Commercial Excellence Manager

7 days ago

Syston, Leicestershire, United Kingdom Heidelberg Materials AG Full time

This role is responsible for driving sales activities within Heidelberg Materials AG's Concrete business, ensuring alignment with the company's strategic plan. The key objective is to develop, implement, and maintain a competency-based training and performance management system for both internal and external sales teams. Additionally, the role focuses on optimising sales processes and tools to maximise their effectiveness.

Sales Management - Training and Competence

  • Create a 'best in class' sales focused customer service environment.
  • Development and implementation of a competency based sales training program for entire sales team - internal and external.
  • Work closely with Head of Technical Sales to develop and deliver training - focusing on commercial element of training.
  • Development and implementation of a performance management framework that drives sales activities and lead generation including associated reward packages.
  • Provide support to sales leaders to coach and develop internal sales team.
  • Implement programmes/initiatives/competitions to drive sales performance.
  • Coordinate team budget and resource planning to ensure adequate resources are available to meet strategic business plans, volume and profit targets.
  • Ensure clear communication process between internal and external sales and the concrete management teams.

Sales Process

  • Understand existing processes and interactions (SAP, CRM, Peak, Excel, Genesis, Hub, OnSite etc).
  • Standardise processes nationally.
  • Own the relationship with various stakeholders - IT, Group, External providers.
  • Identify opportunities to streamline and integrate systems.
  • Identify and remove non value adding activities.
  • Work with other business lines to share leads and opportunities and track success.
  • Lead on adoption and extracting the value from the CRM system.
  • Own the pricing process - Peak, pricing maps, and SAP.
  • Provide insight/analyse where opportunities exist.
  • Commercial Reporting - provide insight analysing external market reports alongside internal market data.
  • Lead the concrete business through the digitalisation agenda regards system adoption and interaction in conjunction with IT, Group and 3rd party software providers.
  • Execute a formal sales pipeline to track major opportunities, and establish selected teams to chase them from start to finish.
  • Ensure that all systems and processes comply with relevant, up-to-date company and statutory requirements and guidelines.

Performance monitoring and reporting

  • Review, analyse and identify achievements, shortfalls and areas for improvement against plan on a regular basis and implement corrective actions.
  • Ensure KPI's are maintained and actions put in place to make improvements where necessary.
  • Provide regular management reports to the Concrete Exec on key service performance areas.

Financial & Non-Financial accountabilities

Heidelberg Materials AG's Concrete business has a turnover of £400m, 750 employees, and 140 sites. The role will work closely with 10 Area General Managers, 3 Customer Service Managers, and other stakeholders to drive sales performance and achieve business objectives.

Requirements

  • A degree in Business, Marketing, Engineering or similar.
  • Additional Sales and Marketing qualifications are also highly desirable.
  • Postgraduate studies in business management and/or finance desirable.

What's on Offer

A competitive salary, bonus incentives, generous pension schemes, life assurance, 27 days holiday (excluding bank holidays), agile working, flexible working, holiday purchase, sabbatical, enhanced policies, paid volunteering day, employee assistance programme, mental health first aiders, cycle to work, employee benefits portal, gym discount, free eye tests, and discounted private medical cover.

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