Manager BU Northern Europe Sales UK B&I - Scotland & North
Reporting to the Director BU Northern Europe Sales UK and Ireland B&I.
The role
* To curate and deliver team KPI reports inclusive of SAMBA cadence calls, CRM diaries and weekly matrix
* To support with requests and initiatives from product management
* To support the delivery of any current business project
* To support with market price management including pre-check rebate and support agreements
* To secure converted orders by means of specifications and lead conversion for all products within the product portfolio
* To undertake all elements of people leadership, including but not limited to: maintaining team annual leave and attendance records, conducting return to work interviews, sickness absence management, resolving employee relations issues, formal investigations, goal setting and performance conversations, performance year‑end reviews, identifying and resolving performance issues and opportunities for professional development
* To effectively manage all End User sub‑contract relationships driving maximum opportunity for the use of Wavin products
* To maintain and develop sales within our Specialist National and Independent Distribution outlets
* To target and convert new merchant distribution branches within designated territories
* To provide product and sales training to our merchant staff where demanded
* Engaging fully with all health and safety programmes and operating safely at all times in accordance with Work‑Safe principles
* Value of orders converted
* Conversion rate of opportunity to order
* Development of Project Pipeline
* Call ratio and frequency by customer type
* BIM customer penetration and adoption
* Mandatory use of Company CRM system
* Achieving monthly and quarterly Commercial Objectives and KPIs
* Engaging with Specifiers to secure written confirmation of Wavin products on Commercial, Industrial, Infrastructure and Residential opportunities
* Managing and developing End User relationships
* Actively participating in business planning in order to grow and develop sales
* Ensuring that all customer requests are responded to professionally and efficiently
* Positively promoting the business, its products and its employees to ensure the business is protected at all times
* Contributing to the development of all systems and procedures to continuously improve effectiveness
* Logging detailed activities and projects within the CRM system
* Ensuring all management information – KPIs, Monthly Reports are submitted on time, in full
* Delivering CPD and product training to all relevant parties, e.g. Specifiers, Architects, Key Merchants
* Contributing successfully to the launch of all new product ranges
* Growing and developing Branch Sales above annual targeted levels
* Identifying and progressing opportunities for additional ranges in existing networks
* Providing effective Product and Commercial training to Branch personnel
* Identifying, targeting and converting new stockists from competitors products to Wavin ranges
* Implementing Marketing and Sales Promotions in designated branches
* Developing and executing Merchant Sales plans
* Meaningfully participating in and supporting Supply Chain Initiatives
* Any other reasonable duty within your scope and capability
The profile
* A sound commercial awareness of the building products and construction industries
* An understanding of the business’ product portfolio
* A large network of relevant contacts
* CSCS card holder
* Technical competence would be a distinct advantage
* Previous people leadership experience within a market‑leading manufacturing business, preferably within the building products or construction industry
* Initiates action to meet customer needs
* Proven track record of successful specification sales including management of a Project Pipeline
* Can demonstrate drive and ambition. Sets challenging goals for self and team and actively strives to achieve them
* Communicates confidently and to a high standard across a wide range of mediums
* Proactive use of a CRM system, preferably Microsoft Dynamics
* Is entrepreneurial in identifying new business opportunities
* Experienced in successful negotiation, persuasion and influencing
* Plans and organises efficiently and effectively
* Sound problem solving skills
* Confident at making informed business decisions
* Adapts and responds well to change
* Well presented with proven organisational and preparation skills
* Flexible approach to tasks and hours
* Pro‑active and self‑motivated
What Orbia Building & Infrastructure offers
Competitive compensation and benefits package in a purpose‑driven environment.
Location
Doncaster, DNC, GB, DN12 1BY
Business Unit
BU Northern Europe Customer Service
Functional Area
FA Commercial (FA_COM_01)
Time Zone
British Summer Time
#J-18808-Ljbffr