Key Accounts Manager at Lafarge Africa Plc

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Job Title: Key Accounts Manager at Lafarge Africa Plc
Lafarge Africa Plc is a member of the LafargeHolcim Group – the biggest building and concrete solutions company in the world. It is a publicly quoted company on the Nigerian Stock Exchange (NSE) and serves Nigeria with a wide range of building and construction solutions designed to meet housing and construction needs from small projects like individual home buildings to major construction and infrastructure projects.
We Are Recruiting To Fill The Position Below
Job Title: Key Accounts Manager
Requisition ID: 2737
Location: Lagos
About The Job
The Key Accounts Manager is responsible for effectively managing business dealings with contractors and customers by building amazing relationships, prescriptive selling of tailored solutions to project needs and influencing specifications to ensure the company is the supplier of choice where 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 region/channel of coverage. Monitors such development and establishes contact with appointed contractors with the objective of influencing the project cement specifications.
Gathers and shares up-to-date market information & trends relevant to the company (market trends, market players, new products and innovations, feedback on products/solutions) etc., with the purpose of supporting the development of impactful commercial and product development strategies (new products, market penetration, market development, etc).
Involves in the bidding and pre-selling phases of projects to offer professional advice to contractors, recommend VAPs where necessary with the aim to prescriptively sell our products and lock up projects.
Constantly estimates the size of the contractors segment with a view to increasing the business SOW and build market growth forecast into the total business volume model/plan
Contractors & Institutional Customers Management
Maintains up to date information on customers’ portfolio; profile, products in use, new/on-going projects and priorities. Execute delivery plans in line with customers’ schedule, and advises on ETA for critical projects. Ensures a minimum of 70% of customers in database are active.
Positions self to be an integral part of customers' business by developing a detailed understanding of customers’ business – needs, structure, operations, organization, pain points, gains and competition.
Improves customers’ operation by effective planning and communication of deliveries, introduction ofnnew/alternative products/solutions and best practices.
Addresses cement and cement application problems that may arise and is associated with the business product usage.
Enables price and margin optimization especially on VAPs by creating additional value through demonstrating vast knowledge of the distinctive features and benefits of the business products in application
Establishes relevance with all levels and stakeholders along the customers’ structure, from the top most management down.
Categorizes customers’ according to size, value and potential and establishes callage plan – type of visit, frequency of visit, etc
Carries out periodic shortage reconciliation on bulk transactions with the objective of refunding customer with products for under-deliveries
Builds loyalty to the LH brand and manages customer relationships through all phases of the selling cycle, including 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 the Tier I customers; executes the sales strategy & customer action plans focusing on customers/opportunities bringing 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 forecast in collaboration with the Logistics team in such a way that the bulks are sufficient enough during the high tides to max out on all opportunities available in the market and suffer only a minimal idle time during the low tides
Matches project location with the most accessible business products with a view to manage product application performance and possible solutions or alternatives where necessary
Volume, Profitability & Credit Management
Consistently strives to meet the customers’/project’s cement need in the most profitable way by seeking to deliver from the plant with the most overall benefit, recommending the SKU with the most margin and ensuring functional, calibrated weighbridges 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 allocated sales targets - volumes, prices/commercial margin
Accounts Receivables
Provides customers with accurate information on pricing, payment terms related to the customer contract, investigates and resolves any irregularities or enquiries.
Provides all necessary information to sales administration to ensure timely and accurate invoicing of customers.
Provides customers with a monthly SOA and reconciles any differences
Effectively manages credit lines and maintains DSO < 45 days by ensuring customers get invoices on a bi-monthly basis along with a schedule and credit payments are matched off with specific invoices paid for so as to be in alignment with customers records on outstanding/unpaid invoices for ease of reconciliation.
Coordinates timely collection of payments and drives 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 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 and with quality information
Registers and follows-up opportunities & 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 array of products to customers and request for leads/referrals to pitch
Organizes avenues for top managements of the business to meet and bond with top management of customers
Creates brand affinity by participating in memorable events in the International communities within the construction space – The Chinese festivities, The Indians, etc
Maintains a professional and business-like appearance at all times
Who You'll Be Working With
Technical Sales Engineers on key account sales and quality related issues.
Customer Services Manager for prompt and satisfactory services
Logistics Managers for product distribution
Sales Admin Manager for sales processes.
Industrial team and planning team
Educational Qualifications
B.Sc/HND preferably in Civil Engineering
Additional qualification will be an added advantage
Work Experience
Minimum 8 years of working experience, with at least 2 years in a technical role and 6 years in in Sales supervisory position
Functional Competencies
Market knowledge
LH 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
Professional Soft Competencies
Communication skills
Presentation skills
Time management skills
Stakeholder management skills
Team Performance management skills
Coaching skills
Behavioral/Leadership Competencies
Drive
Ownership
Resilience
Integrity & Trust
Accountability
Assertiveness
Others
Driving license
Microsoft Office (PowerPoint, Excel, Word)
CRM/SFDC
Mobility
Nationally
Application Closing Date
Not Specified.
How to Apply
Interested And Qualified Candidates Should
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