This role is responsible for overseeing and driving all sales activities within Heidelberg UK'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. The Commercial Excellence Manager will ensure that existing tools are fully leveraged, while also providing valuable insights to identify areas for improvement and growth in sales performance

Key accountabilities

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.
  • Intermediate
  • Advanced
  • Expert
• Work closely with Head of Technical Sales to develop and deliver training - CEM to focus on commercial element of training
• Development and implementation of a performance management framework that drives sales activities and lead generation including associated reward packages. Framework to be used by CSLs.
• Provide support to CSLs and CSMs 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.
• Provide the framework to develop the sales team - framework to be used by line managers.
• Frameowrk to be adopted by AGMs, CSMs and CSLs
• In consultation with Regional Directors, Area General Managers and Customer Service Managers direct the activities of the sales teams for the achievement of short and long-term business objectives, increased profit and market control.

Sales Process

• CEM to understand existing processes and interactions (SAP, CRM, Peak, Excel, Geneisis, 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
• Working Together - Work with other business lines to share leads and opportunities and track success
• CRM - to lead on adoption and extracting the value from the 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, including developing proactive strategies to help partner with customers to win major projects.
• Ensuring the achievement of sales targets and gross margin.
• Ensure that all systems and processes comply with relevant, up-to-date company and statutory requirements and guidelines.
• Work alongside the continuous business process improvement team and drive adoption of best practice in conjunction with relevant functional heads.

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 (capture size of role e.g. budget responsibility)

Concrete:

• £400m turnover
• 750 employees
• 140 Sites
• To deliver through strong working relationships with x10 AGMs, X3 CSMs
• National role - both internal (Syston & Greenwich) and external sales teams

Education/Qualification (should be only Legal ones required)

• 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:

Salary Competive Salary plus bonus

Work Life Balance: 27 days holiday (excluding bank holidays) Generous Pension Schemes / Life Assurance

Location Syston

Hours 40

* 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