The Clinton Health Access Initiative (CHAI) is a global health organization committed to strengthening integrated health systems in the developing world and expanding access to care and treatment for HIV/AIDS, malaria and other diseases. CHAI’s solution-oriented approach focuses on improving market dynamics for medicines and diagnostics; lowering prices for treatment; accelerating access to life-saving technologies; and helping governments and private sector healthcare organizations to build the capacity to provide high-quality treatment.
In 2007, CHAI signed an MOU with the government of Uganda to provide technical assistance to the Ministry of Health and strengthen health systems. CHAI Uganda works with the Ministry of Health around HIV, malaria, childhood illnesses, laboratory systems and drug logistics, leading to many successes including a >400% increase in access to lifesaving pediatric HIV treatment and introduction of a new severe malaria drug which will save thousands of lives annually.
Background:
In Uganda, ~37,000 children die annually from pneumonia and diarrhea, making these two of the leading causes of under-5 mortality. However, diarrhea and pneumonia are two of the most solvable public health problems. Safe, effective and affordable drugs to treat those suffering from diarrhea and pneumonia exist.
In the private sector – where approximately 50% of the child caregivers seek care - the problem is that these vital medicines are caught in a market trap. Low health provider and consumer awareness about the appropriate treatment lead to poor demand for these products, resulting in an anemic market that provides little incentive for suppliers to optimize distribution networks, promote the products, or reduce margins. This leads to a lack of availability, unaffordable prices, and minimal marketing – completing a cycle that ensures that access to these lifesaving medicines is repressed. In Uganda, a program to scale-up diarrhea and pneumonia treatment is being undertaken by CHAI in partnership with the Ministry of Health to address this problem.
Position Description:
The Sales and Distribution Senior Coordinator will lead several high-impact supply and demand-side interventions in close collaboration with major private suppliers in order to increase availability of these lifesaving treatments and diagnostic devices on the private market, lower prices to patient and build demand among private health providers. S/he will also spend a portion of his/her time supporting CHAI’s malaria work in the private sector.
The Coordinator will spend ~25% of his/her time travelling domestically, primarily to regions with limited facilities to supervise subcontractors and partners, provide overall leadership to the various sales and promotion teams across the country and monitor key performance indicators.
Job Requirements
- Sales and distribution strategy and action plans
- Refine CHAI’s Sales and Distribution strategy in line with the ECM program objectives, previously conducted market research, and evolving developments in the private sector
- Support each private partner in the development of its action plan for CHAI’s priority products
- Distribution
- Search for distributor partners around the country to ensure that products are available at affordable prices to retailers at multiple levels of the supply chain.
- Link distributors with cheap suppliers of ORS, Zinc, and ACTs to ensure that prices reflect the Recommended Retail Price (RRP).
- Contribute to the development of incentive schemes and other appropriate schemes to encourage expansion of distribution, especially in hard-to-reach and remote areas.
- Monitor the effectiveness of incentive scheme vs. actual distribution coverage, product availability and sales uptake
- Explore distribution opportunities beyond traditional pharmaceutical channels and develop partnerships with non-pharma For-Profit or Not-For-Profit organizations to increase coverage of underserved populations (bottom of the pyramid)
- Actively manage partner relationships and liaise with all stakeholders to troubleshoot issues such as stock-out situations and price variation along the supply chain
- Develop creative solutions to promote and implement the RRP for ORS, Zinc, and ACTs nationwide.
- Sales Force Training and mentoring
- Train and mentor CHAI partners’ sales teams on sales techniques, customer relationship management (CRM), product knowledge, etc.
- Assist in training CHAI’s partners on a web-based CRM platform that will be used for a number of purposes, including: performance tracking, customer segmentation, sales territory management, etc.
- Spend time in the field with Sales Managers, calling on key customers (wholesalers, Pharmacies) and Key Opinion Leaders and influencers
- Private provider training and Continuous Medical Education
- Manage a sub-contracted agency that will deploy a 60-person brand-agnostic promotional detailing team across the country to train providers on the proper diagnosis and treatment of diseases like diarrhea, malaria, and pneumonia.
- Develop and implement innovative strategies to accelerate behavior change amongst providers through CHAI’s promotional detailing efforts.
- Partner with organizations like the Pharmaceutical Society of Uganda, National Drug Authority and other bodies to plan and provide training and Continuous Medical Education to the private healthcare providers
- Performance management
- Perform rigorous data analysis, utilizing a web-based CRM tool, to assess CHAI’s partners’ performance and work collaboratively with them to develop innovative solutions to sales challenges.
- Identify gaps in terms of data to effectively monitor 1) sales volume/value breakdown per geography, channel, customer group, and 2) sales force effectiveness
- Make appropriate recommendations on how to reduce these data gaps and design key performance indicators
- Minimum 3-years’ experience in sales and distribution in the pharmaceutical or Fast Moving Consumer Goods industries with a strong track record of delivering results
- Demonstrated success in coordinating partners and developing relationships
- Excellent leadership and mentoring skills
- Excellent communication, presentation and management skills
- Entrepreneurial mindset and strong self-motivation
- Ability to develop and execute a coherent programmatic strategy amidst substantial ambiguity and changing circumstances
- Exceptional time-management skills and the ability to manage multiple work streams in parallel under tight deadlines
- Ability to function independently and flexibly
- Fluency in English required; additional languages spoken in Uganda are advantages
- CHAI places great value on relevant personal qualities: resourcefulness, entrepreneurialism, flexibility, independence, humility, and work ethic
Advantages:
- Advanced degree in business, marketing, logistics, public health, or a related field
- Experience in developing and implementing successful Bottom-Of-the Pyramid sales strategy
- Experience in designing and conducting high-impact trainings for sales representatives
- Experience in using sales force performance management system
- Strong analytical skills, including fluency in Excel
PI92312731
HOW TO APPLY:
Apply Here: http://www.Click2Apply.net/6386q2cccc
