AKI Holdings

Managing Directors Message

Our focus for 2016 to 2020 is to ensure that our investment strategies are aligned, to
ensure that our risk management, financial and operational systems and processes
are relevant, while our cost and expenditure levels are sustainable.

Trough a careful and considered executive management strategy, we will focus on preserving
the hard-won real purchasing power, capacity and flair of our diversified investment base.

We will continue to plan to sustain staffing, revenue and funding to deliver our vision and
mission.

We will continue to develop the social and environmental fabric in which we operate, by
aligning business, investment and opportunity with socio-economic and
environmental development priorities.

We will continue to focus on identifying and then responding, rapidly and with agility, to
any new opportunities that may be presented, identified or created.
 Business Model
Our business model enables our growing team of consummate professionals to:
do the simple things exceptionally well;
continue to maintain our momentum by identifying opportunities for growth in market
segments where we can really make a difference.

INVESTING WISELY AND DECISIVELY

A healthy balance sheet, flexibility and committed management allow us the capability and
confidence to make bold investments within prudent financial parameters.
.
WE OPERATE IN STRATEGIC MARKETS
We operate in and seek entry to markets:
with significant growth potential:
Where our experience and expertise can develop or stimulate the businesses we identify,
initiate or acquire.

WE OPERATE EFFICIENTLY
We focus on doing the simple things better: putting in place:
Better systems, better infrastructure,
Better technologies and
Better processeseverything from construction and delivery logistics to point of sale
equipment.

WE DEVELOP and EMPLOY TALENTED PEOPLE

The diversity of nationalities, cultures and experience across our teams are a great strength for
Elite World: we train our people well, trust them to accept responsibility and allow them to excel.

WE ARE RESPONSIVE
Empowering talented people keeps us in touch with our customers unique requirements; our
growing network ensures we are where they need us to be.
AKI Investments - Current Structure

Managing
Managing Director
Director

Operations
Operations
Manager
Manager
Accounts
Accounts
Assistant
Assistant

Sales
Sales &
& Marketing
Marketing Business
Business Development
Development
Executive
Executive Manager
Manager

MD
MD Statement
Statement Innovation
Innovation and
and Efficiency
Efficiency To
To Deliver
Deliver Growth
Growth
Managed
Managed Growth
Growth and
and Increased
Increased Efficiency
Efficiency are
are Essential
Essential as
as it
it Strengthens
Strengthens Organisations
Organisations and
and
Drives
Drives the
the Capital
Capital Gains
Gains that
that Fuel
Fuel Cash
Cash Flow,
Flow, Increased
Increased Sales
Sales and
and Marketing
Marketing as
as well
well as
as Business
Business
Development
Development Efforts
Efforts and
and therefore
therefore the
the Identification
Identification and
and Exploitation
Exploitation ofof New
New Opportunities.
Opportunities.
Efficiency
Efficiency and
and Growth
Growth Allow
Allow for
for Advantages
Advantages ofof both
both Scale
Scale and
and Scope,
Scope, Deliver
Deliver Funds
Funds for
for Re-
Re-
investment,
investment, and
and Create
Create Opportunities
Opportunities for
for Margin
Margin Expansion
Expansion and
and Increased
Increased Return
Return on
on Investment
Investment
(RoI).
(RoI).
Innovation
Innovation isis a
a system:,
system:, aa mixture
mixture of
of insight
insight and
and creativity,
creativity, as
as well
well as
as aa disciplined
disciplined process
process
that
that consistently
consistently promotes
promotes progress.
progress. This
This system
system has
has three
three major
major components:
components: aa strategy
strategy
AKI Investments - Proposed Structure
Managing
Managing Director
Director

Legal
Legal Council
Council Subsidiaries
Subsidiaries

Operations
Operations Accountant
Accountant Management
Management
Manager
Manager Consultant
Consultant

Sales
Sales &
& Marketing
Marketing Business
Business Development
Development
Executive
Executive Manager
Manager

Sales
Sales Assistant
Assistant Accounts
Accounts Office
Office
Daytona
Daytona Assistant
Assistant -- FOREX
FOREX Assistant/H
Assistant/H
R
R
Management
Management
Information
Information System
System
Strategic
Strategic Planning
Planning

Business
Business
Development
Development
Risk
Risk Management/
Management/
Business
Business Continuity/
Continuity/
Compliance/Partner
Compliance/Partner
Job Description and Key Result Areas (KRAs)

Manager - Operations
Working with the management team, the position also contributes to the development
and implementation of organizational strategies, policies and practices. This position
will also interact with the Management Team

Broad roles and responsibilities of the Manager - Operations.

