WSUP Job Vacancy For Sales Manager– Sanitation Service Delivery Project
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WSUP is a non-profit partnership between the private sector, NGOs and research institutions focused on solving the global problem of inadequate water and sanitation in low-income urban communities. WSUP brings lasting solutions to low-income areas by working in partnership with service providers, including water utilities, local authorities and businesses, and the communities they serve. WSUP strengthens the capacity of service providers to deliver sustainable city-wide water and sanitation services, promote good hygiene and raise the environmental standards of low-income communities.
From incorporation in 2005, WSUP has grown rapidly to a £10â€/12m organisation and has plans for further expansion over the next five years. The organisation is now at a pivotal stage in its growth. It presently operates six well-developed, respected country programmes in Africa and Asia (Bangladesh, Ghana, Kenya, Madagascar, Mozambique, Zambia) to strengthen public and private sector service providers to improve the delivery of affordable services to low income consumers WSUP has recently expanded its portfolio of operations to include the building and strengthening of private sector provision in urban water and sanitation services and the sale of consulting services on all aspects of low income urban WASH (Water, Sanitation and Hygiene) to disseminate learning and increase impact. All of these operations are supported by research, communications, funding and finance and resources teams.
For more information about WSUP's vision and approach, see www.wsup.com
Job Description
TERMS OF REFERENCE - SALES MANAGER – SANITATION SERVICE DELIVERY PROJECT
INTRODUCTION
Water & Sanitation for the Urban Poor (WSUP) is a not-for-profit company which helps to transform cities to benefit the millions who lack access to water and sanitation. WSUP works side-by-side with local providers, strengthening the organisations that have been tasked to deliver city-wide services. We are a trusted partner to utilities, municipalities and the private sector, supporting them to develop services, build infrastructure and attract funding that will help them reach low-income urban communities (LIUCs).
Together with PSI and PATH, WSUP is implementing a holistic approach to citywide sanitation project to improve sanitation outcomes by developing and testing scalable business models that engage private sector service providers under USAID’s Sanitation Service Delivery Programme (SSD).
SSD is training artisans to toilets and creating linkages with other value chain players required for toilet input supplies and construction. The project is taking a holistic approach to improving the enabling environment for sanitation services – for example improving the capacity of the Environmental Health Officers (EHOs) and other key staff from the local governments, supporting the improved enforcement of regulations requiring households to build toilets, supporting MFIs to refine their microfinance loan products and artisans and toilet suppliers to build their businesses. The project also supports a variety of financing options for toilets that are suitable for a range of income groups.
BACKGROUND
The Ghana sanitation landscape is complex and inefficient. To carry out a toilet installation in Ghana may require several people with a variety of skills (masonry, hole digging carpentry, metal working), making the process complex and prohibitively expensive. Toilet sales are generally made through word of mouth and marketing is sporadic. A well-defined sales strategy coupled with the right skills, management, tools and finance options is needed to create the selling momentum required to sell high numbers of toilets in Ghana.
The main market constraints affecting sales of toilets include:
- A limited desire to own a toilet due to competing priorities such as mobile phones and televisions.
- Direct competition from public toilets and open defecation.
- The dynamics of living in multi-family compounds making it more difficult to get people to agree on who should pay (landlord versus tenant issues).
- Lack of enforcement of legislation (all landlords should by law provide a toilet for their tenants).
- Low capacity of Micro, Small and Medium Scale Enterprises (MSMEs) to grow and operate.
- The high cost of existing toilet options. The average cost of a toilet in Ghana is $900.
The target population is the low-income urban community whose basic needs for food & shelter are met, and who have some disposable income for investments such as televisions, refrigerators, mobile phones, bicycles, etc., but for whom a toilet remains a significant purchase. They are the ones who are currently living in compounds and houses without toilets, and thus paying for and using public toilets which can be unhygienic, unsafe and undignified.
The decision to build a toilet is not simply a matter of how much disposable income one has but, to a large extent, depends on the level of awareness of the options (e.g. technologies, financing available, etc.), issues of tenancy (as the landlord would typically have to contribute to the investment), and motivation (for example women would be usually more motivated than men) for attaining toilets. There is a need to share messages that would tip the decision-making balance by way of shifting the dialogue from a long list of reasons not to get a toilet, to at least one compelling motivation to get a toilet (for example family dignity, status or privacy).
WSUP recognises that effective sales and management advice is required to transform existing poor sales and address the ways in which sales managers plan, organize, implement, monitor, and streamline all sales operations and processes to enable at least 2000 toilets to be sold by June 2019.
