Are you a results-driven sales professional with a passion for growing market share and driving revenue? We’re looking for a Territory Sales Manager (TSM) to lead a portfolio of customer accounts across a defined region.

KEY RESPONSIBILITIES:

Develop & execute a territory sales strategy to increase volume & revenue
Build strong relationships with new & existing customers using multiple channels
Drive sales of value-add asphalt products & services
Improve RCO profit while expanding market presence
Join us and be a part of a high-performing team that’s shaping the future of asphalt solutions

PURPOSE OF THE ROLE

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 RCO 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 within the defined geographical area of responsibility.

THE RESPONSIBILITIES OF THIS ROLE INCLUDE, BUT ARE NOT LIMITED TO:

• Operate as the point of contact for assigned customers.
• 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 (< 3% of revenue in query at any time, or lower if we are already achieving <3%)
• 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 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