Business Unit: WAPCO Operations Location: Nigeria Job ID: 150216-1 Job Description The purpose of the position is:
Achieving market share (%) & sales volume (KT) targets at a given price (US$, highest possible price)
Maintaining a well satisfied (measured by direct and 3rd party surveys) and loyal customer base (as measured by their consistent purchases and gain shares) and at a competitive cost of sales (US cents per ton of sales)
To minimize the complaints and manage them so as to minimize customer dissatisfaction (no of complaints per ton, continued purchases by complainant)
Reporting activities of competitors and market information to the management to enable good decision-making.
To understand customer needs & behaviour and respond to them based on the Company’s Policy and Strategy.
Duties & Responsibilities The position is responsible for the following main activities: Achieve the given sales volume and price targets within a given budget through: Knowledge of the Market:
Estimate and forecast demand and its segmentation (monthly, quarterly and yearly)
Search for and report up to date information on market players, site jobs and business trends in delineated territory
Competitive Intelligence:
Estimate the market share, prices (throughout the value chain) and inventory of competing brands in the area
Report information on marketing activities of competitors
Customer Relationship Management:
Maintain customers portfolio
Build relationships with the key customers and prospects (using the guidelines of the company)
Understand their needs and behaviour
Allocate time dedicated to customers according to target customers identified with his/her manager, and develop and maintain an effective and quality commercial relationship
Maintain regular contact (visits, telephone, email, fax) and follow-up
Communicate pricing policy and other relevant information
Customer Service:
Provide level of service as defined by the management
Co-ordinate collection of payments and timely delivery of product in good condition
Provide all necessary information to sales administration to ensure timely and accurate invoicing of customers
Evaluate and give feedback to customers on their performance
Problem solving and complaint handling
Reporting:
Structured information and report regularly as per directions
Promotions (BTL):
Assist the Regional Manager in BTL (below the line) promotions
Propose and participate in: Local promotional events to develop customers’ and prospects’ knowledge of BU offer, and
Lafarge image
Customers’ training to Lafarge products/systems
Infrastructure:
The position will be provided with adequate means of transport, communications and a PC.
Standardised tools and templates for recording, analysing and reporting information.
Essential & Desirable Skills
Bachelor’s Degree or HND.
Technical Competencies:
Product Knowledge
Knowledge of basic construction practices
Computer literacy
Selling Skills
Analytical/Negotiation skills
Behavioral Competencies:
Good interpersonal relationship
Result oriented
Integrity
Tenacity
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