| The UK Sales Manager role principally involves the promotion and specification of tiles, natural stone, agglomerates and ancillary products into the Architect and Main Contractors and large commercial tiling contractors across the region. We need someone to develop robust relationships with these stakeholders, achieved by creating value to the customer by being their go to contact for project information, specification detail and where necessary negotiation on contracts. The role also involves the full cycle management of a small sales team, with all the functions from recruitment, training, managing, motivating, disciplining and performance management as needed. Results will be achieved through developing solid business to business relationships with all business targets on the territory both leading from the front and though managing the team. The UK Sales Manager is responsible for developing all business opportunities within the UK. Key Responsibilities: Achieve profitable sales growth and exceed Budget. Identify decision makers within each customer / prospect account and develop strategic business to business relationships. Gain a clear understanding of the customers’ business and requirements. Present products and solutions at every opportunity in a structured and professional way. Follow up new leads and referrals in line with prospecting and pipeline work to create new project identification and exploitation. Provide a local technical advisory support service; be recognised as a resource to the customer base. Prepare ahead of customer meetings, making full use of the company’s Business Intelligence system. Ensure the company CRM system is updated daily. Develop and maintain good working relationships with internal sales support functions. Monitor and self-assess performance, identify improvements and take corrective action when required. In line with 1 to 1’s and objectives agreed with the Architectural Sales Director. Carry out all the above functions via the sales team. |
Competencies and personal attributes
Personal Attributes:
- Effective interpersonal communication skills
- Energetic, proactive, self-motivated and able to work on own initiative
- Presentation skills to a high standard
- Experience of Area Sales and management roles is preferred, ideally in B2B markets and preferably within the Tile industry and construction sector.
- IT skills, including the use of Microsoft office software and CRM systems
- Good time management skills
- Demonstrable understanding of financial principles e.g. Gross Margin
- Commercially aware and able to negotiate successfully
- Ability to manage customer pricing using the tools and processes provided
- Good numeric ability enabling budgetary, reporting and measurements processes to be completed
Competencies:
Results Focused: Focus on delivering results means being driven to reach and/or exceed objectives or expected results. It is the capacity to demonstrate accountability for actions while maintaining a high level of quality in all things done. This competency implies the determination to continuously strive to improve and to set ambitious targets. People displaying such a skill are demanding of themselves and others. Knowing how to prioritise to achieve the best results.
Customer Focus: This skill involves focusing efforts and attention on finding out about, understanding and meeting customer needs, while bearing in mind the objective of establishing lasting, balanced customer relationships and long-term win-win partnerships.
Initiative & Risk Taking: The capacity to take initiatives is a pre-requisite to act proactively, by anticipating future events to respond independently to difficulties in how things work. To suggest improvements or actions for development. Not to be confused with normal planning.
Vision & Strategy: This skill expresses a manager’s capacity to develop a vision of his/her business that is innovative and motivating, to establish a clear coherent link between everyday short-term actions and a more long-term vision. This involves not only understanding the company’s strategies, but also developing a strategic vision for his/her own activity.
Listening & Communication: This competency represents the capacity to develop efficient exchanges with others. It implies providing oral or written information in a clear, open transparent way, rapidly and precisely. It especially requires the capacity to listen to others to interact in the most appropriate and constructive way. Stemming from these communication skills, strength of conviction is the capacity to persuade or influence others.
Teamwork: The capacity to work in interaction with others, in mutual support (instead of working alone or in competition with others) with an objective of collective efficiency, of working together. The prerequisite of good cooperation is sharing same values, clear communication and commitment. In good teamwork priority is given to common and not personal objectives.
