National Sales Manager
Lafarge

Industry:Construction/Cement/Metals
Functional Area:Sales & Business Development
Total Position: 1
Job Type:Full Time/Permanent
Department:Marketing
Job Location:Islamabad, Pakistan
Gender: Doesn’t Matter
Minimum Education:Master’s Degree
Degree Title:An MBA, from a reputed local or international institution,
Career Level:Manager
Minimum Experience:10 Years (10-12 years of local sales experience and preferably in FMCG or industrial manufacturing MNC environment.)

JOB PURPOSE
Build and maintain a high performance sales organization and provide leadership and management of local sales on nationwide level to effectively achieve business objectives within highly competitive and price elastic target markets. Ensure consistent, profitable growth in the top line through positive planning, deployment and management of national sales personnel.

MAIN ACCOUNTABILITIES
Key Result Area: Health & Safety
Ensure that Health & Safety is an integral part of all job duties and is implemented in accordance with Group H&S Guidelines
Report a minimum of 12 hazards and conduct a minimum of 12 VFLs on annual basis
Actively participate in initiatives to implement Health & Safety
Coordinate with external stakeholders to ensure that any legal risks arising out of Health & Safety are identified and addressed in a proper manner
Key Result Area: Strategic Sales Planning and Implementation
In cooperation with the Marketing and Extra Mile Team create and implement effective sales strategies and lead nationwide sales personnel toward achievement of corporate sales objectives.
Establish sales objectives by forecasting and developing annual sales targets for regions and territories; projecting expected sales volume and profit for existing and new products.
Implement the company’s sales process to establish a culture of consultative selling to customer’s decision-makers at all levels.
Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
Establish and adjust selling prices by monitoring costs, competition, retention targets and supply & demand.
Provide regular updates/reports on sales performance to senior management and propose solutions to address existing/anticipated challenges
Ensure that all customer complaints are handled efficiently, effectively and resolved in minimum time

Key Result Area:
Business Development
Cultivate and maintain effective business relationships with executive decision makers in large accounts.
Pursue identified business prospects, participating actively in the planning and sales process for new business opportunities.
Visit customers and dealers on a regular basis to ensure the accurate management of the sales pipeline in the CRM system
Review and ensure proper updation of national targets and prospective customer base on a regular basis
Actively manage the deployment of new dealer accounts and major clients to ensure maximum customer satisfaction
Design and implement the value proposition per segment (products, systems, services, partnerships, distribution/delivery, pricing, communications, etc.)
Key Result Area: Key Account Management
Ensure proper management of the commercial relationship with existing large and multi-site blue chip clients. Proactively contacting clients to maintain a consistent high level of service delivery, whilst identifying further new business opportunities.
Meeting with key clients face to face to educate and promote the business
Maintain retention of each account ensuring they remain as per budget in line with annual targets,.
Work with other departments to ensure that service requirements are understood and implemented in line with client expectations.
Key Result Area: People and Organization Development
Coach Sales Field Force to build effective relationships that enable them to respond quickly to emerging customer opportunities, and provide for seamless execution of the company’s business processes that exceed customer expectations.
In cooperation with HR, manage the local sales force; propose the recruitment, compensation and career development of all team members
Encourage and require high level teaming and collaboration skills to gain the committed and motivated efforts of other departments to ensure top line delivery.
Job-Specific Skills
Strategy formulation
ERP knowledge (Preferred)

General Skills
Ability to interpret goals to strategy and strategy to plans.
Must be excellent in using Microsoft Office.
Excellent communication, report writing, and presentation skills
Excellent problem solving, analytical skills

Customers (Target Market)Key Account HandlingSales SkillsKey Account ManagementPartnerships & AlliancesStrategic Sales