Territory Sales Manager at HBM Nigeria Plc (Formerly Lafarge)

This role involves leading Sales Support operations by gaining an in-depth knowledge of core products through a structured sales training program. It includes analysing performance metrics to coach and develop the Sales Support team, as well as managing operational expenses to meet gross margin targets.

Key responsibilities encompass creating and implementing new procedures to enhance team efficiency, staying informed on processes and resources to support sales and recruitment, and collaborating with Sales Managers and Pricing Analysts on contract issues.

Additionally, the role requires approving expenses, managing profitability reporting, identifying areas for value creation, staying updated on industry trends, and completing timely sales forecasts and activity reports.

What you'll be doing 

• Build direct relationship with Channel Partner and monitor operational excellence
• Ensure Channel Partner compliance with Lafarge requirements (e.g. making sure that CP exclusively sells Lafarge cement)
• Record CP performance against predetermined KPIs (Lafarge 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 salesforce
• 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 Lafarge ordering tool
• Authorize addition of new outlets/deletion of closed outlets in the Lafarge ordering tool
• Check stock in CP warehouse and record daily updated with Lafarge 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

What we are looking for

• Strong interpersonal skills and an ability to build rapport with customers.
• Previous operations experience and an organized approach to work.
• Strong work ethic.
• Previous experience working in Sales and Stock management
• Team Leadership
• Creating or managing P&L accounts