Head of B2C Sales Segment Head
vakansiya — 2024

Operating in over 90 countries, with more than 110,000 employees, the Holcim Group is one of the world’s leaders in production and distribution of Cement, Ready-Mixed Concrete and Aggregates.

Head of B2C Sales Segment Head

Main Duties:

Strategy

• Develops, coordinates and implements the sales strategy of bag products at national and regional levels in the retail & distribution segment, in order to increase in an organic way the market share and profitability in line with the Mid Term Plan of the Company;
• Gives his inputs in developing long term pricing strategy to maximize variable contribution through decisions related to product / territory / package mix;
• Identifies and runs the assessment of market opportunities supporting the consolidation and the increase of Company’s results;

Management process

• Brakes-down the general sales KPIs at Sales Representative, Client, product, package, and geography level;
• Provides and accurately analyses and forecasts and plans sales volume in order to support the optimization of the Company’s production and procurement activities;
• Is in charge with (i) the analysis of the sales pipeline, (ii) the identification of performers and retractors and (iii) the elaboration and implementation of corrective actions;
• Manages the customer portfolio through results analysis and business follow-up meetings;
• Executes field visits in order to identify the attractiveness of the Company’s offer, to understand the geography coverage of Company‘s products;
• Finds the equilibrium between the quality and the margin of products;
• Is responsible for the account receivables and cash-collection process respecting the company targets;
• Collaborates and facilitates the partnership with other departments of the company – Supply-Chain, Financial, Industrial, Legal – in order to ensure the most cost efficient and result driven internal Company processes;
• Holds with regularity the commercial review with the Commercial Director;
• Is responsible for accurate management of the costs associated with the team’s commercial activity (trip expenses, fuel consumption, promo materials, marketing ativities, etc.)
• Ensure the respect of the Code of Business Conduct of the Company at the level of each member of the managed Team;

Team performance

• Directs the sales team and establishes individual weekly & monthly & quarterly and annual targets;
• Motivates each member of the Sales Team in achieving individual and collective sales results;
• Holds with regularity follow-up meetings with Sales Team tracking their individual and team performance;
• Elaborates a training calendar for all players in the Sales Organization and implements it.
• Recruit, Develop & retain quality sales representatives;

Marketing & loyalty programs

• Plans, coordinates with Marketing and implements sales and promotion campaigns at national and rayon level;
• Prospects for potential new sales channels and clients and turn this into increased business. Work with team to develop proposals that responds to the channels o
• Client’s needs, concerns, and objectives;

Requirements:

• Education: University degree (Business Management and Marketing)
• FMCG sector: 3+ years of field sales experience in regions of the country, 3+ years of sales team management
• Negotiation skills to conclude the most profitable long term deals;
• Persuasion skills to be able to convince Clients to purchase Company’s products;
• Business acumen to determine and enforce beneficial strategies to run the sales team;
• Strong management skills to lead Sales Representatives across different business contexts and inspire them to succeed;
• Effective communication skills;
• Foreign languages – English and Russian;
• Marketing or advertising experience;
• Strong IT skills – confident user of Office package (Word, Excel, PowerPoint)Driving license B category
• Application Procedure

All qualifying candidates should submit their CV’s to aze-hr-cv@lafargeholcim.com by indicating the applied position in the subject line as Head of B2C.

All applications for the advertised post will be assessed and given equal opportunities.

Application closing date: August 31, 2021.