Ongoing Recruitment at Lafarge Africa Plc

 

Job Title: Key Accounts Manager (KAM)

Location: Nigeria

About the Job

• The Key Accounts Manager is responsible for effectively managing business dealings with contractors and customers by building strong relationships, prescriptive selling of tailored solutions to meet project needs, and influencing specifications to ensure the company is the supplier of choice whenever possible.
• The KAM is also responsible for converting business leads into sales, generating revenue, and driving profitability for the business.

What you’ll be doing
Business Development:

• Searches and collects information on new and upcoming projects, especially within the region/channel of coverage.
• Monitors such developments and establishes contact with appointed contractors with the objective of influencing the project cement specifications.
• Gathers and shares up-to-date market information and trends relevant to the company (including market trends, market players, new products and innovations, and feedback on products/solutions) to support the development of impactful commercial and product development strategies (such as new products, market penetration, market development, etc.).
• Involves in the bidding and pre-selling phases of projects to offer professional advice to contractors and recommend VAPs where necessary, with the aim of prescriptively selling our products and securing projects.
• Constantly estimates the size of the contractors’ segment to increase the business share of wallet (SOW) and incorporate market growth forecasts into the total business volume model/plan.

Contractors & Institutional Customers Management:

• Maintains up-to-date information on customers’ portfolios, including profiles, products in use, new/ongoing projects, and priorities. Executes delivery plans in line with customers’ schedules and advises on estimated time of arrival (ETA) for critical projects. Ensures a minimum of 70% of customers in the database are active.
• Positions self as an integral part of customers’ businesses by developing a detailed understanding of their needs, structure, operations, organization, pain points, gains, and competition. Improves customers’ operations through effective planning and communication of deliveries, introduction of new/alternative products/solutions, and best practices.
• Addresses cement and cement application problems that may arise and are associated with product usage.
• Enables price and margin optimization, especially on VAPs, by creating additional value through demonstrating extensive knowledge of the distinctive features and benefits of the business products in application.
• Establishes relevance with all levels and stakeholders within customers’ structures, from top management down.
• Categorizes customers according to size, value, and potential, and establishes a collage plan—type of visit, frequency of visit, etc.
• Carries out periodic shortage reconciliation on bulk transactions with the objective of refunding customers with products for under-deliveries.
• Builds loyalty to the LH brand and manages customer relationships through all phases of the selling cycle, including addressing customer complaints or inquiries related to products, services, or solutions.

Sales Strategy Planning & Execution:

Estimates and prepares forecasts of demand on a monthly, quarterly, and yearly basis across products, SKUs, and plants.

• Develops and maintains a sales plan for Tier I customers; executes the sales strategy and customer action plans, focusing on customers/opportunities that bring the most sustainable returns to the company, in compliance with all sales policies in place.
• Analyses the required logistics/bulk assets to meet the monthly, quarterly, and yearly demand forecasts in collaboration with the Logistics team, ensuring that bulk resources are sufficient during high demand periods to maximize all available market opportunities and minimize idle time during low demand periods.
• Matches project locations with the most accessible business products to manage product application performance and identify possible solutions or alternatives when necessary.

Volume, Profitabilty & Credit Management:

• Consistently strives to meet customers’/project’s  cement needs in the most profitable way by delivering from the plant that offers the most overall benefit, recommending the SKU with the highest margin, and ensuring functional, calibrated weighbridges are on-site for bulk-related deals.
• Explores premium/differentiated pricing on specific projects by capitalizing on available technical services and special project needs that our products meet.
• Achieves monthly, quarterly, and annual sales targets—volumes, prices/commercial margin.

Accounts Receivables:

• Provides customers with accurate information on pricing and payment terms related to customer contracts, investigating and resolving any irregularities or inquiries.
• Supplies all necessary information to sales administration to ensure timely and accurate invoicing of customers.
• Provides customers with a monthly statement of account (SOA) and reconciles any differences.
• Effectively manages credit lines and maintains DSO (Days Sales Outstanding) of less than 45 days by ensuring customers receive invoices bi-monthly, along with a schedule, and matching credit payments with specific invoices to align with customers’ records on outstanding/unpaid invoices for ease of reconciliation.
• Coordinates timely collection of payments and drives the recoupment of failed/overdue payments

OH&S:

• Is accountable for ensuring the health and safety of self, colleagues, and customers by complying with the company’s policies, procedures, guidelines, rules, and regulations of Occupational Health & Safety.

