Faith Based NGO Head of Social Enterprises Job in Nairobi Kenya

Head of Social Enterprises 

Category: Marketing, Sales & Customer Service 

Level: Senior Manager 

Location: Nairobi (Kenya) 

Pay: Competitive 

Three Green Apples Consulting Limited is a consulting practice providing bespoke transformational human resource management services.

Our client, a leading faith based NGO based in Nairobi, is looking to hire the Head of Social Enterprises. 

The position is responsible for management of the organization’s social enterprises which include production and hospitality enterprises, development of appropriate and marketing of responsive products, ensuring the organization maintains effective marketing strategies, building and nurturing customer relationships, identifying business opportunities and maintaining knowledge of market conditions and trends.

Key Responsibilities:

Strategic Management

• Support the development and implementation of the organization’s strategic and business plans.
• Spearhead the development and periodic review of operational plans for Social Enterprises Department.
• Develop annual operating and work plans, management plans and budgets for Social Enterprises Department.
• Develop and maintain productive relationships with key stakeholders through representation, public relations, and networking and collaboration initiatives.

Management of Social Enterprise Units

• Formulate and oversee implementation of strategic and business plans for each social enterprise to encompass high class service, growth and increased revenue, branding, and sales and marketing.
• Monitor present and future trends, practices and systems in the respective social enterprise sectors for appropriate business decisions.
• Provide leadership, guidance and direction to managers/supervisors and staff in respective Social Enterprise Units (Production and Hospitality & Events).
• Monitor and report on the operations, financial performance, and business needs of respective Social Enterprise Units and make recommendations on necessary capital improvements for enhanced growth and development.
• Ensure use of effective cash management systems for each Social Enterprise Unit including revenues, expenditures, inventories and receivables.
• Ensure rationalization of operation costs of each project with an objective to reduce wastage and focus on increased profitability.
• Ensure the preparation and maintenance of work programs, production records and reports.
• Ensure that materials, labor and equipment are used efficiently to meet production targets.
• Ensure timely resolution of production, processing and service delivery problems.

Promotion of Access to Markets

• Formulate, direct and coordinate marketing activities and policies to promote the organization’s products.
• Explore marketing channels for the organization’s products and ensure that existing clients are adequately serviced.
• Develop and maintain a plan for effective management of customer relationships. 
• Undertake periodic market research to ensure enhanced access to markets.
• Direct and coordinate the distribution and marketing of products.
• Prepare and present regular sales and marketing status reports to Senior Management Team.

Human Resource Management

• Ensure compliance with Organization’s Human Resource policies and procedures.
• Provide overall direction and guidance on human resource management matters in the department working in consultation with the Human Resource and Administration Manager.
• Maintain an effective performance management process for the Department.
• Ensure effective selection of staff for the Department under the guidance of the Human Resource and Administration Manager.
• Develop and nurture committed and highly motivated staff in the Department.

General Management and Administration

• Facilitate periodic reviews of operation and administration policies and procedures for the Social Enterprise Units. 
• Ensure existence of adequate security and controls to safeguard facilities, equipment, installations, and products.
• Ensure adherence to security, safety and health policies and procedures for the Social Enterprise Units. 
• Ensure smooth management and coordination of day to day activities and operations of the department.
• Ensure that periodic reports (monthly/quarterly/management) for the Social Enterprise Department are submitted in a timely and accurate manner.
• Ensure the internal monitoring and external evaluation processes and activities of the Social Enterprise Units are carried out.

Other Duties and Responsibilities

• Undertake any other assignment as may be directed by the Executive Director from time to time.

Requirements

• Must have a Bachelor’s degree in Marketing, Business Administration or related field
• A minimum of five (5) years proven relevant experience in business development and marketing.
• Strong leadership capabilities and strategic management abilities.
• Strong analytical skills and good financial analysis skills.
• Strong writing and presentation skills
• Strong communication skills.
• Strong interpersonal relations and team orientation skills.
• Must have initiative, self-motivation, self-drive and ability to work with minimal supervision.
• Ability to work under pressure and to multi task.

Remuneration: The compensation for this position is competitive and negotiable dependent on experience and demonstrable contribution.

If you are interested in the position and have the skills we are looking for, we would like to hear from you. 

Please apply for this position on-line and attach a copy of your updated resume together with details of your current salary and benefit package, at www.careers.tgagroupea.com by 11th July 2014.  