Logistics Management: The Manager - Operations ensures acquisitions and
purchases including goods and services for clients at an acceptable
standard and generates positive feedback from clients. The
Manager - Operations may interact with the employees, prepare
reports on the current condition of logistics, and recommend and
decide on the next course of action.
Budget Management: The Manager - Operations may obtain the requirements
for logistics and coordinate with the Accounts assistant to obtain
the necessary approval for the budget. The manager ensures that
quality equipment are procured within the budget.
Operational Strategy Apart from logistics management, the Manager -
Operations plays a key role in mapping out the overall operational policy.
The Manager - Operations could also formulate suggestions on
how to make an optimum use of the resources of the
organization (for example: Enterprise Resource Planning and Supply
Chain Management).
Job Description and Key Result Areas (KRAs)

Manager - Operations

Broad roles and responsibilities of the Manager - Operations.

Manage support services: Each support service has its own set of capabilities and
key responsibility areas that finally contribute to the organizational
goal. The Manager - Operations plays a vital role in maximizing the
output of the various support services such as, IT, finance and HR.

Managing third party relations: An organization may make use of different third
party services, such as security, administrative assistants, and office
conveyance. The operational manager needs to ensure that standard
procedures are followed when third parties are hired. Also, the
manager needs to ensure that the necessary administrative and legal
formalities are completed. Lastly, the manager ensures that the third party
properly executes the agreed terms and conditions.
Job Description and Key Result Areas (KRAs)

Manager - Operations

Broad roles and responsibilities of the Manager - Operations

Policy Formulation: Formulating policy is one of the core duties of the Manager -
Operations. Companies must operate and function on a daily basis within a
prescribed set of guidelines. These guidelines are generally established by
operations managers. These can include how different departments within
the company or organization communicate and cooperate with one
another. Policies can also include disciplinary actions taken when employees
break company rules.
Planning: The planning of various company operations and activities is another
major concern of the Manager - Operations. With the Managing Director,
the Manager - Operations determines which products are bought and sold,
what prices they are bought or sold for and to whom they will be
marketed, The operations manager also helps plan and coordinate activities
between various departments such as determining what types of sales
promotions the company will engage in.
Job Description and Key Result Areas (KRAs)

Manager - Operations

Broad roles and responsibilities of the Manager - Operations

Controlling Resources: Controlling major company resources is yet a third major
function of the Manager - Operations. The Manager - Operations oversee the
Implementation of payroll policies and procedures, how much employees
are paid, how funds are allocated for benefits packages and how other funds
are spent to keep the company operating smoothly on a day-to-day basis.
Operations managers regularly review financial statements to ensure that the
company is operating as efficiently and as profitably as possible.
Communication: A final core responsibility of the Manager - Operations
communicates with other management professionals within the organization to
keep the company running smoothly, and communicating with other
companies and organizations with which the company does business. The
Manager - Operations is responsible for putting together reports and
financial statements that are essential for other top executives within the
company or organization.
Job Description and Key Result Areas (KRAs)

Manager - Operations

Responsibilities:
Improve the operational systems, processes and policies in support of organizations
mission -- specifically, support better management reporting, information flow and
management, business process and organizational planning.
Manage and increase the effectiveness and efficiency of Support Services (Office
Management, HR, IT), through improvements to each function as well as
coordination and communication between support and business functions
Play a significant role in long-term planning, including an initiative geared toward
operational excellence.
Oversee overall operational and logistical management, planning, systems and
controls.
Management of budget in coordination with the Managing Director.
Contribute to Development of individual program budgets
Regular meetings with Managing Director around operational planning.
Supervise and coach office manager on a weekly basis.
Job Description and Key Result Areas (KRAs)

