Role Purpose

The role is responsible for driving concrete sales and commercial growth by identifying and developing opportunities across large and medium-sized companies, masons, developers and home builders, while building strong and lasting customer relationships.

The role provides technical product solutions to meet customer needs, strengthens the HBM brand within the manufacturing and construction sectors, and secures concrete product sales in line with company strategies and policies.

The role also involves tracking construction activity and market developments to identify opportunities and working closely with colleagues to maximise commercial opportunities for HBM’s concrete operations.

The role demonstrates leadership in Health & Safety (H&S) and Diversity & Inclusion (D&I) by promoting and supporting relevant actions and ensuring compliance with applicable company policies.

Safety

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  Apply and manage the safety policy, drive the policy standards and advisories already put in place for him, his colleagues, subcontractors and all others who are on the site or plant.

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  Report all incidents, VPCs and near misses.

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  Check with the Plant Operator/Pump and Site Coordinator to ensure access to the job site is in line with safety standards, particularly regarding pumps, electrical lines and available space.

Sales Functions

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  Implement the area commercial strategy and sales action plans to achieve sales targets and profit margins.

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  Organize and control commercial operations for the respective region/area to achieve given sales targets and profit margins.

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  Evaluate the quality of the company’s relationships with customers, assess their evolving needs, and proactively manage and address complaints and feedback.

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  Deliver periodic, data-driven market intelligence reports to provide actionable strategic insights to Management.

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  Synthesize and share standardized weekly and monthly sales performance reports for stakeholder review.

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  Work closely with Marketing, Quality Control, Production and Legal departments, where necessary, to improve and promote quality and service.

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  Work with the Marketing Department to develop and implement communication materials and messages for customers.

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  Develop action plans to drive the sales of Value-Added Products (VAPs) and new products launched in the territory.

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  Organize and coordinate Area/Region sales activities to ensure customer satisfaction and ultimately achieve targets.

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  Negotiate prices, volumes and other additional services with customers, and take proactive decisions in critical situations, including price delays and claims.

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  Represent HBM at meetings, including trade exhibitions, building expos and trade fairs, to promote HBM products, especially Value-Added Products (VAPs).

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  Adhere to the sales policies and procedures established for the role and ensure the timely delivery of concrete products to customers.

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  Ensure all backlogs and pending orders are cleared and that all necessary documentation is completed.

Placing & Finishing Service

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  Propose Placing & Finishing Service policies where relevant.

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  Prepare and provide Placing & Finishing Service prices to facilitate the swift closing of jobsites.

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  Follow up on jobsites, applications, deliveries, invoices and fund collection through to completion.

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  Seek support from the Technical Services Team where relevant.

Advisory Functions

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  Understand standard concrete and the range of VAPs, including their specifications and applications, and make appropriate recommendations in terms of production, transportation and pouring.

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  Demonstrate an advanced understanding of applications and building systems, including individual housing, commercial and institutional buildings, industrial projects, and civil works, roads and utilities.

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  Recommend suitable products, services and solutions, taking into consideration the technical capabilities and financial circumstances of each customer.

Reports

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  Submit key sales indicators and reports on main actions to the Line Manager for close-out.

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  Maintain monthly Customer Relationship Management records covering issues, new leads and closed-out sales.

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  Prepare regular reports from the sales database on a monthly basis and submit them to the Area Manager.

Competition Law

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  Maintain adequate knowledge of competition law and apply it when required.

Production, Transportation/Plant Daily Support

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  Monitor monthly purchases and sales to ensure they are aligned with pumping and delivery unit scheduling and business targets.

Environment

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  Respect and enforce procedures for identifying and reporting environmental non-compliance or incidents to the Line Manager for daily decision-making, and cascade relevant information to the Plant Operator/Batcher.

Credit, Administrative & Invoicing Functions

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  Identify customers that meet creditworthiness requirements, following the in-house process, negotiate payment terms, and coordinate implementation with the Credit Department for debt recovery and billing.

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  Ensure new customers are smoothly registered in the database.

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  Send prices on time for billing.

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  Check all pre-invoicing to avoid claims and manage cash, including price and payment terms, in collaboration with the Credit Department.

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  Ensure all procedures are in place for the cancellation of orders and deliveries.

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  Participate in credit meetings to support the adequate resolution of issues.

Requirements

Critical Knowledge

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  Basic knowledge of concrete and production tools.

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  Knowledge of Value-Added Products (VAPs) and Ultra Series products.

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  Knowledge of transportation management.

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  Knowledge of relevant computer and sales tools, including SFDC, CG Mix (and BC Mix, where applicable), Excel, Word, PowerPoint, ReadySoft and pricing matrices.

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  Knowledge of quality management.

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  Good knowledge of construction materials and the construction industry.

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  Good knowledge of HBM products.

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  Sound business acumen, commercial awareness and basic financial knowledge.

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  Good negotiation skills and strong customer focus.

Critical Experience

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  Minimum 7 years of relevant sales experience.

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  Demonstrated product knowledge, preferably within the concrete, construction materials or related industry.

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  Experience in technical sales and customer relationship management would be an advantage.

Educational Qualification and Other Requirements

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  Bachelor’s degree in Engineering, Marketing, Humanities, Social Sciences or a related field.

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  MBA or other relevant postgraduate qualification would be an added advantage.

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  Mobility within the country is required.

Benefits