However, the interview process for this position will commence immediately we receive suitable applications.

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Faith Based NGO HR & Admin Officer Job in Nairobi Kenya

HR & Admin Officer 
 

Category: Human Capital 

Level: Professional

Location: Nairobi (Kenya) 

Pay: KShs 35,000 - KShs 40,000

Three Green Apples Consulting Limited is a consulting practice providing bespoke transformational human resource management services 

Our client, a leading faith based NGO based in Nairobi, is looking to hire the HR & Admin Officer. 

The HR & Admin Officer will manage the Human Resource function and support the organization in building and maintaining a highly skilled, competent, committed and productive workforce that subscribe to the organization’s core values; and ensure that the organization has effective and efficient administrative support. 

Key Responsibilities:
 
Technical support on human resources

• Facilitate periodic review and update of Human Resources policies and procedures in line with changes within the organization, local labour laws, and labour practices.
• Monitor compliance with human resource policies and procedures, and labour laws and regulations.
• Provide input on human resource aspects on organizational processes such as strategic planning, proposal development, and general business management.
• Provide support and advice to line managers on human resource issues and processes for uniformity on handling of human resource issues in the organization.
• Keep track of trends and developments in human resource management and advise the organization accordingly.
• Synthesize lessons and experiences for continuous improvement of human resources and administration within the organization’s Foundation and affiliates, and for sharing both within the organization and externally

Staff Recruitment Process

• Coordinate the recruitment process including sourcing, interview and selection.
• Ensure effective management of the employment contracting process (issuance and renewal of contracts, probation, confirmation, and exit).
• Coordinate the orientation/induction process for new employees. 

Staff Development and Performance Management Process

• Coordinate the annual staff performance appraisal process.
• Carry out periodic staff development and training needs assessment. 
• Plan and direct employee development and training programs.
• Develop career development and succession plans.

Reward System

• Coordinate periodic review of the organization’s remuneration policies and practices including periodic salary surveys.
• Manage staff salaries and benefits schemes.
• Coordinate the annual salary review process.
• Liaise with Finance Department to ensure prompt remittance of payroll statutory deductions.

Employee and industrial relations

• Attend to and advise management on industrial relations issues including effective and timely handling of staff grievances and disciplinary issues.
• Coordinate employee related legal issues and advise management on appropriate course of action.
• Keep management informed on changes in labour laws, regulations and practices.
• Ensure that the organization maintains a healthy, creative and safe work environment.
• Manage staff welfare programs and schemes.
• Convene and coordinate general staff meetings.

Staff records

• Ensure that adequate personnel records are kept by the organization.
• Ensure timely update of personnel records.
• Maintain an effective human resources database.

Maintenance of Facilities, Furniture and Equipment

• Ensure that premises, furniture and equipment are well maintained and are in serviceable and good working condition.
• Ensure leases, tenancy agreements, service and maintenance contracts are in place where necessary or applicable.

Administration and Logistical Support

• Ensure that the organization’s procurement system is managed in a prudent and effective manner.
• Keep adequate supply of office stationery and utilities.
• Ensure an effective and transparent procurement and disposal of furniture and equipment.
• Facilitate travel arrangements, procurement of tickets, and hotel bookings for staff and visitors.
• Coordinate the use of vehicles and transportation for the organization.
• Manage the maintenance of vehicles.

Financial Management

• Prepare human resource annual budget and work plan.
• Monitor and control the department’s expenditure to ensure that it is within budget.

Other Duties and Responsibilities

• Carry out any other duties and responsibilities which may be assigned by the management from time to time.

Requirements

• Bachelor’s degree in Social Sciences, Business Administration and human resources
• Higher Diploma in Human Resource Management or related fields
• Should be a member of a recognized professional Human Resource body such as Institute of Human Resource Management (IHRM)
• At least 3 years’ experience in a similar position
• Good interpersonal skills
• Organizational and regulatory skills
• Ready to work under pressure
• Basic counselling, negotiation and mediation skills
• Computer Literate
• Must be flexible, resilient and self-controlled
• Strategy formulation and implementation skills

Remuneration: The compensation for this position is competitive and negotiable dependent on experience and demonstrable contribution.

If you are interested in the position and have the skills we are looking for, we would like to hear from you. 

