Job: Field Sales Manager at Holcim

Insight

  • Demonstrates visible leadership and role model in Health & Safety (H&S) and Diversity & Inclusion (D&I). Specifically, promoting S&S and D&L actions/behaviours within the function will be essential.
  • Apply the security policy and cross with all direct contacts.
  • Identify prospects, visit regularly and retain customers that are large and medium enterprises, masons, developers, small customers and home builders.
  • Provide solutions to customers by explaining the main technical aspects of the different product lines (VAP) to render the services and the additional request to meet customer satisfaction.
  • Improve and reinforce the Lafarge brand in the manufacturing sector.
  • Primarily to secure sales for concrete operations of all products working within corporate strategies and policies.
  • Monitor and report on construction activity in the area and work with a colleague to maximize business opportunities for concrete operations and all of Lafarge Africa Plc

Responsibilities
Security:

  • Apply and manage the security policy, drive the policy of standards and adversaries already in place for him, his colleague, subcontractors and all others on the site or plant.
  • Reports all incidents/VPC and near-misses
  • Check with plant/pump operator and site co-ordinator if site access meets safety standards for pumps, power lines and space

Sales functions:

  • Implement area business strategy and sales action plans to achieve sales target and profit margin
  • Organize and control business operations for the respective region/area to achieve sales targets and profit margins.
  • Evaluate the quality of the company’s relationship with customers, assess their evolving needs, and proactively manage and address complaints and returns
  • Work closely with marketing, quality control, production and legal departments as necessary to improve and promote quality and service.
  • Work with the marketing department to develop and implement communication materials and messages to customers
  • Develop an action plan to drive VAP sales of value-added products and the launch of new products in the territory.
  • Organize and coordinate area sales activities to ensure all customers are satisfied and ultimately achieve target
  • Negotiate prices, volume with customers and other additional services and make proactive decisions in case of critical situation (price delay and complaints).
  • Represents Lafarge Africa Plc at meetings such as trade shows, construction shows and trade shows to promote Lafarge products in particular (Value Added Products – VAP)
  • Comply with the sales policies and procedures put in place for him and ensure the timely delivery of products (concrete) to customers.
  • Ensure that all backlogs / pending orders are cleared and necessary paperwork is completed.

Placement and finishing service:

  • Ability to offer a placement and finishing service policy when relevant
  • Draft and quote placement and finishing services for quick site closure
  • Follow the construction site, applications, deliveries, invoicing and fundraising until the end.
  • Seek assistance from the Technical Services team when relevant.

Consulting functions:

  • Understand the standard concrete and the VAP range (application specifications) and make adequate recommendations in terms of (production, transport, pouring).
  • Advanced understanding of applications and the build system. (individual watering, roads/commercial and institutional, industrial and civil utilities)
  • Propose products, services, solutions adapted taking into account the technical capacities and financial situations of each client.

Reports:

  • Key sales metrics and reports main action to line manager for closing.
  • Monthly customer relationship management in terms of issues, new leads/closed sales.
  • Regular scheduled sales database reports monthly and report to area manager

Competition law :

  • Adequate knowledge of competition law and apply it as needed.

Production, transport / daily support at the factory:

  • Monitor monthly purchases and sales in accordance with pumping and delivery unit planning and business objective.

Environment:

  • Ability to respect and apply the procedures in place to indicate non-compliance of an environmental incident and report it to the line
  • Responsible for day-to-day decisions and relaying this information to the plant operator/doser.

Credit, administration and billing functions:

  • Identifies customers deserving of creditworthiness, following internal process, negotiates payment terms and implementation in conjunction with credit department for debt collection and invoicing.
  • Establishing new customers are registered smoothly on the database.
  • Sends prices in time for invoicing.
  • Checks all pre-invoicing to avoid complaints and manages cash (price and payment terms) with the credit department.
  • Ensure all procedures are in place for cancellation of orders and deliveries
  • Participate in credit meetings for proper resolution

Logistics:

  • Understand the production/logistics elements of the business

Education / Qualifications

  • Minimum of a bachelor’s degree in engineering, marketing, humanities and social sciences
  • An engineering background is an added advantage
  • Proficiency is an added advantage.

Live:

  • At least 7+ years of work experience in sales.

Knowledge & Skills:
Technical skills :

  • Good knowledge of the building materials industry
  • Knowledge of LafargeHolcim products.
  • Presentation, communication and networking skills
  • Vision, business acumen, basic financial knowledge and negotiation skills
  • Strong customer orientation
  • Results oriented, proactive, able to deliver under pressure
  • Basic knowledge of concrete and the production tool
  • Knowledge of value-added products and Ultra series products.
  • Knowledge of transport management
  • Knowledge of computer tools: SFDC, CG Mix (if possible BC Mix), Excel, Word, Powerpoint, Readysoft and pricing matrix.
  • Knowledge of quality management.

Long term goal:

  • Ensure the optimization of the client portfolio
  • Adapt sales to Lafarge priorities
  • Improve the profitability of your portfolio

Behavioral and/or managerial skills:

  • Independent thinker and time manager
  • Ability to discuss and influence others
  • Good team player with effective interpersonal skills covering growth facilitation and customer interface aspects
  • Rigorous, organized, autonomous
  • Dynamic, available, mobile
  • Listening skills, communication skills
  • Work/Teamwork
  • Persevering, diplomatic and ability to anticipate

Language requirements:

  • Professional English language proficiency

Local / International:

Click here to apply

Denise W. Whigham