Head of Key Account

at  Lafarge

Lafarge is a world leader in building materials, with top-ranking positions in its Cement, Aggregates & Concrete businesses. Located in 64 countries with 65,000 employees, the vision of Lafarge in Nigeria is to be the most trusted and preferred partner of Nigerian construction professionals and home builders by delivering cement and concrete solutions that are best in quality, environmentally sustainable and nationwide available at affordable cost.
We are recruiting to fill the position below:

• Responsible for managing the Key Accounts segment of the business
• Responsible for driving the right mix between regular and premium cement products aimed at delivering both volume and margin returns to the business.
• Responsible for developing strategies to drive the unit and see to its full implementation
• Ensure that LAP has a sizeable SOW of the Key Accounts segment at all times.
• Responsible for review and approval of the bottom-up sales plan in alignment with the top-down volume strategy and taking ownership of the accuracy of the data provided.
• Responsible for managing the Key Accounts Managers to deliver on the volume and coverage objectives as detailed by the sales leadership team.
• Should plan the distribution of products to project sites from the best point of shipment in order to minimize distribution cost.
• Build solid relationship with the customers at various levels through planned regular field visits, problem resolution and professional advice when and where needed.
• Responsible for ensuring collaboration between the Key Accounts unit, the A&C team, the Road Segment and the Technical/Product development units.
• Responsible for driving the right SKU mix aimed at full utilization of available bulk fleets
• Should be at the front of liaising with the Industrial team on the availability/timely production of VAPs as well as guiding them with a volume projection per given time.
• Responsible for the coaching and development of the team’s capability through accompaniments visits, delegation and knowledge sharing.
• Responsible for ensuring efficient and quality service delivery by the Key Accounts Services Manager.
• Ensure a balanced ROI on deals we’re involved in by practicing and approving of premium pricing whenever the opportunity presents itself.
• Should be able to gather information from relevant sources on the infrastructural sector development and various other projects for effective follow up with team.
• Meet or exceed volume, profit and market share targets for the country
• Review and approve offers to customers with eyesight on margin and bottom line objectives
• Influence customer buying decision through regular meetings, vast product performance knowledge and sharing of success testimonials from projects we are involved in.
• Develop expertise and insight in the dynamics of market across regions and segments, with focus on customers’ needs, competitor activities/strategies and customer knowledge in order to develop market insight.
• Successfully interact and communicate cross-functionally (Commercial, Industrial, HR, Finance, Logistics and Legal)
• Demonstrate discipline and own ership approach in budget split, tracking and utilization
• Make recommendation to seize additional opportunities or to adjust budget to volume shortfalls if required
• Ensure timely, correct and complete daily, weekly and monthly set of reports by the team
• Be an ambassador for the Lafarge brand and represent LAP as a credible partner and supplier of all cement and cement-based materials for any construction project in the country