cost irrigation solutions that
are bought by thousands of small - holder farmers in developing countries and
used to increase their income by up to a factor of ten, enabling them to lift themselves
sustainably out of poverty.
KickStart
International Inc.
Vacant Position: Head of Partnerships & Sales – Southern Africa
Vacant Position: Head of Partnerships & Sales – Southern Africa
Function: Partnerships and Sales
Location: KickStart HQ Office - Nairobi
Type
of Contract: Open
Ended
Role
Purpose: The
Head of Partnerships & Sales, Southern Africa Hub will be responsible for
developing, expanding, and reporting on our program in Southern
Africa.
He/she
is also responsible for managing our program and our staff in the Region.
These
activities support the primary goal of getting people out of poverty in the
Region by promoting the sales and usage of KickStart’s MoneyMaker branded
irrigation pumps
Scope
of Role:
Reports
to: Director,
Global Institutional Partnerships based in KickStart’s Africa Office in Nairobi
Staff
directly reporting to this post: TBD
(To be determined)
Works
with: Country
Sales Representatives and distributors
Nature and Scope:
Nature and Scope:
The
Head of Partnerships & Sales will:
- Perform
the due-diligence to understand the market potential and opportunities for
MoneyMaker products in Southern Africa.
- Create
the market development and sales plans for specific-countries in Southern
Africa. Lead and manage the implementation of the plan to ensure
growth in sales, social impacts, market share, and profitability in the
Region. This will be done primarily through:
- The
proper selection, development and management of distributor network in
each country.
- Support
and develop the Identification of new and existing partners in the NGO
world and stakeholders that will boost the development of smallholder
irrigation in the Region.
- Recruit,
manage, coach, and develop capacity of country Sales representatives in
the Region to develop and promote MoneyMaker irrigation pumps.
- Ensure
timely and accurate reporting of KickStart’s activities, finances and
social impacts
Key Performance Criteria
- Impact
and sales targets
- Creation
of partnerships.
- Develop
an effective supply chain in each country.
- Ensure
collection of end use data of MoneyMaker pumps in each country.
- Effective
management of budgets.
- A
team that is ethical, team-work oriented and high performing.
Principal Accountabilities
- Responsible
for setting a scalable and sustainable growth model for KickStart in
Southern Africa.
- Optimize
KickStart economic sustainability in the Region and support fundraising
activities.
- Regular
market assessment and pro-active development of country specific sales and
marketing plans with Country Sales Representatives and distributors to
maximize sales and impacts in the region. This includes sales plans,
pricing policies, and promotional plans for each country.
- Actively
promote products through product demonstrations, product support and
training of distributors, customers and influencers.
- Actively
manage customer and distributor accounts and collect outstanding
receivables.
- Develop
and manage the operations budget for this program and provide monthly
updated sales forecast.
- Program
design and implementation using tactical marketing initiatives.
- Establish
an annual and long term Business Plan.
- Open
country programs and/or B2B programs in a variety of countries and design
and implement the relevant model for each country.
- Provide
leadership, coaching, and support to the staff in other countries in the
region.
- Prepare
monthly work plans and monthly reports.
- Compile
and collect monthly end user data for impact monitoring.
- Perform
any other official duties within the key performing criteria as may be
assigned to you.
Qualifications and Experience
- 7
plus years of sales experience. Both private and public sector experience
preferred.
- Bachelor
degree required. MBA preferred.
- People
Management Experience – managing, mentoring, developing people and a high
performing team.
- Financial
management experience – develop and manage operating plans and budgets
Skills and Behaviours
- Excellent
understanding of the agricultural market in the region preferred
- Excellent
business presentation skills
- Strong
customer focus.
- Results/Performance
Orientated– proven “self-starter” who is flexible and adaptable
- Able
to work effectively in an unstructured and fast paced environment
- Able
to work effectively with limited guidance and supervision.
- Entrepreneurial
spirit.
- Excellent
personal communication & negotiation skills.
- Strong
analytical abilities and detail oriented.
- Shares
KickStart’s values and believe in its “Mission”
- Fluency
in English, fluency in French/Portuguese an added advantage
- Willingness
to travel for up to 60% time every month.
Vacant Position:Regional Partnership and Sales Manager (RPSM)
Function: Partnerships & Sales
Location: Eastern Region - Machakos, Kitui and Makueni
Type of Contract: Open Ended
Type of Contract: Open Ended
Role Purpose: The position is responsible for selling Money Maker
pumps to partners and individuals through a network of private sector
dealerships.