Please apply for this position on-line and attach a copy of your updated resume together with details of your current salary and benefit package, at www.careers.tgagroupea.com by 11th July 2014.  

However, the interview process for this position will commence immediately we receive suitable applications.

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Female Hospitality Interns Jobs in Kenya

Hospitality Interns (Female)
 

Diploma in hospitality / hotel management or related studies
 

No working experience needed.
 

Must be below 24 years old.
 

Training will be offered on the job.
 

Must be descent, presentable and eloquent.
 

Ability to handle people well   will be an added advantage
 

Must be willing to learn.
 

All applications to be made to titus@kentrain.co.ke and mainamaina83@yahoo.com by 4th July 2014 while indicating the job title in the subject field.

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Clerk of Works Job in Athi River Kenya (KShs 60K - 80K)

Clerk of Works
 

Industry: Real Estate / Property Developer
 

Location: Nairobi, Athi River
 

Salary: Ksh 60,000- 80,000

We are real estate and property developing company located in Athi River Nairobi. 

They seek to hire a Clerk of Works. 

Duties & Responsibilities

• Making sure that work is carried out to the client's standards,
• Ensuring the right specifications, correct materials, workmanship, and work schedule are made
• Interpret Architectural, structural, mechanical drawings and using them when inspecting work
• Making visual inspections
• Taking measurements and samples on site to make sure that the work and the materials meet the specifications and quality standards
• Being familiar with legal requirements and checking that the work complies with them.
• In charge of health and safety and ensuring the site abides to existing regulations
• Advising the contractor about certain aspects of the work
• Carry out on-site assessment prior to commencing work to ensure that the job is ready
• Ensuring that the crew works to job specifications and follows the plans
• Make detailed periodical (weekly, monthly and quarterly) reports on all construction work.
• Monitor the construction activities against a progress chart
• Managing the procurement, storage and issuance of construction materials
• Prepare drawings, bill of quantities and tender documents for new constructions works
• To organize and attend various site meetings

Qualification & Skills

• Degree / Diploma in Structural / Architectural / Civil Engineering or Construction Management
• At least 2 to 4 years experience in construction especially site work
• Other trainings like OSHA & QS are an added advantage
• Experience with both Civil & Structural works
• Excellent use of design software like AutoCAD, Civil 3D, design Prokon, ArchiCAD 
• Must be familiar with site supervision of several staff
• Should be sincere and hardworking
• Excellent communications skills and leadership qualities

If you are up to the challenge, posses the necessary qualification and experience, please send your CV only quoting the job title on the email subject (Clerk of Works Ksh 60-80K) to jobs@corporatestaffing.co.ke before 11th July, 2014

Kindly indicate current/ last salary on your CV

N.B: We do not charge any fee for receiving your CV or for interviewing

Only candidates short-listed for interview will be contacted.

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Construction Company Project Manager Job in Nairobi Kenya

A Project Manager is needed for a building and Construction company in Nairobi
 

Requirement
 

A diploma in building / Construction / Civil Engineering.
 

At least 3 years working experience in similar capacity.
 

Must be very well conversant with civil engineering works
 

Must be able to do costing
 

Must be able to do job valuations
 

Experience as a clerk of works is necessary
 

Must be a male
 

Ability to travel more often
 

Possession of a driving license will be an added advantage.
 

Starting salary is negotiable depending on experience

All the applications to be emailed to titus@kentrain.co.ke and mainamaina83@yahoo.com while indicating the job title by 5th July 2014.

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Mayfair Aviation Sales & Business Development Manager Job in Kenya

Job Title: Manager Sales & Business Development 
 

Industry: Mayfair Aviation Ltd 
 

Location: Nairobi, Kenya 
 

Reporting To: Director – Projects
 

Mayfair Aviation is looking for an Ideal candidate with an experience in Aviation Industry in business development. 

The ideal candidate should be Graduate / Masters in Business Administration with 5-7 Years of Experience, with 2-3 years experience in Aviation Industry.
 

Job Description
 

The Manager Sales & Business Development is responsible for the successful sales and marketing 

The position is accountable for determining and directing necessary business and strategic planning efforts, as well as details of achieving established company goals.  

Position will coordinate with other departments as appropriate.

Manages the activities of the Sales and Marketing function, which includes planning, directing, controlling and monitoring.