Manager - Operations

Responsibilities by Function
Oversee monthly and quarterly assessments and forecasts of organization's
financial performance against budget, financial and operational goals.
Assisting Managing Director and Board in creating annual organizational budget
and monitoring cash flow..
Assist the Account Assistant in Administering payroll and employee benefits and
organizational insurance.
Ensure that Accounting Department requests are resolved and communicated in a
timely manner to internal and external parties.
With the Management Team, Develop long-range forecasts and maintain long-range
operational plans.
Ensure Accounts Develop, maintain and monitor systems and procedures capturing
all billings and receipts and for the recording of all revenue transactions,
recommend and implement improvements to systems.
Liaison with all outside vendors.
Job Description and Key Result Areas (KRAs)

Manager - Operations
Additional Responsibilities by Function
Overall supervision of staff
With Business Development Manager, develop business through acquiring new
clients, retaining existing ones, and broaden the customer base by gaining new and
repeat business and through customer visitation (prospecting)
With Sales, Marketing and Business development, Develop and implement sales
plans, ensuring achievements of sales targets.
Gathering market intelligence for use in business development, sales and
marketing strategies.
Preparation of tender documents for submission to procuring entities.
Acting as an interface/liaison between the company and the customers through
Implementation and management of customer relations programs
Participate in the formulation of human resources policies, plans and budgets to
enhance implementation of business strategies.
Advise management on changing Labour and Employment Laws of Malawi and
other government regulations.
Implement, review and provide advice to staff on conditions of service for AKI
Investments
With management Team and HR, Manage staff recruitment, selection, orientation
and placement.
With Accounts, Manage remuneration and employee benefits
Collaborate with line managers in managing health, safety and welfare issues for all
employees.
Design, implement, and evaluate performance management processes for the
company.
Take a leading role in organizational development and organizational structures to
Job Description and Key Result Areas (KRAs)

Manager - Operations

Additional Responsibilities by Function

Coordination and Supervision - Coordinate, manage and monitor the workings of
various departments in the organization.
Financial - Review financial statements and data. Utilize financial data to improve
efficiency. Prepare and control operational budgets. Control inventory. Recommend
effective strategies for the financial well-being of the Company
Best Practices - Improve processes and policies in support of organizational goals.
Formulate and implement departmental and organizational policies and procedures
to maximize output. Monitor adherence to rules, regulations and procedures.
Human Resources Working with the MD plan the use of human resources. Assist
in recruitment and placement of required staff; establishment of organizational
structure; delegation of tasks and accountabilities. Establish work schedules.
Supervise staff. Monitor and evaluate performance in partnership with the MD.
Communication - Monitor, manage and improve the efficiency of support services
such as IT, HR, Accounts and Finance. Facilitate coordination and communication
between support functions.
Strategic Input - Liaison with Board and MD. Assist in the development of strategic
plans for operational activity. Implement and manage operational plans.
Risk Management - Oversee organizational insurance policies. Ensure health and
Safety committee meetings are held and tasks assigned.
Job Description and Key Result Areas (KRAs)

Business Development
Manager
A Business Development Manager works to improve an organizations market position
and achieve financial growth. This person defines long-term organizational strategic
goals, builds key customer relationships, identifies business opportunities, and with
the sales and marketing team, negotiates and closes business deals to assure that the
organization is capable of implementing the growth opportunity successfully, while
maintaining extensive knowledge of current market conditions.

Business development is defined as the tasks and processes concerning analytical

preparation of potential growth opportunities, and the support and monitoring of the
implementation of growth opportunities, but does not include decisions on
strategy and implementation of growth opportunities.
The business developer is concerned with the analytical preparation of potential
growth opportunities for the senior management or Management Team as well as the
subsequent support and monitoring of its implementation. Both in the development
phase and the implementation phase, the business developer collaborates and
integrates the knowledge and feedback from the organizations specialist functions, for
example, research and development, production, marketing, and sales to assure that
the organization is capable of implementing the growth opportunity successfully.
Job Description and Key Result Areas (KRAs)

Business Development
Manager
New Business Development
Prospect for potential new clients and turn this into increased business.
Cold call as appropriate within your market or geographic area to ensure a robust
pipeline of opportunities.
Meet potential clients by growing, maintaining, and leveraging your network.
Identify potential clients, and the decision makers within the client organization.
Research and build relationships with new clients.
Set up meetings between client decision makers and companys practice
leaders/Principals.
Plan approaches and pitches.
Work with team to develop proposals that speaks to the clients needs, concerns,
and objectives.
Participate in pricing the solution/service.
Handle objections by clarifying, emphasizing agreements and working through
differences to a positive conclusion.
Use a variety of styles to persuade or negotiate appropriately.
Present an image that mirrors that of the client.
Helping in preparation of tender documents for procuring entities.

