Area Commercial Manager
Heidelberg Materials · West Drayton
Heidelberg Materials UK (formerly Hanson UK) is one of the UK’s largest suppliers of construction materials, employing over 4,000 people and operating around 300 manufacturing sites in the UK.
We are committed to building a more sustainable future and recognise that a diverse workforce is vital to our growth and advancement. We aim to promote a culture that values openness, transparency and individual achievement.
At the centre of our actions lies the responsibility for the environment. As the front runner on the path to carbon neutrality and circular economy in the building materials industry, we are working on sustainable building materials and solutions for the future. We enable new opportunities for our customers through digitalisation.
Area Commercial Manager
Lead the Team. Shape the Market. Drive Growth.
This is not just a sales leadership role. It's an opportunity to influence the future direction of a market-leading business, lead transformational change, and build a high-performing commercial team that delivers lasting results.
We are looking for an ambitious and inspirational Area Commercial Manager to lead, coach and develop a team of sales professionals while driving commercial growth, customer excellence and market share across a strategically important area.
Reporting to the Area Director, you'll play a pivotal role in delivering our commercial strategy, embedding a culture of performance and professionalism, and championing our Sales as a Science (SiaS) approach.
About the Role
As Area Commercial Manager, you will be responsible for leading and developing a team of Territory Sales Managers and Internal Sales Representatives, ensuring commercial targets are achieved while building a culture of accountability, coaching and continuous improvement.
You'll spend significant time in the field, working alongside your team to provide hands-on coaching, support customer engagement and ensure strategic opportunities are converted into profitable business growth.
Alongside leading the sales team, you will personally manage a portfolio of strategic, high-profile customer accounts, taking ownership of customer retention, growth, profitability and long-term commercial success.
This is a highly visible leadership position requiring a commercially astute individual who can inspire others, build trusted customer relationships and translate market insights into winning strategies.
What You'll Be Doing
Leadership & Team Development
- Lead, inspire and develop a high-performing commercial team.
- Coach Territory Sales Managers and Internal Sales Representatives to maximise performance and capability.
- Conduct regular field accompaniment visits to support sales development and customer engagement.
- Embed best practice sales behaviours and champion the Sales as a Science methodology.
- Drive a culture of accountability, professionalism and customer excellence.
- Provide clear direction, performance expectations and ongoing development support.
- Act as an escalation point for customers and internal stakeholders.
Commercial Strategy & Growth
- Develop and execute area sales strategies aligned to business objectives.
- Identify opportunities to grow market share, revenue and profitability.
- Analyse market trends, customer insights and competitor activity to inform strategic decisions.
- Manage product mix and customer portfolios to maximise commercial opportunities.
- Deliver sustainable growth through both customer retention and new business acquisition.
- Ensure resources and commercial activities are aligned to strategic priorities.
Key Account Management
- Personally manage a portfolio of high-value strategic customer accounts.
- Build trusted relationships with senior stakeholders and decision-makers.
- Develop and implement strategic account plans focused on growth and profitability.
- Identify opportunities for cross-selling, upselling and long-term partnership development.
- Monitor account performance and proactively address commercial risks.
- Ensure exceptional customer experiences and long-term customer loyalty.
Business Performance & Data Excellence
- Set, monitor and report against key commercial KPIs.
- Drive effective customer master data management and market model accuracy.
- Analyse data and market intelligence to support evidence-based decision making.
- Maintain accurate forecasting, pipeline management and forward order visibility.
- Collaborate with Operations, Logistics, Technical and Customer Service teams to deliver outstanding results.
What We're Looking For
Essential
- Proven sales leadership experience within a business-to-business commercial environment.
- Strong experience managing and developing successful sales teams.
- Demonstrable success delivering revenue growth, profit improvement and market share gains.
- Excellent coaching, leadership and stakeholder management skills.
- Strong commercial acumen and strategic thinking capabilities.
- Experience managing key customer relationships and complex negotiations.
- Ability to analyse data and translate insights into actionable strategies.
- Excellent communication and influencing skills.
Desirable
- Degree-level qualification or relevant tertiary qualification in Sales, Business, Management or a related discipline.
- Experience working within construction materials, aggregates, concrete, cement, building products, manufacturing or industrial sectors.
- Experience implementing sales transformation programmes and change initiatives.
- Knowledge of structured sales methodologies and performance management frameworks.
What Success Looks Like
You will be measured against:
- Operating profit growth
- Sales volume performance
- Market share development
- Sales as a Science metrics
- Customer retention and acquisition
- Forward order book growth
- Selling price management
- Customer satisfaction and complaint management
- Debt and query management
- Area profitability
- Health and Safety performance
Why Join Us?
This is a rare opportunity to take on a high-impact leadership role where you can influence strategy, develop talented sales professionals, shape customer relationships and directly contribute to the future success of the business.
You'll join an organisation committed to innovation, development and commercial excellence, where your leadership will make a genuine difference.
Ready to Lead Commercial Success?
If you're a driven sales leader with the ambition to develop high-performing teams, build lasting customer partnerships and deliver exceptional commercial results, we'd love to hear from you.
Apply today and help us shape the future of our business through leadership, performance and growth.
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