Heidelberg Materials UK (formerly Hanson UK) is one of the UK’s largest suppliers of construction materials, employing over 3,500 people and operating around 280 manufacturing sites in the UK.
We are committed to building a more sustainable future and recognise that a diverse workforce is key to our growth and development. We aim to foster a culture that values openness, transparency and individual achievement
Mission & role of the function
The Area Commercial Manager (ACM) should successfully lead a team of Territory Sales Managers (TSMs) and Internal sales representatives (ISRs) to deliver the commercial strategy and meet the performance metrics identified for their area of responsibility.
The ACM will develop the commercial strategy by implementing a clear Market Strategy Plan (MSP) As well as managing the sale steam, the ACM will take ownership of larger value key accounts which may extend beyond their geographical boundary.
The ACM will have a key role in influencing effective relationships with customers, prospects and internal stakeholders in order to develop sales opportunities and create a competitive advantage
The ACM will also support the RD in working with other business lines to maximise integrated margin and deliver area RCO.
Key accountabilities
The responsibilities of this role include, but are not limited to:
Leadership and management
* Lead, inspire, motivate and develop the individual capabilities of the sales team to drive the execution of the defined area commercial strategy
* Direct line management responsibility for a number of Territory Sales Managers (TSM) and internal sales reps (ISRs)
* Develop and update periodically a Market strategy Plan (MSP) and drive performance throughout the area to achieve targets for sales volumes, selling price and margin.
* Proactively use market data - including ABI and won & loss information - to identify profitable sales opportunities and guide pricing decisions
* Ensure that the performance of the TSM) and ISRis closely managed to a defined set of metrics and reported to the Regional Director
* Ensure that the TSMs are pre-planning their activity – both digital and face-to-face - in a structured efficient manner which is aligned to their MSP
* Act as a point of escalation for TSMs, ISRs and Customers
* Ensure TSM and ISR call cycles for customers and prospects defined and adhered to. Use a variety of digital media, including video calls, to maintain close customer contact. Call cycle objectives should be set in the customer management plan (CMP)
* Assist in the preparation of quotes and submission of tenders for significant works
* Manage the area cash management cycle including queries and debt recovery
* Work closely with the CSLs to ensure effective customer service internally and externally
* Work with operations and technical to ensure optimum pit-balance and inventory management
Key Account Management
* Drive the delivery of high quality TSM Customer Management Plans (CMPs) for existing and potential new customers that achieve mutual business objectives
* Take ownership of larger value key accounts which may extend beyond their geographical boundary.
* Identify strategic business opportunities within the major projects sector
* Effectively maintain and develop relationships with key influencers in major customer account segments
* Ensure queries are resolved in defined timeframe and against over-arching Hanson metric (< 3% of revenue in query at any time, or lower if we are already achieving <3%)
* Coordinate with colleagues working on the same account to ensure consistent service
* Collaborate with other sales teams and colleagues to reach prospective customers
* Ensure optimization of materials and transport with internal business lines, as well as external market, to maxmise profitability
* Service multiple customers concurrently (includes, prospects, new & existing)
* Review Net Promoter Scores (NPS) to identify strong performance or weaknesses and collaborate with colleagues to drive collective performance and improved customer experiences
Key Performance measures
* RCO of the portfolio of customers to be covered; internally and externally
* Area contribution margin
* Optimisation of inventory and pit-balance
* Maintaining won/loss reporting
* Revenue of the portfolio of customers to be covered
* Sales volume of the portfolio of customers to be covered
* Market share
* Selling price (NSP and ASP)
* Net Promoter Score (NPS)
* Query management
* Cash outstanding
* Customer contact metrics (covering digital and face-to-face contact)
* Customer complaint management
Job dimensions
The role will cover a geographical area as defined by the business and will be responsible for sales from the production facilities within this area.
