Specific Duties & Responsibilities
- Market Segment – Construction Systems (VisMin):
- Infrastructure - construction involves building and development of essential systems and structures such as roads, bridges, railways, airports, water supply systems, sewage and drainage systems, and power grids and similar facilities necessary for transportation, communication, water, and energy distribution; mainly reached and captured through key project management (KPM) approach.
- Residential - construction involves building and development of housing structures, including single-family homes, multi-family residences, townhouses, condominiums, and apartment complexes; mainly reached and captured through key account management (KAM) approach.
- Commercial - construction involves the building and development of structures intended for business use, such as office buildings, retail centers, warehouses, hotels, and industrial facilities; mainly reached and captured through key project management (KAM) approach.
Product Categories:
To lead sales and promotion of the following product categories:
- Refurbishment – includes repair, strengthening, and protective solutions for concrete structures, such as repair mortars, shrinkage compensated high-strength grouts, anchoring adhesives, protective coatings, corrosion control, and structural strengthening systems.
- Waterproofing – cover all technologies used for below, and above-ground waterproofing: flexible membrane systems (polymeric sheets, fully bonded membranes, modified bitumen sheets), liquid applied membranes, joint waterproofing systems (waterstops, swelling profiles, adhered tapes), waterproofing mortars, mortar admixtures, and injection resins and grouts.
- Roofing and Flooring – full range of flat roofing systems such as thermoplastic and bituminous membranes as well as liquid-applied membranes including insulation and accessories offered for new buildings and roof renovation; liquid applied floor finishes and cementitious underlayment to protect, prepare, upgrade and finalize floor surfaces.
- Sealing & Bonding – wide range of high-performance and durable sealants, adhesives, tapes, and spray foams for the building envelope, interior finishing related infrastructure construction.
- Building Finishing –encompasses ceramic tiles and natural stones installation, insulated facade systems, protection and decoration systems, as well as interior wall finishing so long as applied in infrastructure construction.
Concrete and Industry products are out of scope for this role. Leads and opportunities discovered for these products are to be endorsed to proper sales team or business unit.
Sales Geographical Territory:
The role oversees sales activities and revenue generation nationwide for construction systems for Visayas and Mindanao area. Pipeline of projects within area must be monitored, developed and captured through regular sales territory mapping, product positioning, project management and channel partnering.
Islands of Visayas and Mindanao are out of scope. Sales leads and opportunities discovered as originating from such area, directly or indirectly (through distributors) must be endorsed to the appropriate business unit or sales team.
For clarity, the place of construction site dictates the geographical territory. This is regardless of the location of client, contractor, applicator or distributor base of operations and/or head office location.
Sales Channels:
The role manages a good balance of business sourced from a variety of sales channel to maximize revenue potential, optimize profitability and reduce risks in sales activities. The ratio of revenue among channel shall be determined by Senior Management in alignment with long-term strategy.
- Direct – maintain direct business relationship with customer groups whenever beneficial and strategic for purpose of capturing sustained revenues and profits in both short and long-term basis, as the business condition requires. See below priority group:
- multinational accounts – large international companies where Sika has prior business and/or regarded as key accounts (e.g. Oceana Gold, Shimizu, Sumitomo).
- main contractors of civil engineering / infrastructure – involved in erecting bridges, tunnels, dams, power plants, roads, harbors, airfields, etc.
- specialized civil contractors – involved in strengthening, concrete repair, pre-stressing, grouting, structural bond and rail fixing.
- specialized infra waterproofing contractors - contractors waterproofing tunnels, dams, channels, railways, airports, etc.
- specialized applicators – involved in installation of roofing and flooring using special materials to suit special requirements and conditions (e.g. enhanced sealing, waterproofing, hardening, etc.)
- Distribution – engage business with distributors to ensure steady supply of materials to other end-users with small and infrequent material requirements, with very short lead time to fulfill order and with unknown financial capacity. See below priority group:
- project distributors – other distributors engaged in reselling materials directly to large construction projects, mainly to general contractors, civil contractors and specialized contractors.
- dealer merchants – major part of sales of building materials / construction chemicals to professionals such as contractors, craftsmen, special applicators.
- floor covering and roofing dealers – specialized channel for floor covering like tiles, parquet, soft floors; specialized channel for roofers, both inclined as flat roof with major part of sales is roof tiles or membranes (liquid or felts).
Sales Management:
- Sales Planning and Strategy
- Formulate and implement effective sales strategies tailored to the assigned market segments, aligned with the company growth initiatives.
