Location
Rochester, Kent | United Kingdom
Job description
The Territory Sales Manager Aggregates (TSM) should successfully lead a portfolio of customer accounts across a defined geographical of Kent and South East region. The TSM is responsible for growing the business by implementing a territory sales strategy that is focused on
growing targeted market share (volume), revenue and improving RCO profit.
In order to achieve these objectives, the TSM will engage with existing and new customers using multiple channels, including digital ones. The TSM will develop opportunities to sell "value-add" products and services within the defined geographical area of responsibility.
- Key accountabilities
- The responsibilities of this role include, but are not limited to:
- Operate as the point of contact for assigned customers.
- 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
- Be actively involved in preparation of annual sales budgets and forecasts for the relevant territory
- Ensure queries are resolved in defined timeframe and against over-arching Heidelberg Materials metric (< 3% of revenue in query at any time, or lower if we are already achieving <3%)
- Improve share of wallet through upselling/cross-selling at required profitability level
- Develop and maintain long-term Commercial relationships with customer accounts supported by a customer strategy to deliver on the Market Strategy Plan (MSP)
- Enable the customer to receive required products & services in a timely manner by ensuring there is business alignment (including between sales, operations, and logistics)
- Communicate market/customer needs and demands to Heidelberg Materials through identifying insights
- Forecast and tracks customer account metric achievement
- Manage projects within customer relationships, working to carry out customer goals while meeting company goals
- Identify opportunities to grow business with existing and new customers in line with the product line/region strategy · Coordinate with colleagues working on the same account to ensure consistent service · Collaborate with other sales teams and colleagues to reach prospective customers · Service multiple customers concurrently (includes, prospects, new & existing) · Keep records of customer transactions and interactions (Brick wall, CMP, 5 min Planner) · Ensure account records and details are correct in Heidelberg Materials Systems (CRM, SAP) and sales processes are followed · Proactively use market data - including ABI - to identify profitable sales opportunities · Review Net Promoter Scores (NPS) to identify strong performance or weaknesses and collaborate with colleagues to drive collective performance and improved customer experiences
The role holder is expected:
- To comply with all aspects of the Heidelberg Materials Compliance Policy.
- To ensure that all the business/operations are performed in accordance with instructions and procedures and in such a way to prevent any fraudulent activities taking place.
- To comply with the Health & Safety at Work Act 1974 and to observe the requirements of the Company Safety Policy and other relevant legislation.
- To proactively manage health & safety of employees to continuously improve the company's health & safety performance.
- To update all areas of knowledge as required to carry out the job with maximum effectiveness and to attend training/development courses as and when required.
- To comply will all aspects of the HR Policies and Procedures of the Company.
Education/Qualification
Relevant tertiary qualifications in sales, management or engineering preferred
What's on Offer:
Salary: £45,000 - £50,000 Depending on experience - plus bonus
Location: Kent & South East region
Hours: 40
Hybrid
Company Car
Employer of choice: Armed Forces Covenant (Silver) / Disability Confident Committed / 5% Club (Gold) / 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 t
Job tags
Salary
£45k - £50k per annum