Direct reports
Territory Sales Managers
Internal Sales Representatives
Indirect reports
Customer Services Centre – Orders & Distribution
External stakeholders: customers, Industry bodies eg. CPA
Internal stakeholders: Regional Director, Operations Managers, Technical Managers, Sales teams in other business lines, Business Line Controller, Finance Manager, Credit management,SSC Teams, CSC team and distribution
Job requirements
Knowledge
* Awareness of product attributes and performance
* Well-developed construction market knowledge
* Highly desirable to have knowledge of heavy building materials/aggregates/asphalt applications
* Understand customers’ businesses and what products can best meet their expectations and needs
* Basic Search Engine Optimisation knowledge is preferable
Skill
* Strong people leadership skills
* Highly skilled in verbal and written communication
* Outstanding ability to influence and coach others
* Have a strong presence and effective presentation skills
* Exceptional interpersonal skills
* Possess strong quantitative analysis and research skills
* Demonstrates a high level of attention to detail
* Ability to effectively plan priorities
* Effective self-management skills
* Outcome focused and strong achievement and customer orientation
* Has strong strategic, commercial and critical thinking skills
* Has a great capacity to be creative and innovative in delivering value add products and service solutions to the business
* Ability to build strong and effective relationships with key internal and external stakeholders
* Continuously demonstrates behaviours reflective of Hanson’s Company values
Education/Qualification
* Relevant tertiary qualifications in sales/ management
* Degree level preferable
What’s on Offer:
Salary: Up to £77,000 plus bonus
Location: Chelmsford South East
Hours: 40
Company Car
Hybrid role
Employer of choice: Armed Forces Covenant (Silver) / Disability Confident Committed / 5% Club (Platinum) / Mates in Mind / Clear Assured (Foundation) / The Mineral Products and Qualification Council (MPQC) / STEM Ambassador
Compensation Package: Bonus incentives / Generous Pension Schemes / Life Assurance
Work Life Balance: 27 days holiday (excluding bank holidays) / Agile working / Flexible working / Holiday purchase / Sabbatical
Family Friendly: Enhanced policies such as Maternity / Paternity / Parental Leave / Neonatal / Adoption
Social Values: paid Volunteering Day every year / Communities (LGBTQ+, Network of Woman, Woman in Science and Engineering (STEM), Armed Forces)
Wellbeing: Employee Assistance Programme (EAP) / Mental Health First Aiders / Cycle to Work / Employee Benefits portal including Gym discount / Free eye tests / Discounted Private Medical cover
At Heidelberg Materials UK (previously known as Hanson UK) we strive to create an inclusive and respectful workplace where every individual can bring their unique skills and background to contribute to the success of our business.
About us
At Heidelberg Materials UK (previously known as Hanson UK), we understand that a diverse workforce is key to our growth and development, and we aim to foster a culture that values openness, transparency, and individual achievement.
As part of our commitment to promoting diversity, we are actively working to encourage more individuals to consider careers within the construction industry.
We believe in building a workplace that is dedicated to promoting inclusivity and diversity.
If you're interested in joining our team, we encourage you to apply, even if your experience or skill set doesn't perfectly align with the job description. Creating a candidate home page is optional, when asked, but you can use this to quickly see the progress of your application(s).
You may still be the right fit for this or other roles within our company.
Heidelberg Materials is also committed to working with and providing reasonable accommodations to individuals with disabilities. Please let your recruiter know if you need an accommodation at any point during the interview process. For quick access to screen reading technology compatible with this site click here to download a free compatible screen reader (free step by step tutorial can be found here ). Please contact Recruitment@uk.heidelbergmaterials.com for additional information or to request accommodations.
We understand that women may face unique challenges in their careers, and we are committed to providing a supportive environment to help you thrive.
Our family-friendly policies, such as enhanced maternity and parental leave, neonatal care, and adoption support, will provide you with the flexibility and support you need to balance your personal and professional commitments.
We also offer a range of benefits, such as access to our Employee Assistance Program, trained mental health first aiders, discounted private medical benefits and much more, to ensure your wellbeing is prioritized.
#J-18808-Ljbffr