Field Sales Manager

3 weeks ago

Chelmsford Essex, United Kingdom Heidelberg Materials Limited Full time

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

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