Relationship Officer - Corporate Sales (cement)

Reports To: Area Sales Manager

Job Purpose

• The Corporate Sales Relationship Officer is responsible for driving bulk cement sales to corporate clients, including construction companies, contractors, developers, and large projects.
• The role focuses on revenue growth, client acquisition, and relationship management, ensuring consistent product demand and long-term partnerships.

Key Responsibilities

Sales & Revenue Generation:

• Identify, develop, and manage relationships with corporate clients (contractors, developers, project managers, government projects).
• Drive bulk cement sales to meet and exceed assigned revenue and volume targets.
• Actively pursue new business opportunities and expand the client base.
• Prepare and deliver sales proposals, quotations, and contracts.

Account Management:

• Build and maintain strong relationships with key accounts to ensure repeat business.
• Serve as the primary point of contact for corporate customers.
• Manage customer expectations regarding pricing, delivery, and product availability.
• Monitor client satisfaction and resolve issues promptly.

Market Intelligence & Business Development:

• Monitor market trends, competitor activities, pricing strategies, and customer demands.
• Identify upcoming construction projects and position the company for supply opportunities.
• Provide regular market feedback to management to support strategic decisions.

Pricing & Negotiation:

• Negotiate pricing and contract terms within approved company guidelines.
• Ensure alignment between pricing strategy and company profitability goals.
• Structure volume-based deals and long-term supply agreements.

Collaboration & Coordination:

• Work closely with logistics and operations teams to ensure timely delivery of cement.
• Coordinate with finance for credit management and payment collection.
• Collaborate with marketing for promotional initiatives targeting corporate clients.

Reporting & Performance Tracking:

• Maintain accurate records of sales activities, pipeline, and customer interactions.
• Prepare weekly/monthly sales reports and forecasts.
• Track performance against KPIs and take corrective actions where needed.

Key Performance Indicators (KPIs)

• Sales volume and revenue achievement
• Number of new corporate accounts acquired
• Customer retention rate
• Contribution margin / profitability
• Project conversion rate
• Collection efficiency (DSO - Days Sales Outstanding)

Qualifications & Experience

• Bachelor's degree in business administration, Marketing, Engineering, or related field
• Minimum of 3 - 7 years' sales experience, preferably in cement, construction, or building materials
• Strong understanding of B2B/corporate sales and project-based selling
• Proven track record of meeting or exceeding sales targets

Skills & Competencies:

• Strong negotiation and closing skills
• Relationship management and stakeholder engagement
• Commercial and financial acumen
• Excellent communication and presentation skills
• Market intelligence and analytical thinking
• Ability to work independently and manage large client portfolios.

Behavioral Competencies:

• Results-driven and highly motivated
• Strong problem-solving ability
• High level of integrity and professionalism
• Resilient under pressure in competitive markets
• Customer-centric mindset

Working Conditions:

• Frequent field visits to client sites and construction projects
• Travel within assigned region/territory
• May require extended hours to meet sales targets and client demands.