Area Sales Manager, Corporate
Job Description
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
- Develop and execute area-specific sales strategies to achieve volume and revenue targets.
- 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.
- Ensure alignment between area sales plans and national business objectives.
Key Account & Corporate Client Management
- Manage a portfolio of strategic corporate accounts across the area/regions.
- Build strong relationships with contractors, consultants, developers, and procurement teams.
- Lead negotiations for large-volume contracts and framework agreements.
- Ensure high levels of customer retention, satisfaction, and repeat business.
Team Leadership & Capability Development
- Lead, manage, and coach a team of Corporate Sales Representatives / Key Account Managers.
- Set clear performance targets and monitor team productivity.
- Conduct regular field visits, performance reviews, and coaching sessions.
- Drive a high-performance sales culture focused on execution and accountability.
Market Development & Intelligence
- Identify emerging construction projects and position the company as a preferred supplier.
- Monitor competitor activities, pricing trends, and market dynamics.
- Provide actionable insights to senior management to support decision-making.
- Drive initiatives to grow presence in underserved or strategic markets.
Pricing, Negotiation & Commercial Management
- Develop and implement pricing strategies within approved frameworks.
- Negotiate complex, high-value deals while ensuring profitability and margin protection.
- Evaluate credit risks and collaborate with finance on customer payment terms.
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.
- Prepare weekly, monthly, and quarterly sales performance reports.
- 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