- Identify and target potential markets to expand the customer base and increase market share in collaboration with the product managers.
- Set and achieve sales targets, goals, and KPIs in line with the company's business objectives.
- Collaborate with marketing team for comprehensive market research to stay informed about industry trends, customer needs, and competitive activities.
- Customer Relationship Management
- Ensure customer information is regularly captured and logged into the CRM system – Salesforce. This includes contact information, projects, opportunities, quotes, complaints and similar related activities.
- Target potential customers through various sales activities and marketing events in line with strategies of keeping direct customer (civil contactors, industrial applicators, specialty contractors) as well as project distributors.
- Ensures customer satisfaction by regular meetings particularly with preferred customers, providing them support, attending to inquiries and building relationship.
- Gather and analyze customer feedback to improve products, services, and sales approaches. Address customer satisfaction gaps in the annual customer satisfaction survey.
- Sales Team Organization and Leadership
- Organize the sales team by region, product line, customer type, or other relevant criteria to ensure optimal coverage and efficiency.
- Clearly define the roles and responsibilities of each team member to ensure alignment and accountability.
- Establish clear metrics to measure sales performance, such as revenue, sales efficiency, conversion rates and pipeline maintenance.
- Lead, mentor, and motivate the sales team to achieve individual and team sales targets.
- Monitor and evaluate the performance of the sales team, providing regular feedback and coaching.
- Provide feedback and insight about compensation, incentives to motivate the sales team.
- Sales Training and Development
- Own the onboarding program to ensure new hires are equipped with the knowledge and skills needed to perform effectively.
- Collaborate with HR for continuous development of the sales team’s product knowledge, sales techniques, and industry expertise.
- Ensure mentoring and coaching through keep regular one on one meetings to offer feedback and guidance to improve performance and address skill gaps.
- Sales Operations and Processes
- Ensure sales forecast accuracy. Provide regular sales bridge analysis, product forecasts, pipeline projections based on historical data, market trends, and sales pipeline analysis.
- Generate regular reports on sales activities, performance, and outcomes for senior management and stakeholders.
- Collaborate with Marketing and Target Market team in areas of product management, product promotions, product complaints, route to market strategy, pricing positions, product initiatives/promotions, product line simplifications, slow moving/obsolete inventories, product profitability improvements and other similar activities.
- Collaborate with Technical team in design and specifications, bill of quantities, engineering drawings, product complaints, mock-up demonstrations, mix designs and similar technical activities to be carried out to satisfy customer requirements.
- Collaborate with customer experience teams to standardize and optimize the sales process from lead generation to closing.
- Provide feedback and secure buy-ins from the sales team on initiatives on sales automation tools and process improvements projects.
Key Result Area:
- Opportunity Pipeline – maintain a healthy pipeline of construction project leads and opportunities. Sufficient volume must be met in relation to conversion rates. Balanced distribution of construction stages (tender, demos, mock-up, commercial, etc.) must be managed. Accurate and up to date information is logged in Salesforce.
- Sales – lead the sales team assigned to achieve monthly, quarterly and annual targets without compromising valuable customer relationships and in strict compliance with employee handbook and applicable laws.
- Key Initiatives – lead the sales team to focus on year-on-year short term and long-term growth initiatives as provided by Senior Management. Proactively provide risks analysis, countermeasures and alternative options to attain objectives.
- Profitability – protect material margins by understanding price positioning, monitoring of pricing decisions and adherence to value-based selling methodology. Implement year on year price increases.
- Credit Collection – implement working capital goals by ensuring new customers has financial capacity and in good credit reputation. Manage existing customer to respect credit terms and collection policies. Provide clear and verifiable information for purpose of credit decisions.
- Sales Forecasting – adhere to guidelines and deadlines provided by product managers and supply chain department. Actively engage in root cause analysis of forecast inaccuracy to fix gaps where team member is responsible.
- Customer Engagement Events – encourage participation and cooperation among team members and key account customers specific to marketing initiatives such as ground events, market analysis, technical forums and similar activities.
Other Matters:
- Adherence to the Sika Philippines, Inc.’s established Quality & Environmental Management System and Quality Policy.
- Actively participates in all Sika Philippines, Inc.’s projects regarding quality and environment and fully supports and acts in accordance with the company policy.
- Ensures that the Quality and Environmental Management System is understood.
- Comply with necessary ISO procedures in accordance with ISO 9001:2015, ISO 14001:2015 and ISO 45001:2018.
- Strictly complies with company policies, systems and procedures, work rules and regulations