Maintain awareness of competitive strategic activities.

Remain current on industry events affecting primary customers and competition.

Attending industry exhibits while promoting name recognition and advertising programs.

Assist in the preparation and delivery of presentations to customers and company management.

Develop and maintain department budget for operating expenses.

Development of personnel within the Sales and Marketing organization through training, coaching, providing direction and providing opportunities for growth and added responsibilities.

Responsible for achieving revenue and contribution goals by establishing long-term business contracts.

Responsible for establishing and retaining customer relationships.

Responsible for implementing marketing sales strategies for prospective customers.

Perform additional duties/assignments as may be required by management

Scope of Work: Inside Sales, Outside Sales, Business Development, Sales Management, Sales & Marketing, Sales Manager, New Business Development, Aviation Sales, Service Sales

Interested candidates should send updated curriculum vitae only to the below address

The Human Resources Officer 
P. O. Box 46279-00100 

Nairobi GPO

OR Email: hr.user13@gmail.com

Applications must be received not later than 31st July 2014 by 5.30pm

The subject of the email should be: Mayfair Aviation - Manager Sales & Business Development
 

Website: www.mayfairair.com

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Business Development Manager Job in Nairobi Kenya (KShs 150K - 170K)

Business Development Manager
 

Industry: Retail / Trade
 

Location: Nairobi
 

Salary: Ksh 150,000- 170,000 basic plus commissions  

Our client is a pioneer supplier of state-of-the-art bottle-free water coolers for businesses in East Africa. 

They seek to hire a Business Development Manager. 

The ideal candidate should have experience selling to the corporate world and handling corporate clients. 

Duties & Responsibilities

• To grow the defined territory with new business prospects
• Selling Point of Use bottle-less coolers
• Pro-actively generating appointments with both customers and prospects
• Sales varying from cold calling, to prospecting to formal sales presentations
• Canvassing is the primary lead generation
• Telephone cold-calling, referrals, use of strategic contacts and events
• Search for new sales opportunities in nearly all business classifications in their territory
• Focus in key corporate markets within the existing customer base and previous customers.
• Evaluate all revenue generating opportunities within a customer or prospect and make referrals as appropriate.
• Meet or exceed targets for sales quota, daily calls, contacts and other metrics as deemed by management,
• Follow the clients Sales Process to successfully generate sales.
• Territory and pre-call planning to prepare for calls and maximize selling time during the day
• Setting objectives for sales calls
• Utilize rapport building skills to create trust and credibility with the customer.
• Use probing questions to discover and evaluate customer’s water needs.
• Test water and inspect current drinking water station(s) and equipment to further determine customer’s needs
• Raising the client’s sense of urgency to act upon these needs
• Utilize several business closing techniques to obtain one-call closes.
• Provide market intelligence concerning regional market conditions, emerging industry trends, competitive product activities and strategies.

Requirements:

• Degree in Business (Sales Marketing)
• Professional certifications are a plus
• 3+ years of business development/ corporate sales experience
• Self motivator with strong teamwork and interpersonal skills
• Ability to communicate, present, and persuade at all management levels.
• Strong analytical, problem-solving, and conceptual skills
• Possess a strong business network
• Proficient skills with MS Office
• Must have or be able to obtain a valid driver’s license
• Personal automobile to drive to appointments preferred
• Car Allowance Training & Laptop provided

If you are up to the challenge, posses the necessary qualification and experience, please send your CV only quoting the job title on the email subject (Business Development Manager- Ksh 150- 170K plus commissions) to vacancies@corporatestaffing.co.ke  before 5th July, 2014

Kindly indicate previous/ current salary on your CV

N.B: We do not charge any fee for receiving your CV in our database nor for interviewing

Only candidates short-listed for interview will be contacted.

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Furniture Company General Sales Manager Job in Nairobi Kenya (KShs 200K - 300K)

General Sales Manager - Furniture Company
 

Industry: Office & Home Furniture
 

Location: Nairobi
 

Salary: Ksh 200,000 - 300,000 basic

Our client is one of the leading home and office furniture company in the country. 

They are in search of a General Sales Manager to head their sales division.

