Area Commercial Manager

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

• 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.

At Heidelberg Materials UK (previously known as Hanson UK) we strive to create an inclusive and respectful workplace where every individual can bring their unique skills and background to contribute to the success of our business. At Heidelberg Materials UK (previously known as Hanson UK), we understand that a diverse workforce is key to our growth and development, and we aim to foster a culture that values openness, transparency, and individual achievement. As part of our commitment to promoting diversity, we are actively working to encourage more individuals to consider careers within the construction industry. We believe in building a workplace that is dedicated to promoting inclusivity and diversity.

You may still be the right fit for this or other roles within our company.

Heidelberg Materials is also committed to working with and providing reasonable accommodations to individuals with disabilities. Please let your recruiter know if you need an accommodation at any point during the interview process.

We understand that women may face unique challenges in their careers, and we are committed to providing a supportive environment to help you thrive. Our family-friendly policies, such as enhanced maternity and parental leave, neonatal care, and adoption support, will provide you with the flexibility and support you need to balance your personal and professional commitments.

We also offer a range of benefits, such as access to our Employee Assistance Program, trained mental health first aiders, discounted private medical benefits and much more, to ensure your wellbeing is prioritized.

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