Terms of Reference for Sales training for Biogas Technicians
  1. Background
Energy for Agriculture (E4A), a Swedish International Cooperation Agency (SIDA) supported renewable energy project and implemented by SNV Netherlands Development Organization, Zambia intends to develop the biogas market in Zambia to increase access of households, public services, and businesses to renewable energy technologies, especially biodigesters.
The project aims to develop viable markets for productive biodigesters that will lead to improved livelihoods through increased savings on conventional fuel sources and income generation from the productive use of biodigester products -biogas and bioslurry. In addition to triggering consumer demand through promotion, awareness raising and access to finance, the project envisages developing the supply of biodigesters and productive appliances through skills development and result-based finance incentives, and create an enabling environment that supports market development.
Doing so, the project envisages contributing to national aim of poverty reduction by improving livelihoods and quality of life of rural farmers; reducing impacts of biomass resource depletion; and supporting national goals of food production and livestock development. The project will establish a solid foundation in the country to implement large-scale domestic biogas project in the long run.
Under the framework of the project, E4A is supporting the construction and effective operation of domestic biodigesters of sizes ranging from 4 cum to 21 cum. Major focus is being given for awareness building, promotion & marketing, capacity strengthening, quality assurance as well as popularisation & dissemination of biodigester technology at the grassroots level.
For Zambia’s biogas sector to be commercially viable, eventually Biogas Masons (BMs) and Biogas Construction Enterprises (BCEs) will be the prime responsible entities for promotion and marketing of their services. At the start of the programme, however, the programme’s Biogas Technicians, besides their technical task, will be the main actors on promotion.
With a target of 1000 biogas installations for 2016, much will depend on the promotion and marketing, and more particular, sales skills of these BTs and the core team of the E4A programme.
For that purpose, the project is looking for initial SALES training and subsequent SALES coaching of its core team (E4A BTs, line and support staff, Technobrain CSC operators).
  1. Objective of the Assignment
The main objective is to instill knowledge, skills, structure and attitude in E4A’s core project staff for them to be able to reach their production targets in a professional manner.
The selected consultant or consulting firm shall perform the following tasks:
  • Design –in consultation with E4A management- a comprehensive SALES training and coaching trajectory for core project staff
  • Design and implement a short initial training course on SALES;
  • Design a SALES monitoring and assessment framework for the programme;
  • Design and implement a coaching / refresher SALES training trajectory, following through on the initial training and the field experiences, and;
  • Design and provide programme staff with adequate SALES review material.
The group of trainees shall consists of approximately 10 women and men, all bachelor degree holders.
  1. Expected Outputs and Deliverables
The main output of the assignment will be the SALES (refresher) training courses and SALES support trajectory. The consulting firm should submit the following deliverables:
  1. Training plan and schedule
  2. Training materials and documentation
  3. One initial and one refresher training course
  4. Two coaching sessions (quarterly)
  5. Monitoring and assessment framework
  1. Approach and Methodology
The SALES training shall address the specific issues in promotion and marketing of domestic biogas. For that reason, interested consultants / consulting firms may contact the project to receive a biogas information packet, and for that reason, the consultant / consulting firm will work closely with the project’s senior staff in the initial design of training trajectory.
  1. Budget and Resources
The consulting firm should clearly indicate in its proposal the total costs of carrying out the assignment including remuneration, DSA, travel and transportation fees and any other sundry expenses that may be needed to complete the assignment. The consultant should also mention about the supports and resources expected from E4A/SNV to successfully carry out the assignment.
  1. Timeline
The total duration of the assignment will be about 6 months after the initial training and shall follow the steps as detailed under paragraph 2.
The study will be carried out in the period from March – October 2016. The consultant should propose detailed schedule and milestones of the assignment with the letter of interest.
  1. Competency of the Consultant / consultancy firm
The team of consultant / consultancy firm shall have a record of accomplishment in vocational training and coaching and the monitoring thereof. The following basic competencies are expected:
  • Educational qualification and professional experiences in designing and conducting tailor-made sales and marketing training.
  • Proven experience of developing an original sales strategy and marketing tools/techniques
  • Demonstrated public speaking, presentation and marketing skills
  • Proven track record of developing new methods and innovations in the sales field
  • Proven experience in organizing and conducting training on sales and marketing of renewable energy products will be an added advantages.
  1. Evaluation Criteria
The proposals received will be evaluated using the following criteria and other relevant criteria as may be considered appropriate by evaluation / review committee:
  • Relevant qualifications and years of experience.
  • Relevant work experience of the proposed team members.
  • Depth of proposal in addressing the ToR.
In case of non-availability of enough bidders, a single source service provider will be hired.
  1. Application Procedure
Interested consultants should submit a proposal detailing the background and record of accomplishment, methodology, work-plan, and staff profile amongst others, together with a separate financial proposal detailing itemized costs of services to SNV Zambia within two (2) weeks from the date of the advertisement.
Submissions are to be made available to SNV no later than the 31st May, 2016 at 10:00. 
Further information is available from:
The Renewable Energy Sector Leader,
SNV Zambia
Proposals can be submitted to:
The Senior Procurement Officer,
SNV Zambia,
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