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  • Posted: Apr 20, 2022
    Deadline: Not specified
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  • We operate four business segments: Cement, Aggregates, Ready-Mix Concrete and Solutions & Products, and hold leading positions in all regions of the globe.
    Read more about this company

     

    Key Accounts & Projects Manager

    Overview

    • Is responsible for enabling the country to manage those critical customers who play a strategic role for LH
    • Leads 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).

    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 Lafarge
    • 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

    • Construction background (e.g Engineering or Business qualification 

    Experience

    • Proven experience in Key Account Management
    • Proven experience in Project Management
    • Minimum 5 years in a similar role

    Knowledge & Skills

    • Objections handling (Has the ability to prevent and/or resolve objections of various stakeholders while preserving good working relationships. Recognizes the validity of different points of view, is able to tactfully bring disagreements into the open, to find common ground and obtain cooperation with equitable solutions)
    • Communication skills
    • Stakeholder management (influencing skills)
    • Presentation skills
    • Achievement motivation (results orientation)
    • Self-management
    • Resilience

    go to method of application »

    Marketing & Communication Manager

    Overview

    The Incumbent is tasked with bringing together crucial pieces of information such as competitor performance, operational performance, innovations, markets, etc., from various internal and external sources in order to develop strategic options. This information will also serve as input for the regular strategy reviews by senior strategy management and business leaders

    Actively managing relations with external stakeholders: communities, all spheres of government, local, national and international media, interested and affected parties, non-governmental organisations and any other interest groups whom may through their presence and existence have a bearing on the short, medium- or long-term success of LSA

    Acting as the Custodian of the Company’s corporate message and public image by ensuring that strict and effective communication strategies are in place at all times

    Responsibilities
    Marketing plan:

    • Develop a deep understanding of the local construction industry: its players, influencers, decision makers, trends and opportunities. Translate end-user and stakeholders’ insights in actionable change approach
    • Contribute to management cycle and articulate the marketing plan of the country: country consolidated market knowledge (market data, customers, competition, products, solutions and services, segmentation, access to market, trends and markets evolution), market opportunities and risks, regulation intelligence, branding, pricing strategy, marketing vision and strategic objectives, strategic marketing plan and operational roadmap for the coming years, including innovation

    Country Marketing operations:

    • Lead the interactions between all functions involved in the development and launching of new products / solutions / services. Propose the business case for country initiatives (i.e. new segments, new products, new systems, new services…) including the business stakes and objectives (market share, targeted customers or market segments, volumes, EBITDA, etc.)
    • Recommends the most effective route-to-market for each of the business head and positions the Lafarge brands for maximum exposure
    • Assists in the development of the business in line with the Company’s strategy, including developing new markets, strategic business alliances, investment decisions and strategic projects
    • Assists business leaders in building SMART strategic objectives and cascading the objectives to the shop floor supported by robust marketing plans
    • Guides discussions and contributes insight derived from analysis of the industry and competitors. These insights include decisions about entering new markets, developing products, mergers, divestments or stopping production of existing products
    • Evaluate industry trends, client needs, expansion opportunities, competitive threats and internal performance
    • Leverage on commercial branding
    • Leverage on knowledge platforms and IT enablers
    • Corporate Affairs & Communications

    External Stakeholder Management:

    • Initiating, managing and delivering a corporate communications strategy to develop the organizations’ reputation, brand and relationships, ensuring we have a clear identity and high levels of goodwill and understanding amongst the various stakeholder groups and wider audiences
    • Developing and ensuring the strategic management of our stakeholder relationships and strategies for influencing the Government, national and local level leadership, wider stakeholders and the media
    • Support the management team in developing an external business risk framework (matrix) and act as custodian of the same

    Corporate Communication and Media and Issues:

    • Manage and coordinate industry affairs by ensuring effective and consistent representation in industry / trade events / initiatives as appropriate to the Company’s business objectives
    • Act as a senior spokesperson to the Media when required
    • Contribute to crisis communication policy, build and re-enforce businesses’ crisis media response capabilities
    • Provide the Corporate responsibility agenda and activities with communications support and visibility
    • Manage /coordinate the Company’s sponsorship & donation activities in accordance to the approved policy. Liaise with site Committees to ensure alignment with Policy
    • Review communications such as press releases, speeches, publications or events to convey the desired Company position

    Internal Communications:

    • Champion the Internal Communication agenda within the organization
    • Support the development and cascading of company’s strategy, Vision, Mission and Values
    • Support HR in developing and maintaining an internal communications platform to promote greater connectivity of employees in South Africa and the alignment around the Brand

    Experience

    • At least 5 years of working experience in a corporate strategy position within a fast-paced and dynamic business environment, preferably as support personnel for senior Management
    • Proficiency in the use of Ms Word, Ms Excel, and PowerPoint, which will be necessary for the creation of both visually and verbally engaging analyses reports and presentations
    • Exceptionally good analytical skills, an ability to translate raw information into actionable strategies and initiatives
    • Ability to perform standard analyses such as performance analyses, competitive analyses, market analyses, etc
    • Business development skills/experience
    • Project management

    Knowledge & Skills

    • Autonomy, self-direction and confidence
    • Strong leadership and management skills with experience of managing and inspiring people
    • Strong team player - proven ability to form good working relationships and work collaboratively across a diverse and engaged workforce at all levels of seniority;
    • Market approach and intuition, trend scout, Business sense and strategic thinking approach
    • Ability to transform ideas into actions
    • Prior experience of working in a company experiencing rapid change with the ability to manage and implement multiple business initiatives;
    • Strong commercial and financial skills. Ideally with profit and loss accountability background or as a minimum, revenue targets
    • Strong negotiation and influencing skills, ability to manage and engage with a wide variety of clients and focus on understanding their needs
    • Good organizational skills with the ability to coordinate several projects, deadlines
    • Excellent written and verbal communication skills, able to effectively influence actions and opinions of others

    Method of Application

    Use the link(s) below to apply on company website.

     

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