The posting
Job Title: Distributor Business Representative Location: Uganda Our client, an established organization in the consumer durables sector, is seeking to recruit a commercially driven and results-oriented Distributor Business Representative to manage and grow its business through appointed distribution partners in Uganda. The successful candidate will be responsible for driving distributor sell-out, maintaining healthy distributor stock, expanding retail coverage, developing the B2B channel and ensuring sustainable and profitable market growth. 1. KEY RESPONSIBILITIES AND ACCOUNTABILITIES 1.1 Sell-Out and Commercial Delivery • Develop and execute channel and route-to-market strategies to achieve agreed distributor sell-out (secondary sales) targets. • Set, cascade and monitor sell-out targets across the distributor's sales team, territories and channels, and drive corrective action where performance deviates from plan. • Support distributor purchases (sell-in) through accurate forecasting and healthy stock rotation, ensuring purchases are aligned with genuine market demand. • Plan and execute trade promotions, product-focus drives and demand-generation activities to accelerate stock movement into and through the trade. • Monitor sales performance, identify commercial opportunities and implement appropriate initiatives to improve sales volumes and market penetration. 1.2 Stock Health and Inventory Management • Monitor distributor inventory levels, stock cover and ageing on an ongoing basis, ensuring stock is maintained within agreed cover corridors and ageing thresholds. • Identify slow-moving, aged and at-risk stock early and initiate appropriate interventions, including redistribution, promotions and focused sell-out activities. • Maintain healthy availability of priority and hero SKUs and minimise out-of-stock situations on fast-moving product lines. • Provide inputs into replenishment planning and recommend primary orders that sustain availability without creating overstock. • Conduct regular stock reviews and follow up on agreed inventory management actions. 1.3 Coverage and Customer Development • Grow the active numeric footprint by recruiting new productive retail accounts and expanding qualifying outlet coverage across the assigned market. • Ensure newly recruited accounts meet the minimum qualifying purchase value and are developed to reorder within the defined period. • Drive purchase frequency across the active outlet base, working towards consistent purchasing activity throughout the quarter. • Identify new market opportunities, underserved territories and potential trade accounts to strengthen distribution coverage. • Build and maintain productive relationships with retailers, wholesalers and other trade partners. 1.4 B2B Channel Development • Develop the business-to-business (B2B) channel across relevant product categories, building a qualified pipeline of institutional, project and trade accounts. • Grow the number of active B2B accounts and B2B revenue in line with agreed commercial objectives. • Manage B2B opportunities from identification through to closure and after-sales follow-up, coordinating with relevant internal stakeholders on pricing and fulfilment. • Develop strategic relationships with institutional, corporate and project-based customers. • Identify emerging opportunities within the B2B market and develop appropriate strategies to convert prospective accounts into active customers. 1.5 Distributor Sales Force Management • Set routes, journey plans, territories and targets for the distributor's sales representatives and monitor their productivity and target achievement. • Coach, support and build the capability of the distributor's sales team, increasing the proportion of representatives achieving their individual targets. • Ensure the distributor's sales force operates with the discipline, tools and product knowledge required to represent the product portfolio effectively. • Monitor field execution, customer coverage and salesforce productivity, implementing corrective actions where necessary. • Work jointly with distributor management to strengthen sales execution and accountability. 1.6 Assortment and Category Management • Ensure the distributor carries the required must-stock assortment across categories and price tiers, balancing entry-price products with profit-generating large-appliance ranges. • Manage the priority-category mix actually sold, ensuring the business grows across categories rather than concentrating on the easiest-moving product lines. • Provide category and range recommendations based on market performance, distribution gaps and emerging opportunities. • Monitor product availability, category performance and customer preferences to support effective assortment planning. 1.7 Reporting, Forecasting and Market Intelligence • Submit accurate and timely sell-out, stock and PSI (Purchase, Sales and Inventory) data in line with the established reporting calendar. • Provide rolling demand forecasts and inputs into the planning process, ensuring agreed actions arising from business reviews are implemented. • Compile and submit monthly market-intelligence reports covering competitor pricing, new product launches, channel developments and significant market opportunities or risks. • Monitor commercial performance and provide management with relevant market insights to support decision-making. • Maintain accurate sales and inventory records and ensure the integrity of submitted business information. Requirements 2. QUALIFICATIONS AND EXPERIENCE • Diploma or Bachelor's degree in Business, Commerce, Marketing or a related field. • 2–4 years' experience in white goods, consumer durables or FMCG sales, including distributor and secondary-sales management. • Demonstrated experience supervising or managing a sales team and managing stock, cover and assortment. • Ugandan national with strong knowledge of the local retail and distribution landscape, including institutional sales. • Experience in B2B, project and institutional selling will be an added advantage. • Strong commercial numeracy, analytical and reporting skills. • Proficiency in Microsoft Office applications, particularly Excel, and familiarity with ERP or sales reporting systems. 3. SKILLS AND BEHAVIOURAL COMPETENCIES • Distributor and secondary-sales management. • Inventory and stock-health management, including cover, ageing and out-of-stock control. • Channel, coverage and assortment planning across price tiers. • B2B, project and institutional selling. • Sales-team coaching and capability building. • Commercial numeracy, PSI analysis and reporting discipline. • Results orientation, with a clear bias for sell-out over sell-in. • Ownership and accountability, particularly for stock health and ageing. • Integrity and discipline in reporting and market conduct. • Strong interpersonal and relationship-management skills. • Active, field-based work ethic and ability to work with limited supervision. • Commitment to building the business across product categories and not focusing on volume alone.
