Area Sales Manager – Purlins & Mezzanine in Smethwick

Hadley Group is a world leader in advanced cold rolled steel technology, with manufacturing facilities in Europe, the Middle East and Southeast Asia. We deliver innovative solutions with applications across sectors as diverse as construction, automotive, industrial and agriculture. Our continuing growth and success is entirely dependent upon our ability to attract, retain and develop the best people, and it is for this reason that we promote continuous personal development for everyone working at the Hadley Group.

To generate profitable sales growth where possible exceeding agreed budget targets through the geographical area leveraging development of existing customer relationships and new opportunities. Lead the commercial activities, penetrating the market while maintaining a strong contractual relationship with the legacy customer base. To take personal responsibility for the revenue and margin line and its growth as the Group continues to progress strategic growth.

This high-profile role within the Hadley Group forms part of the key commercial team for the Hadley Building Products revenue strategy in the UK as the business drives for significant growth through both market share gain and also full market increase. This role will focus on the management and growth of Purlins and Mezz lines of business into the construction market.

THE ROLE

• Identify target markets and accounts for developing within those markets that align to the business plan and to the overall strategy for the Hadley Group within the target region.
• Hold sales budget responsibility for designated area achieving an aggressive above market growth target per year (including sales volume, value and profit) by leveraging the strength of the group and the value proposition provided to the market.
• Responsibility for sales development (top line growth) and for Segment / Product profitability (Gross Margin / Operating Income).
• Execute pricing policy as set by Business Unit Leads and thereby drive the added value for the UK business line.
• Provide full and comprehensive commercial reporting as required by senior management and the National Sales Manager.
• Support the develop best in class work practices within the sales team working with colleagues to create a platform of competence that enable for efficient revenue capture process across the product groups.
• To liaise with both technical and operational teams concerning viability of new sections, lead times, delivery details, machine availability, manufacturing programmes to promote a unified approach to the customer.
• Work proactively with Marketing to ensure handover of key business development projects to the sales team are managed and co-ordinated effectively.
• Be responsible for the complete analysis of the market environment within the area helping to identify new business opportunities / threats, developing strategy and actions to address any negative trends.
• Conduct daily business with balanced risk whilst strictly observing Business Ethics, Quality and Hadley Group Values.
• Maintain an entrepreneurial approach to the market, assessing the opportunities for market step change such as acquisition behaviour, either in the current market space or to an immediate adjacency.
• Manage contract negotiations from initial enquiry through to quotation and final close of order.
• Develop a significant presence in the market working with customers and wider stakeholders to ensure that the Hadley Brand Equity is maximised and developed, thereby assisting with the recruitment of leads/ opportunities.
• Work with the Operations team to ensure alignment to the commercial goals for the relevant periods that are set e.g. budget year, 5 year plan etc, specific commercial activity.
• Work with Group Finance and Credit Control to ensure customer payments are received on agreed dates.

TRAVEL REQUIREMENTS

We anticipate that at times it will be a requirement to travel roughly 60% to 70% of the time.

REQUIRED QUALIFICATIONS AND EXPERIENCE

• Either +5 years of work experience in an Engineering, Technical or Business discipline.
• Discipline Degree qualified.
• Previous experience key customer management within construction market, ideally dealing with Multinational OEM, tier 1 and tier 2 supply networks.
• Demonstrated revenue growth managing a multimillion £ region.
• Commercial acumen with strong understanding of company finances and ability to use this information to drive decision making.
• Detailed knowledge of working in a UK / US business.
• Minimum of 5 years’ experience in a commercial leadership role.

CORE COMPETENCIES

• Core competencies – Personal: Customer Orientation, Getting things done (right), Teamwork, Interpersonal communication skills, Innovation and improvement, Ethics and integrity, Prioritising, Planning and Organising, Problem solving and analysis.
• Core competencies – Professional: Product and Solution knowledge, Industry knowledge, Application knowledge, Customer relationships, Time management and Sales discipline (Assessment, sales pipeline and planning and execution).