Key Accounts & Projects Manager at Holcim

Overview

The main purpose of the role is Key Account Sales & Profitability Management:

• The successful incumbment will be responsible for enabling the country to manage those critical customers who play a strategic role for Lafarge
• Leading sales with key accounts (i.e. nationwide precasters, sophisticated RMXers. etc.) who appreciate differentiated offers and are critical for LH sustainable and profitable growth - with the final aim of generating business value (maximize revenues and profitability).

Possible Key perfomance indicators include: 

• Revenue target
• Variable Contribution II (key levers relevant for country),
• Customer conversion & churn rates,
• Key Accounts Strategy and Customer Action Plans execution,
• Value of projects generated,
• # of customers / payment terms, ratio of active customers / total market potential

Responsibilities

Market Information availability, management & sharing

• Collects market information & trends relevant to the company, with the purpose of supporting the development of impactful commercial strategies (opportunities, market penetration, market development, etc.)
• Identifies the whitespaces in the KA segment, pursues the identified business prospects to turn them into active customers

Key Account sales strategy execution:

• Aligns and executes the Key Account Plans (incl. up-selling, down-selling and cross-selling opportunities), in close collaboration with respective Key Accounts
• Identifies new business opportunities and key projects in the market, builds networks with key stakeholders and influencers, consolidates and expands the LH presence in projects, on medium and long term
• Keeps up to date information on key segment players, projects portfolio development. Balances the projects portfolio by turning potential customers into active ones.
• Manages KA projects' execution, including preparation of technical and commercial offers designed for a particular project; conducts meetings and presentations related to tenders and approvals of offers
• Tracks and improves segment and customer results (sales, volumes, prices) by taking targeted customer actions and developing back-up plans for securing volumes to achieve the targets

Customer Value Management:

• Has a deep understanding of customers' business - structure and organization, their Job-to-be-done, key stakeholders & influencers, needs, pain points and gains
• Collaborates with marketing, technical support, logistic teams to customize relevant Value Propositions (products / solutions, volumes, price, delivery terms, other services, intangibles) that respond to specific project & customer needs
• Enhances the price / value realization by customizing & demonstrating the value proposition of the products, solutions, or services to (new) customers versus the Next Best Alternative
• 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

Profitability Management:

• Promotes and sells products, solutions, and services that serve customer's needs in a profitable way for LH.
• Achieves monthly, quarterly and annual allocated sales targets (sales, volumes, prices / commercial margin ...)

Accounts Receivables Management:

• Provides customers with accurate information on payment terms related to the customer contract, investigates and resolves any irregularities or enquiries. Ensures timely collection of payments and negotiates with customers in non-payment / delayed payment cases

Other Tasks:

• Develops and maintains the prospective & active projects database, including key influencers and stakeholders, for the assigned market segment.
• Prepares accurate sales forecasts / sales budgets for the assigned market segment.
• Writes and submits periodical sales reports for their market segment; monitors the progress of the main sales related parameters (e.g. market share, volumes, prices, outstanding debts) against the budget
• Updates regularly the KA Customer Action Plans
• Performs various administrative duties (e.g. prepare expense reports)
• Supports promotion of LH products and services (e.g. through marketing campaigns, customer events, product demonstrations)

Education/Qualifications

• Bachelor Degree in Sales/Marketing or Construction University Quualification 

Experience

• Construction background (e.g. Construction University education - specific branch if required), knowledge and expertise
• Construction market knowledge
• Technical capabilities (e.g. cross segments products knowledge, specific sub-segment construction process knowledge) - if applicable to the role
• Proven experience in Key Account Management
• Proven experience in Project Management (e.g. project lifecycle) - if applicable to the role
• Knowledge of regulation and construction documentation
• At least 5 years’ experience