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 <3%)
• Coordinate with colleagues working on the same account to ensure consistent service
• Collaborate with other sales teams and colleagues to reach prospective customers
• Ensure optimization of materials and transport with internal business lines, as well as external market, to maxmise profitability
• Service multiple customers concurrently (includes, prospects, new & existing)
• Review Net Promoter Scores (NPS) to identify strong performance or weaknesses and collaborate with colleagues to drive collective performance and improved customer experiences

Key Performance measures

• RCO of the portfolio of customers to be covered; internally and externally
• Area contribution margin
• Optimisation of inventory and pit-balance
• Maintaining won/loss reporting
• 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 Score (NPS)
• Query management
• Cash outstanding
• Customer contact metrics (covering digital and face-to-face contact)
• Customer complaint management

Job dimensions

The role will cover a geographical area as defined by the business and will be responsible for sales from the production facilities within this area.

Direct reports

Territory Sales Managers

Internal Sales Representatives

Indirect reports

Customer Services Centre - Orders & Distribution

External stakeholders: customers, Industry bodies eg. CPA

Internal stakeholders: Regional Director, Operations Managers, Technical Managers, Sales teams in other business lines, Business Line Controller, Finance Manager, Credit management,SSC Teams, CSC team and distribution

Job requirements

Knowledge

• Awareness of product attributes and performance
• Well-developed construction market knowledge
• Highly desirable to have knowledge of heavy building materials/aggregates/asphalt applications
• Understand customers' businesses and what products can best meet their expectations and needs
• Basic Search Engine Optimisation knowledge is preferable

Skill

• Strong people leadership skills
• Highly skilled in verbal and written communication
• Outstanding ability to influence and coach others
• Have a strong presence and effective presentation skills
• Exceptional interpersonal skills
• Possess strong quantitative analysis and research skills
• Demonstrates a high level of attention to detail
• Ability to effectively plan priorities
• Effective self-management skills
• Outcome focused and strong achievement and customer orientation
• Has strong strategic, commercial and critical thinking skills
• Has a great capacity to be creative and innovative in delivering value add products and service solutions to the business
• Ability to build strong and effective relationships with key internal and external stakeholders
• Continuously demonstrates behaviours reflective of Hanson's Company values

Education/Qualification

• Relevant tertiary qualifications in sales/ management
• Degree level preferable

What's on Offer:

Salary: Up to £77,000 plus bonus

Location: Chelmsford South East

Hours: 40

Company Car

Hybrid role

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

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 tests / Discounted Private Medical cover