Head, Commercial Performance & Planning at Lafarge Cement

Summary

The Head, Commercial Performance & Planning is responsible for supporting the Commercial Director with all aspects of Performance Management and Measurement for the Function.

• Accountable for the performance of groups of end-to-end processes, as well as joint business planning and execution that maximizes achievement of near term business objectives and long term strategic imperatives.
• Contributes strategic and operational drivers to streamline sales and logistics operations with final accountability to achieve sales, market share and profitability objectives.
• Through collaboration across functions, strong partnership with the business and unwavering performance leadership, drive capability development at Head of Sales & Segments level and execution of specific improvement efforts to realize substantial gains in quality, delivery and cost.
• Drive implementation of Sales Excellence Programme to increase sales force effectiveness and ensure overall efficiency

Responsibilities

Governance & Compliance

• Lead the deployment of the Country Commercial Strategy: RTM, Retail Project, Block makers program, SG&A improvement plan, coaching of the Head of Business units & regions till annual KPIs are met
• Work closely with the Financial Controller to gather latest data, produce monthly Operations Score card to analyse performance, formulate risks and opportunities and ensure that actions are cascaded to the N-1 for action
• Driver of Continuous Improvement process within Operations: Sales Administration follow-up, Sales team effectiveness to drive numbers, Customer Service optimization + Logistics capabilities
• Monitoring and Reporting of Operations performance data using agreed KPI measures and reporting tools. This includes a significant emphasis on process plant, Logistic and field performance reporting.
• Push collaborative activities with a customer-centric approach: Collaborate with Head of sales, segments and Sales Director to develop forecasts and other customer planning activities
• Build and maintain a collaborative relationship with Industrial, Sales and logistics teams.
•  Act as an internal contact for demand planning, production, and customer service/logistics: Mastering the S&OP Process alongside with Head of Sales of Each regions and Key Accounts Business Unit – Ensuring that both internal and external customer expectations are being met.
• Organise and facilitate Operations Leadership Meetings alongside with Head of Sales.
• Demonstrate commitment to health, safety and the environment

Performance Monitoring 

• Ensure timely production of management reports and check the execution coherence between commercial strategy targets and the actual results
• Constructively challenge and support the sales and marketing teams in the commercial performance areas.
• Mapping market dynamics, identifying competitors/ moves and realigning policies and programmes, product mix, distribution set up etc. to remain firmly afloat in the midst of competitive business scenario.
• Planning & Execution
• Champion the S&OP Process in the Commercial Function
• Contribute to the yearly management cycle deliverables (i.e. Marketing Plan, Commercial Strategy & progress plan).
• Responsible for confirming the completeness of the both the top-down and bottom-up monthly sales planning process and transmission of the sales plan to the production planning tool.
• Acts as the sales representative in the monthly Supply-Demand balancing meeting
• Participate in meetings / committees for decision making and transversal work in different commercial areas (i.e. Product Committee)
• Learning & Development activities on “sales force preparation & objection handling”
• Sales Force Effectiveness
• Understand the “LH Way of Selling” : Prioritization, Customer visits, Value-selling, Price & Margin Management, Project based sales + “Leading the Sales Force” for client facing Sales employees
• Drive mastery of the Sales Management cycle and deployment of Commercial strategy
• Continuously align actions with Marketing Plan initiatives
• Ensure Field Sales Force is able to respond to pressure from customers, competitors and changing economy.
• Work with L&D to promote coaching, feedback, recognition and training to team.
• Ensure Field Sales Force have the ability to better target, prioritize, assess Retailers needs and develop solutions around those needs
• Optimize all relevant resources for a brand or portfolio across multiple geographies and activities.

Dimensions

Financial Scope:

• No direct P&L responsibility

Indirect People Relationships:

• All members of the Commercial team (i.e. Marketing, Sales, Logistics/Supply Chain)
• Corporate Commercial Performance or other Corporate

Budget & KPI Responsibility:

• No direct budget responsibility
• Responsible for sales related KPIs

Knowledge & Experience

Critical Knowledge

• Broad awareness of all aspects of operational and business management of LafargeHolcim (e.g. Management Cycles, Business Planning, Strategic Processes, Commercial Operating Model etc.)
• Sound understanding of B2B/B2C marketing and product management
• Solid business understanding (construction materials) and business acumen
• Sound customer orientation awareness
• Finance Knowledge (i.e. Income Statement, Balance Sheet etc.)
• Solid analytical skills to run/interpret complex and detailed analysis
• IT skills to develop, use and maintain analytical tools (i.e. QlikView)
• Good communication and negotiation skills

Critical Experience

• Country (Sales) experience
• Confirmed experience in Sales, Planning, Logistics and Project management, and overall retail operations.
• Experience in a matrix organization across different functions
• Develop People training skills and experience

Functional Competencies

• Ability to translate strategy into operational delivery
• Resilience and stamina with an emphasis on solution seeking
• Proven management skills
• Motivated and results orientated with the drive to achieve targets
• Innovative and creative with the ability to translate ideas into effective action and outcomes
• Excellent problem solving and decision-making skills
• Clear and accurate written and spoken communication and presentation skills
• The ability to influence, build and maintain effective relationships
• Strong IT skills, very proficient in Microsoft Office
• A team player with an open and consultative style and optimistic approach

Organization Structure 

• Reports to the Commercial Director