Client Retention
Present new products and services and enhance existing relationships.
Work with technical staff and other internal colleagues to meet customer needs.
Arrange and participate in internal and external client debriefs.
Acting as an interface between the company and the customers.
Proactively interact with customers to gauge satisfaction levels with company
Job Description and Key Result Areas (KRAs)

Business Development
Manager
Business Development Planning
Attend industry functions, such as association events and conferences, and provide
feedback and information on market and creative trends.
Present to and consult with mid and senior level management on business trends
with a view to developing new services, products, and distribution channels.
Identify opportunities for campaigns, services, and distribution channels that will
lead to an increase in sales.
Using knowledge of the market and competitors, identify and develop the
companys unique selling propositions and differentiators.

Management and Research

Submit weekly progress reports and ensure data is accurate.
Ensure that data is accurately entered and managed within the companys CRM or
other sales management system.
Forecast sales targets and ensure they are met by the team.
Track and record activity on accounts and help to close deals to meet these targets.
Work with marketing staff to ensure that prerequisites (like prequalification or
getting on a vendor list) are fulfilled within a timely manner.
Ensure all team members represent the company in the best light.
Present business development training and mentoring to business developers and
other internal staff.
Research and develop a thorough understanding of the companys people and
capabilities.
Understand the companys goal and purpose so that will continually lead to
enhance the companys performance.
Job Description and Key Result Areas (KRAs)

Business Development
Manager
Manage and analyze the data to produce sales management information. Such
management of information could include:
Reasons for wins/losses
Progress of opportunities in relation to the sales process
Top performing sales people/sales channels
Sales of services/products

Additional duties of the Business Development Manager include:

Responsible for the overall management of all strategic Customer Relationship
activities.
Provide market feedback to the company leadership regarding competitive
offerings, prospect needs and generate product development ideas.
Drive increased revenue and profit to achieve the Company`s ambitious growth.
Working to stringent targets, the job holder will be required to adopt a professional
and knowledgeable approach to each new business call.
Planning and coordinating the implementation of business plans and the
penetration of new markets
Job Description and Key Result Areas (KRAs)

Marketing and Sales

Executive
Accomplishes business development activities by researching and developing
marketing opportunities and plans; implementing sales plans; managing staff
Marketing executives aim to maximise profits through developing sales strategies that
match customer requirements and promoting products, services or ideas.
Marketing and Sales Executive
Accomplishes marketing and sales human resource objectives by recruiting,
selecting, orienting, training, assigning, scheduling, coaching, counseling, and
disciplining employees; communicating job expectations; planning, monitoring,
appraising, and reviewing job contributions; planning and reviewing compensation
actions; enforcing policies and procedures.
Achieves marketing and sales operational objectives by contributing marketing and
sales information and recommendations to strategic plans and reviews; preparing
and completing action plans; implementing production, productivity, quality, and
customer-service standards; resolving problems; completing audits; identifying
trends; determining system improvements; implementing change.
Meets marketing and sales financial objectives by forecasting requirements;
preparing an annual budget; scheduling expenditures; analyzing variances;
initiating corrective actions.
Determines annual and gross-profit plans by forecasting and developing annual
sales quotas for regions; projecting expected sales volume and profit for existing
and new products; analyzing trends and results; establishing pricing strategies;
recommending selling prices; monitoring costs, competition, supply, and demand.
Accomplishes marketing and sales objectives by planning, developing,
implementing, and evaluating advertising, merchandising, and trade promotion
programs; developing field sales action plans.
Identifies marketing opportunities by identifying consumer requirements; defining
market, competitor's share, and competitor's strengths and weaknesses;
Job Description and Key Result Areas (KRAs)

