Head of Key Accounts at Lafarge Cement

About the job 

The objective of this role is the overall management of the Key Accounts team with focus on driving optimum service delivery to the Key Accounts via timely and adequate service, offering of the right product range/mix and execution of the organization’s sales strategy in the segment. The Head of Sales – Key Accounts is responsible for the effective coverage of the various tiers of Key Accounts customers and meeting their construction needs with the right product and service. He/She will develop the commercial strategy for the unit as well as regional action plans aimed at optimizing both volume and margin contribution to the commercial performance, delivering expectations on VAPs sales and ensuring full utilization of the bulk fleet.

What you'll be doing

• Responsible for managing the Key Accounts segment of the business
• Responsible for driving the right mix between regular and premium cement products aimed at delivering both volume and margin returns to the business.
• Responsible for developing strategies to drive the unit and see to its full implementation
• Ensure that LAP has a sizeable SOW of the Key Accounts segment at all times.
• Responsible for ensuring collaboration between the Key Accounts unit, the A&C team, the Road Segment and the Technical/Product development units.
• Responsible for driving the right SKU mix aimed at full utilization of available bulk fleets
• Should be at the front of liaising with the Industrial team on the availability/timely production of VAPs as well as guiding them with a volume projection per given time.
• Responsible for review and approval of the bottom-up sales plan in alignment with the top-down volume strategy and taking ownership of the accuracy of the data provided.
• Responsible for managing the Key Accounts Managers to deliver on the volume and coverage objectives as detailed by the sales leadership team.
• Should plan the distribution of products to project sites from the best point of shipment in order to minimize distribution cost.
• Build solid relationship with the customers at various levels through planned regular field visits, problem resolution and professional advice when and where needed.
• Responsible for the coaching and development of the team’s capability through accompaniments visits, delegation and knowledge sharing.
• Responsible for ensuring efficient and quality service delivery by the Key Accounts Services Manager.
• Ensure a balanced ROI on deals we’re involved in by practicing and approving of premium pricing whenever the opportunity presents itself.
• Should be able to gather information from relevant sources on the infrastructural sector development and various other projects for effective follow up with team.
• Meet or exceed volume, profit and market share targets for the country
• Review and approve offers to customers with eyesight on margin and bottom line objectives
• Influence customer buying decision through regular meetings, vast product performance knowledge and sharing of success testimonials from projects we are involved in.
• Develop expertise and insight in the dynamics of market across regions and segments, with focus on customers’ needs, competitor activities/strategies and customer knowledge in order to develop market insight.
• Successfully interact and communicate cross-functionally (Commercial, Industrial, HR, Finance, Logistics and Legal)
• Demonstrate discipline and own ership approach in budget split, tracking and utilization
• Make recommendation to seize additional opportunities or to adjust budget to volume shortfalls if required
• Ensure timely, correct and complete daily, weekly and monthly set of reports by the team
• Be an ambassador for the Lafarge brand and represent LAP as a credible partner and supplier of all cement and cement-based materials for any construction project in the country

Who you'll be working with

List of Direct Reports

• Key Accounts Managers, Key Accounts Services Manager & Asst. Sales
• Operations Manager – Key Accounts.

Key interfaces, stakeholders and relationships:

• Industrial – Plant Managers, Quality Managers, Production & Area Packing Managers, Head of Quality & Materials
• Logistics – Regional Heads of Logistics & Head of Logistics Performance, Head of Performance & Planning
• Finance – Credit Manager, Head of Corporate Finance & Treasury, Head of Finance Planning & Performance, etc
• Commercial
• Legal, HR, Corporate Affairs & Communication, A&C
• External
  • Contractors, Developers, Professional Bodies, Governmental Bodies, etc

What we are looking for 

• Bsc or HND in any discipline
• MSc, MBA or other professional qualification will be an added advantage
• Advanced management experience in Sales/Marketing
• Previous experience of Key Account or Distributor management
• Previous experience in large multinational business (Construction or FMCG)
• Product performance knowledge/Technical Services experience will be an added advantage.
• A demonstrable record of success in the above mentioned business functions

Technical / Functional Skills:

• Good knowledge of the built-up environment/construction industry
• Good customer relationship skill
• Product performance knowledge
• Good analytical and comprehension skill
• A degree of product application/concrete technology
• Good presentation skills
• Effective communication skills
• Ability to close a sale

Behavioral competence:

• Good interpersonal skill
• Swift and excellent response time
• Attention to details
• High level of drive and energy
• Good listening skills
• Top-notch integrity
• Highly proactive with a positive mindset
• Zeal to resolve issues and proffer solution