Territory Sales Manager

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 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 in south Wales.

Key accountability

The responsibilities of this role include, but are not limited to:

• Operate as the point of contact for assigned customers.


• To give the customers the appropriate focus and increase the customer base, the candidate will be expected to visit customers and prospect for new customers on a regular basis. Approximately 70% of the job will be customer facing, the remaining 30% will be desktop based.


• 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 our local 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


• 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
  
  Relevant tertiary qualifications in sales, management or engineering preferred
  
  Company: Heidelberg Materials UK

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.

Salary: £43,000 - £52,000pa Dependent on experience


• 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