Tools: CRM/SFDC Usage/Sales Planning:

• Creates contacts and prospects and keeps the database up to date.
• Plans and reports customer visits in the tool in a timely manner with quality information.
• Registers and follows up on opportunities and customer action plans.
• Follows up on customer complaints and finds solutions by involving all relevant team members.

Customer Engagement:

• Involves in quotation and bidding activities where necessary.
• Introduces an array of products to customers and requests leads/referrals for pitching.
• Organizes avenues for top management of the business to meet and bond with top management of customers.
• Creates brand affinity by participating in memorable events within the international construction community (e.g., Chinese festivities, Indian celebrations).
• Maintains a professional and business-like appearance at all times.

What we are looking for

• Minimum 8 years of working experience, with at least 2 years in a technical role and 6 years in a Sales supervisory position
• Market Knowledge
• Lafarge Products & Services Knowledge
• Customer needs identification/investigation
• Selling skills (incl. negotiation)
• Price & Margin Management
• Financial Acumen & Analytical skills
• Product Application Knowledge
• Project Planning & Work Flow Process.

Key Interfaces:

• Technical Sales Engineers on key account sales and quality-related issues.
• Logistics Managers for product distribution
• Customer Services Manager for prompt and satisfactory services
• Sales Admin manager for sales processes
• Industrial team and planning team.

Application Closing Date
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online

 

Job Title: Zonal Sales Manager

Location:Lagos
Job type: Full-time

About the Job

• The Zonal Sales Manager is responsible for the implementation of Route to Market strategy and execution of Trade marketing activities in the assigned territories.
• Ultimately, the role holder is expected to maintain strong relationships with customers so as to boost the brand and profit in the long-run.

What You’ll be Doing

• Responsible for the implementation of Route to Market strategy and the execution of Trade marketing activities in the assigned territories
• Responsible for the overall management of distributors and the retail trade
• Manage and improve the distribution channels of the existing go to market plan in addition to championing any identified improvements.
• Responsible for managing and leading the Sales Operations Partners and the 3rd party Sales team to deliver the territory objectives as detailed by the sales leadership team.
• Drives his team for market development to grow LAP share of market and value
• Responsible for the demand planning and forecast accuracy for his territory
• Responsible for the review and approval of the bottom-up sales plan in alignment with the top-down volume strategy.
• Should aim at satisfying the demand of general purpose distribution and redistribution in trade.
• Build relationships in the channels through planned regular field visits and problem solving, thus maintaining brand and customer loyalty.
• Ensure that the ROI of the channels remain attractive for sustained patronage.
• Responsible for target volume achievement, pricing and margin management. He would be required to track prices and volumes, in the light of strong competitive activities.
• Assign monthly, quarterly and yearly customer visit targets to his team, run the visit tracker reports on SFDC to monitor performance and carry out the coaching visit with his team members.
• Recommend offers to customers with focus on margin and bottom line objectives
• Responsible for the profitability of his customers to ensure business sustainability and succession planning
• Leads his team to develop and track the customers Business plan
• Ensure regular customer engagement by field sales staff with a view to meeting and surpassing customer expectations.
• Influence customer buying decision through regular engagements and customer forums, which will allow for information flow.
• Grow the LH share of customers wallet based on target market ambitions as specified by the Sales leadership for various markets. eg core market ambitions.
• Carry out regular retail mapping as may be agreed by the Country Sales Director to align and realign territories for efficient customer coverage and management.
• Make inputs into the development of customer loyalty programs that will be sustainable at the various channel levels
• Responsible for market intelligence gathering and prompt reporting
• Ensure the standards for quality, customers’ service and safety are met.
• Responsible for improved affinity and sustained partnership between LAP and dealers, ensuring retail endorsement for our products, thus “turning them to Brand ambassadors”
• To engage dealers/retailers in order to build strong brand image and gain their support in terms of improved product availability & visibility.
• Coordination of Sales and operations activities to achieve world class execution at retail
• Drive process adherence in the use of the CRM tools and ERP within his team.
• Drives team compliance with all business processes and policies
• Responsible for the safety of the company’s assets within his territory
• Responsible for the implementation of HSE actions in his territory
• Develop expertise and insight in the dynamics of market across territories, with focus on competition, end-user, and customer knowledge in order to develop market insight
• Provides leadership and direction for his team, while driving their motivation and morale
• He is responsible for the performance and development of his team through regular coaching, feedback and exposure to senior sales leadership

