RENEW views distribution as a key factor of success for businesses and has identified a critical need to help its portfolio companies understand ways of optimizing uses of local distribution. As distribution is relatively unknown as a formalized business service in Ethiopia and its network highly fragmented, we are looking to leverage the experience of a seasoned distribution professional to help RENEW learn the art and science of distribution in Ethiopia.
The Consultant will support both RENEW and its portfolio companies to optimize their distribution systems and management, and overcome the following main challenges with distribution:
The names of distributors are not readily known;
Compensation structures are not documented or known;
Best practices for how to build, manage, evaluate and scale a distribution system are not easy to find.
PURPOSE
The Consultant will help build RENEW's understanding and ability to build, manage and scale distribution systems with companies in Ethiopia through a series of trainings and tools development, and through specific on-the-job training with select companies in RENEW’s portfolio.
TIME FRAME
Monthly starting March 2017 and may be extended based on the consultant’s quality and ability to add measurable value to RENEW and RENEW’s portfolio
HOURS PER WEEK
TBD, based on the consultant’s availability. Ideally, the consultant will work during regular work hours, and a minimum of 8 hours with the RENEW team during the week.
PAYMENT PER HOUR
TBD, based on the consultant’s level of experience and a competitive bidding process.
OBJECTIVES
Train RENEW’s team on distribution
Help build RENEW’s distribution practice, which will be offered by RENEW to our portfolio companies to help them launch and scale their own distribution systems in Ethiopia. The distribution practice would include but not be limited to tools, documented standard operating procedures, points of contracts and best practices on how to set up and run a distribution Ethiopia
Support the establishment and management of a local distribution system in Addis for select companies in RENEW’s portfolio
ACTIVITIES
Final work plan to be proposed by the contractor. The general set of activities would be:
To develop and train RENEW on how to build and manage a distribution system within a company
To provide relationships of local distributors by way of setting in-person meetings between distributors and RENEW
To pilot test RENEW’s distribution system with a portfolio company selected by RENEW.
DELIVERABLES
With RENEW:
Standard contract template for RENEW and its portfolio company to use with distributors
Comprehensive written procedures (SOP) developed that a distribution manager can follow, including typical monitoring controls, payment and compensation plans, and key performance indicators a company should use when managing and evaluating a distributor
Database of supermarkets, warehouse, distributors, retail stores in Addis, Gonder, Bahir Dar, Mekele, Dire Dawa, Hawassa, Adama, Debrezeit, and Jimma developed
Training session with RENEW staff to knowledge transfer on how to build and manage a distribution system
With the selected portfolio company:
Evaluation of the selected company’s current local distribution strengths and weaknesses
Three quotes of distribution service pricing
One contract minimum secured for delivery the portfolio company’s products
Contracts secured with the top 7 supermarkets in the urban Addis Ababa area to carry products
A distribution plan, produced alongside with the company’s management team, for its products to maximize exposure to the identified target market
Training session with the company’s management to ensure knowledge transfer on the execution of said plan
Job Requirement
BA degree in Marketing and Sales
10+ years of relevant experience specifically in sales and distribution