Commercial Officer

• Rebuild the customer master data so every customer carries geography, channel, sub-channel, visit frequency and credit line, maintained in ERPNext rather than spreadsheets
• Move the sales team from unstructured coverage to a fixed journey plan with measurable daily outputs: calls made, productive calls, invoices raised and new outlets opened
• Bring credit, collections and stock under control so sales growth does not create ageing debt or dead stock
• Open and stabilise 4 to 5 wholesale or sub-distribution accounts on terms that protect price integrity and cash
• Transfer capability through training and written policies so sales, merchandising, finance and supply chain keep operating to the same standard after the contract closes
• Analyse 2026 purchasing trends and classify customers as high, medium or low performing, and act on lost opportunities
• Design a promotion engine with differentiated mechanics, clear budget and approval rules, and measurement of incremental volume
• Set stock minimum, maximum and reorder levels, document replenishment lead time and produce a rolling monthly sales forecast
• Set monthly targets by representative, customer and item, and design and run a sales incentive scheme paying on value, collections, coverage, range selling and new outlets
• Produce ageing analysis by customer, representative and channel and agree recovery plans for balances overdue more than 30 days
• Run a weekly collection review with defined segregation of duties between selling, collecting and posting, reporting DSO, overdue percentage and collection efficiency monthly
• Identify cash van routes, prepare a costed proposal and pilot the chosen method on 1 to 3 routes for at least 4 weeks
• Review modern trade contracts against actual offtake and margin, set planogram standards and apply a return-on-investment test to every paid display, shelf rental and rebate
• Design and deliver a multi-module sales academy with trainer pack and participant materials, testing participants before and after training
• Write policies for sales, credit and finance, merchandising, inventory and supply chain and reporting, plus a signed delegation of authority matrix, and run a structured final-month handover

Qualifications & Experience:

• A degree in business administration, marketing, commerce, economics or a related field
• At least 8 years in FMCG sales and distribution, including 4 to 6 years in a commercial, sales management or distribution management role with responsibility for a sales team and a target
• Demonstrated experience building customer segmentation, journey plans and territory coverage in a distribution business
• Practical experience of credit control and debt collection in trade, including setting limits and enforcing stop-supply
• Experience designing and running sales incentive schemes and setting monthly targets by representative and item
• Working knowledge of a sales automation or ERP system, and strong Excel skills including building a reporting pack and forecast
• Knowledge of the Ugandan trade (general trade, wholesale, sub-distribution and modern trade) with existing relationships in at least one of these

Skills & Competencies:

• An operator rather than an analyst - willing to work in the field, sit with the sales team and build routines personally
• Comfortable holding people to a standard and direct in reporting problems early
• Able to leave behind a team that can run the system without them
• Experience in personal care or hygiene categories, and experience training and coaching sales teams, are desirable
• Experience in multinational FMCG companies is a plus