Brice Aggregates is a leading independent producer of aggregates and concrete, active across the East of England. Our quarries at Witham (Essex) and Needingworth (Cambridgeshire) produce significant volumes of primary sand and gravel which feed our downstream readymix concrete and sales functions, supported by an extensive in-house haulage fleet of tippers, artics and mixers. The business also operates aggregate recycling and inert landfill facilities. We supply a broad and extensive customer base ranging from individuals to multinationals, each with their own requirements, and we strive to give excellent service to all.
A vacancy has arisen for a motivated individual to join Brice Aggregates as Commercial Director. The successful candidate will work alongside the Managing Director to formulate overall sales strategy and have total responsibility for delivering the business plan revenues whilst maximising all available commercial opportunities. The business benefits from a substantial mineral landbank and is particularly focussed on primary aggregates extraction and production with an increasing focus on tier 1 projects and customers. The role is synoptic and will play to the strengths of an individual with substantial industry experience and who is familiar with and possesses strong product knowledge of aggregates, concrete, and the handling of inert waste. It is an exciting opportunity which will suit someone who is comfortable with autonomy and working under their own initiative to deliver thoughtful and commercially optimal outcomes for the business at all times.
Job Purpose
Will take ownership of larger value key accounts. The HOC will have a key role in influencing effective relationships with customers, prospects and internal stakeholders to develop sales opportunities and create a competitive advantage.
Key Performance Measures
* 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
* Query management
* Cash outstanding
* Customer complaints
* Performance vs Budget
Responsibilities
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 External Account Mangers (EAM) and internal sales & administrators
* 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 won & loss information— to identify profitable sales opportunities and guide pricing decisions
* Ensure that the performance of the External and Internal Sales closely managed to a defined set of metrics and reported to the Managing Director
* Ensure that the EAMs are pre-planning their activity – both digital and face‑to‑face – in a structured efficient manner
* Act as a point of escalation for External and Internal Sales and Customers
* 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 team to ensure effective customer service internally and externally
* Work with operations and technical to ensure optimum balance and inventory management
* Enacting measures within business and throughout team to met and support budget
* Proactively originate, explore and execute new ideas and opportunities of commercial benefit to the business
Key Account Management
* Drive the delivery of high-quality EAM 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
* Coordinate with colleagues working on the same account to ensure consistent service
* Collaborate with colleagues to reach prospective customers
* Ensure optimization of materials and transport with internal business lines, as well as external market, to maximise profitability
* Service multiple customers concurrently (includes, prospects, new & existing)
Skills
* 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
* 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 company values
Experience
* Awareness of product attributes and performance
* Well-developed construction market knowledge
* Highly desirable to have knowledge of heavy building materials/aggregates/ready-mix concrete & applications/Inert wash and recycling
* Understand customers’ businesses and what products can best meet their expectations and needs
* Basic Search Engine Optimisation knowledge is preferable
Hours
Your normal working hours will be 45 hours per week, excluding lunch breaks. Be flexible when required regarding hours and work priorities.
Personal Benefits
* Competitive renumeration package
* Annual performance bonus
Company Wide Benefits
* Death in service insurance
* Company pension scheme
* Bike to work scheme
* Socials - Christmas Celebrations
* Discounts/Membership – Rivenhall Oaks Golf Club
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