Field Sales Manager at Lafarge Cement

Business Unit: WAPCO Operations
Location: Nigeria
Job ID: 150216-1

Job Description
The purpose of the position is:

• Achieving market share (%) & sales volume (KT) targets at a given price (US$, highest possible price)
• Maintaining a well satisfied (measured by direct and 3rd party surveys) and loyal customer base (as measured by their consistent purchases and gain shares) and at a competitive cost of sales (US cents per ton of sales)
• To minimize the complaints and manage them so as to minimize customer dissatisfaction (no of complaints per ton, continued purchases by complainant)
• Reporting activities of competitors and market information to the management to enable good decision-making.
• To understand customer needs & behaviour and respond to them based on the Company's Policy and Strategy.

Duties & Responsibilities
The position is responsible for the following main activities:

Achieve the given sales volume and price targets within a given budget through:

Knowledge of the Market:

• Estimate and forecast demand and its segmentation (monthly, quarterly and yearly)
• Search for and report up to date information on market players, site jobs and business trends in delineated territory

Competitive Intelligence:

• Estimate the market share, prices (throughout the value chain) and inventory of competing brands in the area
• Report information on marketing activities of competitors

Customer Relationship Management:

• Maintain customers portfolio
• Build relationships with the key customers and prospects (using the guidelines of the company)
• Understand their needs and behaviour
• Allocate time dedicated to customers according to target customers identified with his/her manager, and develop and maintain an effective and quality commercial relationship
• Maintain regular contact (visits, telephone, email, fax) and follow-up
• Communicate pricing policy and other relevant information

Customer Service:

• Provide level of service as defined by the management
• Co-ordinate collection of payments and timely delivery of product in good condition
• Provide all necessary information to sales administration to ensure timely and accurate invoicing of customers
• Evaluate and give feedback to customers on their performance
• Problem solving and complaint handling

Reporting:

• Structured information and report regularly as per directions

Promotions (BTL):

• Assist the Regional Manager in BTL (below the line) promotions
• Propose and participate in: Local promotional events to develop customers' and prospects' knowledge of BU offer, and

Lafarge image

• Customers' training to Lafarge products/systems

Infrastructure:

• The position will be provided with adequate means of transport, communications and a PC.
• Standardised tools and templates for recording, analysing and reporting information.

Essential & Desirable Skills

• Bachelor's Degree or HND.

Technical Competencies:

• Product Knowledge
• Knowledge of basic construction practices
• Computer literacy
• Selling Skills
• Analytical/Negotiation skills

Behavioral Competencies:

• Good interpersonal relationship
• Result oriented
• Integrity
• Tenacity