INTRODUCTION

Telekom Networks Malawi Plc (TNM) is looking for a suitably qualified person to join our team as a Sales and Distribution Director.

TNM is the pioneer mobile network in Malawi and is committed to digitally empowering every Malawian. At TNM, our people are at the heart of everything we do. We are dedicated to cultivating a productive, innovative, and engaged workforce, fostering an environment where talent thrives, and potential is realized.

Reporting to the Chief Commercial Officer, the Sales & Distribution Director will be responsible for managing and controlling the prepaid Sales and Distribution function to achieve the targeted growth in primary sales and gross adds in line with the TM’s sales and business strategy.

MAJOR TASKS AND RESPONSIBILITIES

• Conducts market research to identify business opportunities for growth of primary sales and gross adds.
• Develops the TNM Sales and Distribution annual business plan in line with the TNM strategic business plan based on analysis and market research.
• Cascades the sales and distribution annual plan into regional targets and plan and ensures that the regional sales and distribution teams understand the consumer sales business strategy.
• Conducts primary sales and gross adds reviews to determine the necessary actions to achieve growth.
• Conducts infrastructure reviews to determine the necessary action to achieve defined dimensioned targets based on covered population.
• Ensures through the regional teams that all sales and distribution trade and marketing deliverables such as visibility, ITR are being achieved.
• Manages the sales through the dealer incentive structure and ensures that the dealer special incentive discounts are clearly communicated for maximum delivery of planned objectives.
• Ensures brand visibility and product availability on the market.
• Identifies and recruits new channel partners to grow primary sales.
• Oversees and manages established channels to ensure distribution activities address market demand.
• Analyses site performances and ensures all sites are generating revenue above defined thresholds.
• Researches latest developments in the market and ensures competitive advantage and positioning
• Manages the sales and distribution department including structure updates, staff performance, leave and learning and development of staff.
• Develops and monitors the Sales and Distribution department budget.

EDUCATIONAL AND PROFESSIONAL REQUIREMENTS

• Bachelor’s Degree in any business-related programme or social Sciences.
• Master’s degree in business management or any related field will be an added advantage.
• A marketing professional qualification is desirable.
• Experience in fast moving consumer goods sales and market development environment.
• Knowledge of channel and key account management.
• Knowledge of business development and category management.
• Business planning and presentation skills.
• Strong communication skills at all levels both internally and externally.
• Strong capability in building strategic and multilevel relationships.
• Stakeholder relations management, and strong problem- solving skills.
• Telecommunication and business understanding and knowledge.
• Strong leadership skills and team worker with ability to motivate.

• Conducts market research to identify business opportunities for growth of primary sales and gross adds.
• Develops the TNM Sales and Distribution annual business plan in line with the TNM strategic business plan based on analysis and market research.
• Cascades the sales and distribution annual plan into regional targets and plan and ensures that the regional sales and distribution teams understand the consumer sales business strategy.
• Conducts primary sales and gross adds reviews to determine the necessary actions to achieve growth.
• Conducts infrastructure reviews to determine the necessary action to achieve defined dimensioned targets based on covered population.
• Ensures through the regional teams that all sales and distribution trade and marketing deliverables such as visibility, ITR are being achieved.
• Manages the sales through the dealer incentive structure and ensures that the dealer special incentive discounts are clearly communicated for maximum delivery of planned objectives.
• Ensures brand visibility and product availability on the market.
• Identifies and recruits new channel partners to grow primary sales.
• Oversees and manages established channels to ensure distribution activities address market demand.
• Analyses site performances and ensures all sites are generating revenue above defined thresholds.
• Researches latest developments in the market and ensures competitive advantage and positioning
• Manages the sales and distribution department including structure updates, staff performance, leave and learning and development of staff.
• Develops and monitors the Sales and Distribution department budget.

• Business planning and presentation skills.
• Strong communication skills at all levels both internally and externally.
• Strong capability in building strategic and multilevel relationships.
• Stakeholder relations management, and strong problem- solving skills.
• Telecommunication and business understanding and knowledge.
• Strong leadership skills and team worker with ability to motivate.
• Knowledge of channel and key account management.
• Knowledge of business development and category management.

• Bachelor’s Degree in any business-related programme or social Sciences.
• Master’s degree in business management or any related field will be an added advantage.
• A marketing professional qualification is desirable.
• Experience in fast moving consumer goods sales and market development environment.