Area Sales Manager - Civil Engineering & Infrastructure Products - Scotland

As a leading Specialist Construction Products Recruiter, SRS Recruitment Solutions are instructed on a Sole Agency basis by a leading Manufacturer of Civil Engineering and Infrastructure Products who due to continued success in the UK are seeking to recruit an Area Sales Manager.

The Company

With an unparalleled reputation, our Client is a highly regarded manufacturer with expertise in the design and supply of a wide range of products for the civil engineering and construction markets. Our Client is committed not only to the continuous development of their technologies and products, but also to their people, and believe people are the heart of their business and work hard to ensure they are rewarded for their hard work with excellent career progression opportunities, job flexibility and training.

The Opportunity

Working in conjunction with our Client’s expert design and sales teams, you will be responsible for promoting their high-quality Civil Engineering Products by building and maintaining relationships with Specifiers, End Users, Civil Engineers, Groundworkers, Construction Companies, House Builders and Developers, Builders Merchants, Civil Engineering Merchants and Specialist Distributors. Our Client’s products are very high quality whilst being competitively priced and are from their UK distribution base, holding all required certification. This is a unique opportunity to join a company whose products are held in high regard at an exciting stage in their development in the UK construction sector.

Main Duties and Responsibilities

• Develop existing relationships and create new ones so that our Client is the customers 1st choice for their range of products.
• Understand the specification process.
• Raise the Company’s profile within its existing key stockist base, setting up business plans and sharing project information.
• Deliver training presentations to stockists, product presentations to Specifiers, Contractors, Merchants and Specialist Distributors.
• Be able to negotiate prices within agreed parameters to give the company the best margin opportunities.
• Dealing with customers’ day-to-day requirements.
• Knowledge of reading site drawings would be helpful.
• Promote and sell new product ranges.
• Achieve agreed targets.
• Where necessary, assist with New Product Development areas.
• Identifying key installing contractors, setting up trading terms and building long-term business objectives.

Knowledge, Skills and Experience Required

• Experience in dealing with one or more of the following in Scotland: Specifiers, Main Contractors, Contractors, Merchants and Specialist Distributors.
• Self-motivated individual who can work well either on their own or in a team in a highly proactive sales environment.
• Ability to manage own area, introduce tailored customer business plans to drive sales forward.
• Track record of Solution Selling.
• A UK drivers’ licence is essential.
• Previous experience as an Area Sales Manager or similar field-based roles.
• Competent IT skills are required, including MS Office & Outlook.
• Good communication skills with a friendly approach are needed.
• The ability to work under pressure with excellent attention to detail is a must.
• Sound commercial acumen and an ability to communicate with colleagues and customers to assist the closing of sales opportunities.
• A high degree of professionalism and a good understanding of Specifier, Contractor, Merchant and Specialist Distributor relationships is required, with the ability to communicate at each of these levels where necessary.
• Present, promote and sell products to existing and prospective customers.
• Perform cost-benefit and needs analysis of existing/potential customers to meet their needs.
• Reach out to customer leads through cold calling.
• Maintain market awareness including identifying and tracking suitable construction projects and act accordingly.
• Coordinate sales effort with team members and other departments.
• Analyse the territory/market’s potential, track sales and status reports.
• Provide customer training including Merchant and Specialist Distributor depots.
• Attend customer open days and exhibitions, both on stands and for research purposes.
• Support the launch of new products.
• Develop joint marketing plans with customers where applicable.
• Maintain accurate customer records.
• Prepare sales forecasts.

Person Specification

• Proven experience as a Sales Representative.
• Excellent knowledge of MS Office.
• Familiarity with BRM and CRM practices along with ability to build productive business professional relationships.
• Highly motivated and target driven with a proven track record in sales.
• Prioritising, time management and organisational skills.
• Ability to create and deliver presentations tailored to the audience needs.
• Relationship management skills and openness to feedback.
• Accurate and prompt administration, organisation and planning.
• Being analytical and understanding numeric data.
• Self-Motivation.
• Professional, reliable and diligent.
• Flexibility.
• Positive attitude and outlook.
• Experience in the Civil Engineering sector would be an advantage but not essential.

Training

All necessary training in relevant aspects of our Client’s business will be provided along with continuous training and development opportunities.

Location/Area: Scotland

Salary: Highly competitive base salary + Performance Based Bonus