Area Sales Manager, Corporate

Job title : Area Sales Manager, Corporate

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

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.

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