Territory Sales Manager, Various Locations at Lafarge Cement

About the Job

Role holder is responsible for; 

• Developing an in-depth knowledge of core products via successful completion of required sales training program, and utilize this knowledge to successfully lead Sales Support operations.
• Analyse performance metrics data and leverage it to effectively coach and develop the Sales Support team
• Effectively manage Sales Operations expenses to ensure delivery of internal gross margin goals.
• Responsible for the development and implementation of new processes and procedures for effective and efficient team operations.
• Remain knowledgeable of key processes, business initiatives and internal resources in order to assist the sales team and recruitment in accomplishing company goals.
• Work closely with Sales Managers and the Pricing Analysts to address contract issues or concerns and to ensure timeliness of contract review.
• Approve expenses and manage profitability reporting as it relates to field metrics.
• Identify opportunities and weaknesses within outlets and makes proposals to create value and increase operational efficiency.
• Continuously research and remain knowledgeable of industry trends and competition.
• Complete sales forecasts and sales activity reports and presentations in a timely manner

What You'll be Doing

Build direct relationship with Channel Partner and monitor operational excellence

• Ensure Channel Partner compliance with LafargeHolcim (LH) requirements (e.g. making sure that CP exclusively sells LH cement)
• Record CP performance against pre-determined KPIs (LH 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 sales force
• 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 LH ordering tool
• Authorize addition of new outlets/deletion of closed outlets in the LH ordering tool
• Check stock in CP warehouse and record daily updated with LH 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

Who you'll work with

Indirect People Relationship

• Weekly meetings with Field Sales team to track performance
• Weekly check in with Zonal Sales Manager to highlight urgent issues and receive any key announcements
  • Prepare and present weekly CP performance update
  • Align on objectives/strategies to drive CP performance KPI Responsibility - Responsible for Inventory Management/ Sales KPIs
• KPI Responsibility
  • Responsible for Inventory Management/ Sales KPIs

What we are looking for

Critical Knowledge

• Strong interpersonal skills and an ability to build rapport with customers.
• Previous operations experience and an organized approach to work.
• Hardworking with a strong work ethic.

Critical Experience

• Previous experience working in Sales and Stock management
• Team Leadership
• Creating or managing P&L Accounts

Functional Competencies

• Must be a good team player, must be innovative and proactive
• Must be customer service oriented
• Target driven and proactive
• Technology savvy
• Good people skill with ability to communicate effectively
• Excellent Communication Skills

Leadership Competencies and Behaviors

Vision and Purpose 

• Constantly ensure stickiness with Customers
• Know the business and its trends
• Creative

Leading People

• Communicate clearly and effectively
• Mobilize people
• Inspire commitment

Driving For Results

• Strong Business Foresight
• Autonomous and Accountable for his/her actions
• Result Oriented
• Leading Change 
• Build trust and get people’s buy-in
• Challenge and be open to be challenged
• Motivate

Critical Success Factors and Compliance with the Group Rules

• Strong communication skills
• In depth understanding of sales and marketing principles
• Experienced user of sales ordering tools
• Proven Retail Sales experience

Organizational Structure

• Directly reports to Customer Relationship Manager