Territory Sales Manager

Job description
Heidelberg Materials Where Diversity Empowers, Individuality Inspires, and Together, We can achieve Net Carbon Zero

We are dedicated to an inclusive and respectful workplace, valuing diverse skills and backgrounds for our business success. Our culture promotes openness, transparency, and individual growth. We actively encourage diversity in the construction industry and welcome all applicants, regardless of perfect alignment with job descriptions. Elevate your life with our family-friendly policies prioritising wellbeing.

We are looking for a results-driven Territory Sales Manager (TSM) to manage and expand a diverse portfolio of customer accounts across Newcastle, Cumbria, and Scotland. The TSM will be responsible for driving growth in the Packed Products business through a strategic approach that enhances market share, revenue, and RCO profitability.

In this role, you will manage all aspects of account relationships, ensuring customer satisfaction while identifying new opportunities for growth. By leveraging multiple channels, including digital platforms, you'll engage with both existing and prospective customers, promoting value-added products and services to maximize business potential within the territory.

The responsibilities of this role include, but are not limited to:
• Operate as the point of contact for assigned customers.
• This role is primarily field-based (a typical minimum of 20% desk-based) with a requirement to make visits to customer sites when there is a clear business need.
• 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.

What’s on Offer:

Compensation Package: Bonus incentives / Generous Pension Schemes / Life Assurance

Salary: £41,000 - £46,000 plus bonus

Company Car

Hybrid

Location: Newcastle, Cumbria Scotland

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

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 Read more