Technical Sales Manager at HBM Nigeria Plc (Formerly Lafarge)

The Technical Sales Manager for New Product Development will drive the commercialization of Lafarge’s innovative building solutions (tile adhesives, Plaster of Paris) by acquiring new accounts, managing distributors, and developing retail channels. The role focuses on maximizing profitability through retail channel development, strategic pricing, stakeholder engagement, and leading field sales teams to achieve sales targets.

What you'll be doing

Sales & Business Development

• Achieve agreed upon sales targets and outcomes within schedule.
• Acquire and develop new accounts for NPD, focusing on high-potential market clusters and projects.
• Implement sales strategies, account plans, and call schedules to meet revenue goals.
• Present technical solutions for NPDs to architects, contractors, and project specifiers in large-scale projects.
• Close sales by effectively communicating product value to distributors, retailers, and end-users.
• Generate leads, Identify new business opportunities, products or market niches.

Distributor & Retail Channel Management

• Manage distributor relationships to ensure alignment with Lafarge’s growth objectives.
• Expand retail channel presence by identifying and onboarding new partners.
• Overall responsibility for driving excellent retail execution.
• Train distributor teams & retailers on product features, pricing, and technical specifications.

Technical Sales & Stakeholder Engagement

• Engage stakeholders (architects, engineers, contractors) to specify Lafarge NPDs in projects.
• Provide technical support to resolve product-related queries and ensure customer satisfaction.
• Log and resolve customer complaints promptly, escalating critical issues as needed.
• Drive artisan (tilers, POP installers etc) training and periodic engagements within assigned territory
• Primary responsibility for product trial demonstrations and other product activations in the market

Financial & Performance Management

• Optimize price/volume relationships to maximize margins while remaining competitive.
• Monitor customer P&L for new products and adjust strategies to meet profitability targets.
• Report on business performance (volume, price, revenue) against budgets and forecasts.

Team Leadership

• Lead and mentor field sales personnel dedicated to new product lines.
• Conduct regular performance reviews and skill-building workshops for the team.

Compliance & Reporting

• Ensure compliance with Lafarge’s safety, sales policies and ethical standards.
• Prepare weekly/monthly reports on sales metrics, market trends, and competitor activities.
• Reports on customer needs, problems, interests, competitive activities, and potential for new products and services

Who you'll be working with 

• Direct Reports
  • None
• Key Interfaces
  • Internal – Staff
  • Depot Managers
  • Mortar Team
  • Product & Innovation Team
  • Field Sales Team
• External
  • Customer

What we are looking for

• Bachelor’s degree or HND in Civil Engineering, Quantity Surveying, Architecture, Building Technology, or related field.
• 5–7 years in technical sales of building solutions (e.g., tiles, adhesives, paints, chemicals, roofing & ceiling solutions).
• Proven track record in distributor management and retail channel development.
• Experience managing customer P&L.
• Proficiency in CRM tools (e.g., Salesforce) and Microsoft Office Suite.
• Strong presentation and negotiation skills.