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