Head

Strategy:
 Develops, coordinates and implement the sales strategy of Construction Solutions at national and regional levels among the
existing market and Client’s segments, in order to increase in an organic way the market share and profitability in line with the
Mid Term Plan of the Company;
 Gives his inputs in developing long term pricing strategy to maximise variable contribution through decisions related to
product / service / territory / package mix / ASP / complementary products / Client portfolio;
 Participates, initiates and co-owns processes related to (i) review of Company’s existing offers (products and services) and (ii)
introduction or discontinuity of new products or/and services;
 Identifies and runs the assessment of market opportunities supporting the consolidation and the increase of Company’s results;
 Tracks the performance of the team and propose development or optimization concepts;
 Implements the business growth strategies;
 Stays abreast of industry trends, tools and technologies, keeping innovation in the forefront. Continuously focus on improving
processes and practices that create a better added value to Clients.
Management Process:
 Brakes-down the general sales KPI’s at Sales Representative, Client, product, package and geography level;
 Provides and accurately analyses and forecasts and plans sales volumes in order to support the optimization the Company’s
production, logistics and procurement activities;
 Is in charge with (i) the analysis of the sales pipeline, (ii) collecting and analysing of market data, (iii) the identification of
performers and retractors and (iv) the elaboration and implementation of corrective actions;
 Is in touch with key players on the market of building materials (suppliers, Customers, influencers, facilitators, architects,
applicators, etc);
 Manages the Customer portfolio trough results analysis and business follow-up meetings;
 Executes field visits in order to identify the attractiveness of the Company’s offer and to understand the geography coverage of
Company‘s products;
 Finds the equilibrium between the quality and the margin of products;
 Is responsible for the account receivables and cash-collection process respecting the targets and procedures of the Company;
 Collaborates and facilitates the partnership with other departments of the Company – Industrial segment sales, Retail &
Distribution, RMX Production, BINASTORE retail project, Marketing, Procurement, Logistics, Financial, Industrial, Legal –
in order to ensure the most cost efficient and result driven internal processes;
 Establish the development plan of the Construction Solutions segment (Budget, Profit and Loses, training plan of employees,
annual sales plan, marketing & communication plans, product line, etc)
 Generates reports tracking the achievement of KPIs;
 Develops programs including project plans, resource planning and budget management.
 Holds with regularity the business review with the Commercial Director;
 Is responsible for accurate management of the costs associated to his / his team activity;
 Takes care that all processes are documented clearly, consistently adhered to and modified when necessary to accommodate
changing business requirements.

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 Ensure the respect of the Code of Business Conduct of the Company at the level of each member of the managed
Team;
Team Performance:
 Drives the Team and supports the division of objectives with clearly defined goals and accountabilities; drives for performance
utilising transparent management style and effective performance management;
 Directs the Construction Solutions segment and the Sales team by establishing individual weekly & monthly & quarterly and
annual targets;
 Motivates each member of the Team in achieving individual and collective KPIs;
 Holds with regularity follow-up meetings with Sales Team tracking their individual and team performance;
 Executes coaching visits on the field together with each teammate;
 Elaborates a training calendar for targeted audience and implements it;
 Is responsible for ensuring the delivery of training programs that support key business initiatives;
 Recruit, Develops & retains qualitative collaborators;
 Is fully aware of and strictly follows the safety rules and regulations of the Company in order to ensure safe working
environment for himself and people around
Marketing & loyalty programs
 Plans, coordinates with Marketing and implements sales and promotion campaigns at national, rayon, Client, segment level;
 Prospects for potential new sales channels and Clients and turn this action into increased business;
 Works with team to develop offers that responds to the channels’ or Client’s needs, concerns, and objectives;
 Contributes to the elaboration, development and improvement of marketing, loyalty or training programs.
 Tracks the Customer Journey and adjusts it in order to increase the Client’s comfort of collaboration with the Company;
 Develops relationship building actions in order to increase the loyalty of key stakeholders of his segment (masons, foremen,
applicators, architects, technical supervisors, etc.)
 Finds the equilibrium between the marketing campaigns budget, inventory and ROI;
Develops programs related to Product Management - project plan, resource planning and budget
management.Changing any or several of these labor functions, as well as adding additional functions to them, is
allowed only with the agreement of the parties.