Sales Manager at Adexen

Company

Our client is a leading manufacturer of quality building material and member of a multinational group with products and services all over the world.

Job description

• The Sales Manager is responsible for developing a strategy that will deliver the Budget sales, profit and marketing objectives for the Brands marketed by company Performance Boards: Kalsi (Fibre Cement Ceiling), Siniat (Plaster and POP), Equitone (cladding) in Nigeria.
• He/she will be overseeing the implementation of innovation across the portfolio of company Performance Boards.
• His/her purpose is achieved by setting qualitative and quantitative objectives and by seeing to their achievement.The Sales Manager analyses the sales results and takes necessary actions to optimize them.
• He/she has to guide his/her team and to ensure that the team is familiar with the technology behind the Brands in order to apply relevant innovation and support plans to the Brands.
• To promote Health & Safety at all time, displaying excellent personal safety and challenging others when unsafe behavior is observed. Driving a safety first culture by displaying excellent personal safety leadership and proactively addressing observed or potential safety issues.
• Ensures the operational safety of all employees working within the Sales area, and that all safety policies and procedures are correctly maintained and followed
• To establish and manage an appropriate flow of information (soft and hard) from within and without the organization to enable the identification of opportunities. To collect market information through different channels (market Insight)
• To drive the identification of potential business opportunities that extend beyond the immediate business operations
• To identify new commercial activities and drive business growth. To ensure that both company and Africa Region management are kept informed of market and business development opportunities
• In his/her area, to convert the market approach into tangible objectives for the different segments in the form of a Sales/Marketing Plan and a Growth Plan.
• To monitor, track and report on sales activity and ensures appropriate action is taken to meet/exceed sales targets. Report on the monthly results and relevant market information, including information on competitors within pricing policy for the Brands and respecting pricing “authorization” channel, to contribute in controlling the price and discount strategy for Nigeria.
• To coordinate the pricing and discount policy for the full country in order to maintain consistency within Nigeria.
• To set the parameters for managing revenue/profit and activity targets for teams and implement/control the sales process to ensure that these are at least met and preferably exceeded
• To discuss, agree and monitor with his direct reports profitability and customer development targets and ensure performance driven management of those teams
• To define objectives in consultation with the employees.
• To follow-up of the Specification/diffuse sales figures and adjust the individual sales targets (take corrective measures if necessary).
• To provide active support and coaching to sales representative/ Sales Engineers by visiting clients together, advising them, reading visit reports and challenging them with regard to the content.
• To provide strong people management leadership through resourcing, retention, performance development and teambuilding.
• To recruit high quality staff and provide training and development opportunities according to the needs of the business and the individual.
• To build effective and appropriate behaviors and synergy between all team members, to ensure the most effective contribution to customer profitability.
• To visit main clients with his team, build-on lobbying actions, establish large network.
• To contribute to influence prescribers of specifications for company's Performance Boards systems/solutions
• To follow-up important commercial offers, including diffuse sales
• To serve as the voice of the customer on the Sales community.
• To work to raise the profile of the organisation through representation at appropriate regional industry events and other external forums, orchestrating positive media coverage where opportunities arise.
• To work with colleagues in other functions to assist in delivering excellent ‘’end to end‘‘ customer service delivery, and responsiveness to market needs and trends.
• To promote a positive image of company performance boards in the market place and act as a "best example" to direct reports at all times.
• To act as a liaison between Nigerian Operational constraints/needs and commercial strategy at African level.
• To interact with other Sales Managers to ensure that commercial choices are made according to the global commercial interest in Nigeria.
• To ensure smooth and efficient communication with other departments (Operations, Supply chain, Finance…) to allow business to be part of a global strategy for the organisation in Nigeria.

Expectations

• Master in exact or economic sciences (or equivalent by experience)
• Minimum of 10 years sales management experience
• Very good command of Yoruba and of English, spoken and written. Knowledge of other local languages would be appreciated.
• Specialised knowledge in the field of construction or insulation
• Profound knowledge of sales techniques (value selling and demand generation) and eager on getting acquainted with the knowledge of the Siniat, Promat and Equitone Business Models
• Management skills
• Result driven and ambitious
• Vision: has a well founded and clear idea of long-term reality for the organization/own market.
• Good commercial skills: - Convincing skills (convinces market through pricing strategy)
• Empathy & good listening skills (pick up useful information from verbal and non verbal messages).
• Sociability and networking( able to make contacts easily & actively even in difficult situations and with people of different levels/different backgrounds)
• Good presentation skills: present/host on external and seminars.