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Job Openings: Territory Sales Manager at Lafarge Africa Plc. Zonal Sales Manager at Lafarge Africa Plc



Lafarge Africa Plc is a member of the LafargeHolcim Group – the biggest building and concrete solutions company in the world. It is a publicly quoted company on the Nigerian Stock Exchange (NSE) and serves Nigeria with a wide range of building and construction solutions designed to meet housing and construction needs from small projects like individual home buildings to major construction and infrastructure projects.

We are recruiting to fill the position below:

Job Title: Territory Sales Manager

Requisition ID: 5082
Location: Nigeria

About the Job
Role holder is responsible for:

Developing an in-depth knowledge of core products via successful completion of required sales training program, and utilize this knowledge to successfully lead Sales Support operations.
Analyse performance metrics data and leverage it to effectively coach and develop the Sales Support team
Effectively manage Sales Operations expenses to ensure delivery of internal gross margin goals.
Responsible for the development and implementation of new processes and procedures for effective and efficient team operations.
Remain knowledgeable of key processes, business initiatives and internal resources in order to assist the sales team and recruitment in accomplishing company goals.
Work closely with Sales Managers and the Pricing Analysts to address contract issues or concerns and to ensure timeliness of contract review.
Approve expenses and manage profitability reporting as it relates to field metrics.
Identify opportunities and weaknesses within outlets and makes proposals to create value and increase operational efficiency.
Continuously research and remain knowledgeable of industry trends and competition.
Complete sales forecasts and sales activity reports and presentations in a timely manner
What You'll be Doing
Build direct relationship with Channel Partner and monitor operational excellence:

Ensure Channel Partner compliance with LafargeHolcim (LH) requirements (e.g. making sure that CP exclusively sells LH cement)
Record CP performance against pre-determined KPIs (LH truck CICO <6 hours, CP dispatches orders in <1 day etc.)
Daily alignment with CP on orders to be dispatched and drafted route plans
Address CP concerns or complaints and document issues for further resolution
Coach external field sales team lead on effectively managing the external field sales force
Conducts trainings on 5 Steps of Call:
Effective Sales Presentation
Identifying opportunities
Stock taking etc.
Manage collection and integration of data:

Perform daily CP account reconciliation and data control
Supervise data quality of aggregated order information in LH ordering tool
Authorize addition of new outlets/deletion of closed outlets in the LH ordering tool
Check stock in CP warehouse and record daily updated with LH ordering tool
Responsible for the creation and maintenance of healthy P&L account for Channel Partner
Organize and track weekly activities of external Field Sales force:

Announce any trade promos, new products, etc.
Supervise sales leaderboard and KPI tracking
Supervise hiring of new Field Sales Agents
Lead sales excellence trainings and create quarterly job reviews for Field Agents and Team Lead
Who you'll work with:
Indirect People Relationship:

Weekly meetings with Field Sales team to track performance
Weekly check in with Zonal Sales Manager to highlight urgent issues and receive any key announcements
Prepare and present weekly CP performance update
Align on objectives/strategies to drive CP performance KPI Responsibility - Responsible for Inventory Management/ Sales KPIs
KPI Responsibility
Responsible for Inventory Management/ Sales KPIs
What we are looking for
Critical Knowledge:

Strong interpersonal skills and an ability to build rapport with customers.
Previous operations experience and an organized approach to work.
Hardworking with a strong work ethic.
Critical Experience:

Previous experience working in Sales and Stock management
Team Leadership
Creating or managing P&L Accounts
Functional Competencies:

Must be a good team player, must be innovative and proactive
Must be customer service oriented
Target driven and proactive
Technology savvy
Good people skill with ability to communicate effectively
Excellent Communication Skills
Leadership Competencies and Behaviors
Vision and Purpose:

Constantly ensure stickiness with Customers
Know the business and its trends
Creative
Leading People:

Communicate clearly and effectively
Mobilize people
Inspire commitment
Driving For Results:

Strong Business Foresight
Autonomous and Accountable for his/her actions
Result Oriented
Leading Change 
Build trust and get people’s buy-in
Challenge and be open to be challenged
Motivate
Critical Success Factors and Compliance with the Group Rules:

Strong communication skills
In depth understanding of sales and marketing principles
Experienced user of sales ordering tools
Proven Retail Sales experience
Organizational Structure:

Directly reports to Customer Relationship Manager




NEXT JOB

Lafarge Africa Plc is a member of the LafargeHolcim Group – the biggest building and concrete solutions company in the world. It is a publicly quoted company on the Nigerian Stock Exchange (NSE) and serves Nigeria with a wide range of building and construction solutions designed to meet housing and construction needs from small projects like individual home buildings to major construction and infrastructure projects.

