Ongoing Recruitment at Lafarge

at  Lafarge

• The objective of this role is the overall management of the Key Accounts team with focus on driving optimum service delivery to the Key Accounts via timely and adequate service, offering of the right product range/mix and execution of the organization’s sales strategy in the segment.
• The Head of Sales – Key Accounts is responsible for the effective coverage of the various tiers of Key Accounts customers and meeting their construction needs with the right product and service.
• He/She will develop the commercial strategy for the unit as well as regional action plans aimed at optimizing both volume and margin contribution to the commercial performance, delivering expectations on VAPs sales and ensuring full utilization of the bulk fleet.

JOB SUMMARY

• Demonstrates visible leadership and role modeling in Health & Safety (H&S) and Diversity & Inclusion (D&I). More specifically, promoting H&S and D&I actions/behaviors within the function will be key, as well as fostering their integration in all programs, activities and documents developed by the department.
• Provides technical support, solutions and services to customers in all segments of our sales – by supporting Key Account, ReadyMix/ Aggregate, Precast and trade sales in pre and post sales customer engagement on applications and services & engaging professionals, contractors, specifiers on new developments and applications.
• Also key element of the job is to handle customer quality/ application complaints and work to resolve and address internally corrective actions in co-operation with Manufacturing/ Customer Services/ other.
• The scope of the role for each incumbent may cover a regional area and/or specific user segment.

JOB SUMMARY

• The Product Development Manager contributes to Holcim’s Accelerating Green Growth objective by assisting the Head of Product, Innovation & New Solutions in managing the local products & services portfolio.
• The Product Development Manager is key in delivering superior value for our end-users / customers and to capture the highest possible value for the business.

WHAT YOU’LL BE DOING

• 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 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 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 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.
• 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
• 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
• 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

WHAT YOU’LL BE DOING

• Technical Services: Provide Technical Services to customers and specifiers, by supporting Key Account, Precast and trade sales in pre and post sales customer engagement on applications and services & engaging professionals, contractors, specifiers on new developments and applications.
• Infrastructure segment (Roads, Bridges, Dams, Power stations, jettys, etc.): work on ground with Key Accounts & ReadyMix/ Aggregate peers closely on prescriptive selling, identifying innovative & vertically integrated specific solutions (e.g. low heat/ Sulphate resistant cement/ concrete, cementitious (flyash/slag),etc. Provide cement/ hydraulic binder solutions for soil stabilization in roads & rigid pavement in concrete.
• Industrial/ Commercial Projects (Large buildings, factories, etc): leverage bulk deliveries & RMX operations to provide suitable solutions on concrete with services on Concrete Mix design and performance, modern construction practices, portable silos, etc., to create differentiation (barrier) with competition offerings.
• Building segment (trade channel – IHB’s & precast/ block-makers): Organize & Conduct with Sales promotional and guidance programmes by engagement of contractors, artisans, blockmakers, etc., through group & individual meetings.
• Product Range: Identify & apply new product, service and integrated solutions. Collaborate with Product Development Manager & other functions in developing them.
• Cement products: with high C/K ambition & leveraging on flexibility of our plant facilities. New applications of cement & cement based products to grow market in Road (rigid pavements/ paving blocks/ soil stabilization), Building & Industrial Sectors; Special cements – Low Heat, Sulphate Resistant, etc.
• Special Concretes, mortars & integrated value added solutions.
• Product Quality & Performance: input information from market/ construction sites and collaborate with Product Performance Manager & Manufacturing, to ensure our products meet customer expectations.
• Lobbying: Engagement with stakeholders in Government (Works, Housing, Industry), regulators, other institutions, building professionals & their bodies, to grow cement & concrete consumption with products & applications in infrastructure, industrial & housing segments, e.g. Concrete roads, Soil stabilization, Oil well, SRC & other cements, mortars,
• Special concretes, affordable & precast, housing, etc.
• Standards and Specifications in Roads, Infrastructure (e.g. Energy sector) and Building sectors.
• Customer Quality/ Application complaints: Work to resolve and address internally corrective actions in co-operation with Manufacturing/ Customer Services/ other.

WHAT YOU’LL BE DOING

The Product Development Manager is responsible for Product Range Development & Management of the Holcim global brands (ECOPlanet, ECOPact & Dynamax) and other Value Added Products (VAPs) across Cement, Concrete and Mortar is primarily responsible for:

• Creating and maintaining product and service culture in the Organization;
• Tracking and identifying opportunities of launching new products and services;
• Defining the roadmap of new products and services for a 2 to 3 years horizon;
• Tracking of the commercial / technical performance of the product and service portfolio towards competitions and next best alternatives;
• Detecting the early signs (based on KPIs / external events) to renew / reposition existing products & services;
• Deploying and maintaining the 5-Step Procedures and all related processes to manage the product & service portfolio;
• Developing new applications of cement & cement based products to grow the market in Road (rigid pavements/ paving blocks/ soil stabilization), Building & Industrial Sectors; and other specialty cements – Low Heat, Sulphate Resistant, Oil Well etc.
• Setting the agenda and organizing the Product Development Committee, ensuring involvement of all local and group stakeholders;
• Challenging constructively the sales, marketing and logistics/industrial teams on product and service topics;
• Proposing all initiatives or change management opportunities which could lead to better top line performance;
• Meeting Quality parameters/expectations of market/users and Research/ Development of construction solutions for Nigeria;
• Liaising with Government, Universities, technical institutions, associations, Standards Bureaus and other stakeholders on adoption, testing and development of Standards for Products & Applications, manuals and specifications to further cement/concrete applications
• Supporting the Mortar team in developing housing products & 3D solutions;
• Working with the quality team to manage the Construction Development Laboratory to support our customers and lead the Research & Development in the industry;