Who you’ll work with:
Indirect People Relationship:

• All members of the Commercial Team
• Logistics
• Industrial teams
• Legal
• HSE
• Finance

What we are looking for
Education & Experience:

• Bachelor’s Degree in a relevant course
• Minimum 8 years of commercial working experience, 6 of which is in Sales / Marketing supervisory position

Functional Competencies:

• In-depth understanding of trends, challenges, opportunities, regulations and legislations relating to the cement manufacturing industry.
• Sound knowledge of LAP’s product and service offerings.
• Very good understanding of sales planning, modelling and business performance analysis.
• Very good understanding of micro and macroeconomic environment, relevant indices, trends and their impact on LAP’s business.
• Very good knowledge of retail/ distributor management and development
• Sound financial acumen with ability to perform financial analysis of customers and territory
• Excellent communication, presentation and facilitation skills.
• Very good analytical and problem solving skills.

Vision & Purpose:

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

Leading People:

• Communicate clearly and effectively
• Inspire and Motivate
• Develop self & team
• Teamwork and Leadership skills

Driving for Results:

• Strong Business Foresight
• Autonomous and Accountable for his/her actions
• Result Oriented
• Self starter
• Strong negotiation and influencing skills
• Hardworking and highly disciplined with a strong work ethic.

Leading Change:

• Build trust and get people’s buy-in
• High integrity
• Challenge and be open to be challenged
• Strategic thinking.

Application Closing Date
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online

 

Job Title: Assistant, HR / IR Manager

Requisition ID: 14044
Locations: Mfamosing, Cross River
Job Title: Full-Time

About the Job

• Working with the HR Business Partner, the role provides support in the delivery of the HR agenda to the business.
• This includes preparing analysis and materials for HR processes e.g. FRC, annual salary review, supporting line managers and acting as assigned Business Partner to certain groups

What you’ll be Doing

• Support the implementation of the annual agenda for HR Strategy in line with the functional plan.
• Support the Plant HRBP in the recruitment of non-cadre staff.
• Maintain the personnel administration/records for the site, ensuring on-time delivery, accuracy of information provided and legal compliance (especially for annual social statements, and individual contracts).
• Support the development and continuous improvement of HR systems and policies in line with best practices.
• Work with the Head of HR Industrial and Plant HRBP to identify opportunities and areas of improvement to support improved organisational and people performance.
• Coach and equip supervisors to effectively manage their people in line with people plans e.g. performance management
• Support production of HR data reporting and analysis to satisfy routine and ad-hoc organisational requirements
• Working with the Head of HR, Industrial/IR, manage employee and industrial relations for the plant and provide support and guidance to the Plant HRBP.
• Manage the interface with relevant statutory bodies and trade associations in the locality as agreed with the Plant HRBP in conjunction with the Head of HR Industrial/IR.
• Support the Plant HRBP in the deployment of policies for effective employee / industrial relations management across the plant.
• Support the Plant HRBP on employee and industrial relations issues to ensure a peaceful industrial atmosphere.
• Liaising with the Head of HR Industrial/IR, support Plant HRBP in resolving industrial relations crisis in the plant.
• Provide necessary support for the Plant HRBP during salary negotiations.
• Under the direction of the Plant, HRBP manages projects as required.
• Monitor the social climate in the plant and provide regular feedback to the Plant HRBP and Head of HR Industrial/IR.
• Collaborate with and support other roles within the O & HR function as required

Requirements
What we are looking for:

• Graduate in any discipline, preferably the Social Sciences
• 2 – 3 years relevant HR BP or generalist experience in an Industrial setting
• CIPD certification added advantage
• Excellent influencing and coaching skills
• A solution-based approach to problem-solving
• Project management skills
• Tenacious and flexible – open to change

See Also: Coca-Cola International Leadership Trainee Program

Behavioral competence:

• Customer focused
• Good communication and interpersonal skills
• Ability to prioritise and work well under pressure
• Desire to learn

Application Closing Date
Not Specified.

Method of Application
Interested and qualified candidates should:
Click here to apply online