Job Duties and Responsibilities

• Leading, motivating and managing a team of Area Sales Representatives
• Driving sustainable sales growth in different market segments
• Marketing the company portfolio of products
• Further Penetrate the market through selected retail malls, home / furniture / real estate expos, hotels, institutions and private companies
• Developing customer relations and providing excellent customer service
• Increasing our brand presence by developing and nurturing strong community relations
• Developing B2B relationships with key design firms, architects, and commercial accounts
• Coach, motivate, mentor, and develop sales staff and foster a productive team environment.
• To meet the department targets on daily, weekly and monthly basis
• Identify the marketing needs of the company especially business development strategies.
• Responsible for opening new markets in the designated territories
• Prepare strategies and sales plans to realize growth of the market.
• Assign accounts to the sales team
• Follow up on all quotations/ Orders within one week and on a weekly basis.
• Design and implement ATL & BTL Sales & Marketing 
• Maintain knowledge of all vendor products, pricing, options, finishes, details, etc.
• Maintain thorough, up-to-date knowledge of all products, pricing and local competition.
• To evaluate market conditions, and competitor data and implement marketing plans

Qualifications

• Degree in business (Sales & marketing option) from a recognized University or equivalent
• Individuals currently in the high end furniture business wanted
• Should have at least 7 years Sales & Marketing experience
• Sales management expertise in a high pressure, dynamic sales environment
• Proven track record in driving sales and meeting goals
• Computer literacy
• Excellent communication skills
• Good presentation skills
• Should have a  pro-active and positive mind set
• Able to work independently
• Self driven and motivated

If you meet the above requirements send your CV only, to vacancies@corporatestaffing.co.ke , indicating the title (General sales manager- Furniture Ksh 200- 300K) on the subject line before the 14th July, 2014.

We do not charge for interviews.

Please note your current salary on your CV. 

Only shortlisted candidates will be contacted.

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Head of Business Growth and Development (Banking) Job in Kenya

a Business Strategy Consultancy is in need of a Head of Business Growth and Development who will be expected to aggressively drive the bank growth and profitability targets by identifying, developing and maintaining relationships with customers as well as providing leadership to all staff. 

Key Responsibilities 

• Mobilize deposits to meet bank targets
• Ensure 100% compliance to the Bank’s policies and procedures 
• Build and manage suite of dedicated, standardized Business Banking products tailored to local needs 
• Manage Business plans: Budgeting, Forecasting, control and evaluation of bank operations 
• Developing and Monitoring Business Banking Strategy 
• Set sales targets for in coordination with Business Banking Relationship Manager and Business Banking Acquisition Manager and monitor their achievement to ensure that budgeted targets are met 
• Develop new markets and segments to enhance sales and market share targeting corporate clients and ability to acquire various partnerships with local supermarkets and merchants
• Work with other departments to identify evolving Business Banking product needs and maintain sales efficiency of all Business Banking products. 
• Develop an excellent understanding of the Business Banking market, identifying key trends, regulations, client’s needs and the activities of competitors to use this knowledge to formulate strategy and react quickly to changes in the market 
• Proactively transfer market knowledge to staff and other teams to feed into service and product development
• Promote the Bank’s brand and image 
• Build and develop a high performing team
• Ensure agency bank growth through product development, new acquisitions and expansion and deepening of existing relationships 
• Understand and provide clear direction on all bank operations

Qualifications, Knowledge and Experience

• Bachelor degree required, MBA/ Masters degree preferred 
• Good knowledge of Business Banking products and customer needs 
• Management experience and track record of successful business strategy 
• Demonstrated ability to manage and inspire staff 
• Holders of banking professional qualifications such as AKIB, ACIB will have an added advantage. 
• Strong Computer proficiency
• 5 + years of work experience, Agency Banking knowledge would be an advantage
• Re-engineering of Business, technology & operational processes
• Project management skills
• Excellent communication skills and the ability to interact with Directors, customers, vendors, partners, sales, IT and Operations

Desired Skills and Ability 

• People management skills 
• Sales/Marketing skills 
• Financial analytical skills 
• Financial Solutions skills 
• Leadership skills 
• High standards of integrity and ethics
• Relationship Building 
• Customer service skills 
• Strong communication and negotiation skills 
• Excellent interpersonal skills

If you believe you qualify for this position, please send your CV and details of your current and expected remuneration to resume@interviewupconsulting.com

Only qualified candidates will be contacted and please indicate on the Subject Heading position you are applying for.