Marketing and Sales

Executive
Accomplishes business development activities by researching and developing
marketing opportunities and plans; implementing sales plans; managing staff

Marketing and Sales Executive - responsible for:

Analysing and investigating price, demand and competition
Devising and presenting sales and marketing ideas and strategies
Promotional activities
Compiling and distributing sales financial and statistical information
Writing and presenting sales and marketing reports
Organising events and product exhibitions
Monitoring sales and marketing performance
Developing a web presence and managing campaigns on social media
Provide front line office sales and marketing activities and attend to clients
enquiries
Manage customer accounts as and when required
Provide administrative support when required
Making outbound and inbound sales calls as well as attending to clients enquiries
Visiting clients as and when required
Maintain and log a client database for office needs
Identifying clients to follow up and generate further interest and revenue streams
Handling clients queries regarding service by logistics/production team.
Following up on clients jobs from acquisition to delivery of the delivered products
to the client.
Gathering market intelligence for use in sales strategies.
Helping in preparation of tender documents for procuring entities by obtaining
prices from different suppliers
Job Description and Key Result Areas (KRAs)

Accounts assistant
One of the main skills needed for accounts assistant is the ability to pay attention to
detail. Accounting assistant must handle accounting transactions with as few errors as
possible. Many accounting assistant handle a lot of paperwork, so they must be well-
organized. Accounting assistant are responsible for much of a companys sensitive
financial information, and should handle transactions discreetly and possess integrity.
They must understand basic accounting principles.

Common duties include applying customer payments and balancing accounts, paying
invoices, cash book and bank reconciliations and payroll, produce and distribute
reports for managers to review.

Accounting Clerk Job Duties:

Maintains accounting records by making back-ups, copies; filing documents.
Reconciles bank statements by comparing statements with general ledger.
Maintains accounting databases by entering data into the computer; processing
backups.
Verifies financial reports
Determines value of depreciable assets.
Protects organization's value by keeping information confidential.
Updates job knowledge by participating in educational opportunities.
Accomplishes accounting and organization mission by completing related results as
needed.
Manage petty cash and daily expenditure
Managing Requisitions for petty cash Fuel, Airtime, Petties and Incidentals
Update, Maintain the SAGE Accounting System
Job Description and Key Result Areas (KRAs)

Accounts assistant

Accounting/Balancing accounts
Receipting and depositing cash and cheques
Reconciliation of Creditors Accounts
Reconciliation of Debtors Accounts
Preparation of bank reconciliation for review by management
Receiving, storing and issuing of inventories
Preparation of monthly inventory report
Preparation of monthly Financial report
Preparing statements showing income and payments
Completing VAT returns
Checking that accounts are accurate
Helping to prepare Annual financial Statements
Dealing with sales invoices, receipts and payments
Arranging purchase orders
Using computerised accounting systems and maintaining accurate records
Giving administrative support to external accountants
Managing the IT environment
o Taking Weekly Backups
o Ensure Software is up-to-date
Planning and providing the company with cost effective transport system and
developing proper transport control system
Facilitating company implementations according to plans and budget
Ensure that all the company property and offices are secure and well managed
Job Description and Key Result Areas (KRAs) Management
Management
Information
Information System
System
Strategic
Strategic Planning
Planning
General Manager
Business
Business
Management consulting is the providing to management of objective advice and
Development
Development
assistance relating to the strategy, structure, management and operations of an
Risk
Risk Management/
Management/
organization in pursuit of its long-term purposes and objectives. Such assistance
Business may
Business Continuity/
Continuity/
include the identification of options with recommendations; the provision of an
Compliance
Compliance
additional resource and/or the implementation of solutions.
Strategic General Managers advise organisations about key strategic issues
concerning progression, as well as how to improve profitability, competitive
advantage, INCREASED value and efficiency.
General Managers provide strategic, unbiased and objective advisory services which
assist organisations in improving productivity and overall performance.
Advisory expertise covers areas such as change management, financial performance,
marketing, business restructuring, and human resources, with an emphasis on
managing profitability, risks and costs.

