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. Purpose of the role The Territory Sales Manager (TSM) should successfully lead a portfolio of customer accounts across a defined geographical 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 accountability The responsibilities of this role include, but are not limited to: Operate as the point of contact for assigned customers. This role is primarily desk-based (a typical minimum of 60% desk-based) with a potential requirement to make visits to customer sites when there is a clear business need. These visits will be agreed in advance with the line manager (Field Sales Manager). 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 ( 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 Material 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. 4. Financial & Non-Financial accountabilities RCO of the portfolio of customers to be covered. PGM of the portfolio of customers to be covered. • Revenue of the portfolio of customers to be covered. Sales volume of the portfolio of customers to be covered. • Market share. • Selling price (NSP and ASP). Net Promoter Scores (NPS). % of revenue in query. Cash outstanding. Customer contact metrics (covering digital and face-to-face contact). Customer complaint management. 5. Compliance Knowledge Basic search engine optimisation knowledge is preferred. Possess excellent product knowledge. Awareness of product attributes and performance. In-depth construction and building materials market knowledge. Highly desirable to have, product knowledge (aggregates, concrete or asphalt). An understanding of customers’ businesses and what products can best meet their expectations and needs. Territory statistics – starts, segments, influencers, trends etc. Behaviour High energy and productivity levels. Passionate and driven in their work approach. Continuously demonstrates a sense of urgency in “getting things done”. Outcome focused and strong achievement and customer orientation. • Positive attitude and positive orientation towards the business, its objectives and its customers. Experience A proven track record of achievement in a Territory Sales Manager role in a related industry with a multimillion pound sales budget. 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 so as 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. 6. Education/Qualification Qualifications Relevant tertiary qualifications in sales, management or engineering preferred. What’s on Offer Competitive Salary Plus Bonus Company Car Nuneaton Hybrid • Employer of choice : Armed Forces Covenant (Silver) / Disability Confident Committed / 5% Club (Platinum) / 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/IVF/Menopause • Social Value : 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 tests / Discounted Private Medical cover