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Research & Development Officer (Food) Job in Nairobi Kenya

Position: Research & Development Officer – Food

Industry: Agriculture
 

Location: Nairobi 

Our client, a company with interests in agrochemicals, water and waste water treatment, food (milling and baking enzyme) and dairy ingredients is looking for a Research and Development officer. 

The ideal candidate should be young and must have worked in the Milling and Baking industry.

Key Tasks and Responsibilities

• Develop Cereal  Enzymes  Wheat Flour Improvers and Bread Baking  Improvers
• Develop New  Foods Product Formulations  to support market demands
• Support  trouble shoot and resolve  customers technical  processing challenges
• Plan, Support  and carry out trails and test baking exercises at  customers  manufacturing sites  and  support the sales initiatives
• Develop  a robust  field sales support and working relationship  to  drive customer satisfaction
• Establish and maintain new  technology  and expertise within the company with a view of its being used to drive customer support in the Milling and Baking Industry

Professional Skills and Competencies 

• Should have a minimum  Bachelor of Science Degree  In  Food Science and Technology with  Upper 2nd Class Honors
• The Individual should be 25-30 years of age.
• Should have specialized in Wheat Flour Milling and Bread Baking Technology.
• Should have gained 2-3 years experience in the Milling and Bread Baking Industry as a Technical Resource person.
• Should have experience in the launch of new products.
• Should be a self driven, passionate  individual in the area of Bread Baking and Customer Support
• Should have a clean Driving License

To apply, send your CV only to tessie@flexi-personnel.com before Saturday, 12th July 2014. 

Clearly indicate the position applied for and the minimum salary expectation on the subject line. 

Only qualified candidates are encouraged to apply

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Lokipetot Community Food Security Project Enterprise Manager Job in Lodwar Kenya

Job Advertisement: Enterprise Manager
 

Lokipetot Community Food Security Project is located about 8 km out of Lodwar along Lodwar - Lorugum road.

Lokipetot Community Food Security Project has recently entered into a grant partnership with African Development Foundation through their partner in Kenya, CEZAM Consultants and Associates. 

We are recruiting a self motivated Enterprise Manager as per requirements below: 

The Enterprise Manager to be based in Lokipetot, Lodwar, Turkana County and working within the framework of Lokipetot Community Food Security Project.
 

Qualifications

• In possession of at least a Diploma in Community Development, Social Work and Agriculture or any other related course from a recognized institution in Kenya.
• An experience of at least two years in community development, enterprise development for CBOs, NGOs or other sustainable livelihoods, community sensitization, community mobilization and capacity building.
• Excellent communication skills in English and Swahili. Knowledge of Ngaturkana is an added advantage.
• Computer literacy in Microsoft Office (especially Word and Excel).
• Excellent interpersonal and teamwork skills and ability to adapt to rapidly changing external constraints under pressure with minimum supervision.
• Ability to network, influence, advocate and lobby on behalf of the group to mobilize resources
• Portrays excellent marketing and public relations skills.

Duties and Responsibilities

• Lead in planning the project activities to ensure achievement of scope within the budget and timeline.
• Coordinate the group activities with the leadership, members, staff and stakeholders (Donors, government, NGOs, FBOs).
• Monitor performance indicators and supervise staffs that are assigned to the project to deliver their work.
• Institute and maintain efficient and effective control systems to enhance accountability, transparency and value for money( HR, Financial Management, Procurement and Resource Mobilization policies)
• Network and identify potential donors and markets opportunities that would be appropriate for Lokipetot community progress. The identified market niches should be to the advantage of the group.
• Ensure the smooth organization, administration and operation of the project office and its assets.
• Lead in the preparation of quality and timely reports to the stakeholders in the right formats and frequencies.
• Maintain regular and appropriate channels of communication with ADF, CEZAM and other relevant stakeholders in line with the aims and objectives of Lokipetot Community Food Security Project.
• Foster and promote participatory development approaches, ownership and sustainability.
• The Enterprise Manager will perform all duties related to his/her position and additional duties that may be assigned from time to time.

How to Apply
 

Please submit your CV and cover letter with three references and day time telephone to
lokipetotcfsp@gmail.com.

The subject line must include: “ENTERPRISE MANAGER”.

Applications must be submitted not later than 15th July, 2014.

Only shortlisted candidates will be contacted.

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