General Manager Function:

Determining and clarifying strategic and operational problems via consultation and
recommending solutions
Reviewing current strategy
Undertaking research into the industry sector, markets and competitors
Collecting, analysing and interpreting data and statistics
Compiling and presenting information verbally, visually and in writing
Identifying and assessing the advantages, disadvantages and risks concerning
possible strategies
Clearly outlining and gain consensus to objectives
Developing, advising about and implementing agreed solutions
Provide strategic, unbiased and objective advisory services which assist
Job Description and Key Result Areas (KRAs) Management
Management
Information
Information System
System
Strategic
Strategic Planning
Planning
General Manager
Business
Business

Development
Development
1. Identify, Present and Interpret Information to:
Risk
Risk Management/
Management/
a) Formulate Strategy; Business
Business Continuity/
Continuity/
b) Plan, Measure, Evaluate and Control Activities; Compliance
Compliance
c) Assist Decision making;
d) Optimise use of Resources;
e) Safeguard Assets.
2. Ensure that there is effective:
a) Formulation of plans to meet Objectives (Strategic Planning)
b) Formulation of Short-term Operational Plans (Budget/Cost/Profit)
c) Application and use of finance (Financial Management)
d) Recording of transactions (Cost Accounting)
e) Communication of Financial and Operating Information (MIS)
f) Alignment of Budgets, Plans and Results (Financial Control)
g) Reviewing and reporting on Finance, Systems and Operations (Internal and
Management Audit)
Job Description and Key Result Areas (KRAs)

General Manager

General Manager Function:
Coordination and Supervision - Coordinate, manage and monitor the workings of
various departments in the organization.
Financial - Review financial statements and data. Utilize financial data to improve
efficiency. Prepare and control operational budgets. Control inventory. Recommend
effective strategies for the financial well-being of the Company
Best Practices - Improve processes and policies in support of organizational goals.
Formulate and implement departmental and organizational policies and procedures
to maximize output. Monitor adherence to rules, regulations and procedures.
Human Resources Working with the MD plan the use of human resources. Assist
in recruitment and placement of required staff; establishment of organizational
structure; delegation of tasks and accountabilities. Establish work schedules.
Supervise staff. Monitor and evaluate performance in partnership with the MD.
Communication - Monitor, manage and improve the efficiency of support services
such as IT, HR, Accounts and Finance. Facilitate coordination and communication
between support functions.
Strategic Input - Liaison with Board and MD. Assist in the development of strategic
plans for Strategic and operational activity. Implement and manage Strategic
plans.
Risk Management - Oversee organizational insurance policies. Ensure health and
Safety committee meetings are held and tasks assigned.
Job Description and Key Result Areas (KRAs)

General Manager
REQUEST FOR PROPOSAL (RFP) COORDINATION

With the Management team, specifically the Business Development Team and the
Manager Operations, ensure the Company secure the best resources and solutions
for the best price through comprehensive proposal development and management
services.

Provide leadership, guidance and resources to ensure the organization gets exactly
what it needs for the best possible price and the lowest risk of failure.

Supplier Marketplace Analysis

Request for Information (RFI) Development
Request for Proposal (RFP) Development
Proposal Review and Analysis
Supplier Selection Tools and Consulting
Cost, Price and Contract Negotiation
Job Description and Key Result Areas (KRAs)

General Manager
Business development CAPTURE MANAGEMENT ASSISTANCE

With the Management Team, Capture Management assistance to increase the

probability of winning a contracts, including government contracts, from planning and
organizing a strategy, to developing relationships, to ultimately winning the bid,

Researching and Gathering Information

Developing Relationships
Analyzing Elements of a Win Strategy
Designing the Solution (technical elements, resource levels, pricing, timeline)
Assembling a Capture Plan
Validating the Solution
Developing the Proposal
Job Description and Key Result Areas (KRAs)

General Manager
PROJECT AND PROGRAM MANAGEMENT

With the Management Team, focus on the day-to-day operations and/or desired core
competencies :

Program Management Operations

P&L Management
Change Management
Supplier Management
Contract Management
Subcontractor Management
Program Strategy
Risk Management
Customer Relationship Management
Governance and Compliance
Process Improvements
Quality Assurance/ Control