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UNITED NATIONS INDUSTRIAL DEVELOPMENT ORGANIZATION
TERMS OF REFERENCE FOR PERSONNEL UNDER INDIVIDUAL SERVICE AGREEMENT (ISA)
Title:
Main Duty Station and Location:
Mission/s to:
Start of Contract (EOD):
End of Contract (COB):
Number of Working Days:
National expert in carpet-weaving and
embroidery/textile sectors: marketing and distribution
channels
Home based
Local travel in Tajikistan as appropriate
September/October 2015
3 months with possible extension
ORGANIZATIONAL CONTEXT
UNIDO is a specialized agency of the United Nations that promotes industrial development for poverty
reduction, inclusive globalization and environmental sustainability. Assisting developing countries and
countries with economies in transition in the development, acquisition, adaptation and management of new
technologies is among the core services of the Business, Investment and Technology Services Branch (BIT).
The project is implemented in close cooperation with national counterpart with technical assistance
delivered by UNIDO’s BIT Branch and in coordination with the Europe and Central Asia Bureau
(PRF/RPF/EUR).
PROJECT CONTEXT
In Tajikistan, textile industries, including carpet weaving and embroidery, are important economic sectors
providing employment and contributing to sustainable economic growth. Currently, however, these
manufacturing industries are failing to meet their potential and local producers are facing a number of
problems such as decreasing competitiveness. In response, the Government of Tajikistan has adopted a
“Programme on development of carpet weaving in the Republic of Tajikistan for the period 2014-2020”. The
Programme envisages expansion of the production of handmade carpets and the creation of new employment
opportunities through the introduction of handloom carpet weaving and new technologies. UNIDO’s technical
assistance programme to support inclusive and sustainable industrial development will enhance the
productivity and competitiveness of Tajik enterprises in the carpet weaving and embroidery manufacturing
sectors.
Expected project results
The project is expected to achieve the following main results:
 Beneficiary carpet weaving/ embroidery and textile enterprises have enhanced industrial efficiency,
expanded production, improved quality, and access to regional and international markets

Human and technical capacities of national counterpart institutions and national expertise are
strengthened on applied market positioning, industrial upgrading and export promotion approaches
and methodologies for sustainable provision of these services to the national carpet
weaving/embroidery and textile enterprises.
The immediate objective of the preparatory phase is to design a high quality fully-fledged project document,
outlining the services to be provided by UNIDO project “Industrial modernization and competitiveness
improvement of carpet-weaving and embroidery/textile sectors in Tajikistan”. The project will seek to
increase productivity and boost exports in the carpet weaving, embroidery and textile sectors, thus
improving Tajikistan’s international position in manufacturing value addition, manufactured exports and
global competitiveness.The preparatory phase will culminate with the submission of the project document to
UNIDO approval bodies.
The expert will work under direct supervision of the UNIDO Project Manager at UNIDO HQ (Vienna) and
National Project Technical Coordinator, in coordination with the International Expert, Team Leader and the
team of international and national experts. His/her duties shall be performed in accordance with applicable
rules and regulations of UNIDO and this Job Description.
Main duties
1. Attend coordination meeting with other international
and national experts, provide substantial inputs to, and
participate in the Training Workshop on the UNIDO
modernization methodology covering subject of
marketing for the carpet weaving and
embroidery/textile industry under the direction of the
Team Leader
Concrete/Measurable
Outputs to be achieved
Diagnostic/modernization
procedures defined
according to ToR and
methodology for industrial
modernization in marketing
and sales management
developed
2. In a team with the National Expert in marketing, and in
coordination with other international experts, conduct a
full-diagnostic study of each beneficiary enterprise in
order to:
• collect, analyze and evaluate general marketing
data of beneficiary companies on products, local
markets, exporting markets, etc.,
• develop an assistance plan
Marketing diagnosis report
available
Objectives and methodology
of the assistance defined
with the project
management
3. In consultation with companies’ management, identify
an agree on best-practice processes in marketing, such
as target markets, strategies and activities to be
undertaken
Best approach to
international marketing
identified
4. Based on the agreed approach and results of the market
analysis, produce a mid-term marketing plan for each
beneficiary enterprise
Marketing plan available
5. Based on the results of the strategic market positioning
study and produced diagnostic reports and the
modernization plans of selected beneficiary enterprises:
• develop commercial objectives and marketing
strategy for products, prices, distribution, sales
and marketing mix
• identify the position of individual enterprises
related to target local, regional or international
market
• evaluate the national, regional and international
market potential for main products of beneficiary
enterprises with regard to the target market
demand.
• forecast trends in the firms market share
locally, regionally and internationally for a
reasonable period based on the available data, but
at least by the end of the modernization plan
implementation
• forecast demand for a reasonable period based on
Market attractiveness for the
companies’ products
identified and market
analysis report available
Expected
duration
Througho
ut the
assignmen
t
Location
Dushanb
e, local
travel
Main duties
the available data, but at least by the end of the
modernization plan implementation
• assess potential to establish direct export to
regional and/or international markets
6. Prepare jointly with the national expert one synthesis
report for all beneficiary enterprises
Concrete/Measurable
Outputs to be achieved
Expected
duration
Location
Report on activities and
findings of technical
assistance provided and
recommendations to be
implemented by beneficiary
enterprises
REQUIRED COMPETENCIES
Core values:
1. Integrity
2. Professionalism
3. Respect for diversity
Core competencies:
1. Results orientation and accountability
2. Planning and organizing
3. Communication and trust
4. Team orientation
5. Client orientation
6. Organizational development and innovation
MINIMUM ORGANIZATIONAL REQUIREMENTS
Education:Advanced university degree in marketing, business administration,economicsor other relevant
discipline.
Technical and Functional Experience:
A minimum of 5 years practical experience in the field of carpet weaving industry, garment and textile
industry or related field of expertise, preferably involving technical cooperation in developing countries,
emerging and pre-emerging markets. Knowledge and application of the UNIDO methodology for upgrading,
quality standards and partnerships are of asset. Exposure to the marketing needs, conditions and problems of
the local carpet, textile and garment sector operators.
Demonstrated experience in capacity building, advising senior level private and public sector executives;
exposure to the needs, conditions and problems of public and private sectors in developing countries.
Languages: Fluency in written and spokenEnglish andRussian is required. Fluency and/or working
knowledge of Tajik is highly desirable.