The project will recruit and train a sales manager, a sales advisor and 4 sales agent teams consisting each of around 9 independent toilet sales agents (Local TSAs) and 1 TSA Lead in each group who will oversee the TSAs. The Sales Agent Teams will work on behalf of sanitation businesses to market and sell complete toilet solutions, comprising of basic models and optional upgrades covering the substructure, user interface and superstructure.
Three specific sanitation solutions will be offered:
- Double off-set pit latrines.
- Round concrete septic tanks.
- Sato Pan – add on to existing pit latrines.
From experience working with TSAs in Accra, we have observed that when TSA promotional activities are linked with EHO visits, it can have a positive effect on sales. We want to explore this further and establish better collaboration between TSAs and EHOs.
OBJECTIVES
We need to quickly build a sales team and sales agents. This will consist of a Sales Manager whose primary responsibility will be to manage the entire sales team which may be as many as 40. The Sales teams will be split into 4 units, each led by a Lead Sales Agent who will manage their team of sales agents. To support the sales-manager we will have a sales advisor with experience of sales in the Ghanaian market. The sales advisor will operate on a call off contract contributing as required throughout the duration of the project.
There are three linked contracts for this work:
A) Sales Consultants – who, as a team, will lead the training of the Sales Manager and Sales Agents
B) Sales Manager who will manage the day to day operation of the sales team
C) Sales Advisor who will support the sales manager in gathering sales data, reviewing information and revising sales strategies and tactics.
Working on an as needs basis on a call off contract.
Overall Objective
With the help of the consultants and advisor we want by June 2018 to have:
1. Sold 2000 toilets to households in Kumasi
2. Set up and maintained a work-force of TSAs that successfully sells toilets and will continue to do so after the project.
Organisational Chart For SSD Sales Team
Project Plan
We envisage that the project activities will take place in the following order:
- The Training Consultants are procured
- The Sales Advisor is procured
- The Toilet Sales Agents are identified by the community leaders of the areas they will work in.
- The Sales Manager is hired
- Sales team (Sales Consultants, sales manager and sales advisor to decide on and advise Project Manager on the form and magnitude of renumeration for sales agents.
- Contracts to be prepared for TSAs.
- The Training consultants, the Sales Advisor and the Sales Manager plan and execute the TSA training. Incorporating into the training the selection of toilet sales leads.
- The training consultants provide a report on the training and advise on the sales strategy
- The Training Advisor – operating on a call off contract at the discretion of the Project Manager, provides advice and support to the Sales Manager and the toilet sales agents as they launch the sales campaign.
- The sales manager to provide regular (weekly) reports on progress and reviews of sales methods to the Project Manager. The production of these reports will be supported by the sales advisor on an as needs basis.
Management
The Sales Manager will report to the Project Manager.
Objectives for Sales Manager
The Sales Manager will be responsible for the day to day management of the sales team through line management of the Lead Toilet Sales Agents and weekly meetings with the sales teams.
The sales manager will:
- Participate in and, where appropriate, support sales training.
- Regularly visit the sales teams on site. This may be combined with weekly meetings.
- Contribute to development and review of:
- sales strategy
- sales pitches
- sales tools
- selection of sales leads
- Ensure that sales teams work effectively:
- within each sales team
- avoiding overlapping of sales territories
- with the selected artisans
- within their allocated geographical areas
- Ensure that data is collected by sales teams on:
- The number of sales
- The effectiveness of sales pitches
- Customer details (as required by project design)
- And any other parameters required by the Project Manager
- Collate and analyse the data with the support of the Sales Advisor to produce weekly reports to the Project Manager on sales progress.
- Recommend revisions to the sales strategy and implementation based on the results of the data reviews.
- Administer all the personnel requirements of the TSAs including:
- Renumeration – ensuring the renumeration is based on work done.
- Dealing with issues of conflict or concern arising from the work
- Health and Safety of TSAs and TSA leads.
- Ensure all are aware and of our business and ethics policy
- Reporting any personnel issue to the project manager
- Termination of any TSA in consultation with the Project Manager
- Hiring of new TSA in consultation with the project manager.
Required Skills or Experience
- The Sales Manager should have experience in successful sales in Ghana.
- Demonstrate a knowledge of
- business models particularly financial aspects
- sales techniques
- use of data to improve sales
- sales data collation and analysis – through spreadsheets or other methods
It would be useful but not essential to have knowledge or experience of:
- Sanitation sales
- Small scale business start-up
- Small scale business operation
- Kumasi Municipal Assembly
- Kumasi Environmental Health Department
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