We are recruiting to fill the position below:

Job Title: Zonal Sales Manager

Requisition ID: 5083
Location: Nigeria

About the Job

The Zonal Sales Manager is responsible for the implementation of Route to Market strategy and execution of Trade marketing activities in the assigned territories.
Ultimately, the role holder is expected to maintain strong relationships with customers so as to boost the brand and profit in the long-run.
What You'll be Doing

Responsible for the implementation of Route to Market strategy and the execution of Trade marketing activities in the assigned territories
Responsible for the overall management of distributors and the retail trade
Manage and improve the distribution channels of the existing go to market plan in addition to championing any identified improvements.
Responsible for managing and leading the Sales Operations Partners and the 3rd party Sales team to deliver the territory objectives as detailed by the sales leadership team.
Drives his team for market development to grow LAP share of market and value
Responsible for the demand planning and forecast accuracy for his territory
Responsible for the review and approval of the bottom-up sales plan in alignment with the top-down volume strategy.
Should aim at satisfying the demand of general purpose distribution and redistribution in trade.
Build relationships in the channels through planned regular field visits and problem solving, thus maintaining brand and customer loyalty.
Ensure that the ROI of the channels remain attractive for sustained patronage.
Responsible for target volume achievement, pricing and margin management. He would be required to track prices and volumes, in the light of strong competitive activities.
Assign monthly, quarterly and yearly customer visit targets to his team, run the visit tracker reports on SFDC to monitor performance and carry out the coaching visit with his team members.
Recommend offers to customers with focus on margin and bottom line objectives
Responsible for the profitability of his customers to ensure business sustainability and succession planning
Leads his team to develop and track the customers Business plan
Ensure regular customer engagement by field sales staff with a view to meeting and surpassing customer expectations.
Influence customer buying decision through regular engagements and customer forums, which will allow for information flow.
Grow the LH share of customers wallet based on target market ambitions as specified by the Sales leadership for various markets. eg core market ambitions.
Carry out regular retail mapping as may be agreed by the Country Sales Director to align and realign territories for efficient customer coverage and management.
Make inputs into the development of customer loyalty programs that will be sustainable at the various channel levels
Responsible for market intelligence gathering and prompt reporting
Ensure the standards for quality, customers’ service and safety are met.
Responsible for improved affinity and sustained partnership between LAP and dealers, ensuring retail endorsement for our products, thus “turning them to Brand ambassadors”
To engage dealers/retailers in order to build strong brand image and gain their support in terms of improved product availability & visibility.
Coordination of Sales and operations activities to achieve world class execution at retail
Drive process adherence in the use of the CRM tools and ERP within his team.
Drives team compliance with all business processes and policies
Responsible for the safety of the company’s assets within his territory
Responsible for the implementation of HSE actions in his territory
Develop expertise and insight in the dynamics of market across territories, with focus on competition, end-user, and customer knowledge in order to develop market insight
Provides leadership and direction for his team, while driving their motivation and morale
He is responsible for the performance and development of his team through regular coaching, feedback and exposure to senior sales leadership
Who you'll work with:
Indirect People Relationship:

All members of the Commercial Team
Logistics
Industrial teams
Legal
HSE
Finance
Requirements
Educational Qualification & Experience:

Bachelor's Degree in a relevant course
Minimum of 8 years of commercial working experience, 6 of which is in Sales / Marketing supervisory position
Functional Competencies:

In-depth understanding of trends, challenges, opportunities, regulations and legislations relating to the cement manufacturing industry.
Sound knowledge of LAP’s product and service offerings.
Very good understanding of sales planning, modelling and business performance analysis.
Very good understanding of micro and macroeconomic environment, relevant indices, trends and their impact on LAP’s business.
Very good knowledge of retail/ distributor management and development
Sound financial acumen with ability to perform financial analysis of customers and territory
Excellent communication, presentation and facilitation skills.
Very good analytical and problem solving skills.
Vision & Purpose:

Constantly ensure stickiness with Customers
Know the business and its trends
Creative/innovative
Leading People:

Communicate clearly and effectively
Inspire and Motivate
Develop self & team
Teamwork and Leadership skills
Driving for Results:

Strong Business Foresight
Autonomous and Accountable for his/her actions
Result Oriented
Self starter
Strong negotiation and influencing skills
Hardworking and highly disciplined with a strong work ethic.
Leading Change:

Build trust and get people’s buy-in
High integrity
Challenge and be open to be challenged
Strategic thinking


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