Scope of Role:
Reports to: Country Director
Staff directly reporting to this post: Partnership and Sales Officers
Works with: Partners with the relevant institutions, NGOs, Farmer’s Cooperatives, Micro Finances and Extension staff of the Ministry of Agriculture and the County Government, Farmers, Washington State University
Key Areas of Accountability:
Reports to: Country Director
Staff directly reporting to this post: Partnership and Sales Officers
Works with: Partners with the relevant institutions, NGOs, Farmer’s Cooperatives, Micro Finances and Extension staff of the Ministry of Agriculture and the County Government, Farmers, Washington State University
Key Areas of Accountability:
The Regional Partnership and Sales
Manager key focus will include:
- Manage the Partnership and Sales Officers in
the region ensuring that each meet their monthly set target, prepare and
send daily, weekly and monthly reports and that Guarantee forms, Tone Kwa
Tone and Rent to Own documents are filled and sent to the office and on
time.
- Ensuring that all donor funded project
activities and targets for the region are achieved and exceeded
- Managing dealer accounts and relationship
ensuring that dealers pay on time, have adequate stock of pumps,
accessories, spares, demonstration kits and is branded.
- With the assistance of the Global Marketing
Manager ensure that all field marketing activities and especially the word
of mouth related activities are undertaken.
- Engage all the potential partner
organizations, government agencies (both National and County) and farmers
groups to make sales
- Train partner organizations, farmers groups,
other stake holders and government agencies on the importance of
irrigation and farming as a business.
- Train dealers on MoneyMaker products,
branding, creating a MoneyMaker Estate for visibility, stock management,
product demonstration, filling guarantee forms and any other KickStart
related document that originates or is relevant to dealers
- Represent KickStart in various Stakeholders
forums to articulate KickStart position
- Responsible for all KickStart assets and
resources in the region
- Staff development and training on Sales and
Partnership issues
- In liaison with Product Innovation and
Development carry out Market test for new innovative products and services
Key Performance Indicators
- Achieve set sales and partnership targets and
grow sales for the MoneyMaker pumps in the region focusing towards the
2020 KickStart vision.
- Cost effective, sustainable and timely
selling process and pump delivery
- Development of good sales pipeline with potential
partners in the region and repeated sales from the same
- Effective team management to increase sales
performance per individual sales officer
- Effective management of resources especially
vehicle, Sales and marketing materials and routes
- Good and productive working relationship with
dealers in the region
- Understanding of the expected results for each
donor funded project and the timing in the region.
- In depth understanding of the area of
operation, potential areas and partners
- Production of daily, weekly and monthly
reports
- Ensure that every Partnership and Sales
Officers uses the Hot prospect system and the daily sms-interactive
reporting system
Principle Accountabilities
- Prepare and implement the work plan for the
sales in the region
- Set sales targets, manage and resolve work
related issues for Partnership and Sales Officers
- Manage dealers and their accounts in the
region
- Carry out specific donor related activities to
ensure that the agreed targets are met and superseded
- Develop and build relationships with potential
partners to promote irrigation work and sell pumps
- Negotiate and close bulk sales with partners
- Attend Stake holders meeting and hold
joint field days, shows and exhibitions
- Mentoring and training of the Partnership and
Sales Officers
- Strengthen the existing systems and processes
for customer service
- Liaise with the County governments for various
licenses
Qualifications and Experience
- Bachelor’s degree in Marketing,
- At least 3 years’ experience selling farm
tools/equipment
- Experience managing people, partnerships and
sales outlets.
- Proven ability to handle challenging work load
- Cross-cultural experience, understanding and
sensitivity;
- Excellent interpersonal and written and oral
communication skills;
- Commitment to KickStart’s values
Skills and Behaviours
- Strong customer focus
- Results/Performance Orientation – proven
“self-starter” who is flexible and adaptable
- Able to work effectively in an unstructured
and fast moving environment
- Able to work effectively with limited guidance
and oversight
- A can-do entrepreneurial spirit
- Excellent personal communication &
negotiation skills
- Strong analytical abilities ,presentation
skills and detail oriented
- Shares KickStart’s values and believe in its
Mission
- Fluency in English and other local languages
required
If you feel you are the right
candidate to fill this position, please send your CV and Cover letter to
hr@kickstart.org quoting the position title on the subject line by COB 7th
April, 2015.
See www.KickStart.org for more
information