Area Sales Manager, Corporate

Job Title: Area Sales Manager, Corporate

Industry: Cement / Building Materials
Location: Lagos
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

1. Sales Strategy & Revenue Growth

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

2. Key Account & Corporate Client Management

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

3. Team Leadership & Capability Development

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

4. Market Development & Intelligence

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

5. Pricing, Negotiation & Commercial Management

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

6. Distribution & Supply Coordination

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

7. Performance Monitoring & Reporting

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

Key Performance Indicators (KPIs)

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

Qualifications & Experience

• Bachelor’s degree in Business Administration, Marketing, Engineering, or related field
• Minimum of 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
• Strategic sales planning and execution
• Key account management
• Advanced negotiation and contract management
• Financial/commercial acumen
• Data-driven decision-making
• Leadership competencies
• Team leadership and coaching
• Performance management
• Stakeholder engagement
• Cross-functional collaboration

Behavioral Competencies

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

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