Commercial Manager - Aggregates & Asphalt

at  Breedon Group Plc

DESCRIPTION

We are currently seeking a Commercial Manager to join our team in the Midlands, specialising in Aggregates and Asphalt.
The purpose of this role is to develop and lead a high performing team to enhance brand awareness, identify leads, effectively develop customer relationships and grow the business in line with GB Materials’ strategic objectives.
This role will be based at our Breedon Head office, and is being offered on a full time, hybrid basis. This role will report to the General Manager of the Midlands region.

This role is accountable for leading a team of Territory Sales Managers and Internal Sales Advisors to develop and grow the business. Coaching and capability development of the team is an integral part of this role. The team are supported by a Customer Services Office who are accountable for delivering excellence in customer service through effective and efficient ordering, distribution and delivery processes.

• Lead the facilitation of an Area Commercial strategy and plan with a team of Territory Sales Managers; set annual revenue forecasts / projections and review monthly to deliver them.
• Set customer acquisition targets and lead KPIs; apply the principles of Plan Do Review to drive continuous improvement and course correct as necessary through effective coaching and feedback of Territory Sales Managers/Internal Sales Advisors.
• Research new market opportunities and apply a defined customer segmentation approach to build a target customer list.
• Provide input to sales strategies by reviewing current product performance, monitoring competitive products, assessing needs to be filled and analysing customer reactions.
• Support Territory Sales Managers to develop local sales plans in line with GB Materials’ customer segmentation approach which enable them to:
• Attract / acquire new accounts
• Revive dormant accounts
• Grow existing accounts
• Monthly review of pricing matrices to ensure market relevance and target margin achievement; reforecasting as applicable to ensure delivery.
• Oversee growth projects and by exception / agreement with the GM, manage large customer relationships. Develop capability of Territory Sales Managers to lead on customer relationships.
• Work with the Customer Services Manager and RMX Business Manager to create a climate for continuous improvement and problem solving in the Area Customer & Commercial hubs.
• Regularly monitor and manage Territory Sales Manager engagement. Empower and effectively delegate the management of customers; support / coach to deliver outstanding performance.
• Collaborate effectively across business teams to support and spearhead initiatives; enable process improvements, and enhance customer experience.
• In partnership with the Marketing team own the development of local brand awareness plans ensuring that Breedon is well represented in the market e.g. at trade events.
• Manage the performance review process to identify training needs. Upskill Territory Sales Managers/Internal Sales Advisors and coach & develop them to ensure they are able to confidently deliver in their role.
• Develop Area succession management plan ensuring talent pool is fit for the future.