Area Sales Manager, Corporate

We are recruiting to fill the position below:

Location: Area Sales Manager, Corporate

Location: Lagos
Industry: Cement / Building Materials
Reports To: Deputy Head, Corporate Sales

Job Purpose

• The Corporate Area Sales Manager is responsible for driving bulk cement sales across a defined region, with a focus on corporate clients, large-scale projects, and key accounts.
• The role combines strategic oversight, team leadership, and direct account management to achieve revenue growth, expand market share, and strengthen long-term partnerships within the construction ecosystem.

Key Responsibilities
Sales Strategy & Revenue Growth:

• Drive corporate and project-based sales, including major construction firms, developers, and government contracts.
• Identify and secure high-value projects and long-term supply agreements.
• Develop and execute area-specific sales strategies to achieve volume and revenue targets.
• Ensure alignment between area sales plans and national business objectives.

Key Account & Corporate Client Management:

• Lead negotiations for large-volume contracts and framework agreements.
• Manage a portfolio of strategic corporate accounts across the area/regions.
• Ensure high levels of customer retention, satisfaction, and repeat business.
• Build strong relationships with contractors, consultants, developers, and procurement teams.

Team Leadership & Capability Development:

• Conduct regular field visits, performance reviews, and coaching sessions.
• Lead, manage, and coach a team of Corporate Sales Representatives / Key Account Managers.
• Drive a high-performance sales culture focused on execution and accountability.
• Set clear performance targets and monitor team productivity.

Market Development & Intelligence:

• Drive initiatives to grow presence in underserved or strategic markets.
• Provide actionable insights to senior management to support decision-making.
• Identify emerging construction projects and position the company as a preferred supplier.
• Monitor competitor activities, pricing trends, and market dynamics.

Pricing, Negotiation & Commercial Management:

• Negotiate complex, high-value deals while ensuring profitability and margin protection.
• Evaluate credit risks and collaborate with finance on customer payment terms.
• Develop and implement pricing strategies within approved frameworks.

Distribution & Supply Coordination:

• Collaborate with logistics and plant teams to ensure consistent product availability and timely delivery.
• Manage demand planning and forecasting for corporate clients and projects.
• Ensure efficient coordination between sales, operations, and supply chain functions.

Performance Monitoring & Reporting:

• Track and analyze key performance indicators (KPIs) across the region.
• Use data analytics to identify performance gaps and implement corrective actions.
• Prepare weekly, monthly, and quarterly sales performance reports.

Key Performance Indicators (KPIs)

• Customer retention and satisfaction rates
• Regional sales volume and revenue growth
• Team productivity and target achievement
• Number and value of secured projects/contracts
• Market share within assigned territory
• Corporate/project sales contribution

Qualifications & Experience

• Bachelor’s Degree in Business Administration, Marketing, Engineering, or related field
• 7–12 years’ relevant sales experience, with at least 3–5 years in a managerial role
• Proven track record in cement, building materials, or construction-related sales
• Strong experience in corporate/B2B and project-based selling

Skills & Competencies:

• Technical competencies
• Data-driven decision-making
• Financial/commercial acumen
• Advanced negotiation and contract management
• Strategic sales planning and execution
• Performance management
• Team leadership and coaching
• Key account management
• Stakeholder engagement
• Leadership competencies
• Cross-functional collaboration

Behavioral Competencies:

• Strong results orientation and resilience
• Excellent problem-solving and decision-making skills
• Ability to thrive in a fast-paced, competitive market
• Customer-centric mindset
• High level of ownership and accountability

Working Conditions:

• Extensive fieldwork and travel across assigned area
• Frequent engagement with construction sites, corporate offices, and project locations
• May require flexible working hours based on project timelines and client needs.